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

Posted by Bob Apollo, May 01, 2020

As far as the state of sales enablement is concerned, I think it's fair to say (and I hope that sales enablement ...

Posted by Bob Apollo, Sep 17, 2018

The primary goal of sales enablement must surely be to increase sales effectiveness by progressively reducing the ...

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, Sep 28, 2016

In the majority of sales organisations, a high percentage of sales revenue is generated by the same minority of top sales ...

Posted by Bob Apollo, Oct 26, 2015

As regular readers will know, I’m a great fan of the principles set out in the best-selling “The Challenger Sale”. But ...

Posted by Bob Apollo, Jan 13, 2015

Let’s face it, every sales funnel leaks. It’s just that some seem to leak more than others - and many are leaking in all the ...

Posted by Bob Apollo, Nov 18, 2014

I know many CEOs believe that hiring the best sales people is the recipe for sales success, and of course, they are partly ...

Posted by Bob Apollo, Nov 11, 2014

You’ve probably observed a huge difference in conversational fluency between your most and least successful sales ...

Posted by Bob Apollo, Oct 23, 2014

Having observed a number of B2B sales organisations over the years, I’ve come to the conclusion that sales training is ...

Posted by Bob Apollo, Apr 08, 2014

Other than making sure you recruit the right people in the first place, how you go about on-boarding new sales people makes ...

Blog Category // Sales Enablement