The Outcome-Centric Selling® Blog - from Inflexion-Point (29)

Weeding out weak opportunities (and improving sales forecast accuracy)

Posted by Bob Apollo, Aug 10, 2016

How can B2B sales people (and the sales organisations they work for) identify and engage the prospects that are most likely to buy from them? In even the most successful B2B sales organisations there is always a significant fall-off between the number of qualified sales ...

A question of priorities [and opportunity qualification]

Posted by Bob Apollo, Aug 04, 2016

Hank Barnes of Gartner recently published a thoughtful post on the need for sales people to see the “big picture” and make a ...

Tilting the Revenue Curve

Posted by Bob Apollo, Aug 02, 2016

There’s a fascinating article from Jason Lemkin on SaaStr about what the CEOs of early-stage companies need to look for from ...

The Essential RFP Checklist

Posted by Bob Apollo, Jul 12, 2016

It’s becoming increasingly common for organisations to issue formal RFPs as part of their buying decision process. In most ...

How will Brexit affect sales strategies and tactics in the UK?

Posted by Bob Apollo, Jul 03, 2016

It doesn’t matter which way any of us voted as individuals: the nation has spoken, and impact of the decision to Brexit will ...

McKinsey on applying analytics to make the most of your sales resources

Posted by Bob Apollo, Jun 30, 2016

I recently had the privilege of interviewing Homayoun Hatami and Holger Hürtgen of McKinsey about the ground-breaking ...

Why sales leaders need to focus on outcomes, not activities

Posted by Bob Apollo, Jun 21, 2016

I’ve been seeing a lot of attention paid recently to activity-based sales management. Put simply, it’s the principle that ...

Neil Rackham reveals the changing face of selling (and updates "SPIN")

Posted by Bob Apollo, Jun 16, 2016

The recent Association of Professional Sales conference in London brought together over 500 delegates with a single shared ...

The dumbest opening question a salesperson can ask

Posted by Bob Apollo, Jun 10, 2016

No doubt we’ve all been the recipients of bad advice, and occasionally and unwittingly may have offered bad advice to ...

Is this project possible, probable or inevitable?

Posted by Bob Apollo, Jun 03, 2016

We all know how hard it is to accurately qualify sales opportunities. We all know how often even apparently well-qualified ...