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    Blog Category // Complex Sales (27)

    B2B Marketing: Forrester on Becoming a Customer Obsessed Company

    Posted by Bob Apollo, Jun 09, 2011
    Leading research firm Forrester recently published a new report on “Competing in the Age of the Customer”. Although the ...

    Why Reducing the Value of Your Pipeline Will Enable You to Sell More

    Posted by Bob Apollo, Jun 07, 2011
    Most sales people, and most sales managers, have been conditioned to believe that bigger pipelines are better, but there are ...

    The 5 Top Reasons Why B2B Partnerships Fail

    Posted by Bob Apollo, Jun 03, 2011
    A recent study involving more than 200 organisations by Channel Dynamics has highlighted some of the key reasons why so many ...

    12 Key Questions Your Go-to-Market Model Needs to Address

    Posted by Bob Apollo, May 31, 2011
    What does "go-to-market" mean to you? Many companies react to new challenges in their business environment by declaring that ...

    For Entertainment Only: A Short History of SP*M

    Posted by Bob Apollo, May 28, 2011
    We've all suffered from SP*M. But where did it all start? I thought you might be interested in this light-hearted history ...

    Where is Your Sales Funnel Leaking?

    Posted by Bob Apollo, May 26, 2011
    Every sales funnel leaks, but some leak more than others - and unfortunately often in the most expensive places. ...

    10 Critical Factors That Could be Constraining Your Sales Growth

    Posted by Bob Apollo, May 24, 2011
    Building a scalable, repeatable and predictable business is hard work. Even if you have a competitive solution in an ...

    Is your CRM System Still Acting as a Sales Prevention System?

    Posted by Bob Apollo, May 17, 2011
    Most sales organisations have some sort of CRM solution in place. Many have made significant investments in the system. Yet ...

    Are You Suffering from the Social Media Charlatans?

    Posted by Bob Apollo, May 13, 2011
    There’s no doubt that business social media has an increasingly important role to play in B2B buying decisions. But if you ...

    Gartner: 5 Questions for Anyone Selling Technology

    Posted by Bob Apollo, May 12, 2011
    Steve Prentice of Gartner recently shared some fascinating perspectives* on the use of technology to drive business ...
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