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    Blog Category // Revenue Management (3)

    Marketing Scores Leads, So Why Doesn’t Sales Score Opportunities?

    Posted by Bob Apollo, Apr 23, 2012
    I'm delighted that Swayne Hill, Co-Founder & SVP of Field Operations at Cloud9 and author of the excellent Data-Driven ...

    A Must Read: Swayne Hill on Creating a Dynamic B2B Selling Process

    Posted by Bob Apollo, Apr 17, 2012
    I'm delighted that Swayne Hill, Co-Founder & SVP of Field Operations at Cloud9 and author of the excellent Data-Driven ...

    3 proven ways to shorten your average sales cycle

    Posted by Bob Apollo, Mar 08, 2012
    The length of the average sales cycle is a concern for many B2B sales leaders, and with good reason: successfully shortening ...

    Resolution #1 for 2012: Fight the Flab in Your Sales Pipeline

    Posted by Bob Apollo, Jan 03, 2012
    Happy New Year to you all. Let’s be honest - for many of our customers and clients, 2012 is shaping up to be a tough year. A ...

    Why It’s Time to Stop Celebrating Sales Heroics

    Posted by Bob Apollo, Dec 09, 2011
    There’s an end-of-quarter scene that’s about to be played out in companies across the world. The sales forecast so ...

    3 Questions B2B Sales Leaders must ask about every Q4 Opportunity

    Posted by Bob Apollo, Nov 10, 2011
    I’m sure that your sales organisation is straining every sinew to ensure that they close the quarter and the year with the ...

    6 Critical Milestones in the B2B Buying Decision Process

    Posted by Bob Apollo, Oct 26, 2011
    Most of us are used to thinking of managing our sales pipeline through a series of sales stages. But this approach presents ...

    B2B Marketing: Why the Number of Leads You Generate is Irrelevant

    Posted by Bob Apollo, Oct 13, 2011
    When I ask many B2B marketing departments how their success is measured, the most common answer is “the number of leads ...

    4 things you could be doing NOW to maximise Q4 sales

    Posted by Bob Apollo, Oct 04, 2011
    It’s October already, the 4th quarter has arrived, and the end of the year will soon be upon us. If your organisation is ...

    15 Questions You Must Answer for Every Opportunity in Your Pipeline

    Posted by Bob Apollo, Sep 27, 2011
    Every sales pipeline includes opportunities that are never likely to close, and that - for as long as they remain in the ...
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