The Outcome-Centric Selling® Blog - from Inflexion-Point (71)

Is your Solution a New Concept, a New Paradigm or an Established Category?

Posted by Bob Apollo, Feb 18, 2010

Last week I took part - together with 30+ senior sales and marketing executives from the technology sector - in an excellent discussion hosted by Richard Eldh of Sirius Decisions on the topic of sales and marketing alignment.

Reversing the Decline: How to boost sales performance in 2010...

Posted by Bob Apollo, Feb 04, 2010

The Jungle, the Winding Road, and the Highway...

Posted by Bob Apollo, Feb 01, 2010

An experienced VC once described the journey that he saw B2B companies going through as the jungle, the winding road, and ...

Gartner: Enterprise CRM "no longer a priority" for CIOs

Posted by Bob Apollo, Jan 22, 2010

Gartner have just revealed the results of their annual survey of CIO priorities. It makes fascinating reading when compared ...

Are you REALLY Customer-Aligned?

Posted by Bob Apollo, Jan 13, 2010

What was your 2010 New Year Business resolution? The one I've been hearing most often from Chief Executives and Sales and ...

The Keys to Sustainable Sales and Marketing

Posted by Bob Apollo, Dec 17, 2009

All the publicity surrounding the Copenhagen Climate Conference has reinforced the world-wide need for sustainable ...

5 Key Strategies for 2010...

Posted by Bob Apollo, Dec 17, 2009

The past year has proved challenging for some sales and marketing organisations, but others have seized the opportunity to ...

Stanford research shows that sales grow when bonuses are eliminated

Posted by Bob Apollo, Nov 24, 2009

Recent research from the Stanford University Graduate School of Business suggests that companies that eliminate bonuses for ...

What if product marketing saw itself as "problem solving marketing"?

Posted by Bob Apollo, Nov 09, 2009

I was reflecting on a thought-provoking blog by Dave Brock, who asked "what would happen if we saw things the way our ...

Sales presentations should be conversations, not broadcasts

Posted by Bob Apollo, Nov 02, 2009

How many times have you sat and suffered through a dull b2b presentation, eagerly anticipating the final slide and an end to ...