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

Posted by Bob Apollo, Sep 20, 2018

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

Posted by Bob Apollo, Aug 28, 2018

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, May 31, 2018

The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is ...

Posted by Bob Apollo, Jan 23, 2018

Are your prospects Satisfied with the Status Quo, Painting by Numbers, Pursuing a Vision, Busy Going Nowhere or Searching ...

Posted by Bob Apollo, Nov 29, 2017

One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our ...

Posted by Bob Apollo, Nov 28, 2017

John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been ...

Posted by Bob Apollo, Oct 05, 2017

I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the ...

Posted by Bob Apollo, Aug 16, 2017

Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...

Posted by Bob Apollo, Feb 23, 2017

Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same ...

Posted by Bob Apollo, Sep 22, 2016

Traditional market segmentation is usually based around the core demographic attributes of company size, sector and ...

Blog Category // B2B Buying Process (2)