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

Posted by Bob Apollo, Feb 10, 2023

There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results ...

Posted by Bob Apollo, Oct 21, 2019

Corporate Visions recently hosted a webinar on how to gain access to business executives. Their findings were based on a ...

Posted by Bob Apollo, Jul 20, 2017

I first published this a few years back. I'm convinced it's just as relevant now - maybe even more so. What do you think? ...

Posted by Bob Apollo, Jun 10, 2016

No doubt we’ve all been the recipients of bad advice, and occasionally and unwittingly may have offered bad advice to ...

Posted by Bob Apollo, Mar 22, 2016

We all know the problem, because we all suffer from it as consumers: today’s buyers are so bombarded by apparently similar ...

Posted by Bob Apollo, Mar 10, 2016

Most traditional sales methodologies have some element of “selling to power”, and that’s often associated with the C-Suite. ...

Posted by Bob Apollo, Mar 03, 2016

For many of your potential prospects, most of the time, sticking with the status quo is usually the comfortable choice. It’s ...

Posted by Bob Apollo, May 26, 2015

There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is ...

Posted by Bob Apollo, Feb 10, 2015

I’ve lost count of the number of clients who call me in because they think their sales people have a problem closing new ...

Posted by Bob Apollo, Dec 09, 2014

It’s often quoted, but worth repeating: the biggest single reason why B2B sales people lose seemingly well-qualified ...

Blog Category // Sales Conversation