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

Posted by Bob Apollo, Mar 15, 2017

Let’s face it, most so-called “thought leadership” is actually nothing of the sort. Much of it turns out to be a crude ...

Posted by Bob Apollo, Feb 23, 2017

Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same ...

Posted by Bob Apollo, Feb 01, 2017

If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you ...

Posted by Bob Apollo, Jan 25, 2017

Selling has the potential to be an incredibly wasteful exercise. The vast majority of cold calls fail to establish any ...

Posted by Bob Apollo, Jan 13, 2017

If you, like me, have spent the majority of your working life in the technology sector, you’ve probably sat through more ...

Posted by Bob Apollo, Jan 13, 2016

It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect ...

Posted by Bob Apollo, Oct 08, 2015

It’s probably the most commonly proposed response to price pressures and commoditisation: if we’re not prepared to cut our ...

Posted by Bob Apollo, Jul 21, 2015

It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they ...

Blog Category // Outcome-Centric Selling (24)