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

Posted by Bob Apollo, Apr 19, 2011

According to the latest report from CSO Insights, B2B sales win rates are caught in a 5-year decline, with no evidence of an ...

Posted by Bob Apollo, Feb 23, 2011

As any of you who have ever carried a quota know only too well, getting to the apparent end of a long sales cycle and being ...

Posted by Bob Apollo, Feb 22, 2011

There are few things more dispiriting than investing months of effort in a long and complex sales campaign and then coming ...

Posted by Bob Apollo, Feb 15, 2011

We're now half way through Q1 - the period that sets the scene for your sales performance for the rest of the year. Stumble ...

Posted by Bob Apollo, Dec 20, 2010

In a recent webcast, Sirius Decisions shared some preliminary results from their 2010 Sales Pipeline and Forecast Survey - a ...

Posted by Bob Apollo, Dec 07, 2010

If there’s one piece of advice that I would offer to any B2B organisation wanting to improve their sales performance it ...

Posted by Bob Apollo, Nov 25, 2010

I've just reviewed the results of a recent LinkedIn poll in which I asked the audience to identify the initiative that had ...

Posted by Bob Apollo, Nov 08, 2010

There are few things more impressive than a consistently successful sales person. Over the years, I’ve sought to identify ...

Posted by Bob Apollo, Nov 03, 2010

How accurate are your sales forecasts? According to the latest research from CSO Insights, less than 50% of deals close as ...

Posted by Bob Apollo, Sep 14, 2010

If your organisation is involved in long, complex and resource-intensive sales cycles, there are few things more frustrating ...

Blog Category // Revenue Management (5)