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

Posted by Bob Apollo, Feb 26, 2009

Matt McCall is a co-founder and Managing Director of Draper Fisher Jurvetson Portage Venture Partners. He writes with great ...

Posted by Bob Apollo, Feb 03, 2009

One of my little luxuries is a McKinsey Quarterly subscription. I keep it up even during challenging times because it forces ...

Posted by Bob Apollo, Jan 30, 2009

John Holland, co-founder and co-author of CustomerCentric Selling(r) has just reminded me how painful company presentations ...

Posted by Bob Apollo, Jan 22, 2009

For any of you who are not yet familiar with it, Selling Power is an outstanding online resource for B2B sales and marketing ...

Posted by Bob Apollo, Jan 20, 2009

Deals seem to be taking longer, more decision-makers are getting involved, and more deals just keep slipping from quarter to ...

Posted by Bob Apollo, Jan 06, 2009

The dust has started to settle on 2008, and from what we hear, a number of organisations ended up below their initial Q4 ...

Posted by Bob Apollo, Dec 24, 2008

It's clear that the current economic climate is causing a great of risk-averse behaviour on the part of B2B prospects. More ...

Posted by Bob Apollo, Nov 18, 2008

I imagine we've all seen it, and frequently suffered from it: the sales person who can't wait to tell you about the ...

Posted by Bob Apollo, Oct 19, 2008

Vendors who have the discipline to complete win/loss reports usually uncover valuable insights. But concentrating only on ...

Posted by Bob Apollo, Sep 05, 2008

If you're going to lose, it's always better to lose early - and if a deal is going nowhere, it's always better to realise ...

Blog Category // Complex Sales (37)