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

Posted by Bob Apollo, Nov 28, 2017

John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been ...

Posted by Bob Apollo, Aug 08, 2017

There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...

Posted by Bob Apollo, Jun 28, 2017

Note: I updated this article after first publication to acknowledge the existence of "budget fakers" in addition to budget ...

Posted by Bob Apollo, Aug 17, 2016

One of the fundamental capabilities that distinguish top sales people - and top sales organisations - from the rest is their ...

Posted by Bob Apollo, Aug 10, 2016

How can B2B sales people (and the sales organisations they work for) identify and engage the prospects that are most likely ...

Posted by Bob Apollo, Aug 04, 2016

Hank Barnes of Gartner recently published a thoughtful post on the need for sales people to see the “big picture” and make a ...

Posted by Bob Apollo, Jul 03, 2016

It doesn’t matter which way any of us voted as individuals: the nation has spoken, and impact of the decision to Brexit will ...

Posted by Bob Apollo, Jun 03, 2016

We all know how hard it is to accurately qualify sales opportunities. We all know how often even apparently well-qualified ...

Posted by Bob Apollo, Feb 09, 2016

You’ve been invited to a friend’s long-anticipated party. But something delays you along the way, and you arrive late - long ...

Posted by Bob Apollo, Jan 20, 2016

Many sales people seem to have an abiding fear of hearing the word “no”. As a result, they go to often-extraordinary lengths ...

Blog Category // Opportunity Qualification (3)