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

Posted by Bob Apollo, Jan 13, 2016

It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect ...

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, Jun 02, 2015

B2B marketers are directing an increasing percentage of their energy and budget towards content creation. But the consequent ...

Posted by Bob Apollo, Feb 05, 2014

What is the primary role of B2B marketing in today’s business environment? It’s certainly no longer just about the ...

Posted by Bob Apollo, Nov 23, 2011

According to recent Forrester research quoted by Tim Riesterer in his excellent “Conversations that Win the Complex Sale”, ...

Posted by Bob Apollo, Jul 19, 2011

Bill Band of Forrester Research has just published the results of his latest study into “The Right CRM Metrics for Your ...

Posted by Bob Apollo, Jun 14, 2011

Is your sales process characterised by lengthy buying cycles with the involvement of multiple decision makers? Are buying ...

Posted by Bob Apollo, Jun 09, 2011

Leading research firm Forrester recently published a new report on “Competing in the Age of the Customer”. Although the ...

Posted by Bob Apollo, May 31, 2011

What does "go-to-market" mean to you? Many companies react to new challenges in their business environment by declaring that ...

Posted by Bob Apollo, Apr 28, 2011

Forrester Research recently concluded that only 1 in 8 B2B sales meetings create any useful value for the prospect. The ...

Blog Category // Forrester