Bob Apollo

Gartner says high-tech marketing spending is rising again – but the pattern is changing

According to the latest research from Gartner, marketing spend amongst high-tech and technology providers is on the rise again in 2010 – after a...

Most of your marketing efforts are probably wasted too…

Are you involved in selling high-value, complex products or services to a business audience?  I recently suggested that most of your sales efforts are...

B2B sales: It’s the economics, stupid…

In Bill Clinton's successful 1992 presidential election campaign, a sign famously hung in his Little Rock campaign headquarters with the following simple message: "it's...

B2B sales: In the void between pain and ambition

Is your offering a discretionary purchase for your customer?  Do you often find yourself having to create needs?  Does your true competition include not...

B2B Sales: Eliminating the barriers to the buying decision journey…

The past year has provided abundant evidence that driving sales people to "sell harder" and hoping that this will boost revenues is an out-of-date...

B2B Sales: Elevating your prospect’s need for your solution…

In today's business climate, useful or important needs might help to get a vendor considered or evaluated, but only urgent needs will get them...

Evangelising your vision of a better future…

Thought leading companies are able to evangelise a better future for the markets and prospects they address, and to articulate a clear and compelling...

Re-Architecting the B2B Sales and Marketing Process for a New Decade

According to CSO Insights’ recently published annual sales performance optimisation study, the number of sales people making quota and the percentage of sales organisations achieving...

Is your Solution a New Concept, a New Paradigm or an Established Category?

Last week I took part - together with 30+ senior sales and marketing executives from the technology sector - in an excellent discussion hosted...

Reversing the Decline: How are we going to boost sales performance in 2010?

CSO Insights recently released their annual Sales Performance Optimisation study – and the results make for sobering reading. Their global survey of more than 2,800...

The Jungle, the Dirt Road, and the Highway…

An experienced VC once described the stages that he saw B2B companies going through as the jungle, the dirt road, and the highway.  During the...

Gartner: Enterprise CRM no longer a priority for CIOs

Gartner have just revealed the results of their annual survey of CIO priorities.  It makes fascinating reading when compared to last year’s report.  IT...

Are you REALLY Customer-Aligned?

What was your 2010 New Year Business resolution?  The one I've been hearing most often from Chief Executives and Sales and Marketing leaders is...

The Keys to Sustainable Sales and Marketing

All the publicity surrounding the Copenhagen Climate Conference has reinforced the world-wide need for sustainable development.  It seems clear that this can’t be left...

5 Key Strategies for 2010…

The past year has proved challenging for some sales and marketing organisations, but others have seized the opportunity to rethink their plans, out-execute their competitors and win...

5 Key Strategies for 2010 from McKinsey, Stanford, and more…

The past year has proved challenging for some sales and marketing organisations, but others have seized the opportunity to rethink their plans, out-execute their...

Stanford research shows that sales grow when quotas are eliminated

Recent research from the Stanford University Graduate School of Business suggests that companies that eliminate bonuses for achieving sales quotas generate more revenues.  According...

What if product marketing saw itself as “problem solving marketing”?

I was reflecting on a thought-provoking blog by Dave Brock, who asked "what would happen if we saw things the way our customers saw...

Sales presentations should be conversations, not broadcasts

How many times have you sat and suffered through a dull b2b presentation, eagerly anticipating the final slide and an end to the relentless...

Why sales should never do win/loss reports…

Win-loss reports can provide remarkably valuable insights into the mind of your prospects and the ways in which they make their buying decisions. But you...

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