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

Posted by Bob Apollo, Apr 24, 2013

What is it that your top sales performers do better than anyone else? Part of the explanation may, of course, be simply that ...

Posted by Bob Apollo, Apr 17, 2013

Miller Heiman’s always-excellent research programme has thrown up another compelling statistic: only 34% of all the sales ...

Posted by Bob Apollo, Apr 10, 2013

It makes for pretty uncomfortable reading: CSO Insights’ latest global study of sales forecast accuracy suggests that - on a ...

Posted by Bob Apollo, Mar 26, 2013

I wrote late last year about the idea that “you can create brilliant content marketing and still miss the point”, and I want ...

Posted by Bob Apollo, Mar 12, 2013

In most complex B2B sales environments, a proposal plays a significant part in the decision making process. But it’s not ...

Posted by Bob Apollo, Mar 07, 2013

It often feels nowadays that you can’t turn anywhere without tripping over a Big Data message. Everybody seems to be jumping ...

Posted by Bob Apollo, Feb 28, 2013

The conventional view of a successful “solution sales” person is as a problem solver. But that traditional perspective is ...

Posted by Bob Apollo, Feb 26, 2013

At an intellectual level, it’s easy to accept that our prospects are far more interested in addressing their issues than ...

Posted by Bob Apollo, Feb 19, 2013

Many sales pipelines include a stage labelled “qualified”. But if - like most of the companies I work with - you’re selling ...

Posted by Bob Apollo, Feb 14, 2013

When I started my sales career, I was taught that I should focus on identifying my prospect’s needs. Later, when I started ...

Blog Category // Complex Sales (15)