Bob Apollo

Is Your CRM System a Sales Prevention System?

Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet simply implementing CRM –...

Crossing the Chasm, Eagles, Flocks and the 70% Solution

I was reflecting with a client the other day on the current economic climate, and how hard it was to recruit really good sales...

Time to Brush Up Your Trigger-Nometry!

How confident are you that you truly, deeply understand who your best prospects are, what really matters to them, and how and why they...

The 8 Sources of Sales and Marketing Waste – Updated

Thank you to everyone who responded with your feedback to my earlier blog ("The 7 Sources of Sales and Marketing Waste"). It's clear...

The 7 Sources of Sales and Marketing Waste

Systematically identifying and eliminating waste (or "muda") is fundamental to lean thinking. Waste can be defined as anything that adds no value to...

Leaning Towards Perfection

Lean thinking has its roots in the Toyota Manufacturing System - a concept brought to the attention of the world in "The Machine That...

Rebalancing Risk in the B2B Buying Equation

Let's face it - today's B2B buyers are scared. They are concerned about the risks and consequences of making a bad buying decision....

New Year Forecasting Resolutions

The dust has started to settle on 2008, and from what we hear, a number of organisations ended up below their initial Q4 forecasts....

Influencing the Influencers

There's no doubt that trusted advisers and influencers have a vital role to play throughout the B2B buying process, but they are particularly vital...

The Cost of Inaction

It's clear that the current economic climate is causing a great of risk-averse behaviour on the part of B2B prospects. More people are...

Anecdotes: the Antidote to Premature Elaboration in Sales

I imagine we've all seen it, and frequently suffered from it: the sales person who can't wait to tell you about the features, advantages...

Go Beyond Win/Loss Reports and Find Out Why Others Chose “None of the Above”

Vendors who have the discipline to complete win/loss reports usually uncover valuable insights. But concentrating only on wins and losses, and ignoring the...

The Curse of the “Slow No”

If you're going to lose, it's always better to lose early - and if a deal is going nowhere, it's always better to realise...

Seeing Through the “Window of Discontent”

Most of our clients come from B2B markets, with complex sales environments and are selling a discretionary product or service - in other words...

Sell More Solutions by Uncovering More Urgent Needs

Many vendors who have a B2B sales model are facing tighter end-user budgets—and buyers who are prepared only to invest in solving their most...

You Can’t Outsource Great Customer Service

… or at least, that's been my experience over the past few days. I had the misfortune to have my car stolen last...

Show Stoppers: Why Are Exhibition Sales Techniques So Bad?

I spent half a day at the London "Technology for Marketing and Advertising" show today. I wished I hadn't. Each of the...

The Chasm Is Closer Than You Think …

Like most high-tech marketers, I found Geoffrey Moore's "Crossing the Chasm" essential reading. His concept of the gap that exists between Early Adopters...

Value Added? It Depends on Who is Paying

I've lost track of the number of companies who proclaim that they are embracing a "value-added" strategy in order to differentiate themselves in an...

It’s Better To Sail With the Wind Than Against It …

Most of the best recent thinking about the complex B2B sales environment suggests that the primary role of the sales person should be to...

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