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

Posted by Bob Apollo, May 08, 2014

How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as ...

Posted by Bob Apollo, Apr 28, 2014

The fans of conventional “solution selling” thinking would have you believe that the most effective sales people are problem ...

Posted by Bob Apollo, Apr 24, 2014

Whether you’re a sales leader or CEO, holding regular sales pipeline reviews ought to offer an essential way of keeping your ...

Posted by Bob Apollo, Apr 22, 2014

We’re all very familiar with the idea that modern B2B buyers are increasingly well-informed and far less dependent on ...

Posted by Bob Apollo, Apr 15, 2014

One of a series of articles celebrating the lasting impact of “Crossing the Chasm” It’s more than 20 years since Geoffrey ...

Posted by Bob Apollo, Apr 10, 2014

One of a series of articles celebrating the continuing relevance of SPIN Selling I had the chance to listen to Neil Rackham, ...

Posted by Bob Apollo, Mar 18, 2014

I was delighted to be asked by the founders of the admirably named Witty Parrot to contribute to their collection of 25 ...

Posted by Bob Apollo, Mar 06, 2014

If you ever questioned whether marketers could teach sales people anything about selling, I urge you to watch one of my ...

Posted by Bob Apollo, Feb 26, 2014

Over the years, I’ve found much to admire about Amazon. They have generally made it easy for me to buy from them, and on the ...

Posted by Bob Apollo, Feb 05, 2014

What is the primary role of B2B marketing in today’s business environment? It’s certainly no longer just about the ...

Blog Category // Complex Sales (10)