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

Posted by Bob Apollo, Nov 26, 2013

3D movies can be entertaining to watch. They can make special effects jump right out of the screen at you. But if over-done, ...

Posted by Bob Apollo, Nov 21, 2013

Have you ever felt that you might be in the presence of the living dead? Even if you are not a horror movie fan, it might be ...

Posted by Bob Apollo, Nov 19, 2013

I introduced the phrase “lateral listening” into a recent blog article, and had quite a few people ask me what I meant. In ...

Posted by Bob Apollo, Nov 14, 2013

Market segmentation is one of the most powerful tools in the B2B sales and marketing toolbox. If done well, it can ...

Posted by Bob Apollo, Nov 12, 2013

Many sales leaders believe that having a sales process is important - as evidenced by the over 300 million references on ...

Posted by Bob Apollo, Nov 03, 2013

Kudos to the folks at HubSpot for analysing just what makes Simon Sinek’s awe-inspiring TED Talk on “Inspiring Action” so ...

Posted by Bob Apollo, Oct 28, 2013

Recent research by McKinsey has revealed a dramatic divergence between the brand messages used by B2B companies and the ...

Posted by Bob Apollo, Oct 22, 2013

As I pointed out in a recent article, we’re going to need fewer, smarter B2B sales people. But that’s not all: we’re going ...

Posted by Bob Apollo, Oct 16, 2013

According to projections by Gerhard Gschwandtner (CEO of SellingPower magazine) and others, we’re going to need to employ ...

Posted by Bob Apollo, Oct 08, 2013

Do you wish that your sales people were better at closing? Or that their sales forecasts were more accurate? Are you ...

Blog Category // Complex Sales (12)