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

Posted by Bob Apollo, May 22, 2018

Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening ...

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, May 08, 2018

Mark Twain is said to have popularised the phrase “There are three kinds of lies: lies, damned lies, and statistics". In an ...

Posted by Bob Apollo, Apr 30, 2018

I recently shared my thoughts about applying Simon Sinek’s “Start With Why” concept (also known as The Golden Circle) to the ...

Posted by Bob Apollo, Apr 26, 2018

In September 2009, Simon Sinek took the stage at a TEDx event and delivered an 18-minute presentation that has now been ...

Posted by Bob Apollo, Apr 19, 2018

It seems as if everybody wants to be a thought leader nowadays, and to publish insights that are going to somehow ...

Posted by Bob Apollo, Apr 16, 2018

If - like many of the clients I work with - you are an established enterprise software company, it’s likely that your ...

Posted by Bob Apollo, Apr 04, 2018

Is there such a thing as a “perfect sale”? A sale in which we got the highest possible price in the shortest possible sales ...

Posted by Bob Apollo, Mar 28, 2018

In “The Tortoise and the Hare” Aesop describes a race between a slow-moving tortoise and a fast-moving over-confident hare. ...

Posted by Bob Apollo, Mar 22, 2018

If we boil it down to the basics, there is one over-riding reason why our customers accept the need for change rather than ...

Blog Category // Outcome-Centric Selling (18)