The Outcome-Centric Selling® Blog - from Inflexion-Point (34)

ReachForce B2B Sales Expert Interview programme

Posted by Bob Apollo, Aug 26, 2015

I was recently interviewed by ReachForce as part of their Expert Interview program. Here are some of the B2B sales related questions they posed:

Posted by Bob Apollo, Jul 21, 2015

It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they ...

Posted by Bob Apollo, Jul 16, 2015

Note: this article originally appeared in the International Journal of Sales Transformation under the title 'Competing ...

Posted by Bob Apollo, Jul 02, 2015

On average, fewer than 50% of forecasted opportunities close at the predicted value and time - and the figure is usually far ...

Posted by Bob Apollo, Jun 09, 2015

There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose ...

Posted by Bob Apollo, Jun 04, 2015

The above assertion might appear counter-intuitive, but please bear with me. I’m going to try and make the case that you ...

Posted by Bob Apollo, Jun 02, 2015

B2B marketers are directing an increasing percentage of their energy and budget towards content creation. But the consequent ...

Posted by Bob Apollo, May 26, 2015

There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is ...

Posted by Bob Apollo, May 14, 2015

In survey after survey, the average sales person’s inability to effectively communicate the value of their offering has been ...

Posted by Bob Apollo, May 05, 2015

At face value, having a prospect approach you with a clearly defined problem can seem to be very good news - even better if ...