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

Posted by Bob Apollo, Jan 23, 2018

Are your prospects Satisfied with the Status Quo, Painting by Numbers, Pursuing a Vision, Busy Going Nowhere or Searching ...

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 08, 2015

It’s probably the most commonly proposed response to price pressures and commoditisation: if we’re not prepared to cut our ...

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, May 26, 2015

There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is ...

Posted by Bob Apollo, Apr 14, 2015

The idea of buyer personas seems to be sweeping the world of B2B marketing - another example of a business-to-consumer ...

Posted by Bob Apollo, Apr 07, 2015

How hard can it be for a new entrant to carve out a 1% share of a very large market? The answer, of course, is that it is ...

Posted by Bob Apollo, Feb 19, 2015

A recent article in the McKinsey quarterly has highlighted a phenomenon that many of us have observed: B2B purchasing ...

Posted by Bob Apollo, Dec 05, 2014

If your organisation has a complex sales process that requires a series of interactions over several months with a range of ...

Posted by Bob Apollo, Oct 07, 2014

Technology-based businesses, with a few notable exceptions, have an unfortunate and self-limiting habit of selling on ...

Blog Category // B2B Marketing