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    Blog Category // Scalable Systems

    4 critical questions for B2B sales: Why Change > Why Now > Why You > Why Trust?

    Posted by Bob Apollo, May 01, 2025
    Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...

    What’s the one thing VCs love even more than growth?

    Posted by Bob Apollo, Jan 27, 2015
    Of course, every VC wants to see their portfolio companies grow. But as Scott Maxwell of OpenView Venture Partners points ...

    How to make the second half of your sales year better than the first

    Posted by Bob Apollo, Jul 01, 2014
    We've reached the halfway point in the sales year, and this is a particularly good time to take stock. Early indications are ...

    Gartner: "Boost your sales win rates by 50% via win-loss analysis"

    Posted by Bob Apollo, May 20, 2014
    Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, ...

    Crossing the Chasm - moving up through the gears

    Posted by Bob Apollo, Apr 15, 2014
    One of a series of articles celebrating the lasting impact of “Crossing the Chasm” It’s more than 20 years since Geoffrey ...

    3 out of 4 companies are taking the wrong approach to sales coaching

    Posted by Bob Apollo, May 15, 2013
    As you can imagine, I get to speak to a fair number of B2B-focused CEOs and sales leaders - and I can’t recall any of them ...

    Connecting the Marketing Message with the Sales Conversation

    Posted by Bob Apollo, May 13, 2013
    I recently recorded an on-demand webinar with BrightTALK on the increasingly important need to connect your marketing ...

    B2B sales: it’s your prospect’s proposal that matters, not yours!

    Posted by Bob Apollo, Mar 12, 2013
    In most complex B2B sales environments, a proposal plays a significant part in the decision making process. But it’s not ...

    Should B2B marketing be employing more scientists than artists?

    Posted by Bob Apollo, Feb 21, 2013
    That’s the question implied by one of IDC’s recently published “Top 10 predictions for 2013”. Driven by a number of profound ...

    The real reason sales people struggle to close opportunities

    Posted by Bob Apollo, Jan 30, 2013
    Alec Baldwin has got a lot to answer for. And, no, I’m not talking about his appearance in “Dr. Seuss' The Cat in the Hat”. ...
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