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

Posted by Bob Apollo, Sep 25, 2012

Are your sales and marketing messages targeted at budget makers or budget takers? In most complex, high value sales ...

Posted by Bob Apollo, Jun 26, 2012

I’ve written before about the Buyer’s Journey, and about the stages that your b2b prospects go through in their buying ...

Posted by Bob Apollo, May 17, 2012

What would happen if you were able to double your sales and marketing resources overnight? Assuming that you haven’t already ...

Posted by Bob Apollo, May 11, 2012

There’s a multi-million $ industry built up around solution selling. Training companies deliver courses promising to help ...

Posted by Bob Apollo, Apr 13, 2012

CSO Insights have just published their 2012 Sales Management Optimisation study. As always, the conclusions from their ...

Posted by Bob Apollo, Mar 27, 2012

According to many marketing leaders I speak to, B2B marketing budgets are coming under increasing pressure. These marketing ...

Posted by Bob Apollo, Mar 08, 2012

The length of the average sales cycle is a concern for many B2B sales leaders, and with good reason: successfully shortening ...

Posted by Bob Apollo, Mar 06, 2012

According to a recent series of articles by Adam Needles, author of “Balancing the Demand Equation”, the current state of ...

Posted by Bob Apollo, Feb 22, 2012

John Wanamaker - described by Wikipedia as the father of modern advertising, and a pioneer in marketing - is famously and ...

Posted by Bob Apollo, Feb 02, 2012

I admit it. I’ve been guilty of promoting the benefits of sales and marketing alignment as if they were self-evident to ...

Blog Category // B2B Buying Process (7)