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

Posted by Bob Apollo, Feb 08, 2011

I’ve touched on the importance of data quality before - even made it one of my three recommended New Year’s resolutions - ...

Posted by Bob Apollo, Jan 13, 2011

Over the past few weeks, I’ve been exposed to a number of situations where companies - or the managers that represent them - ...

Posted by Bob Apollo, Jan 06, 2011

Regular readers of my articles will know that I’ve often been inspired by the unique research-led insights generated by ...

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 15, 2010

Is Web 2.0 simply a passing fad or an enduring trend? We no longer have to rely on the evangelists’ opinion. A recent ...

Posted by Bob Apollo, Dec 13, 2010

Which people, and which organisations, are most influential in shaping your prospect's thinking? Who do they turn to for ...

Posted by Bob Apollo, Dec 08, 2010

I'm a great admirer of the work that Marketo has been doing to provide tools that transform the way sales and marketing ...

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, Nov 25, 2010

I've just reviewed the results of a recent LinkedIn poll in which I asked the audience to identify the initiative that had ...

Posted by Bob Apollo, Nov 16, 2010

What does your ideal customer or prospect look like? The question is an important one, because too many sales pipelines are ...

Blog Category // B2B Marketing (16)