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

Posted by Bob Apollo, Aug 24, 2010

In my previous article on the Buyer's Journey, I set out our latest thinking on the nature of the B2B Buying Process. In ...

Posted by Bob Apollo, Aug 22, 2010

The concept of the buyer's journey has been around for a number of years. Hugh Macfarlane's "The Leaky Funnel" inspired a ...

Posted by Bob Apollo, Jul 25, 2010

BANT, in case anyone is unfamiliar with the acronym, stands for Budget, Authority, Need and Timeline. It’s commonly used in ...

Posted by Bob Apollo, Jul 01, 2010

I’ve lost track of the number of companies who proclaim that they are embracing a “value-added” strategy in order to ...

Posted by Bob Apollo, May 13, 2010

There’s a short article in the latest McKinsey Quarterly on “the basics of business-to-business sales success”. It captures ...

Posted by Bob Apollo, May 07, 2010

As we emerge from the downturn, it’s clear that we’re going to have to find new and better ways of reaching and satisfying ...

Posted by Bob Apollo, Apr 28, 2010

Your customers, and your prospects, have opinions - and they are fascinated by the opinions of their peer groups and others ...

Posted by Bob Apollo, Apr 22, 2010

Are you involved in selling high-value, complex products or services to a business audience? I recently suggested that most ...

Posted by Bob Apollo, Apr 01, 2010

In Bill Clinton’s successful 1992 presidential election campaign, a sign famously hung in his Little Rock campaign ...

Posted by Bob Apollo, Mar 30, 2010

Is your offering a discretionary purchase for your customer? Do you often find yourself having to create needs? Does your ...

Blog Category // B2B Buying Process (10)