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

Posted by Bob Apollo, Feb 01, 2011

Forrester’s latest research “B2B Sales and Marketing Alignment Starts with the Customer” confirms the dysfunctional and ...

Posted by Bob Apollo, Jan 17, 2011

Momentum. We know it when we see it, don't we? It’s the force that propels successful companies to sustainable revenue and ...

Posted by Bob Apollo, Jan 11, 2011

Gyms and Sales Training Companies both seem to benefit from New Year’s Resolutions. But just as signing up for gym ...

Posted by Bob Apollo, Jan 04, 2011

We all know how challenging it can be to win new business. Gaining a new customer’s commitment is justifiable cause for ...

Posted by Bob Apollo, Dec 07, 2010

If there’s one piece of advice that I would offer to any B2B organisation wanting to improve their sales performance it ...

Posted by Bob Apollo, Nov 29, 2010

I was re-reading Neil Rackham’s SPIN Selling the other day - a recommended activity for anyone involved in B2B selling - and ...

Posted by Bob Apollo, Oct 15, 2010

I must have conducted hundreds of voice of the customer surveys on behalf of clients over the past few years. Speaking with ...

Posted by Bob Apollo, Aug 28, 2010

Online shopping should be a painless experience, right? Aviva, the UK insurance company are certainly trying to convey that ...

Posted by Bob Apollo, Aug 24, 2010

In my previous article on the Buyer's Journey, I set out our latest thinking on the nature of the B2B Buying Process. In ...

Posted by Bob Apollo, Aug 22, 2010

The concept of the buyer's journey has been around for a number of years. Hugh Macfarlane's "The Leaky Funnel" inspired a ...

Blog Category // B2B Buying Process (9)