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

Posted by Bob Apollo, Sep 07, 2010

The quality of any conversation, whether business or social, is largely determined by who we choose to talk to, what we ...

Posted by Bob Apollo, Jul 25, 2010

BANT, in case anyone is unfamiliar with the acronym, stands for Budget, Authority, Need and Timeline. It’s commonly used in ...

Posted by Bob Apollo, Jul 15, 2010

It’s an old story, but one that I still hear far too often. Salespeople complaining that marketing never generates any ...

Posted by Bob Apollo, Jul 01, 2010

I’ve lost track of the number of companies who proclaim that they are embracing a “value-added” strategy in order to ...

Posted by Bob Apollo, Jun 15, 2010

Is your sales and marketing aligned? If not, you are running the risk of falling behind. Sometimes the signs of a lack of ...

Posted by Bob Apollo, Jun 09, 2010

BP has been getting a great deal of adverse publicity for the recent massive leak in their Gulf of Mexico oil pipeline. It’s ...

Posted by Bob Apollo, Jun 07, 2010

What really motivates people? Dan Pink is a contrarian thinker who always challenges me to think from a new perspective. I ...

Posted by Bob Apollo, Jun 04, 2010

Jill Konrath's "SNAP Selling" identifies the "itch to pitch" as one of the most damaging habits sales people can possibly ...

Posted by Bob Apollo, Jun 03, 2010

Jill Konrath is the acclaimed author of “Selling to Big Companies”, and an acknowledged expert on the new sales strategies ...

Posted by Bob Apollo, May 27, 2010

Regular readers will recall that I've been pleased to republish a number of guest blogs from Donal Daly of our partner the ...

Blog Category // Complex Sales (32)