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

Posted by Bob Apollo, Jan 27, 2015

Of course, every VC wants to see their portfolio companies grow. But as Scott Maxwell of OpenView Venture Partners points ...

Posted by Bob Apollo, Jan 13, 2015

Let’s face it, every sales funnel leaks. It’s just that some seem to leak more than others - and many are leaking in all the ...

Posted by Bob Apollo, Dec 09, 2014

It’s often quoted, but worth repeating: the biggest single reason why B2B sales people lose seemingly well-qualified ...

Posted by Bob Apollo, Oct 23, 2014

Having observed a number of B2B sales organisations over the years, I’ve come to the conclusion that sales training is ...

Posted by Bob Apollo, Oct 15, 2014

According to the smart folks at Sales Benchmark Index (SBI), companies that have taken the time to adopt and implement a ...

Posted by Bob Apollo, Sep 30, 2014

It’s a statistic that’s been widely quoted and even more widely misunderstood - the idea that the typical modern B2B buying ...

Posted by Bob Apollo, Sep 03, 2014

In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than ...

Posted by Bob Apollo, Jul 16, 2014

Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy ...

Posted by Bob Apollo, Jul 01, 2014

We've reached the halfway point in the sales year, and this is a particularly good time to take stock. Early indications are ...

Posted by Bob Apollo, May 20, 2014

Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, ...

Blog Category // B2B Buying Process (5)