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    Blog Category // B2B Buying Process (8)

    6 Critical Milestones in the B2B Buying Decision Process

    Posted by Bob Apollo, Oct 26, 2011
    Most of us are used to thinking of managing our sales pipeline through a series of sales stages. But this approach presents ...

    Research Proves Formal Management Systems Help Start-Ups Succeed

    Posted by Bob Apollo, Aug 17, 2011
    According to an Accenture Award winning article highlighted in the Stanford Graduate School of Business Knowledgebase, ...

    B2B Sales: Are You Playing Buzzword Bingo With Your Prospects?

    Posted by Bob Apollo, Jul 21, 2011
    If you’re in any business involving technology, there can be a terrible temptation for your sales people to fall back on ...

    The Information Arms Race Between B2B Buyers and Sellers

    Posted by Bob Apollo, Jul 14, 2011
    The term "arms race" was initially used to describe the competition between two or more nations to establish the most ...

    B2B Marketing: Forrester on Becoming a Customer Obsessed Company

    Posted by Bob Apollo, Jun 09, 2011
    Leading research firm Forrester recently published a new report on “Competing in the Age of the Customer”. Although the ...

    5 Reasons Your CRM System may be Holding Back Your Sales

    Posted by Bob Apollo, Mar 22, 2011
    Most B2B sales organisations have some sort of CRM system in place - or are planning to invest in one. Yet I still keep ...

    Forrester finds that only 1 in 8 Sales Meetings are Valuable

    Posted by Bob Apollo, Mar 15, 2011
    What makes a sales meeting valuable to a prospect? It’s when the sales person clearly understands the prospect’s business ...

    B2B Sales: If You’re Going to Lose, You Had Better Lose Early...

    Posted by Bob Apollo, Feb 22, 2011
    There are few things more dispiriting than investing months of effort in a long and complex sales campaign and then coming ...

    5 Ways to Make Your B2B Sales Conversations More Valuable

    Posted by Bob Apollo, Feb 17, 2011
    There’s no doubt that the internet, Web 2.0 and business social networks are having a dramatic impact on B2B buying ...

    Never Mind the Competition - Worry about Your Prospect’s Other Options

    Posted by Bob Apollo, Feb 03, 2011
    According to some of the latest research published by CSO Insights and others, an increasingly common outcome for forecasted ...
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