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

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 ...

Posted by Bob Apollo, Nov 18, 2015

DON'T RESPOND! Unless, of course, you have played a significant role in shaping the prospect’s requirements and the timing ...

Posted by Bob Apollo, Nov 12, 2015

The most dangerous competition in B2B sales often comes from an unexpected quarter. I fondly remember working at SCO in ...

Posted by Bob Apollo, Nov 04, 2015

According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the ...

Posted by Bob Apollo, Oct 29, 2015

It’s coming up to the end of October, and if you’re in high-value, long-decision-cycle, multiple-stakeholder enterprise ...

Blog Category // Complex Sales (5)