The Outcome-Centric Selling® Blog - from Inflexion-Point (7)

Gartner: Building a high-performing sales team is now harder than ever!

Posted by Bob Apollo, Nov 22, 2022

Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a conclusion that I believe every sales leader will recognize: retaining and building a high-performing sales team is harder than ever. The challenging ...

B2B Buyers: from Fear of Missing Out to Fear of Messing Up

Posted by Bob Apollo, Nov 09, 2022

As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B ...

Top sellers are storytellers

Posted by Bob Apollo, Oct 12, 2022

This article first appeared in the October 2022 edition of the International Journal of Sales Transformation, and is ...

Answering every new customer's 4 key questions

Posted by Bob Apollo, Jun 29, 2022

If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change ...

How can anyone sell value without values?

Posted by Bob Apollo, Jun 17, 2022

I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B ...

The changing face of value in B2B sales

Posted by Bob Apollo, May 24, 2022

It's been a while since my last blog, but I'm pleased to be returning to the action with an article that I wrote for the ...

Coaching - the critical sales management skill?

Posted by Bob Apollo, Jan 11, 2022

This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales ...

The What, Why and How of Outcome-Centric Selling®

Posted by Bob Apollo, Dec 16, 2021

I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to ...

What should B2B sales leaders be prioritising in 2022?

Posted by Bob Apollo, Nov 29, 2021

I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation's ...

Why a generic “unique selling proposition” isn’t enough...

Posted by Bob Apollo, Nov 23, 2021

Marketers are keen to create what they refer to as “unique selling propositions”. According to Wikipedia, a unique selling ...