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

Crafting Compelling, Customer-Specific, Value Propositions

Posted by Bob Apollo, May 08, 2025

I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the term relate to complex B2B buying environments? It might help if we start with a couple of definitions.

The Sales Manager’s Competitive Edge - Why Coaching Matters in Complex B2B Sales

Posted by Bob Apollo, May 06, 2025

In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple ...

4 critical questions for B2B sales: Why Change > Why Now > Why You > Why Trust?

Posted by Bob Apollo, May 01, 2025

Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...

Making a Career of Sales

Posted by Bob Apollo, Apr 15, 2025

As many readers of this blog will surely agree, there is no doubt that sales can be an excellent and satisfying career, and ...

Sales Forecasting Essentials - get your definitions right

Posted by Bob Apollo, Mar 28, 2025

There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...

Yes, confidence matters when selling - but not where you might think

Posted by Bob Apollo, Mar 26, 2025

Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a ...

Do your prospects need painkillers, vaccines, or vitamins?

Posted by Bob Apollo, Mar 06, 2025

You might hope that your prospects need to buy your so-called “solutions”. But what they really want to do is to fix an ...

Understanding your customer's buying decision journey

Posted by Bob Apollo, Feb 26, 2025

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

Why Facts Matter When Forecasting

Posted by Bob Apollo, Feb 05, 2025

This article was first published in the February 2025 edition of Top Sales Magazine (link below). It’s hard to avoid the ...

What’s more important: our Sales Process, or our Customer’s Buying Journey?

Posted by Bob Apollo, Jan 08, 2025

This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom ...