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    Blog Category // CSO Insights (3)

    10 Questions You Must Ask of Your Organisation

    Posted by Bob Apollo, Mar 29, 2011
    What are the key factors that determine whether your organisation is going to be able to realise its full potential? The ...

    Why You Need to Sell the Problem Before You Can Sell Your Solution

    Posted by Bob Apollo, Mar 16, 2011
    Recent research by CSO Insights, SiriusDecisions and others confirms what a growing number of sales managers have observed: ...

    5 Reasons Why Sales Process Trumps Sales Heroics

    Posted by Bob Apollo, Mar 01, 2011
    Most companies, at some stage in their early lives, while they are struggling for validation and desperate for revenue, have ...

    Never Mind the Competition - Worry about Your Prospect’s Other Options

    Posted by Bob Apollo, Feb 03, 2011
    According to some of the latest research published by CSO Insights and others, an increasingly common outcome for forecasted ...

    Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap

    Posted by Bob Apollo, Feb 01, 2011
    Forrester’s latest research “B2B Sales and Marketing Alignment Starts with the Customer” confirms the dysfunctional and ...

    Ideal Prospect Profiles Boost Sales Win Rates by 20%

    Posted by Bob Apollo, Jan 20, 2011
    The always-excellent CSO Insights are soon to release the results of their annual 2011 sales performance optimisation ...

    12 Inspiring Insights on B2B Sales and Marketing from 2010

    Posted by Bob Apollo, Dec 29, 2010
    During the past year I've benefited from the insights of people and organisations that have made telling contributions to ...

    7 reasons why most B2B CRM systems get forecasting badly wrong...

    Posted by Bob Apollo, Nov 03, 2010
    How accurate are your sales forecasts? According to the latest research from CSO Insights, less than 50% of deals close as ...

    is your sales + marketing aligned - or falling behind?

    Posted by Bob Apollo, Jun 15, 2010
    Is your sales and marketing aligned? If not, you are running the risk of falling behind. Sometimes the signs of a lack of ...

    Most of your sales efforts are wasted...

    Posted by Bob Apollo, Apr 20, 2010
    Let’s face it, in almost every b2b sales organisation, there’s far too much valuable selling time going to waste. It’s being ...
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