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

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 ...

Posted by Bob Apollo, Jun 09, 2015

There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose ...

Posted by Bob Apollo, Jun 04, 2015

The above assertion might appear counter-intuitive, but please bear with me. I’m going to try and make the case that you ...

Posted by Bob Apollo, Jun 02, 2015

B2B marketers are directing an increasing percentage of their energy and budget towards content creation. But the consequent ...

Posted by Bob Apollo, Apr 23, 2015

I’ve just been reading an article that suggests that ROI (Return on Investment) is some sort of magic bullet that can ...

Posted by Bob Apollo, Mar 18, 2015

Sales people and sales leaders have been regularly urged over the years to adopt “best practices” as a way of improving ...

Posted by Bob Apollo, Feb 10, 2015

I’ve lost count of the number of clients who call me in because they think their sales people have a problem closing new ...

Blog Category // B2B Buying Process (4)