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

Posted by Bob Apollo, Jul 20, 2021

One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it ...

Posted by Bob Apollo, Jul 06, 2021

For my latest article for Top Sales Magazine, I’ve decided to explore the power of three whys and a who... When it comes to ...

Posted by Bob Apollo, Jul 02, 2021

One of the key things that separates great salespeople from the rest is their commitment to rigorously qualifying every ...

Posted by Bob Apollo, Jun 10, 2021

You’d hope, wouldn’t you, that most salespeople understand what their prospective customers want to buy. You’d expect, ...

Posted by Bob Apollo, Jun 04, 2021

I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on ...

Posted by Bob Apollo, Jun 01, 2021

Soon after “The Challenger Sale” was published, you could see a stream of lazy commentators homing in on one percentage ...

Posted by Bob Apollo, Apr 27, 2021

This article first appeared in the April 2021 "Supercharging Sales" issue of the International Journal of Sales ...

Posted by Bob Apollo, Apr 21, 2021

One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark ...

Posted by Bob Apollo, Apr 16, 2021

Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business ...

Posted by Bob Apollo, Mar 25, 2021

Regular readers will know that I have been evangelising the critical importance of customer-specific value stories for a ...

Blog Category // Outcome-Centric Selling (6)