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    Blog Category // Outcome-Centric Selling

    Who’s haunting your pipeline?

    Posted by Bob Apollo, Oct 30, 2026
    With Halloween coming up this weekend, it’s a good time to count the ghosts and zombies in your pipeline and (even worse) ...

    Where the “trusted advisor” gap really costs you

    Posted by Bob Apollo, Oct 11, 2026
    The research team at Objective Management Group (OMG) recentlypublished an important analysisof why so few salespeople earn ...

    Why It’s Time to Redefine Mis-Selling

    Posted by Bob Apollo, Jun 22, 2026
    The financial services industry spent a decade learning that mis-selling is catastrophically expensive. B2B sales ...

    Making Every Conversation Count

    Posted by Bob Apollo, Mar 13, 2026
    A Framework for Value-Creating Sales Conversations In complex B2B sales environments, customers report that fewer than one ...

    Sales Leaders: Stop Optimising for Activity and Start Optimising for Outcomes

    Posted by Bob Apollo, Nov 17, 2025
    Far too many sales organisations are still measuring what's easy to measure, rather than what actually matters. Call ...

    From Close Plans to Mutual Success Plans: Elevating B2B Sales Outcomes

    Posted by Bob Apollo, Oct 30, 2025
    Find out why Mutual Success Plans are far more effective than "close plans" by registering for my webinar with the Institute ...

    Why the Future of B2B Selling Must Be Situationally Adaptive

    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 ...

    The vital relationship between Well-Being, Motivation, and Retention in Modern Sales

    Posted by Bob Apollo, Jul 10, 2025
    In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through ...

    Crafting Compelling, Customer-Specific, Value Propositions

    Posted by Bob Apollo, May 08, 2025
    I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the ...

    The Sales Manager’s Competitive Edge - Why Coaching Matters in Complex B2B Sales

    Posted by Bob Apollo, May 06, 2025
    In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple ...
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