The Outcome-Centric Selling® Blog - from Inflexion-Point (24)

Critical to B2B sales success - stakeholder assessments

Posted by Bob Apollo, Nov 29, 2017

One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach. There’s a ...

Why having a budget isn’t always a positive qualifier …

Posted by Bob Apollo, Nov 28, 2017

John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been ...

Thinking about what could go wrong…

Posted by Bob Apollo, Nov 08, 2017

Let’s face it, many (maybe most) “average” sales people seem to be incorrigible optimists. When assessing their chances of ...

Book review: Digital Sales Transformation

Posted by Bob Apollo, Nov 03, 2017

It’s probably no exaggeration to suggest that B2B selling is facing a crisis of confidence. I hear it all the time from new ...

The Enduring Relevance of "Crossing the Chasm"

Posted by Bob Apollo, Oct 26, 2017

With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to ...

Opportunity qualification is a continuous process

Posted by Bob Apollo, Oct 17, 2017

If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...

Why little commitments can be better than big closes

Posted by Bob Apollo, Oct 11, 2017

Whenever a potential client tells me that they believe their sales people have a “closing” problem, I can be pretty ...

Revisiting the Buyers Journey

Posted by Bob Apollo, Oct 05, 2017

I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the ...

Selling in the Age of Analytics

Posted by Bob Apollo, Sep 28, 2017

It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to ...

Contrast drives change

Posted by Bob Apollo, Sep 06, 2017

When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...