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

Posted by Bob Apollo, Feb 01, 2023

Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity. But I want to ...

Posted by Bob Apollo, Nov 22, 2022

Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a ...

Posted by Bob Apollo, Nov 09, 2022

As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B ...

Posted by Bob Apollo, Oct 12, 2022

This article first appeared in the October 2022 edition of the International Journal of Sales Transformation, and is ...

Posted by Bob Apollo, Jun 29, 2022

If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change ...

Posted by Bob Apollo, Jun 17, 2022

I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B ...

Posted by Bob Apollo, May 24, 2022

It's been a while since my last blog, but I'm pleased to be returning to the action with an article that I wrote for the ...

Posted by Bob Apollo, Jan 11, 2022

This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales ...

Posted by Bob Apollo, Dec 16, 2021

I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to ...

Posted by Bob Apollo, Nov 29, 2021

I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation's ...

Blog Category // Outcome-Centric Selling (3)