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    Blog Category // Complex Sales (16)

    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 ...

    Why your sales people need to focus on the decision shapers

    Posted by Bob Apollo, Feb 05, 2013
    It’s a common cliché in the sales process that you need to sell to the decision maker, and you would be foolish to ignore ...

    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 ...

    The real reason sales people struggle to close opportunities

    Posted by Bob Apollo, Jan 30, 2013
    Alec Baldwin has got a lot to answer for. And, no, I’m not talking about his appearance in “Dr. Seuss' The Cat in the Hat”. ...

    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 ...

    5 proven ways of improving your sales proposal win rates

    Posted by Bob Apollo, Jan 08, 2013
    Imagine how much effort and resource is wasted every year in creating and submitting sales proposals to prospects that end ...

    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 ...
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