The Outcome-Centric Selling® Blog - from Inflexion-Point

Posted by Bob Apollo, Mar 11, 2024

In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ...

Posted by Bob Apollo, Jul 11, 2023

This article was first published in the July 2023 edition of Top Sales Magazine (link below). Salespeople have traditionally ...

Posted by Bob Apollo, Nov 28, 2019

It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

Posted by Bob Apollo, Nov 26, 2019

In any high-value complex B2B sales environments involving new projects with multiple stakeholders, the buying behaviours ...

Posted by Bob Apollo, Oct 10, 2019

When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...

Posted by Bob Apollo, Jun 25, 2019

I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the ...

Posted by Bob Apollo, Mar 27, 2019

Sales consultants often make the distinction between transactional and complex sales. Transactional sales - whatever their ...

Posted by Bob Apollo, Mar 26, 2019

It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

Posted by Bob Apollo, Nov 27, 2018

This is a subject I’ve referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that ...

Posted by Bob Apollo, Nov 12, 2018

One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor ...

Blog Category // B2B Buying Process