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Blog Category // Scalable Systems
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”. ...
How to turn every sales person into a top story-teller
Posted by
Bob Apollo
,
Jan 23, 2013
What sets top sales people apart? What is it that they do better than the rest? There are, of course, a number of factors, ...
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