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    Blog Category // Revenue Management

    The 3 Critical B2B Sales Pipeline Metrics

    Posted by Bob Apollo, Oct 21, 2015
    How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as ...

    The problem with assigning fixed percentages to pipeline stages

    Posted by Bob Apollo, Jul 02, 2015
    On average, fewer than 50% of forecasted opportunities close at the predicted value and time - and the figure is usually far ...

    The 5 levels of lead qualification

    Posted by Bob Apollo, Oct 09, 2014
    Sirius Decisions recently published some very interesting research into the subject of when marketing-generated “leads” are ...

    The essential keys to proactive sales pipeline management

    Posted by Bob Apollo, Jul 22, 2014
    Talk to almost any CEO of a technology-based, B2B-focused business and you’re likely to hear concerns about the size of ...

    The science of sales forecasting: combining fact and judgement

    Posted by Bob Apollo, Jun 12, 2014
    The failure to accurately forecast sales revenues has critically compromised the careers of many promising CEOs, Sales VPs ...

    3 Critical Sales Pipeline Metrics

    Posted by Bob Apollo, May 08, 2014
    How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as ...

    Why the Cost of Inaction is so important in B2B Sales

    Posted by Bob Apollo, Dec 17, 2013
    Return on Investment (ROI) projections are often regarded as a critical element of B2B sales proposals, particular for ...

    How many Zombies are lurking in your sales pipeline?

    Posted by Bob Apollo, Nov 21, 2013
    Have you ever felt that you might be in the presence of the living dead? Even if you are not a horror movie fan, it might be ...

    B2B Sales: Forecasting must be a blend of fact and judgement

    Posted by Bob Apollo, Aug 08, 2013
    Virtually every company I speak to wishes they could do a more accurate job of forecasting sales revenues. The issue is ...

    B2B Sales: how to stop your pipeline becoming a sewer

    Posted by Bob Apollo, Jul 18, 2013
    There’s a huge difference between a healthy sales pipeline and a rotten one. It’s long been a hobby horse of mine, and ...
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