--- title: The Outcome-Centric Selling® Blog - from Inflexion-Point | B2B Buying Process description: "B2B Buying Process | The Outcome-Centric Selling® Blog: from Bob Apollo of Inflexion-Point Strategy Partners" --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # Blog Category // B2B Buying Process ### [Why It’s Time to Redefine Mis-Selling](https://www.inflexion-point.com/blog/its-time-to-redefine-mis-selling) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 22, 2026** The financial services industry spent a decade learning that mis-selling is catastrophically expensive. B2B sales ... ### [How to Sell When Buyers Must Act - and How to Sell When They Don't Have To](https://www.inflexion-point.com/blog/how-to-sell-when-buyers-must-act-and-how-to-sell-when-they-dont-have-to) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 10, 2026** In my previous article, I outlined the critical distinction between inevitable purchases (where external forces compel the ... ### [The Two Buying Journeys Every B2B Sales Leader Must Understand](https://www.inflexion-point.com/blog/the-two-buying-journeys-every-b2b-sales-leader-must-understand) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 04, 2026** Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, ... ### [Rethinking the Sales Pipeline: From Seller Stages to Buyer Journeys](https://www.inflexion-point.com/blog/rethinking-the-sales-pipeline-from-seller-stages-to-buyer-journeys) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jan 06, 2026** For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, ... ### [Understanding your customer's buying decision journey](https://www.inflexion-point.com/blog/understanding-your-customers-buying-decision-journey) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 26, 2025** It’s falsely comforting to think of selling as a process in which one step follows logically after another - but this ... ### [Profiling the Key Roles in your Ideal Customers](https://www.inflexion-point.com/blog/profiling-the-key-roles-in-your-ideal-customers) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 11, 2024** In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ... ### [Selling to today’s real decision-makers](https://www.inflexion-point.com/blog/selling-to-todays-real-decision-makers) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jul 11, 2023** This article was first published in the July 2023 edition of Top Sales Magazine (link below). Salespeople have traditionally ... ### [Understanding your customer's decision journey](https://www.inflexion-point.com/blog/understanding-your-customers-decision-journey-1) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Nov 28, 2019** It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ... ### [Understanding B2B Buying Behaviour](https://www.inflexion-point.com/blog/understanding-b2b-buying-behaviour) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Nov 26, 2019** In any high-value complex B2B sales environments involving new projects with multiple stakeholders, the buying behaviours ... ### [The most important thing a proposal needs to sell](https://www.inflexion-point.com/blog/the-most-important-thing-a-proposal-needs-to-sell) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Oct 10, 2019** When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ... 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