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

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 ...

Posted by Bob Apollo, May 14, 2015

In survey after survey, the average sales person’s inability to effectively communicate the value of their offering has been ...

Posted by Bob Apollo, May 05, 2015

At face value, having a prospect approach you with a clearly defined problem can seem to be very good news - even better if ...

Posted by Bob Apollo, Apr 28, 2015

The problem with slavishly following “best practice” is that it’s almost always what the really smart people (and ...

Posted by Bob Apollo, Apr 23, 2015

I’ve just been reading an article that suggests that ROI (Return on Investment) is some sort of magic bullet that can ...

Posted by Bob Apollo, Apr 14, 2015

The idea of buyer personas seems to be sweeping the world of B2B marketing - another example of a business-to-consumer ...

Blog Category // Complex Sales (7)