The Outcome-Centric Selling® Blog - from Inflexion-Point (48)

Latest Funnel Videos: Sales and Marketing Alignment

Posted by Bob Apollo, Oct 26, 2012

I'm looking forward to speaking at the Funnel 2012 conference at London's Emirates Stadium on 13th November - in front of more than 700 senior sales and marketing strategists from high-value "considered purchase" environments.

Why does sales training have such a poor ROI?

Posted by Bob Apollo, Oct 23, 2012

The statistics certainly make for uncomfortable reading. According to a substantial body of published research - some of it ...

Why is accurate sales forecasting such a challenge?

Posted by Bob Apollo, Oct 09, 2012

According to the latest research published by CSO Insights, less than half of all forecasted sales opportunities actually ...

Neil Rackham on the changing face of B2B buying

Posted by Bob Apollo, Oct 04, 2012

Neil Rackham - the inventor of SPIN Selling - offered some of his thoughts on the changing face of B2B buying in a recent ...

3 key steps to building a stronger Sales Funnel for 2013

Posted by Bob Apollo, Oct 03, 2012

We’re already into the last quarter of 2012. If you’re in a complex sales environment with lengthy decision-making ...

What sets you apart?

Posted by Bob Apollo, Sep 27, 2012

So - what sets you apart? It’s probably the single most important question that any organisation in a competitive market ...

Are you appealing to budget makers or budget takers?

Posted by Bob Apollo, Sep 25, 2012

Are your sales and marketing messages targeted at budget makers or budget takers? In most complex, high value sales ...

Want to stand out from the crowd? Then stop playing buzzword bingo…

Posted by Bob Apollo, Sep 12, 2012

Is your company innovative? Are you customer-focused? Are your solutions best of breed or best in class? What about ...

B2B sales: stop rushing and you’ll sell faster

Posted by Bob Apollo, Sep 04, 2012

I’ve been called in by a number of clients who believe that they have a bottom-of-funnel sales problem. Their sales ...

3 go-to-market strategies: only one winner

Posted by Bob Apollo, Aug 29, 2012

If you’re a technology company with a high-value B2B offering that requires an on-going direct sales interaction with your ...