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

Posted by Bob Apollo, Oct 26, 2015

As regular readers will know, I’m a great fan of the principles set out in the best-selling “The Challenger Sale”. But ...

Posted by Bob Apollo, Oct 23, 2015

There’s no doubt that for many North American based companies, expanding into Europe is an attractive option. Sections of ...

Posted by Bob Apollo, Oct 21, 2015

How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as ...

Posted by Bob Apollo, Oct 12, 2015

There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...

Posted by Bob Apollo, Oct 09, 2015

I attended the UK launch event for “The Challenger Customer” yesterday (you can read my review of the book here). One of the ...

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, ...

Blog Category // Complex Sales (6)