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    Blog Category // B2B Buying Process (6)

    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 ...

    The HBR dismantle the “sales machine”

    Posted by Bob Apollo, Oct 22, 2013
    As I pointed out in a recent article, we’re going to need fewer, smarter B2B sales people. But that’s not all: we’re going ...

    B2B Complex Sales: the 4 states of the buying decision mindset

    Posted by Bob Apollo, May 21, 2013
    Are your prospects Painting by Numbers, on a Quest for the Grail, Lost in the Fog, or running around like Headless Chickens? ...

    Connecting the Buyer's Journey, Your Pipeline and Your Revenue Goals

    Posted by Bob Apollo, May 17, 2013
    The changing shape of the buyer's journey has introduced a raft of new issues for sales leaders who are trying to manage ...

    B2B sales: it’s your prospect’s proposal that matters, not yours!

    Posted by Bob Apollo, Mar 12, 2013
    In most complex B2B sales environments, a proposal plays a significant part in the decision making process. But it’s not ...

    Why top sales people focus on priorities - not needs

    Posted by Bob Apollo, Feb 14, 2013
    When I started my sales career, I was taught that I should focus on identifying my prospect’s needs. Later, when I started ...

    Who should own the funnel: sales or marketing? [includes video]

    Posted by Bob Apollo, Nov 21, 2012
    Kudos to the team at Econsultancy for an excellent event last week at Funnel 2012. I gave a keynote presentation on the ...

    Why the COI (Cost of Inaction) always needs to come before the ROI (Return on Investment)

    Posted by Bob Apollo, Nov 06, 2012
    If you’re selling high-value B2B products or services, you’ve probably been involved in coming up with ROI (return on ...

    Neil Rackham on the changing face of B2B buying

    Posted by Bob Apollo, Oct 04, 2012
    Neil Rackham - the inventor of SPIN Selling - offered some of his thoughts on the changing face of B2B buying in a recent ...
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