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

Most Objections Are a Symptom, Not the Problem

Posted by Bob Apollo, Jun 02, 2026

In complex B2B buying environments, the best salespeople don’t just handle objections well when they come up. They encounter them far less often than their less-effective peers.

Making Every Conversation Count

Posted by Bob Apollo, Mar 13, 2026

A Framework for Value-Creating Sales Conversations In complex B2B sales environments, customers report that fewer than one ...

How to Sell When Buyers Must Act - and How to Sell When They Don't Have To

Posted by Bob Apollo, Feb 10, 2026

In my previous article, I outlined the critical distinction between inevitable purchases (where external forces compel the ...

The Two Buying Journeys Every B2B Sales Leader Must Understand

Posted by Bob Apollo, Feb 04, 2026

Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, ...

Rethinking the Sales Pipeline: From Seller Stages to Buyer Journeys

Posted by Bob Apollo, Jan 06, 2026

For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, ...

Reaching the Real Decision-Makers in Complex B2B Sales

Posted by Bob Apollo, Dec 03, 2025

Salespeople are told to “get to the decision-maker.” This is, of course, sensible and obvious advice - but reality is often ...

The Six Pillars of Personal Branding

Posted by Bob Apollo, Nov 26, 2025

Why your personal brand is built one conversation at a time This article was first published in Issue 11.4 of the ...

Does Your Team Really Have the “Will to Sell”?

Posted by Bob Apollo, Nov 22, 2025

You've invested in training. Your team is (or should be) familiar with SPIN+Cycle questioning frameworks, MEDDPICC+ ...

Sales Leaders: Stop Optimising for Activity and Start Optimising for Outcomes

Posted by Bob Apollo, Nov 17, 2025

Far too many sales organisations are still measuring what's easy to measure, rather than what actually matters. Call ...

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 ...