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

Posted by Bob Apollo, Mar 22, 2016

We all know the problem, because we all suffer from it as consumers: today’s buyers are so bombarded by apparently similar ...

Posted by Bob Apollo, Mar 17, 2016

Accurate sales forecasting is a particular challenge in high-value complex sales environments with lengthy sales cycles. ...

Posted by Bob Apollo, Mar 10, 2016

Most traditional sales methodologies have some element of “selling to power”, and that’s often associated with the C-Suite. ...

Posted by Bob Apollo, Mar 03, 2016

For many of your potential prospects, most of the time, sticking with the status quo is usually the comfortable choice. It’s ...

Posted by Bob Apollo, Feb 23, 2016

Complex B2B sales are usually characterised by lengthy, high-value buying decisions that involve multiple stakeholders and ...

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 ...

Blog Category // Complex Sales (4)