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    Blog Category // Complex Sales (23)

    Latest B2B Guide: Understanding your “Ideal Customers”

    Posted by Bob Apollo, Nov 29, 2011
    In today’s business climate, you would think that few organisations could afford to invest large amounts of sales and ...

    Forrester: Prospects only rate 7% of sales calls as worthy of follow-up

    Posted by Bob Apollo, Nov 23, 2011
    According to recent Forrester research quoted by Tim Riesterer in his excellent “Conversations that Win the Complex Sale”, ...

    How Impact-Based Selling Increases Sales Win Rates in Troubled Times

    Posted by Bob Apollo, Nov 21, 2011
    In a recent article, I explained why BANT-based sales qualification is being overtaken by FAINT ...

    How much Sales and Marketing effort will you waste in 2012?

    Posted by Bob Apollo, Nov 17, 2011
    Everything suggests that 2012 is going to be a very difficult year. Economies around the world are slashing growth ...

    Why the case for BANT qualification is getting FAINTer

    Posted by Bob Apollo, Nov 15, 2011
    When I first learned my trade - in the Golden Age of B2B Selling - BANT was all the rage as the sine qua non of sales ...

    3 Questions B2B Sales Leaders must ask about every Q4 Opportunity

    Posted by Bob Apollo, Nov 10, 2011
    I’m sure that your sales organisation is straining every sinew to ensure that they close the quarter and the year with the ...

    Are you prepared for an Olympic sales performance in 2012?

    Posted by Bob Apollo, Nov 08, 2011
    It’s November already - less than two months to go before the end of the year. I’m sure that your sales team is very focused ...

    Compare Yourself Against 92 Sales Performance Factors with Dealmaker Index

    Posted by Bob Apollo, Nov 03, 2011
    How does your organisation’s sales performance compare against the best in class? And what specifically could you do to ...

    12 Key Initiatives that Could Accelerate Your Revenue Growth

    Posted by Bob Apollo, Oct 31, 2011
    What are the factors that separate many of today’s top-performing B2B sales and marketing organisations from the rest? ...

    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 ...
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