The Outcome-Centric Selling® Blog - from Inflexion-Point (8)

Latest webinar: the essentials of sales opportunity qualification

Posted by Bob Apollo, Jul 02, 2021

One of the key things that separates great salespeople from the rest is their commitment to rigorously qualifying every potential opportunity. They have the confidence to disqualify weak opportunities early on the cycle before they have wasted significant resources on a ...

Why your customers want to buy is as important as what they want to buy

Posted by Bob Apollo, Jun 10, 2021

You’d hope, wouldn’t you, that most salespeople understand what their prospective customers want to buy. You’d expect, ...

The future of B2B selling is collaborative

Posted by Bob Apollo, Jun 04, 2021

I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on ...

The law of averages does not apply to complex B2B sales

Posted by Bob Apollo, Jun 01, 2021

Soon after “The Challenger Sale” was published, you could see a stream of lazy commentators homing in on one percentage ...

Supercharging our sales conversations

Posted by Bob Apollo, Apr 27, 2021

This article first appeared in the April 2021 "Supercharging Sales" issue of the International Journal of Sales ...

Exploding the 3* sales pipeline coverage myth

Posted by Bob Apollo, Apr 21, 2021

One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark ...

Ditching the 'Itch to Pitch'

Posted by Bob Apollo, Apr 16, 2021

Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business ...

Refining our customer’s value story

Posted by Bob Apollo, Mar 25, 2021

Regular readers will know that I have been evangelising the critical importance of customer-specific value stories for a ...

Profit derives from usage - not initial purchase

Posted by Bob Apollo, Mar 09, 2021

Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them ...

The Secrets of Sales Innovators

Posted by Bob Apollo, Mar 04, 2021

I recently had the pleasure of speaking at length with Jan Ropponen, author of “Secrets of Sales Innovators - how ...