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

Posted by Bob Apollo, May 30, 2023

I was delighted to be asked to contribute to Membrain’s “The Art & Science of Complex Sales Podcast” with Paul Fuller, ...

Posted by Bob Apollo, Nov 24, 2022

In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the ...

Posted by Bob Apollo, Nov 04, 2019

In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a ...

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, Dec 30, 2017

As you reflect on 2017, and as your thoughts turn to what you seek to achieve for yourself and for your organisation in ...

Posted by Bob Apollo, Oct 26, 2017

With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to ...

Posted by Bob Apollo, Oct 17, 2017

If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...

Posted by Bob Apollo, Sep 06, 2017

When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...

Posted by Bob Apollo, Aug 16, 2017

Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...

Posted by Bob Apollo, Aug 08, 2017

There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...

Blog Category // Complex Sales