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    Blog Category // Intelligent Targeting (2)

    The 3 levels of sales qualification: account, opportunity, sponsor

    Posted by Bob Apollo, Apr 10, 2013
    It makes for pretty uncomfortable reading: CSO Insights’ latest global study of sales forecast accuracy suggests that - on a ...

    Exclusive McKinsey Interview: Finding the Mountaintops in Your Markets

    Posted by Bob Apollo, Jul 19, 2012
    Homayoun Hatami of McKinsey is one of the co-authors of the widely acclaimed “Sales Growth - Five Proven Strategies from the ...

    Are you trying to address too big a market - or solve too many problems?

    Posted by Bob Apollo, Jun 07, 2012
    I don’t know about you, but I’m always uneasy when a CEO describes his or her strategy and somewhere along the way you hear ...

    What’s holding your business back? Try this 12-point action framework

    Posted by Bob Apollo, May 17, 2012
    What would happen if you were able to double your sales and marketing resources overnight? Assuming that you haven’t already ...

    Transforming your marketing from a cost centre to a revenue centre

    Posted by Bob Apollo, Mar 27, 2012
    According to many marketing leaders I speak to, B2B marketing budgets are coming under increasing pressure. These marketing ...

    7 Essential Building Blocks to More Effective B2B Marketing

    Posted by Bob Apollo, Mar 06, 2012
    According to a recent series of articles by Adam Needles, author of “Balancing the Demand Equation”, the current state of ...

    B2B Marketing: Why Maximising Leads Won’t Maximise Revenues

    Posted by Bob Apollo, Jan 24, 2012
    I come across many marketing organisations that seem to believe that the more leads they generate, the better they are ...

    How to Make Your B2B Marketing Content Irresistibly Attractive

    Posted by Bob Apollo, Jan 18, 2012
    There has been no shortage of articles highlighting the growing importance of having great content to support your sales and ...

    Understanding the Customer Buying Cycle and Triggers

    Posted by Bob Apollo, Jan 12, 2012
    Your prospects' concerns, motivations and priorities change - often significantly - as they move from stage to stage in ...

    Latest B2B Guide: Understanding your “Ideal Customers”

    Posted by Bob Apollo, Nov 29, 2011
    In today’s business climate, you would think that few organisations could afford to invest large amounts of sales and ...
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