--- title: The Outcome-Centric Selling® Blog - from Inflexion-Point | CSO Insights description: "CSO Insights | The Outcome-Centric Selling® Blog: from Bob Apollo of Inflexion-Point Strategy Partners" --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # Blog Category // CSO Insights ### [Are you fooling yourself about your funnel?](https://www.inflexion-point.com/blog/are-you-fooling-yourself-about-your-funnel) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 08, 2016** CSO Insights’ annual reports have always been a source of much inspiration, and this year is no exception. Their 2016 Sales ... ### [The #1 sales issue: inability to communicate value](https://www.inflexion-point.com/Blog/bid/103661/The-1-sales-issue-inability-to-communicate-value) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jan 14, 2014** For three years in a row, the highly influential benchmark and advisory firm Sirius Decisions has reported that the number ... ### [CSO Insights prove that lead scoring improves revenue performance](https://www.inflexion-point.com/Blog/bid/98281/CSO-Insights-prove-that-lead-scoring-improves-revenue-performance) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 19, 2013** One of the most common sources of friction between poorly aligned sales and marketing organisations is sales’ perception ... ### [3 out of 4 companies are taking the wrong approach to sales coaching](https://www.inflexion-point.com/Blog/bid/97054/3-out-of-4-companies-are-taking-the-wrong-approach-to-sales-coaching) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 15, 2013** As you can imagine, I get to speak to a fair number of B2B-focused CEOs and sales leaders - and I can’t recall any of them ... ### [The management skill that’s missing in two-thirds of sales organisations](https://www.inflexion-point.com/Blog/bid/96108/The-management-skill-that-s-missing-in-two-thirds-of-sales-organisations) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Apr 17, 2013** Miller Heiman’s always-excellent research programme has thrown up another compelling statistic: only 34% of all the sales ... ### [What’s holding your business back? Try this 12-point action framework](https://www.inflexion-point.com/Blog/bid/85103/What-s-holding-your-business-back-Try-this-12-point-action-framework) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 17, 2012** What would happen if you were able to double your sales and marketing resources overnight? Assuming that you haven’t already ... ### [Applying Smarter Metrics to your Sales and Marketing Funnel](https://www.inflexion-point.com/Blog/bid/85050/Applying-Smarter-Metrics-to-your-Sales-and-Marketing-Funnel) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 15, 2012** According to some of the latest reports from Sirius Decisions, CSO Insights and other leading B2B research organisations, ... ### [B2B Buying Cycle Alignment: 4 in 5 sales organisations must do better](https://www.inflexion-point.com/Blog/bid/84057/B2B-Buying-Cycle-Alignment-4-in-5-sales-organisations-must-do-better) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Apr 13, 2012** CSO Insights have just published their 2012 Sales Management Optimisation study. As always, the conclusions from their ... ### [Sales Leaders: Are you really training your sales people to succeed?](https://www.inflexion-point.com/Blog/bid/81553/Sales-Leaders-Are-you-really-training-your-sales-people-to-succeed) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 07, 2012** CSO Insights have just released their eagerly-awaited annual review of the state of sales performance - reflecting detailed ... ### [Why Sales and Marketing Alignment Really, Really Matters](https://www.inflexion-point.com/Blog/bid/80213/Why-Sales-and-Marketing-Alignment-Really-Really-Matters) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jan 09, 2012** According to a recent Aberdeen Group report, “alignment of marketing and sales goals is a key strategy for many ... 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