The Outcome-Centric Selling® Blog - from Inflexion-Point (74)

Collective Wisdom: How to Sell More by Reducing Risk

Posted by Bob Apollo, Feb 01, 2009

Current economic pressures mean that we're all facing an incredibly risk-averse buying community. It's expressed in terms of longer sales cycles and more people getting involved in purchase decisions.

The Company Pitch - No Time to Show Up and Throw Up

Posted by Bob Apollo, Jan 30, 2009

John Holland, co-founder and co-author of CustomerCentric Selling(r) has just reminded me how painful company presentations ...

Four Disruptors that are Changing the Software Business

Posted by Bob Apollo, Jan 22, 2009

For any of you who are not yet familiar with it, Selling Power is an outstanding online resource for B2B sales and marketing ...

Time to Unclog the Pipeline!

Posted by Bob Apollo, Jan 20, 2009

Deals seem to be taking longer, more decision-makers are getting involved, and more deals just keep slipping from quarter to ...

New Year Forecasting Resolutions

Posted by Bob Apollo, Jan 06, 2009

The dust has started to settle on 2008, and from what we hear, a number of organisations ended up below their initial Q4 ...

Influencing the Influencers

Posted by Bob Apollo, Dec 31, 2008

There's no doubt that trusted advisers and influencers have a vital role to play throughout the B2B buying process, but they ...

The Cost of Inaction

Posted by Bob Apollo, Dec 24, 2008

It's clear that the current economic climate is causing a great of risk-averse behaviour on the part of B2B prospects. More ...

Anecdotes: the antidote to premature elaboration in sales

Posted by Bob Apollo, Nov 18, 2008

I imagine we've all seen it, and frequently suffered from it: the sales person who can't wait to tell you about the ...

Go beyond Win/Loss reports to find out why others chose "None of the Above"

Posted by Bob Apollo, Oct 19, 2008

Vendors who have the discipline to complete win/loss reports usually uncover valuable insights. But concentrating only on ...

The curse of the "Slow No"

Posted by Bob Apollo, Sep 05, 2008

If you're going to lose, it's always better to lose early - and if a deal is going nowhere, it's always better to realise ...