Bob Apollo

Jill Konrath’s SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled...

Jill Konrath is the acclaimed author of “Selling to Big Companies”, and an acknowledged expert on the new sales strategies that are required in...

What motivates a salesperson – the results are in!

Regular readers will recall that I've been pleased to republish a number of guest blogs from Donal Daly of our partner the TAS Group....

B2B Sales: From Always Be Closing to Always Be Qualifying?

Alec Baldwin’s performance as Blake in the film Glengarry Glen Ross immortalised the “Always Be Closing” attitude that for many has come to exemplify...

There are only 2 reasons why you lose a sale

Regular readers will recall that I've been pleased to republish a number of guest blogs from Donal Daly of our partner the TAS Group....

According to McKinsey, too much sales contact can cost you business

There’s a short article in the latest McKinsey Quarterly on “the basics of business-to-business sales success”.  It captures the conclusions from their survey of...

5 Facts about how b2b sales cycles are changing…

Inflexion-Point has recently established a partnership with the TAS Group to offer their Dealmaker platform to clients who want to combine clear market focus,...

McKinsey and the end of the Road Warrior…

As we emerge from the downturn, it’s clear that we’re going to have to find new and better ways of reaching and satisfying our...

You can’t offer a complete solution until you understand the whole problem…

Many B2B-focused organisations to prefer to talk in terms of delivering “solutions” rather than selling products.  CEOs speak about becoming solution-driven rather than product...

McKinsey Measures the Value of Word-of-Mouth Marketing

Your customers, and your prospects, have opinions - and they are fascinated by the opinions of their peer groups and others they have come...

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...

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