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

Posted by Bob Apollo, Feb 10, 2026

In my previous article, I outlined the critical distinction between inevitable purchases (where external forces compel the ...

Posted by Bob Apollo, Feb 04, 2026

Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, ...

Posted by Bob Apollo, Sep 02, 2025

If you (or your salespeople) are involved in complex B2B sales, then there is one particularly valuable sales tool that must ...

Posted by Bob Apollo, Aug 25, 2025

In sales organizations that still use BANT as their primary qualification framework, salespeople are encouraged to primarily ...

Posted by Bob Apollo, Jun 27, 2025

By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently ...

Posted by Bob Apollo, Aug 05, 2024

This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B ...

Posted by Bob Apollo, Jul 07, 2023

This article was first published in the latest edition of the International Journal of Sales Transformation under the title ...

Posted by Bob Apollo, Jul 02, 2021

One of the key things that separates great salespeople from the rest is their commitment to rigorously qualifying every ...

Posted by Bob Apollo, Apr 21, 2021

One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark ...

Posted by Bob Apollo, Jan 27, 2021

In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales ...

Blog Category // Opportunity Qualification