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

Posted by Bob Apollo, Oct 30, 2019

When Harvard Medical School Professor (and BBC Reith Lecturer) Atul Gawande published his “Checklist Manifesto” nearly 10 ...

Posted by Bob Apollo, Oct 24, 2019

There are so many potential variables and unknowns in any complex B2B sales environment that the idea of running a ...

Posted by Bob Apollo, Oct 21, 2019

Corporate Visions recently hosted a webinar on how to gain access to business executives. Their findings were based on a ...

Posted by Bob Apollo, Oct 10, 2019

When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...

Posted by Bob Apollo, Oct 08, 2019

You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying ...

Posted by Bob Apollo, Sept 24, 2019

The term “cannon fodder” is used as a somewhat dismissive description for soldiers who were regarded by their generals as ...

Posted by Bob Apollo, Sept 03, 2019

Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of ...

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 05, 2019

I’ve been commissioned by the International Journal of Sales Transformation to write a series of articles comparing and ...

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 ...

Blog Category // Outcome-Centric Selling (12)