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    Blog Category // CRM

    B2B Sales Leadership and CRM

    Posted by Bob Apollo, Apr 25, 2023
    What role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of ...

    Why are so many CRM implementations still failing?

    Posted by Bob Apollo, Jul 24, 2019
    According to many market analysts, the market for CRM solutions shows no signs of slowing down. It’s increasingly rare to ...

    Weeding out weak opportunities (and improving sales forecast accuracy)

    Posted by Bob Apollo, Aug 10, 2016
    How can B2B sales people (and the sales organisations they work for) identify and engage the prospects that are most likely ...

    Mastering the Close Date Conundrum

    Posted by Bob Apollo, Feb 17, 2016
    Predicting close dates is one of the most challenging aspects of accurate forecasting in complex sales environments. It’s ...

    The problem with assigning fixed percentages to pipeline stages

    Posted by Bob Apollo, Jul 02, 2015
    On average, fewer than 50% of forecasted opportunities close at the predicted value and time - and the figure is usually far ...

    The HBR dismantle the “sales machine”

    Posted by Bob Apollo, Oct 22, 2013
    As I pointed out in a recent article, we’re going to need fewer, smarter B2B sales people. But that’s not all: we’re going ...

    B2B Sales: Has SFA Really Reached a Tipping Point?

    Posted by Bob Apollo, Jan 16, 2012
    Malcolm Gladwell, in his book of the same name, pointed out the power of “The Tipping Point”, and sought to demonstrate with ...

    Forrester: Your Brand is too important to be left to Marketing

    Posted by Bob Apollo, Dec 01, 2011
    The late Dave Packard, co-founder of HP, once made the observation that “marketing is too important to be left to the ...

    3 Key Insights from Benioff’s Social Enterprise Keynote at Cloudforce London

    Posted by Bob Apollo, Sep 15, 2011
    In the company of thousands of others - both in the venue and on-line - I listened with rapt attention in London’s Royal ...

    Hubspot and Salesforce Showcase The B2B Social Revolution

    Posted by Bob Apollo, Aug 10, 2011
    I attended a fascinating webinar on Monday on The Social Revolution: Connecting With Today’s Customer given by George Hu ...
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