The Outcome-Centric Selling® Blog - from Inflexion-Point

Posted by Bob Apollo, Feb 10, 2026

In my previous article, I outlined the critical distinction between inevitable purchases (where external forces compel the ...

Posted by Bob Apollo, Feb 04, 2026

Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, ...

Posted by Bob Apollo, Jan 06, 2026

For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, ...

Posted by 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 ...

Posted by Bob Apollo, Mar 11, 2024

In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ...

Posted by Bob Apollo, Jul 11, 2023

This article was first published in the July 2023 edition of Top Sales Magazine (link below). Salespeople have traditionally ...

Posted by 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 ...

Posted by Bob Apollo, Nov 26, 2019

In any high-value complex B2B sales environments involving new projects with multiple stakeholders, the buying behaviours ...

Posted by Bob Apollo, Oct 10, 2019

When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...

Posted by Bob Apollo, Jun 25, 2019

I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the ...

Blog Category // B2B Buying Process