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

Posted by Bob Apollo, Jul 05, 2018

The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least ...

Posted by Bob Apollo, Jun 27, 2018

Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent ...

Posted by 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 ...

Posted by 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, ...

Posted by 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 ...

Posted by 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. ...

Posted by 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 ...

Posted by 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 ...

Posted by Bob Apollo, May 22, 2018

Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening ...

Posted by Bob Apollo, May 10, 2018

Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...

Blog Category // Selling in the Breakthrough Zone