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    Blog Category // Complex Sales (17)

    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 ...

    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 ...

    B2B Sales has evolved. Have you?

    Posted by Bob Apollo, Nov 15, 2012
    The folks at Postwire have come up with a great infographic to summarise the evolution of the salesperson. Did you know:

    If Alignment is such a good thing, why is it so hard to achieve?

    Posted by Bob Apollo, Nov 13, 2012
    It would be hard to find anyone prepared to argue against the benefits of sales and marketing alignment. It’s a proven fact ...

    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 ...

    Latest Funnel Videos: Sales and Marketing Alignment

    Posted by Bob Apollo, Oct 26, 2012
    I'm looking forward to speaking at the Funnel 2012 conference at London's Emirates Stadium on 13th November - in front of ...

    Why does sales training have such a poor ROI?

    Posted by Bob Apollo, Oct 23, 2012
    The statistics certainly make for uncomfortable reading. According to a substantial body of published research - some of it ...

    Why is accurate sales forecasting such a challenge?

    Posted by Bob Apollo, Oct 09, 2012
    According to the latest research published by CSO Insights, less than half of all forecasted sales opportunities actually ...

    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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