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

Posted by Bob Apollo, Mar 18, 2015

Sales people and sales leaders have been regularly urged over the years to adopt “best practices” as a way of improving ...

Posted by Bob Apollo, Mar 03, 2015

The evidence that formalised sales processes improve sales performance is absolutely overwhelming - a raft of studies have ...

Posted by Bob Apollo, Feb 19, 2015

A recent article in the McKinsey quarterly has highlighted a phenomenon that many of us have observed: B2B purchasing ...

Posted by Bob Apollo, Feb 11, 2015

It seems like a self-evident truth, doesn’t it? One of the consistently effective b2b sales strategies is to sell the way ...

Posted by Bob Apollo, Feb 10, 2015

I’ve lost count of the number of clients who call me in because they think their sales people have a problem closing new ...

Posted by Bob Apollo, Dec 05, 2014

If your organisation has a complex sales process that requires a series of interactions over several months with a range of ...

Posted by Bob Apollo, Nov 19, 2014

The numerically gifted amongst you might be scratching your heads at this point. At face value, one hundred times one ...

Posted by Bob Apollo, Nov 18, 2014

I know many CEOs believe that hiring the best sales people is the recipe for sales success, and of course, they are partly ...

Posted by Bob Apollo, Oct 09, 2014

Sirius Decisions recently published some very interesting research into the subject of when marketing-generated “leads” are ...

Posted by Bob Apollo, Sep 03, 2014

In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than ...

Blog Category // Complex Sales (8)