The Outcome-Centric Selling® Blog - from Inflexion-Point (66)

A Fresh Perspective on Aligning the B2B Buying and Selling Processes

Posted by Bob Apollo, Dec 07, 2010

If there’s one piece of advice that I would offer to any B2B organisation wanting to improve their sales performance it would be to “sell the way that your customers want to buy”.

You Can’t Bore Your Customers Into Buying!

Posted by Bob Apollo, Nov 29, 2010

I was re-reading Neil Rackham’s SPIN Selling the other day - a recommended activity for anyone involved in B2B selling - and ...

Why Can't You Uncover More Qualified Sales Opportunities?

Posted by Bob Apollo, Nov 25, 2010

I've just reviewed the results of a recent LinkedIn poll in which I asked the audience to identify the initiative that had ...

B2B Collaboration: Salesforce’s Chatter rises to a Crescendo...

Posted by Bob Apollo, Nov 22, 2010

I’ve written before about the potential of Salesforce.com’s recently-launched Chatter application to drive intracompany ...

The 4 dimensions of an ideal B2B customer...

Posted by Bob Apollo, Nov 16, 2010

What does your ideal customer or prospect look like? The question is an important one, because too many sales pipelines are ...

Only 3 things matter when qualifying a sales opportunity...

Posted by Bob Apollo, Nov 08, 2010

There are few things more impressive than a consistently successful sales person. Over the years, I’ve sought to identify ...

7 reasons why most B2B CRM systems get forecasting badly wrong...

Posted by Bob Apollo, Nov 03, 2010

How accurate are your sales forecasts? According to the latest research from CSO Insights, less than 50% of deals close as ...

7 Key Initiatives to Drive Sales + Marketing Alignment

Posted by Bob Apollo, Oct 26, 2010

Sales and marketing alignment is increasingly recognised as a critical contributor to sustained business success.

Social Media without Thought Leadership is like broadcasting into space

Posted by Bob Apollo, Oct 20, 2010

I attended SirusDecisions’ excellent inaugural European summit in London yesterday. It was packed with essential information ...

Are You Equipping Your Salespeople to have Remarkable Conversations?

Posted by Bob Apollo, Oct 15, 2010

I must have conducted hundreds of voice of the customer surveys on behalf of clients over the past few years. Speaking with ...