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

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 ...

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, ...

Blog Category // B2B Buying Process (3)