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

Posted by Bob Apollo, Oct 08, 2015

It’s probably the most commonly proposed response to price pressures and commoditisation: if we’re not prepared to cut our ...

Posted by Bob Apollo, Oct 06, 2015

When the Challenger Sale was published in 2011, it rapidly became one of the "must read" handbooks for B2B CEOs and sales ...

Posted by Bob Apollo, Oct 03, 2015

The traditional profile of a successful sales person isn’t a million light-years away from the personality of Captain James ...

Posted by Bob Apollo, Sep 10, 2015

I’m very grateful to Bob Thompson of CustomerThink for hosting a very stimulating round table with a group of the UK’s ...

Posted by Bob Apollo, Sep 03, 2015

There’s no doubt that B2B buying behaviours have changed dramatically over the past few years. If you’re selling a complex, ...

Posted by Bob Apollo, Aug 26, 2015

I was recently interviewed by ReachForce as part of their Expert Interview program. Here are some of the B2B sales related ...

Posted by Bob Apollo, Jul 21, 2015

It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they ...

Posted by Bob Apollo, Jul 16, 2015

Note: this article originally appeared in the International Journal of Sales Transformation under the title 'Competing ...

Posted by Bob Apollo, Jun 09, 2015

There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose ...

Posted by Bob Apollo, May 26, 2015

There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is ...

Blog Category // Complex Sales (6)