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

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 ...

Posted by Bob Apollo, Dec 18, 2020

This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how ...

Posted by Bob Apollo, Dec 11, 2020

I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant ...

Posted by Bob Apollo, Dec 07, 2020

I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his ...

Posted by Bob Apollo, Nov 10, 2020

Generic value propositions, although they might be of some use in persuading potential prospects to make initial contact ...

Posted by Bob Apollo, Nov 03, 2020

Everywhere you look, sales organisations of all descriptions are promoting their so-called “solutions”. It’s become such an ...

Posted by Bob Apollo, Oct 21, 2020

Note: This article has been adapted from the latest fully revised and updated version of my “Introduction to Outcome Centric ...

Blog Category // Outcome-Centric Selling (8)