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The Outcome-Centric Selling Blog

How much Sales and Marketing effort will you waste in 2012?

Posted by Bob Apollo on Thu 17-Nov-2011

Everything suggests that 2012 is going to be a very difficult year. Economies around the world are slashing growth projections, unemployment is rising and buyers are behaving in an ever more risk-averse fashion. Against this challenging climate, can you afford to be wasting a single ounce of sales or marketing effort?

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Are you prepared for an Olympic sales performance in 2012?

Posted by Bob Apollo on Tue 8-Nov-2011

It’s November already - less than two months to go before the end of the year. I’m sure that your sales team is very focused on closing as much business as they can in 2011 - but how is 2012 looking? It may be shaping up as an Olympic Year for the UK - but is your organisation's sales performance going to be in the running for a gold medal next year?

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12 Key Initiatives that Could Accelerate Your Revenue Growth

Posted by Bob Apollo on Mon 31-Oct-2011

What are the factors that separate many of today’s top-performing B2B sales and marketing organisations from the rest? Having outstanding products and services that are truly relevant to a well-defined target audience is clearly important. But when you look at the factors that truly separate the fastest growing vendors from the rest, it’s often their ability to execute that really impresses. They have the ability to align their entire sales and marketing organisation around a common set of winning strategies and tactics.

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The 7 Essential Foundations of Sales and Marketing Alignment

Posted by Bob Apollo on Tue 30-Aug-2011

The latest research by Aberdeen Group, SiriusDecisions, CSO Insights and others suggests that organisations with best-in-class levels of Sales and Marketing Alignment are able to achieve revenue growth rates 20-24% faster than their poorly-aligned competitors. So why is it that well-aligned organisations remain in the minority - and what can business leaders do to change this?

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B2B Marketing: Time to Bring the Digital + Physical Worlds Together?

Posted by Bob Apollo on Thu 28-Jul-2011

If you were to listen to the siren songs of the social media charlatans, you might think that conventional B2B marketing tactics are dead in the water. But – as a recent study by the widely respected CSO Insights organisation demonstrates – traditional tactics still have an important role to play. The challenge (and the opportunity) lies in intelligently integrating digital and physical marketing…

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5 Questions You Ought to be Asking as the Half-Year Approaches

Posted by Bob Apollo on Wed 29-Jun-2011

We’re coming up to the end of June - the half-way point for many annual plans and company financial years. You undoubtedly started out with clear ambitions for the year. What progress have you made - and are the assumptions you started the year with still valid? Here are 5 questions you might want to ask yourself as your organisation enters the second half of the year...

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7 Simple Prescriptions for Successful B2B Sales Pipeline Management

Posted by Bob Apollo on Tue 21-Jun-2011

Rick Page - in his book of the same name - reminds us that when it comes to winning Complex Sales, “Hope is Not a Strategy”.  Of course he’s right - and when it comes to managing B2B sales pipelines I have also become convinced that Inconsistency Cannot be a Foundation. Here’s why...

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

Posted by Bob Apollo on Tue 17-May-2011

Most sales organisations have some sort of CRM solution in place. Many have made significant investments in the system. Yet simply implementing CRM – just like just running a sales training course – is no “magic wand” for improving sales performance.  In fact the energies expended on them are often wasted...  

No saleBy the way, I wrote the first version of this article nearly two years ago - and the striking thing is that I’m still coming across CRM implementations that bear little or no relation to how their most promising prospects actually buy, or what their top performing sales people actually do.

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B2B Sales Win Rates are in a 5-Year Decline

Posted by Bob Apollo on Tue 19-Apr-2011

According to the latest report from CSO Insights, B2B sales win rates are caught in a 5-year decline, with no evidence of an upcoming rebound. It’s something that every sales manager - and every CEO - needs to pay urgent attention to...

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5 Reasons Why B2B Companies Must Think Like Private Equity Investors

Posted by Bob Apollo on Thu 14-Apr-2011

The always thought-provoking SiriusDecisions blog recently considered the impact of private equity investment on B2B marketing, and the implications of private equity’s focus on generating swift and strong returns. It strikes me that the same focus and discipline could and should be usefully applied to any B2B marketing environment, regardless of current or future ownership. The bottom line? Don't spend money on stuff that doesn't drive revenue...

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