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    Blog Category // Opportunity Qualification (4)

    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 ...

    A question of priorities [and opportunity qualification]

    Posted by Bob Apollo, Aug 04, 2016
    Hank Barnes of Gartner recently published a thoughtful post on the need for sales people to see the “big picture” and make a ...

    How will Brexit affect sales strategies and tactics in the UK?

    Posted by Bob Apollo, Jul 03, 2016
    It doesn’t matter which way any of us voted as individuals: the nation has spoken, and impact of the decision to Brexit will ...

    Is this project possible, probable or inevitable?

    Posted by Bob Apollo, Jun 03, 2016
    We all know how hard it is to accurately qualify sales opportunities. We all know how often even apparently well-qualified ...

    If you’re late to the B2B party, you need to disrupt it!

    Posted by Bob Apollo, Feb 09, 2016
    You’ve been invited to a friend’s long-anticipated party. But something delays you along the way, and you arrive late - long ...

    Why it’s best to say “no” before your prospect does

    Posted by Bob Apollo, Jan 20, 2016
    Many sales people seem to have an abiding fear of hearing the word “no”. As a result, they go to often-extraordinary lengths ...
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