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

Posted by Bob Apollo, Aug 21, 2014

You’re probably very familiar with the difference between open and closed questions, and how and where they can be most ...

Posted by Bob Apollo, Aug 05, 2014

Why do so many B2B software demonstrations fail to move the customer to do anything beyond hoping that it might end soon? ...

Posted by Bob Apollo, Jul 22, 2014

Talk to almost any CEO of a technology-based, B2B-focused business and you’re likely to hear concerns about the size of ...

Posted by Bob Apollo, Jul 18, 2014

There’s a very funny Bill Hicks sketch set in an American diner in which the gum-chewing waitress approaches him, leans over ...

Posted by Bob Apollo, Jul 16, 2014

Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy ...

Posted by Bob Apollo, Jul 11, 2014

On a bitterly cold winter’s day 53 years ago in January 1961, the newly elected President John F Kennedy set out his agenda ...

Posted by Bob Apollo, Jul 03, 2014

One of the problems with creating generic “unique value propositions” is that they are just that - generic. They might be a ...

Posted by Bob Apollo, Jul 01, 2014

We've reached the halfway point in the sales year, and this is a particularly good time to take stock. Early indications are ...

Posted by Bob Apollo, Jun 12, 2014

The failure to accurately forecast sales revenues has critically compromised the careers of many promising CEOs, Sales VPs ...

Posted by Bob Apollo, May 15, 2014

The authors of sales methodologies have a vested interest in positioning their approach as being distinctively different ...

Blog Category // Complex Sales (9)