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

Posted by Bob Apollo, Aug 12, 2009

The latest McKinsey Quarterly carries a great article on the consumer decision journey - and shoots holes in the now ...

Posted by Bob Apollo, Jul 06, 2009

How confident are you that you truly, deeply understand who your best prospects are, what really matters to them, and how ...

Posted by Bob Apollo, Jun 22, 2009

It's clear that in the current economic climate, avoiding wasted sales and marketing effort (and budget) is a subject that ...

Posted by Bob Apollo, Jun 09, 2009

Let’s face it - today’s B2B buyers are scared. They are concerned about the risks and consequences of making a bad buying ...

Posted by Bob Apollo, Mar 30, 2009

Today's buyers are influenced by a wide variety of sources, far beyond the conventional analyst and press community. They ...

Posted by Bob Apollo, Mar 08, 2009

You've found a well-qualified prospect with an urgent need that you have a superior solution for. You've helped them through ...

Posted by Bob Apollo, Dec 31, 2008

There's no doubt that trusted advisers and influencers have a vital role to play throughout the B2B buying process, but they ...

Posted by Bob Apollo, May 09, 2008

Like most high-tech marketers, I found Geoffrey Moore’s “Crossing the Chasm” essential reading. His concept of the gap that ...

Posted by Bob Apollo, Feb 27, 2008

… or at least, that’s been my experience over the past few days. I had the misfortune to have my car stolen last weekend. It ...

Posted by Bob Apollo, Jan 07, 2008

I'm making these observations about the high-tech sector in particular, but it may be that they are relevant to other B2B ...

Blog Category // B2B Marketing (20)