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    Blog Category // Revenue Management (5)

    B2B Sales Win Rates are in a 5-Year Decline

    Posted by Bob Apollo, Apr 19, 2011
    According to the latest report from CSO Insights, B2B sales win rates are caught in a 5-year decline, with no evidence of an ...

    5 Ways You Can Still Lose a Sale After You’ve Been Selected

    Posted by Bob Apollo, Feb 23, 2011
    As any of you who have ever carried a quota know only too well, getting to the apparent end of a long sales cycle and being ...

    B2B Sales: If You’re Going to Lose, You Had Better Lose Early...

    Posted by Bob Apollo, Feb 22, 2011
    There are few things more dispiriting than investing months of effort in a long and complex sales campaign and then coming ...

    5 Things You Should Already be Doing to Achieve Your Q1 Sales Targets

    Posted by Bob Apollo, Feb 15, 2011
    We're now half way through Q1 - the period that sets the scene for your sales performance for the rest of the year. Stumble ...

    Why Bigger Pipelines Aren’t Always Better

    Posted by Bob Apollo, Dec 20, 2010
    In a recent webcast, Sirius Decisions shared some preliminary results from their 2010 Sales Pipeline and Forecast Survey - a ...

    A Fresh Perspective on Aligning the B2B Buying and Selling Processes

    Posted by Bob Apollo, Dec 07, 2010
    If there’s one piece of advice that I would offer to any B2B organisation wanting to improve their sales performance it ...

    Why Can't You Uncover More Qualified Sales Opportunities?

    Posted by Bob Apollo, Nov 25, 2010
    I've just reviewed the results of a recent LinkedIn poll in which I asked the audience to identify the initiative that had ...

    Only 3 things matter when qualifying a sales opportunity...

    Posted by Bob Apollo, Nov 08, 2010
    There are few things more impressive than a consistently successful sales person. Over the years, I’ve sought to identify ...

    7 reasons why most B2B CRM systems get forecasting badly wrong...

    Posted by Bob Apollo, Nov 03, 2010
    How accurate are your sales forecasts? According to the latest research from CSO Insights, less than 50% of deals close as ...

    B2B Sales: Avoiding Finishing Second

    Posted by Bob Apollo, Sep 14, 2010
    If your organisation is involved in long, complex and resource-intensive sales cycles, there are few things more frustrating ...
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