The Outcome-Centric Selling® Blog - from Inflexion-Point (30)

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 obsession: to learn how to transform our sales organisations into a source of lasting competitive advantage. We heard from expert authors and ...

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 ...

McKinsey, HBR: How much support do your sales people need?

Posted by Bob Apollo, May 31, 2016

There is some fascinating research just published in the Harvard Business Review by a group of McKinsey consultants. They ...

The keys to Improving Sales Forecast Accuracy

Posted by Bob Apollo, May 24, 2016

As we're all very well aware, complex sales are complicated. There are subject to a wide range of factors that are outside ...

Modern Selling - Art, Science AND Engineering

Posted by Bob Apollo, May 18, 2016

B2B selling has become increasingly complex. Every sales leader today understands this, and it’s obvious we need to take ...

Identifying Your Ideal Customers

Posted by Bob Apollo, Apr 29, 2016

Market segmentation has traditionally been based on demographic factors such as company size, sector and location. But these ...

The 5 characteristics of an effective sales process

Posted by Bob Apollo, Apr 28, 2016

There is abundant evidence to prove that companies with an effective sales process outperform their less disciplined ...

The modern messaging challenge - and what to do about it

Posted by Bob Apollo, Apr 26, 2016

Let’s face it; today’s B2B buyers are overwhelmed by information, to the point where they often find it hard to distinguish ...

Understanding the critical difference between "Need To" and "Must Do"

Posted by Bob Apollo, Apr 06, 2016

In pretty much every conversation I've been having recently with CEOs and sales leaders the subject turns - sooner or later ...