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    Blog Category // Complex Sales (35)

    What if product marketing saw itself as "problem solving marketing"?

    Posted by Bob Apollo, Nov 09, 2009
    I was reflecting on a thought-provoking blog by Dave Brock, who asked "what would happen if we saw things the way our ...

    Sales presentations should be conversations, not broadcasts

    Posted by Bob Apollo, Nov 02, 2009
    How many times have you sat and suffered through a dull b2b presentation, eagerly anticipating the final slide and an end to ...

    B2B sales: how do your prospects approach risk?

    Posted by Bob Apollo, Oct 06, 2009
    Jill Konrath's "Selling to Big Companies" website is a must-read resource for anyone concerned with improving their sales ...

    Are Current B2B Marketing Conditions Causing You to Think Differently?

    Posted by Bob Apollo, Oct 01, 2009
    Nick de Cent, editor of Modern Selling recently asked me if I had any feel for how people are thinking about the economic ...

    Solution Selling – Where’s the Problem?

    Posted by Bob Apollo, Sep 09, 2009
    Selling undifferentiated products is tough. Margins are declining, competition is increasing, and the buyer has all the ...

    Is your CRM System a Sales Prevention System?

    Posted by Bob Apollo, Sep 01, 2009
    Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet ...

    Crossing the Chasm, Eagles, Flocks and the 70% Solution

    Posted by Bob Apollo, Aug 16, 2009
    I was reflecting with a client the other day on the current economic climate, and how hard it was to recruit really good ...

    McKinsey: Shooting holes in the "Sales Funnel"

    Posted by Bob Apollo, Aug 12, 2009
    The latest McKinsey Quarterly carries a great article on the consumer decision journey - and shoots holes in the now ...

    Trigger Events: Time to Brush Up Your Trigger-Nometry!

    Posted by Bob Apollo, Jul 06, 2009
    How confident are you that you truly, deeply understand who your best prospects are, what really matters to them, and how ...

    The 8 Sources of Sales and Marketing Waste

    Posted by Bob Apollo, Jun 22, 2009
    It's clear that in the current economic climate, avoiding wasted sales and marketing effort (and budget) is a subject that ...
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