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    Blog Category // Complex Sales (20)

    Applying Smarter Metrics to your Sales and Marketing Funnel

    Posted by Bob Apollo, May 15, 2012
    According to some of the latest reports from Sirius Decisions, CSO Insights and other leading B2B research organisations, ...

    Perhaps there’s no such thing as solution selling - only solution buying

    Posted by Bob Apollo, May 11, 2012
    There’s a multi-million $ industry built up around solution selling. Training companies deliver courses promising to help ...

    6 Critical Foundations of the new “Solution Selling”

    Posted by Bob Apollo, May 02, 2012
    Faced with increasing competition, commoditisation and margin erosion most B2B vendors have chosen to embrace “solution ...

    Marketing Scores Leads, So Why Doesn’t Sales Score Opportunities?

    Posted by Bob Apollo, Apr 23, 2012
    I'm delighted that Swayne Hill, Co-Founder & SVP of Field Operations at Cloud9 and author of the excellent Data-Driven ...

    A Must Read: Swayne Hill on Creating a Dynamic B2B Selling Process

    Posted by Bob Apollo, Apr 17, 2012
    I'm delighted that Swayne Hill, Co-Founder & SVP of Field Operations at Cloud9 and author of the excellent Data-Driven ...

    B2B Buying Cycle Alignment: 4 in 5 sales organisations must do better

    Posted by Bob Apollo, Apr 13, 2012
    CSO Insights have just published their 2012 Sales Management Optimisation study. As always, the conclusions from their ...

    Why it's bad news if your prospect shares your point of view

    Posted by Bob Apollo, Apr 11, 2012
    We want our prospects to agree with us, right? So why am I suggesting that the last thing you want is for your prospect to ...

    If you’re serious about selling me a “solution”, don’t ask what keeps me up at night

    Posted by Bob Apollo, Apr 03, 2012
    I had a truly bizarre experience the other day. A senior (and very experienced, by the look of him) sales person actually ...

    Vo-duh!-fone: Why taking customers for granted is never a good idea

    Posted by Bob Apollo, Mar 12, 2012
    When you’ve been a customer for more than 20 years, you can sometimes get into the comfortable habit of assuming that the ...

    3 proven ways to shorten your average sales cycle

    Posted by Bob Apollo, Mar 08, 2012
    The length of the average sales cycle is a concern for many B2B sales leaders, and with good reason: successfully shortening ...
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