The Outcome-Centric Selling® Blog - from Inflexion-Point (75)

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 wins and losses, and ignoring the growing number of deals that end in "no decision" is really missing a trick! Most of our clients - who tend to be B2B ...

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 ...

Seeing through the "Window of Discontent"

Posted by Bob Apollo, Aug 21, 2008

Most of our clients come from B2B markets, with complex sales environments and are selling a discretionary product or ...

Sell more solutions by uncovering more urgent needs

Posted by Bob Apollo, Jun 26, 2008

Many vendors who have a B2B sales model are facing tighter end-user budgets—and buyers who are prepared only to invest in ...

The Chasm is closer than you think

Posted by Bob Apollo, May 09, 2008

Like most high-tech marketers, I found Geoffrey Moore’s “Crossing the Chasm” essential reading. His concept of the gap that ...

It's better to sail with the wind than against it...

Posted by Bob Apollo, Mar 17, 2008

Most of the best recent thinking about the complex B2B sales environment suggests that the primary role of the sales person ...

You can't outsource great customer service

Posted by Bob Apollo, Feb 27, 2008

… or at least, that’s been my experience over the past few days. I had the misfortune to have my car stolen last weekend. It ...

Show Stoppers: Why are exhibition sales techniques so bad?

Posted by Bob Apollo, Feb 13, 2008

I spent half a day at the London "Technology for Marketing and Advertising" show today. I wished I hadn't. Each of the ...

Where do B2B brands get built?

Posted by Bob Apollo, Jan 07, 2008

I'm making these observations about the high-tech sector in particular, but it may be that they are relevant to other B2B ...

Don't pitch, educate!

Posted by Bob Apollo, Dec 10, 2007

I've recently completed a number of "Buyer's Journey" exercises for clients, all of whom are focused on selling high-tech ...