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

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 ...

Posted by Bob Apollo, Sep 24, 2020

Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction ...

Posted by Bob Apollo, Sep 16, 2020

I’ve written before about the persuasive power of a Mutual Success Plan in technology-based B2B sales, and I believe the ...

Posted by Bob Apollo, Aug 06, 2020

Whenever a purchase is inevitable (the customer must act) your competition tends to be predictable - and it will often be ...

Posted by Bob Apollo, Jul 24, 2020

As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never ...

Blog Category // Outcome-Centric Selling (8)