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    Blog Category // B2B Buying Process (5)

    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 ...

    The 3 critical dimensions of sales coaching

    Posted by Bob Apollo, Oct 23, 2014
    Having observed a number of B2B sales organisations over the years, I’ve come to the conclusion that sales training is ...

    B2B sales: How to close 42% more business

    Posted by Bob Apollo, Oct 15, 2014
    According to the smart folks at Sales Benchmark Index (SBI), companies that have taken the time to adopt and implement a ...

    The B2B buying decision process: challenging the 57% myth

    Posted by Bob Apollo, Sep 30, 2014
    It’s a statistic that’s been widely quoted and even more widely misunderstood - the idea that the typical modern B2B buying ...

    B2B Sales: You need to focus on the workarounds that aren’t working

    Posted by Bob Apollo, Sep 03, 2014
    In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than ...

    What have you done to identify your ideal customers?

    Posted by Bob Apollo, Jul 16, 2014
    Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy ...

    How to make the second half of your sales year better than the first

    Posted by Bob Apollo, Jul 01, 2014
    We've reached the halfway point in the sales year, and this is a particularly good time to take stock. Early indications are ...

    Gartner: "Boost your sales win rates by 50% via win-loss analysis"

    Posted by Bob Apollo, May 20, 2014
    Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, ...

    What would it take for you to give that sales conversation a “10”?

    Posted by Bob Apollo, May 13, 2014
    In sales situations, it’s not unusual to come across prospects that appear at first to be largely content with the status ...

    Neil Rackham: B2B buying behaviour is becoming increasingly polarised

    Posted by Bob Apollo, Apr 22, 2014
    We’re all very familiar with the idea that modern B2B buyers are increasingly well-informed and far less dependent on ...
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