by Bob Apollo Most sales organisations – and most of the sales people who work for them – are capable of describing their target market in broad demographic terms. They might, for example, choose to focus on organisations of a certain size, in one or a...
by Bob Apollo When organisations talk about their sales process, they are usually thinking in terms of a sequence of sales activities, typically encapsulated in a series of pipeline stages, which are designed to move a prospect from first contact to a successful...
by Bob Apollo Most sales organisations – and most of the sales people who work for them – are capable of describing their target market in broad demographic terms. They might, for example, choose to focus on organisations of a certain size, in one or a...
by Bob Apollo Sales and marketing alignment is increasingly recognised as a critical contributor to sustained business success. According to recent research published by the Aberdeen Group, despite the challenging recent economic conditions, highly-aligned...
by Bob Apollo There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose their jobs to self-service eCommerce by 2020 in the US alone. Their report highlights the growing disconnect between B2B buying...
