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    Blog Category // Scalable Systems (4)

    Forrester: Prospects only rate 7% of sales calls as worthy of follow-up

    Posted by Bob Apollo, Nov 23, 2011
    According to recent Forrester research quoted by Tim Riesterer in his excellent “Conversations that Win the Complex Sale”, ...

    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 ...

    Are you prepared for an Olympic sales performance in 2012?

    Posted by Bob Apollo, Nov 08, 2011
    It’s November already - less than two months to go before the end of the year. I’m sure that your sales team is very focused ...

    12 Key Initiatives that Could Accelerate Your Revenue Growth

    Posted by Bob Apollo, Oct 31, 2011
    What are the factors that separate many of today’s top-performing B2B sales and marketing organisations from the rest? ...

    5 Things You Must Consider When Looking for Growth Investment

    Posted by Bob Apollo, Sep 29, 2011
    There comes a time in the life of most entrepreneurially-led, early stage companies where you start to imagine how much ...

    B2B Sales: Your Most Valuable Prospects Have Tried and Failed

    Posted by Bob Apollo, Sep 22, 2011
    There’s been much talk recently (and I’ve been guilty of some of it myself) about the need to provoke your prospects with ...

    Back to basics: is it time to reassess your B2B sales fundamentals?

    Posted by Bob Apollo, Sep 09, 2011
    These are challenging times for many B2B sales organisations - particularly if you have a high-value, relatively complex ...

    Research Proves Formal Management Systems Help Start-Ups Succeed

    Posted by Bob Apollo, Aug 17, 2011
    According to an Accenture Award winning article highlighted in the Stanford Graduate School of Business Knowledgebase, ...

    20 Best Practices all B2B Sales & Marketing Organisations Should Adopt

    Posted by Bob Apollo, Aug 15, 2011
    What separates the top-performing B2B sales and marketing organisations from their also-ran competitors? What are the ...

    B2B Sales: Do You Need to Talk More Than Your Prospects Want to Listen?

    Posted by Bob Apollo, Aug 09, 2011
    Have you ever felt a sigh of relief when that unwanted - and probably intrusive - sales conversation finally comes to an ...
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