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

Posted by Bob Apollo, Jun 27, 2018

Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent ...

Posted by Bob Apollo, Jun 21, 2018

Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related ...

Posted by Bob Apollo, May 10, 2018

Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...

Posted by Bob Apollo, Jan 10, 2018

Other than an appropriate level of product knowledge, what are the key attributes of a good B2B sales person? Interpersonal ...

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 ...

Blog Category // Opportunity Qualification (3)