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

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 ...

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 ...

Blog Category // Outcome-Centric Selling (7)