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    Blog Category // Complex Sales (24)

    B2B Sales: The Problem with Solution Selling

    Posted by Bob Apollo, Oct 18, 2011
    I’ve lost count of the number of organisations who, facing increased competition in their core markets, have ambitions to ...

    Why Your Sales+Marketing Teams Must Agree on Ideal Prospect Profiles

    Posted by Bob Apollo, Oct 10, 2011
    Regrettably, the situation I’m about to describe is still far too common in many B2B sales and marketing organisations. ...

    Opportunity to attend Funnel 2011 on 1st Nov in London as my guest

    Posted by Bob Apollo, Oct 06, 2011
    I’m going to be speaking at Econsultancy’s FUNNEL 2011 conference on 1st November in London. The event focuses on a question ...

    4 things you could be doing NOW to maximise Q4 sales

    Posted by Bob Apollo, Oct 04, 2011
    It’s October already, the 4th quarter has arrived, and the end of the year will soon be upon us. If your organisation is ...

    5 Timeless Principles: Revisiting the HP Way

    Posted by Bob Apollo, Sep 30, 2011
    I spent my formative years at Hewlett-Packard. Bill Hewlett and Dave Packard established set of business principles - ...

    5 Things You Must Consider When Looking for Growth Investment

    Posted by Bob Apollo, Sep 29, 2011
    There comes a time in the life of most entrepreneurially-led, early stage companies where you start to imagine how much ...

    15 Questions You Must Answer for Every Opportunity in Your Pipeline

    Posted by Bob Apollo, Sep 27, 2011
    Every sales pipeline includes opportunities that are never likely to close, and that - for as long as they remain in the ...

    B2B Sales: Your Most Valuable Prospects Have Tried and Failed

    Posted by Bob Apollo, Sep 22, 2011
    There’s been much talk recently (and I’ve been guilty of some of it myself) about the need to provoke your prospects with ...

    3 Key Insights from Benioff’s Social Enterprise Keynote at Cloudforce London

    Posted by Bob Apollo, Sep 15, 2011
    In the company of thousands of others - both in the venue and on-line - I listened with rapt attention in London’s Royal ...

    Research Proves That Most Customers Prefer Certainty to Creativity

    Posted by Bob Apollo, Sep 13, 2011
    How many times has a customer said that they are looking for creative ideas from you? Or that they value innovation? Stop a ...
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