The Outcome-Centric Selling® Blog - from Inflexion-Point (21)

Why your salespeople should never do product demonstrations

Posted by Bob Apollo, Jun 07, 2018

I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing more or less than a relentless and apparently never-ending stream of product features thrown out at the audience in the misguided hope that at least ...

Is this the most counterproductive sales metric?

Posted by Bob Apollo, Jun 05, 2018

If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. ...

Is sales “process” really the right metaphor?

Posted by Bob Apollo, May 31, 2018

The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is ...

How do you create value for your customers?

Posted by Bob Apollo, May 29, 2018

With relatively few exceptions, most companies want to be seen to be focused on value, rather than price. You can understand ...

Is scope creep suffocating your opportunities?

Posted by Bob Apollo, May 22, 2018

Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening ...

12 key sales qualifiers

Posted by Bob Apollo, May 10, 2018

Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...

We’re NOT Average

Posted by Bob Apollo, May 08, 2018

Mark Twain is said to have popularised the phrase “There are three kinds of lies: lies, damned lies, and statistics". In an ...

Shaping our customer's "why"...

Posted by Bob Apollo, Apr 30, 2018

I recently shared my thoughts about applying Simon Sinek’s “Start With Why” concept (also known as The Golden Circle) to the ...

Starting with “Why”

Posted by Bob Apollo, Apr 26, 2018

In September 2009, Simon Sinek took the stage at a TEDx event and delivered an 18-minute presentation that has now been ...

Is your thought leadership really “thought followership”?

Posted by Bob Apollo, Apr 19, 2018

It seems as if everybody wants to be a thought leader nowadays, and to publish insights that are going to somehow ...