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    Blog Category // Complex Sales (5)

    Complex Sales: the #1 rule when responding to RFPs

    Posted by Bob Apollo, Nov 18, 2015
    DON'T RESPOND! Unless, of course, you have played a significant role in shaping the prospect’s requirements and the timing ...

    Never mind the Sharks - what about the Piranhas?

    Posted by Bob Apollo, Nov 12, 2015
    The most dangerous competition in B2B sales often comes from an unexpected quarter. I fondly remember working at SCO in ...

    Learn from the Best, Move the Middle, Recycle the Rest (and Hire Smarter)

    Posted by Bob Apollo, Nov 04, 2015
    According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the ...

    B2B sales: which opportunities are REALLY likely to close in 2015?

    Posted by Bob Apollo, Oct 29, 2015
    It’s coming up to the end of October, and if you’re in high-value, long-decision-cycle, multiple-stakeholder enterprise ...

    Never Mind the Sales Process - What About the Buyer’s Journey?

    Posted by Bob Apollo, Oct 27, 2015
    When organisations talk about their sales process, they are usually thinking in terms of a sequence of sales activities, ...

    The Challenger Conundrum: What If Marketing Isn't Up to the Challenge?

    Posted by Bob Apollo, Oct 26, 2015
    As regular readers will know, I’m a great fan of the principles set out in the best-selling “The Challenger Sale”. But ...

    The keys to fast, effective market entry into new geographies

    Posted by Bob Apollo, Oct 23, 2015
    There’s no doubt that for many North American based companies, expanding into Europe is an attractive option. Sections of ...

    The 3 Critical B2B Sales Pipeline Metrics

    Posted by Bob Apollo, Oct 21, 2015
    How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as ...

    Sales Forecasting Essentials - get your definitions right

    Posted by Bob Apollo, Oct 12, 2015
    There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...

    The Keys to Successfully Implementing “The Challenger Sale”

    Posted by Bob Apollo, Oct 09, 2015
    I attended the UK launch event for “The Challenger Customer” yesterday (you can read my review of the book here). One of the ...
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