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

Posted by Bob Apollo, Mar 20, 2018

Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the ...

Posted by Bob Apollo, Mar 15, 2018

If - as many scale-ups are - you are on a mission to challenge the status quo and get your prospective customers to think ...

Posted by Bob Apollo, Mar 13, 2018

I’ve been talking about the long-term impact of conventional sales training programmes with clients, and their experience ...

Posted by Bob Apollo, Mar 09, 2018

If you were foolish enough to listen to some B2B marketers and agencies, you might conclude that the simple act of ...

Posted by Bob Apollo, Mar 01, 2018

Successful start-ups tend to follow a predictable pattern: they identify a problem that needs solving, develop an innovative ...

Posted by Bob Apollo, Feb 27, 2018

What’s the single most important stage in any complex B2B sales process? Is it the “close”? The commercial negotiation? The ...

Posted by Bob Apollo, Feb 20, 2018

Most B2B-focused sales people have been taught that it’s more effective to promote the projected “benefits” of their ...

Posted by Bob Apollo, Feb 13, 2018

An uninformed and superficial review of the principles of “challenger®️ selling” might lead some people to conclude that it ...

Posted by Bob Apollo, Feb 07, 2018

One of the primary benefits of a traditional university education used to be, as well as educating you in one or a number of ...

Posted by Bob Apollo, Feb 01, 2018

Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either ...

Blog Category // Outcome-Centric Selling (19)