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

Posted by Bob Apollo, Apr 25, 2023

What role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of ...

Posted by Bob Apollo, Apr 19, 2023

The first wave of B2B selling was product orientated - salespeople were taught and encouraged to think in terms of their ...

Posted by Bob Apollo, Mar 08, 2023

The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a ...

Posted by Bob Apollo, Feb 10, 2023

There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results ...

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 ...

Blog Category // Outcome-Centric Selling (4)