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

From Close Plans to Mutual Success Plans: Elevating B2B Sales Outcomes

Posted by Bob Apollo, Oct 30, 2025

Find out why Mutual Success Plans are far more effective than "close plans" by registering for my webinar with the Institute of Sales Professionals on the 13th Nov.

Why the Future of B2B Selling Must Be Situationally Adaptive

Posted by Bob Apollo, Oct 01, 2025

For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one ...

Could This be Your Most Valuable Sales Tool?

Posted by Bob Apollo, Sep 02, 2025

If you (or your salespeople) are involved in complex B2B sales, then there is one particularly valuable sales tool that must ...

Business Case is More Important Than Budget

Posted by Bob Apollo, Aug 25, 2025

In sales organizations that still use BANT as their primary qualification framework, salespeople are encouraged to primarily ...

The vital relationship between Well-Being, Motivation, and Retention in Modern Sales

Posted by Bob Apollo, Jul 10, 2025

In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through ...

Getting the Right Salespeople in the Right Seats on the Right Bus – In 2025

Posted by Bob Apollo, Jul 02, 2025

More than two decades ago - in “Good to Great” - Jim Collins spoke about getting the right people on the bus, in the right ...

No Fit, No Deal: Why ICP Fit Must be the First Thing You Qualify in Complex B2B Sales

Posted by Bob Apollo, Jun 27, 2025

By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently ...

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 ...

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 ...