Blog Category // Complex Sales (38)

Posted by Bob Apollo, Sep 05, 2008

If you're going to lose, it's always better to lose early - and if a deal is going nowhere, it's always better to realise ...

Posted by Bob Apollo, Jun 26, 2008

Many vendors who have a B2B sales model are facing tighter end-user budgets—and buyers who are prepared only to invest in ...

Posted by Bob Apollo, May 09, 2008

Like most high-tech marketers, I found Geoffrey Moore’s “Crossing the Chasm” essential reading. His concept of the gap that ...

Posted by Bob Apollo, Mar 17, 2008

Most of the best recent thinking about the complex B2B sales environment suggests that the primary role of the sales person ...

Posted by Bob Apollo, Feb 13, 2008

I spent half a day at the London "Technology for Marketing and Advertising" show today. I wished I hadn't. Each of the ...