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

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 ...

Posted by Bob Apollo, Jan 12, 2021

In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...

Posted by Bob Apollo, Oct 27, 2020

The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - ...

Posted by Bob Apollo, Sep 24, 2020

Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction ...

Posted by Bob Apollo, Jul 08, 2019

One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably ...

Blog Category // Opportunity Qualification