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

Posted by Bob Apollo, Sep 25, 2012

Are your sales and marketing messages targeted at budget makers or budget takers? In most complex, high value sales ...

Posted by Bob Apollo, Sep 12, 2012

Is your company innovative? Are you customer-focused? Are your solutions best of breed or best in class? What about ...

Posted by Bob Apollo, Sep 04, 2012

I’ve been called in by a number of clients who believe that they have a bottom-of-funnel sales problem. Their sales ...

Posted by Bob Apollo, Aug 29, 2012

If you’re a technology company with a high-value B2B offering that requires an on-going direct sales interaction with your ...

Posted by Bob Apollo, Aug 23, 2012

It’s not a question that comes naturally to many CEOs or, let’s be honest, to most investors. Here’s the problem: for growth ...

Posted by Bob Apollo, Aug 22, 2012

I was chatting recently with Thomas Oriol (a Director at Nimble Apps Limited) when he mentioned some recent research they ...

Posted by Bob Apollo, Aug 21, 2012

Regular readers will know that I’m no great fan of the traditional BANT (Budget, Authority, Need and Timeframe) approach to ...

Posted by Bob Apollo, Aug 16, 2012

It’s not a very edifying sight, but it happens way, way too often. A prospect gives the faintest acknowledgement of a ...

Posted by Bob Apollo, Aug 09, 2012

Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...

Posted by Bob Apollo, Aug 07, 2012

I'm very pleased to be able to share another must-read guest article from the ever-insightful Swayne Hill of Data-Driven ...

Blog Category // Complex Sales (18)