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

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 ...

Posted by Bob Apollo, Mar 09, 2021

Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them ...

Posted by Bob Apollo, Mar 04, 2021

I recently had the pleasure of speaking at length with Jan Ropponen, author of “Secrets of Sales Innovators - how ...

Posted by Bob Apollo, Mar 02, 2021

I was pleased to be asked to contribute an article to the latest edition of Top Sales Magazine - a regular source of insight ...

Posted by Bob Apollo, Feb 26, 2021

I was very pleased to be invited by the International Journal of Sales Transformation to contribute an article to their ...

Posted by Bob Apollo, Jan 27, 2021

In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales ...

Posted by Bob Apollo, Jan 12, 2021

In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...

Posted by Bob Apollo, Jan 06, 2021

It might seem strange - in a season when we traditionally wish goodwill to all men and women - to take the position that ...

Posted by Bob Apollo, Dec 21, 2020

Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production ...

Blog Category // Outcome-Centric Selling (7)