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

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 ...

Posted by Bob Apollo, Jul 02, 2019

[This article was updated on 9-Jul-2019 to include the renewal opportunity type] Why do so many CRM implementations behave ...

Posted by Bob Apollo, Apr 15, 2019

Why do apparently promising sales opportunities go wrong so often? Why do close dates speed past, get reset and then repeat ...

Posted by Bob Apollo, Apr 04, 2019

Accurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales ...

Posted by Bob Apollo, Mar 21, 2019

Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and ...

Posted by Bob Apollo, Feb 20, 2019

If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of ...

Posted by Bob Apollo, Jan 11, 2019

The sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs ...

Posted by Bob Apollo, Oct 16, 2018

The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification ...

Posted by Bob Apollo, Sep 27, 2018

Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing ...

Blog Category // Opportunity Qualification (2)