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    Blog Category // Revenue Management (2)

    The management skill that’s missing in two-thirds of sales organisations

    Posted by Bob Apollo, Apr 17, 2013
    Miller Heiman’s always-excellent research programme has thrown up another compelling statistic: only 34% of all the sales ...

    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 ...

    Data Driven Selling: Big Data or Smart Data?

    Posted by Bob Apollo, Mar 07, 2013
    It often feels nowadays that you can’t turn anywhere without tripping over a Big Data message. Everybody seems to be jumping ...

    Why is accurate sales forecasting such a challenge?

    Posted by Bob Apollo, Oct 09, 2012
    According to the latest research published by CSO Insights, less than half of all forecasted sales opportunities actually ...

    B2B sales: stop rushing and you’ll sell faster

    Posted by Bob Apollo, Sep 04, 2012
    I’ve been called in by a number of clients who believe that they have a bottom-of-funnel sales problem. Their sales ...

    An evidence-based approach to improving sales forecast accuracy

    Posted by Bob Apollo, Aug 22, 2012
    I was chatting recently with Thomas Oriol (a Director at Nimble Apps Limited) when he mentioned some recent research they ...

    How to use sales rep scorecards to drive sales performance

    Posted by Bob Apollo, Aug 07, 2012
    I'm very pleased to be able to share another must-read guest article from the ever-insightful Swayne Hill of Data-Driven ...

    Why you have to become a marketing-driven sales organisation

    Posted by Bob Apollo, Jul 03, 2012
    Is your organisation sales-driven or marketing-driven? That's the question posed in our latest guest contribution from ...

    B2B Funnel Metrics Webinar now available on-demand

    Posted by Bob Apollo, May 23, 2012
    I recently suggested how B2B companies could apply smarter metrics to their sales and marketing funnel. I’m delighted to let ...

    Applying Smarter Metrics to your Sales and Marketing Funnel

    Posted by Bob Apollo, May 15, 2012
    According to some of the latest reports from Sirius Decisions, CSO Insights and other leading B2B research organisations, ...
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