The Outcome-Centric Selling® Blog - from Inflexion-Point (39)

Neil Rackham: B2B buying behaviour is becoming increasingly polarised

Posted by Bob Apollo, Apr 22, 2014

We’re all very familiar with the idea that modern B2B buyers are increasingly well-informed and far less dependent on individual sales interactions to get hold of the information they need to make buying decisions. But according to a recent survey revealed by Neil Rackham ...

Twitter loses its crown as most preferred B2B social media platform

Posted by Bob Apollo, Apr 17, 2014

B2B Marketing have just published a comprehensive 60+ page survey of business social media - and one of their key ...

Crossing the Chasm - moving up through the gears

Posted by Bob Apollo, Apr 15, 2014

One of a series of articles celebrating the lasting impact of “Crossing the Chasm” It’s more than 20 years since Geoffrey ...

Neil Rackham really wanted us all to be SPIV sales people

Posted by Bob Apollo, Apr 10, 2014

One of a series of articles celebrating the continuing relevance of SPIN Selling I had the chance to listen to Neil Rackham, ...

Aberdeen Group makes compelling case for sales and marketing alignment

Posted by Bob Apollo, Apr 09, 2014

“Improving sales and marketing alignment” has been close to the top of CEO priority lists for years - and with good reason. ...

Why onboarding is so critical to successful B2B sales recruiting

Posted by Bob Apollo, Apr 08, 2014

Other than making sure you recruit the right people in the first place, how you go about on-boarding new sales people makes ...

Why the Sales and Marketing conversation should never be about you

Posted by Bob Apollo, Mar 18, 2014

I was delighted to be asked by the founders of the admirably named Witty Parrot to contribute to their collection of 25 ...

Don Draper and the new sales 101

Posted by Bob Apollo, Mar 06, 2014

If you ever questioned whether marketers could teach sales people anything about selling, I urge you to watch one of my ...

Amazon’s shamefully shoddy strategy

Posted by Bob Apollo, Feb 26, 2014

Over the years, I’ve found much to admire about Amazon. They have generally made it easy for me to buy from them, and on the ...

Sales Enablement: the essential bridge between B2B Marketing and Sales

Posted by Bob Apollo, Feb 05, 2014

What is the primary role of B2B marketing in today’s business environment? It’s certainly no longer just about the ...