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    Blog Category // Scalable Systems (9)

    Stanford research shows that sales grow when bonuses are eliminated

    Posted by Bob Apollo, Nov 24, 2009
    Recent research from the Stanford University Graduate School of Business suggests that companies that eliminate bonuses for ...

    McKinsey: Shooting holes in the "Sales Funnel"

    Posted by Bob Apollo, Aug 12, 2009
    The latest McKinsey Quarterly carries a great article on the consumer decision journey - and shoots holes in the now ...

    Trigger Events: Time to Brush Up Your Trigger-Nometry!

    Posted by Bob Apollo, Jul 06, 2009
    How confident are you that you truly, deeply understand who your best prospects are, what really matters to them, and how ...

    The 8 Sources of Sales and Marketing Waste

    Posted by Bob Apollo, Jun 22, 2009
    It's clear that in the current economic climate, avoiding wasted sales and marketing effort (and budget) is a subject that ...

    Everybody Needs to Think Like a Salesperson

    Posted by Bob Apollo, Mar 14, 2009
    There's an excellent article in ModernSelling on the latest Miller Heiman findings about the things that set top performing ...

    McKinsey on Surviving the Downturn

    Posted by Bob Apollo, Feb 03, 2009
    One of my little luxuries is a McKinsey Quarterly subscription. I keep it up even during challenging times because it forces ...

    Four Disruptors that are Changing the Software Business

    Posted by Bob Apollo, Jan 22, 2009
    For any of you who are not yet familiar with it, Selling Power is an outstanding online resource for B2B sales and marketing ...

    Time to Unclog the Pipeline!

    Posted by Bob Apollo, Jan 20, 2009
    Deals seem to be taking longer, more decision-makers are getting involved, and more deals just keep slipping from quarter to ...

    New Year Forecasting Resolutions

    Posted by Bob Apollo, Jan 06, 2009
    The dust has started to settle on 2008, and from what we hear, a number of organisations ended up below their initial Q4 ...
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