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

Posted by Bob Apollo, Sep 22, 2016

Traditional market segmentation is usually based around the core demographic attributes of company size, sector and ...

Posted by Bob Apollo, Sep 15, 2016

When we observe a chess grand master in action (or an expert in any other similar strategy-based game), it quickly becomes ...

Posted by Bob Apollo, Sep 13, 2016

Let’s face it, establishing a distinctive, differentiated position for our products and services is hard and getting harder ...

Posted by Bob Apollo, Sep 01, 2016

In complex sales environments, the role of the successful salesperson isn’t just about prospecting, qualifying and closing. ...

Posted by Bob Apollo, Aug 17, 2016

One of the fundamental capabilities that distinguish top sales people - and top sales organisations - from the rest is their ...

Posted by Bob Apollo, Aug 10, 2016

How can B2B sales people (and the sales organisations they work for) identify and engage the prospects that are most likely ...

Posted by Bob Apollo, Jul 03, 2016

It doesn’t matter which way any of us voted as individuals: the nation has spoken, and impact of the decision to Brexit will ...

Posted by Bob Apollo, Jun 21, 2016

I’ve been seeing a lot of attention paid recently to activity-based sales management. Put simply, it’s the principle that ...

Posted by Bob Apollo, Apr 06, 2016

In pretty much every conversation I've been having recently with CEOs and sales leaders the subject turns - sooner or later ...

Posted by Bob Apollo, Mar 29, 2016

“The Challenger Sale” by Matthew Dixon and Brent Adamson has been one of the most talked-about sales books of the past ...

Blog Category // Complex Sales (3)