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

Posted by Bob Apollo, Feb 29, 2012

Gerhard Gschwandtner, publisher of Selling Power - in a characteristically provocative piece - recently predicted that the ...

Posted by Bob Apollo, Feb 14, 2012

Who (or what) does your company really compete against? For the majority of B2B product or service offerings, the answer is ...

Posted by Bob Apollo, Feb 07, 2012

CSO Insights have just released their eagerly-awaited annual review of the state of sales performance - reflecting detailed ...

Posted by Bob Apollo, Feb 02, 2012

I admit it. I’ve been guilty of promoting the benefits of sales and marketing alignment as if they were self-evident to ...

Posted by Bob Apollo, Jan 31, 2012

Coming from somebody who has consistently sought to promote the value of focus and process in all matters connected with B2B ...

Posted by Bob Apollo, Jan 26, 2012

Apple has just posted results that far outstrip analyst expectations - nearly doubling their revenue year-on-year and more ...

Posted by Bob Apollo, Jan 24, 2012

I come across many marketing organisations that seem to believe that the more leads they generate, the better they are ...

Posted by Bob Apollo, Jan 16, 2012

Malcolm Gladwell, in his book of the same name, pointed out the power of “The Tipping Point”, and sought to demonstrate with ...

Posted by Bob Apollo, Jan 12, 2012

Your prospects' concerns, motivations and priorities change - often significantly - as they move from stage to stage in ...

Posted by Bob Apollo, Jan 11, 2012

At any time, every one of your sales prospects are likely to be able to identify - with or without your help - any number of ...

Blog Category // Complex Sales (21)