The Outcome-Centric Selling® Blog - from Inflexion-Point (73)

Everybody Needs to Think Like a Salesperson

Posted by Bob Apollo, Mar 14, 2009

There's an excellent article in ModernSelling on the latest Miller Heiman findings about the things that set top performing organisations apart.

Posted by Bob Apollo, Mar 08, 2009

You've found a well-qualified prospect with an urgent need that you have a superior solution for. You've helped them through ...

Posted by Bob Apollo, Mar 07, 2009

OK. So you've managed to engage with a well qualified prospect who has issues they cannot afford not to deal with, and ...

Posted by Bob Apollo, Mar 06, 2009

These are tough times for many B2B vendors. Revenue targets are looking increasingly challenging, forecasting is proving ...

Posted by Bob Apollo, Mar 03, 2009

There's a very interesting article in the latest edition of Selling Power (registration required). They quote market ...

Posted by Bob Apollo, Mar 03, 2009

Neil Rackham is the father of SPIN. No, not the sort of dodgy dialogue that you hear from politicians, but the sales ...

Posted by Bob Apollo, Feb 26, 2009

Seth Godin nails it in his latest blog: "Three things you need if you want more customers"... If you want to grow, you need ...

Posted by Bob Apollo, Feb 26, 2009

Matt McCall is a co-founder and Managing Director of Draper Fisher Jurvetson Portage Venture Partners. He writes with great ...

Posted by Bob Apollo, Feb 09, 2009

Posted by Bob Apollo, Feb 03, 2009

One of my little luxuries is a McKinsey Quarterly subscription. I keep it up even during challenging times because it forces ...