The Outcome-Centric Selling® Blog - from Inflexion-Point (68)

Starbucks manage to screw up offline and online

Posted by Bob Apollo, Sep 03, 2010

If it ain't broke, don't fix it! Starbucks might have done well to embrace this principle in their relationship with me.

Posted by Bob Apollo, Aug 28, 2010

Online shopping should be a painless experience, right? Aviva, the UK insurance company are certainly trying to convey that ...

Posted by Bob Apollo, Aug 24, 2010

In my previous article on the Buyer's Journey, I set out our latest thinking on the nature of the B2B Buying Process. In ...

Posted by Bob Apollo, Aug 22, 2010

The concept of the buyer's journey has been around for a number of years. Hugh Macfarlane's "The Leaky Funnel" inspired a ...

Posted by Bob Apollo, Jul 25, 2010

BANT, in case anyone is unfamiliar with the acronym, stands for Budget, Authority, Need and Timeline. It’s commonly used in ...

Posted by Bob Apollo, Jul 15, 2010

It’s an old story, but one that I still hear far too often. Salespeople complaining that marketing never generates any ...

Posted by Bob Apollo, Jul 01, 2010

I’ve lost track of the number of companies who proclaim that they are embracing a “value-added” strategy in order to ...

Posted by Bob Apollo, Jun 15, 2010

Is your sales and marketing aligned? If not, you are running the risk of falling behind. Sometimes the signs of a lack of ...

Posted by Bob Apollo, Jun 09, 2010

BP has been getting a great deal of adverse publicity for the recent massive leak in their Gulf of Mexico oil pipeline. It’s ...

Posted by Bob Apollo, Jun 07, 2010

What really motivates people? Dan Pink is a contrarian thinker who always challenges me to think from a new perspective. I ...