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    Blog Category // B2B Buying Process (11)

    B2B Sales: Eliminating the barriers to the buying decision journey...

    Posted by Bob Apollo, Mar 11, 2010
    The past year has provided abundant evidence that driving sales people to "sell harder" and hoping that this will boost ...

    B2B Sales: Elevating your prospect's need for your solution...

    Posted by Bob Apollo, Mar 09, 2010
    In today's business climate, useful or important needs might help to get a vendor considered or evaluated, but only urgent ...

    Re-Architecting the B2B Sales and Marketing Process for a New Decade

    Posted by Bob Apollo, Mar 03, 2010
    According to CSO Insights’ recently published annual sales performance optimisation study, the number of sales people making ...

    Reversing the Decline: How to boost sales performance in 2010...

    Posted by Bob Apollo, Feb 04, 2010

    Are you REALLY Customer-Aligned?

    Posted by Bob Apollo, Jan 13, 2010
    What was your 2010 New Year Business resolution? The one I've been hearing most often from Chief Executives and Sales and ...

    Sales presentations should be conversations, not broadcasts

    Posted by Bob Apollo, Nov 02, 2009
    How many times have you sat and suffered through a dull b2b presentation, eagerly anticipating the final slide and an end to ...

    Are Current B2B Marketing Conditions Causing You to Think Differently?

    Posted by Bob Apollo, Oct 01, 2009
    Nick de Cent, editor of Modern Selling recently asked me if I had any feel for how people are thinking about the economic ...

    Is your CRM System a Sales Prevention System?

    Posted by Bob Apollo, Sep 01, 2009
    Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet ...

    McKinsey: Shooting holes in the "Sales Funnel"

    Posted by Bob Apollo, Aug 12, 2009
    The latest McKinsey Quarterly carries a great article on the consumer decision journey - and shoots holes in the now ...

    Trigger Events: Time to Brush Up Your Trigger-Nometry!

    Posted by Bob Apollo, Jul 06, 2009
    How confident are you that you truly, deeply understand who your best prospects are, what really matters to them, and how ...
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