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    Blog Category // Forrester

    The Buyer’s Journey: Why Change? > What To? > Why You?

    Posted by Bob Apollo, Jan 13, 2016
    It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect ...

    Forrester: 4 types of B2B buyer = 4 types of B2B seller

    Posted by Bob Apollo, Jun 09, 2015
    There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose ...

    It’s time to kick the Shih Tzu out of buyer personas

    Posted by Bob Apollo, Jun 02, 2015
    B2B marketers are directing an increasing percentage of their energy and budget towards content creation. But the consequent ...

    Sales Enablement: the essential bridge between B2B Marketing and Sales

    Posted by Bob Apollo, Feb 05, 2014
    What is the primary role of B2B marketing in today’s business environment? It’s certainly no longer just about the ...

    Forrester: Prospects only rate 7% of sales calls as worthy of follow-up

    Posted by Bob Apollo, Nov 23, 2011
    According to recent Forrester research quoted by Tim Riesterer in his excellent “Conversations that Win the Complex Sale”, ...

    Forrester - Which CRM Metrics Really Matter?

    Posted by Bob Apollo, Jul 19, 2011
    Bill Band of Forrester Research has just published the results of his latest study into “The Right CRM Metrics for Your ...

    B2B Sales: Top Sellers are Storytellers

    Posted by Bob Apollo, Jun 14, 2011
    Is your sales process characterised by lengthy buying cycles with the involvement of multiple decision makers? Are buying ...

    B2B Marketing: Forrester on Becoming a Customer Obsessed Company

    Posted by Bob Apollo, Jun 09, 2011
    Leading research firm Forrester recently published a new report on “Competing in the Age of the Customer”. Although the ...

    12 Key Questions Your Go-to-Market Model Needs to Address

    Posted by Bob Apollo, May 31, 2011
    What does "go-to-market" mean to you? Many companies react to new challenges in their business environment by declaring that ...

    When You’re “Selling”, are you Collecting, Collating or Creating?

    Posted by Bob Apollo, Apr 28, 2011
    Forrester Research recently concluded that only 1 in 8 B2B sales meetings create any useful value for the prospect. The ...
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