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

Posted by Bob Apollo, Jun 09, 2009

Let’s face it - today’s B2B buyers are scared. They are concerned about the risks and consequences of making a bad buying ...

Posted by Bob Apollo, Mar 30, 2009

Today's buyers are influenced by a wide variety of sources, far beyond the conventional analyst and press community. They ...

Posted by Bob Apollo, Mar 18, 2009

That's Gartners' #1 prediction in their 2009 survey of key trends in technology - and you can see why. According to Gartner, ...

Posted by Bob Apollo, Mar 14, 2009

There's an excellent article in ModernSelling on the latest Miller Heiman findings about the things that set top performing ...

Posted by Bob Apollo, Mar 08, 2009

You've found a well-qualified prospect with an urgent need that you have a superior solution for. You've helped them through ...

Posted by Bob Apollo, Mar 07, 2009

OK. So you've managed to engage with a well qualified prospect who has issues they cannot afford not to deal with, and ...

Posted by Bob Apollo, Mar 06, 2009

These are tough times for many B2B vendors. Revenue targets are looking increasingly challenging, forecasting is proving ...

Posted by Bob Apollo, Mar 03, 2009

There's a very interesting article in the latest edition of Selling Power (registration required). They quote market ...

Posted by Bob Apollo, Mar 03, 2009

Neil Rackham is the father of SPIN. No, not the sort of dodgy dialogue that you hear from politicians, but the sales ...

Posted by Bob Apollo, Feb 26, 2009

Seth Godin nails it in his latest blog: "Three things you need if you want more customers"... If you want to grow, you need ...

Blog Category // Complex Sales (36)