--- title: The Outcome-Centric Selling® Blog - from Inflexion-Point | Selling in the Breakthrough Zone description: "Selling in the Breakthrough Zone | The Outcome-Centric Selling® Blog: from Bob Apollo of Inflexion-Point Strategy Partners" --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # Blog Category // Selling in the Breakthrough Zone ### [3 fundamental goals of sales leadership](https://www.inflexion-point.com/blog/3-fundamental-goals-of-sales-leadership) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jul 05, 2018** The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least ... ### [14 critical activities every sales person needs to master](https://www.inflexion-point.com/blog/14-critical-activities-every-sales-person-needs-to-master) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 27, 2018** Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent ... ### [Our prospects are qualifying us, too...](https://www.inflexion-point.com/blog/our-prospects-are-qualifying-us-too) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 21, 2018** Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related ... ### [Why our sales discovery process must always be two-way](https://www.inflexion-point.com/blog/why-our-discovery-process-must-always-be-two-way) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 13, 2018** I’ve written before about the critical importance of the discovery process in complex B2B sales. It’s a favourite subject, ... ### [Why your salespeople should never do product demonstrations](https://www.inflexion-point.com/blog/why-your-salespeople-should-never-do-product-demonstrations) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 07, 2018** I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing ... ### [Is this the most counterproductive sales metric?](https://www.inflexion-point.com/blog/is-this-the-most-counterproductive-sales-metric) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 05, 2018** If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. ... ### [Is sales “process” really the right metaphor?](https://www.inflexion-point.com/blog/is-sales-process-really-the-right-metaphor) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 31, 2018** The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is ... ### [How do you create value for your customers?](https://www.inflexion-point.com/blog/how-do-you-create-value-for-your-customers) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 29, 2018** With relatively few exceptions, most companies want to be seen to be focused on value, rather than price. You can understand ... ### [Is scope creep suffocating your opportunities?](https://www.inflexion-point.com/blog/is-scope-creep-suffocating-your-b2b-sales-opportunities) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 22, 2018** Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening ... ### [12 key sales qualifiers](https://www.inflexion-point.com/blog/12-key-sales-qualifiers) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 10, 2018** Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ... 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