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

Posted by Bob Apollo, Feb 17, 2016

Predicting close dates is one of the most challenging aspects of accurate forecasting in complex sales environments. It’s ...

Posted by Bob Apollo, Feb 09, 2016

You’ve been invited to a friend’s long-anticipated party. But something delays you along the way, and you arrive late - long ...

Posted by Bob Apollo, Feb 04, 2016

One of the critical questions that every expansion-phase B2B focused company needs to consider is “what’s the most ...

Posted by Bob Apollo, Jan 28, 2016

What happens if you’re competing against a much less advanced solution from a company with a much better established ...

Posted by Bob Apollo, Jan 26, 2016

Regular readers will recall that I am no great fan of the default approach taken by so many CRM vendors, in which individual ...

Posted by Bob Apollo, Jan 20, 2016

Many sales people seem to have an abiding fear of hearing the word “no”. As a result, they go to often-extraordinary lengths ...

Posted by Bob Apollo, Jan 13, 2016

It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect ...

Posted by Bob Apollo, Jan 07, 2016

I’ve come to believe that it’s essential to separate B2B sales opportunities into two categories: in the first group (let’s ...

Posted by Bob Apollo, Jan 05, 2016

I hope that you enjoyed the holiday season, and are returning to work re-energised and determined to achieve some ambitious ...

Posted by Bob Apollo, Nov 22, 2015

It's the 22nd November, we're well into Q4 and for many organisations - and many B2B sales people - that haven't yet ...

Blog Category // Complex Sales (4)