The Outcome-Centric Selling® Blog - from Inflexion-Point (65)

It’s Best Not to Confuse Activity with Progress

Posted by Bob Apollo, Jan 13, 2011

Over the past few weeks, I’ve been exposed to a number of situations where companies - or the managers that represent them - appear to be confusing activity with progress.

Training Won’t Solve Your Sales Performance Problem

Posted by Bob Apollo, Jan 11, 2011

Gyms and Sales Training Companies both seem to benefit from New Year’s Resolutions. But just as signing up for gym ...

SiriusDecisions: A B2B CMO's New Year's To-Do List

Posted by Bob Apollo, Jan 06, 2011

Regular readers of my articles will know that I’ve often been inspired by the unique research-led insights generated by ...

The Sale Isn’t Over When You Book the Order

Posted by Bob Apollo, Jan 04, 2011

We all know how challenging it can be to win new business. Gaining a new customer’s commitment is justifiable cause for ...

12 Inspiring Insights on B2B Sales and Marketing from 2010

Posted by Bob Apollo, Dec 29, 2010

During the past year I've benefited from the insights of people and organisations that have made telling contributions to ...

3 Revenue-Driving New Year Resolutions

Posted by Bob Apollo, Dec 22, 2010

It’s the time of year when we all get showered with recommendations for New Year Resolutions, and as if you haven’t already ...

Why Bigger Pipelines Aren’t Always Better

Posted by Bob Apollo, Dec 20, 2010

In a recent webcast, Sirius Decisions shared some preliminary results from their 2010 Sales Pipeline and Forecast Survey - a ...

McKinsey Survey Shows Web 2.0 Related to Market Share Gains

Posted by Bob Apollo, Dec 15, 2010

Is Web 2.0 simply a passing fad or an enduring trend? We no longer have to rely on the evangelists’ opinion. A recent ...

Why it’s Time to Explore the BuyerSphere...

Posted by Bob Apollo, Dec 13, 2010

Which people, and which organisations, are most influential in shaping your prospect's thinking? Who do they turn to for ...

Making the Case for Appointing a Chief Revenue Officer

Posted by Bob Apollo, Dec 08, 2010

I'm a great admirer of the work that Marketo has been doing to provide tools that transform the way sales and marketing ...