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    Blog Category // B2B Buying Process (6)

    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 ...

    Are you appealing to budget makers or budget takers?

    Posted by Bob Apollo, Sep 25, 2012
    Are your sales and marketing messages targeted at budget makers or budget takers? In most complex, high value sales ...

    4 distinctively different states of the B2B buying decision process

    Posted by Bob Apollo, Jun 26, 2012
    I’ve written before about the Buyer’s Journey, and about the stages that your b2b prospects go through in their buying ...
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