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    Blog Category // Complex Sales (26)

    B2B Sales and Marketing: Is Misalignment Taking 10% Off Your Sales?

    Posted by Bob Apollo, Jul 27, 2011
    Improving sales and marketing alignment has been at or near the top of many CEO’s “to do” lists for years. But it’s ...

    B2B Sales: Are You Playing Buzzword Bingo With Your Prospects?

    Posted by Bob Apollo, Jul 21, 2011
    If you’re in any business involving technology, there can be a terrible temptation for your sales people to fall back on ...

    Forrester - Which CRM Metrics Really Matter?

    Posted by Bob Apollo, Jul 19, 2011
    Bill Band of Forrester Research has just published the results of his latest study into “The Right CRM Metrics for Your ...

    The Information Arms Race Between B2B Buyers and Sellers

    Posted by Bob Apollo, Jul 14, 2011
    The term "arms race" was initially used to describe the competition between two or more nations to establish the most ...

    B2B Sales Pipelines: When Do You Want to be Told the Truth?

    Posted by Bob Apollo, Jul 11, 2011
    An old colleague of mine - a highly experienced sales leader with many years of sustained quota achievement to his credit - ...

    Software CEOs Talk About Adopting SaaS

    Posted by Bob Apollo, Jul 08, 2011
    Earlier this week a group of UK-based software CEOs talked about their experiences of adopting a Software as a Service ...

    5 Questions You Ought to be Asking as the Half-Year Approaches

    Posted by Bob Apollo, Jun 29, 2011
    We’re coming up to the end of June - the half-way point for many annual plans and company financial years. You undoubtedly ...

    Is Your Organisation Paying the Penalty for Poor Sales Qualification?

    Posted by Bob Apollo, Jun 27, 2011
    80% of lost sales opportunities are the result of either poor qualification or the lack of an effective sales process. But ...

    Why Less Than 1 in 5 CRM Systems Actually Increase Revenues

    Posted by Bob Apollo, Jun 23, 2011
    Why have so many companies invested in CRM systems? According to the latest data from CSO Insights, the overriding goal for ...

    B2B Sales: Top Sellers are Storytellers

    Posted by Bob Apollo, Jun 14, 2011
    Is your sales process characterised by lengthy buying cycles with the involvement of multiple decision makers? Are buying ...
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