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    Blog Category // B2B Marketing (6)

    Why it’s time we stopped "weeing" over our prospects

    Posted by Bob Apollo, Feb 26, 2013
    At an intellectual level, it’s easy to accept that our prospects are far more interested in addressing their issues than ...

    Should B2B marketing be employing more scientists than artists?

    Posted by Bob Apollo, Feb 21, 2013
    That’s the question implied by one of IDC’s recently published “Top 10 predictions for 2013”. Driven by a number of profound ...

    McKinsey: What can business learn from the software industry?

    Posted by Bob Apollo, Feb 12, 2013
    In a recent article (“Competing in a digital world”) on the McKinsey website, authors Sarrazin and Sikes identify 4 lessons ...

    B2B Social Media requires a team effort between marketing and sales

    Posted by Bob Apollo, Feb 01, 2013
    Surveys of B2B marketing budgets consistently show that a higher percentage of marketing resources are being invested in ...

    It’s hard to Cross the Chasm if you don’t know where you plan to land

    Posted by Bob Apollo, Jan 28, 2013
    Addressing the challenge of how to “Cross the Chasm” that separates early adopters from mainstream markets has become a ...

    How to turn every sales person into a top story-teller

    Posted by Bob Apollo, Jan 23, 2013
    What sets top sales people apart? What is it that they do better than the rest? There are, of course, a number of factors, ...

    If you're a SaaS-based business, only 3 things matter

    Posted by Bob Apollo, Jan 18, 2013
    If - like many of the companies I work with - you have a SaaS-based business, then the choice of metrics you use to measure ...

    OpenView’s 22 make-or-break sales and marketing predictions for 2013

    Posted by Bob Apollo, Jan 15, 2013
    What are the key trends that are likely to impact B2B sales and marketing in 2013? OpenView Labs - one of the best sources ...

    B2B Sales: Is your funnel fighting fit or fundamentally flabby?

    Posted by Bob Apollo, Dec 11, 2012
    The “funnel” is one of the most powerful metaphors in B2B sales and marketing. It describes the passage of prospects through ...

    Is B2B selling art or science - or is it engineering?

    Posted by Bob Apollo, Dec 10, 2012
    Is sales an art or a science? Traditionalists used to think of sales as a combination of art and heroics. A recent article ...
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