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

Posted by Bob Apollo, Dec 04, 2011

We can all benefit from reading inspiring books that help us to challenge our assumptions and to take on a fresh ...

Posted by Bob Apollo, Nov 29, 2011

In today’s business climate, you would think that few organisations could afford to invest large amounts of sales and ...

Posted by Bob Apollo, Nov 23, 2011

According to recent Forrester research quoted by Tim Riesterer in his excellent “Conversations that Win the Complex Sale”, ...

Posted by Bob Apollo, Nov 21, 2011

In a recent article, I explained why BANT-based sales qualification is being overtaken by FAINT ...

Posted by Bob Apollo, Nov 17, 2011

Everything suggests that 2012 is going to be a very difficult year. Economies around the world are slashing growth ...

Posted by Bob Apollo, Nov 15, 2011

When I first learned my trade - in the Golden Age of B2B Selling - BANT was all the rage as the sine qua non of sales ...

Posted by Bob Apollo, Nov 10, 2011

I’m sure that your sales organisation is straining every sinew to ensure that they close the quarter and the year with the ...

Posted by Bob Apollo, Nov 08, 2011

It’s November already - less than two months to go before the end of the year. I’m sure that your sales team is very focused ...

Posted by Bob Apollo, Nov 03, 2011

How does your organisation’s sales performance compare against the best in class? And what specifically could you do to ...

Posted by Bob Apollo, Oct 31, 2011

What are the factors that separate many of today’s top-performing B2B sales and marketing organisations from the rest? ...

Blog Category // Complex Sales (23)