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, Oct 01, 2025

For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one ...

Posted by Bob Apollo, Sept 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, Mar 28, 2025

There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...

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 ...

Blog Category // Opportunity Qualification