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

Posted by Bob Apollo, Apr 27, 2012

I recently wrote about the need for B2B organisations to transform their marketing from a cost centre to a revenue centre. ...

Posted by Bob Apollo, Apr 11, 2012

We want our prospects to agree with us, right? So why am I suggesting that the last thing you want is for your prospect to ...

Posted by Bob Apollo, Apr 03, 2012

I had a truly bizarre experience the other day. A senior (and very experienced, by the look of him) sales person actually ...

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 22, 2012

How can you simply and succinctly explain what you do to a potential prospect or other interested party, and make them want ...

Posted by Bob Apollo, Mar 20, 2012

I hosted three round table discussions at least week’s excellent Econsultancy B2B Digital Cream event on the subject of Lead ...

Posted by Bob Apollo, Mar 15, 2012

“Our Solution is Better”. It’s a claim made by many B2B technology marketers, based on a perceived feature set advantage. ...

Posted by Bob Apollo, Mar 12, 2012

When you’ve been a customer for more than 20 years, you can sometimes get into the comfortable habit of assuming that the ...

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 ...

Blog Category // B2B Marketing (9)