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Blog Category // B2B Buying Process (4)
Forrester: 4 types of B2B buyer = 4 types of B2B seller
Posted by
Bob Apollo
,
Jun 09, 2015
There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose ...
Why you don’t need any sales stages in your sales pipeline
Posted by
Bob Apollo
,
Jun 04, 2015
The above assertion might appear counter-intuitive, but please bear with me. I’m going to try and make the case that you ...
It’s time to kick the Shih Tzu out of buyer personas
Posted by
Bob Apollo
,
Jun 02, 2015
B2B marketers are directing an increasing percentage of their energy and budget towards content creation. But the consequent ...
Acronyms Away! Why COI trumps ROI
Posted by
Bob Apollo
,
Apr 23, 2015
I’ve just been reading an article that suggests that ROI (Return on Investment) is some sort of magic bullet that can ...
B2B Sales: Why you must systematically target these 3 avoidable errors
Posted by
Bob Apollo
,
Mar 18, 2015
Sales people and sales leaders have been regularly urged over the years to adopt “best practices” as a way of improving ...
Think your salespeople have a closing problem? Think again…
Posted by
Bob Apollo
,
Feb 10, 2015
I’ve lost count of the number of clients who call me in because they think their sales people have a problem closing new ...
What’s the one thing VCs love even more than growth?
Posted by
Bob Apollo
,
Jan 27, 2015
Of course, every VC wants to see their portfolio companies grow. But as Scott Maxwell of OpenView Venture Partners points ...
Why your sales funnel needs to leak from the top, not the bottom
Posted by
Bob Apollo
,
Jan 13, 2015
Let’s face it, every sales funnel leaks. It’s just that some seem to leak more than others - and many are leaking in all the ...
Don’t waste your time on deals that have no compelling reason to act
Posted by
Bob Apollo
,
Dec 09, 2014
It’s often quoted, but worth repeating: the biggest single reason why B2B sales people lose seemingly well-qualified ...
Sales and Marketing alignment - necessary but not sufficient
Posted by
Bob Apollo
,
Oct 30, 2014
Most CEOs would like to see their sales and marketing teams working more effectively together. Many have “improving sales ...
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Complex Sales (371)
B2B Marketing (199)
B2B Buying Process (118)
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