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

Posted by Bob Apollo, Jan 30, 2009

John Holland, co-founder and co-author of CustomerCentric Selling(r) has just reminded me how painful company presentations ...

Posted by Bob Apollo, Dec 31, 2008

There's no doubt that trusted advisers and influencers have a vital role to play throughout the B2B buying process, but they ...

Posted by Bob Apollo, Dec 24, 2008

It's clear that the current economic climate is causing a great of risk-averse behaviour on the part of B2B prospects. More ...

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 ...

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 ...

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 ...

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 ...

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 ...

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 ...

Blog Category // B2B Buying Process (12)