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

Posted by Bob Apollo, Jan 26, 2016

Regular readers will recall that I am no great fan of the default approach taken by so many CRM vendors, in which individual ...

Posted by Bob Apollo, Jan 13, 2016

It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect ...

Posted by Bob Apollo, Jan 07, 2016

I’ve come to believe that it’s essential to separate B2B sales opportunities into two categories: in the first group (let’s ...

Posted by Bob Apollo, Nov 18, 2015

DON'T RESPOND! Unless, of course, you have played a significant role in shaping the prospect’s requirements and the timing ...

Posted by Bob Apollo, Oct 29, 2015

It’s coming up to the end of October, and if you’re in high-value, long-decision-cycle, multiple-stakeholder enterprise ...

Posted by Bob Apollo, Oct 27, 2015

When organisations talk about their sales process, they are usually thinking in terms of a sequence of sales activities, ...

Posted by Bob Apollo, Oct 09, 2015

I attended the UK launch event for “The Challenger Customer” yesterday (you can read my review of the book here). One of the ...

Posted by Bob Apollo, Oct 03, 2015

The traditional profile of a successful sales person isn’t a million light-years away from the personality of Captain James ...

Posted by Bob Apollo, Sep 03, 2015

There’s no doubt that B2B buying behaviours have changed dramatically over the past few years. If you’re selling a complex, ...

Posted by Bob Apollo, Jul 02, 2015

On average, fewer than 50% of forecasted opportunities close at the predicted value and time - and the figure is usually far ...

Blog Category // B2B Buying Process (3)