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

Posted by Bob Apollo, Jan 29, 2014

When Geoffrey Moore’s “Crossing the Chasm” first appeared 20 years ago it became an instant hit and an inspiration to ...

Posted by Bob Apollo, Jan 28, 2014

There’s abundant evidence to prove that today’s internet-savvy customers are much better informed and far more empowered ...

Posted by Bob Apollo, Jan 21, 2014

Most organisations are critically dependent on their ability to find and win new business. So why is it that so many ...

Posted by Bob Apollo, Jan 20, 2014

Sales training traditionally encourages B2B sales people to “call high” - in fact, it’s hard to keep track of all the ...

Posted by Bob Apollo, Jan 14, 2014

For three years in a row, the highly influential benchmark and advisory firm Sirius Decisions has reported that the number ...

Posted by Bob Apollo, Jan 09, 2014

First, a tip of the hat to David Meerman Scott and Doug Kessler for inspiring some of the ideas in this blog. In Isaac ...

Posted by Bob Apollo, Jan 01, 2014

It’s that time of the year again. The start of a new calendar year often coincides with the start of a new financial year, ...

Posted by Bob Apollo, Dec 17, 2013

Return on Investment (ROI) projections are often regarded as a critical element of B2B sales proposals, particular for ...

Posted by Bob Apollo, Dec 12, 2013

If there’s one message that gets drummed into the heads of every participant on every sales training course, it’s “make sure ...

Posted by Bob Apollo, Dec 05, 2013

One of the key principles that underpin the insight-led selling mindset is the idea that your marketing messages - and your ...

Blog Category // Complex Sales (11)