The Outcome-Centric Selling® Blog - from Inflexion-Point | Selling in the Breakthrough Zone (3)

Posted by Bob Apollo, Mar 13, 2018

I’ve been talking about the long-term impact of conventional sales training programmes with clients, and their experience ...

Posted by Bob Apollo, Mar 09, 2018

If you were foolish enough to listen to some B2B marketers and agencies, you might conclude that the simple act of ...

Posted by Bob Apollo, Mar 01, 2018

Successful start-ups tend to follow a predictable pattern: they identify a problem that needs solving, develop an innovative ...

Posted by Bob Apollo, Feb 27, 2018

What’s the single most important stage in any complex B2B sales process? Is it the “close”? The commercial negotiation? The ...

Posted by Bob Apollo, Feb 13, 2018

An uninformed and superficial review of the principles of “challenger®️ selling” might lead some people to conclude that it ...

Posted by Bob Apollo, Feb 01, 2018

Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either ...

Posted by Bob Apollo, Jan 18, 2018

Sales opportunities can go so wrong in so many different ways. Sometimes, they go wrong due to events or circumstances that ...

Posted by Bob Apollo, Jan 16, 2018

Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that ...

Posted by Bob Apollo, Jan 10, 2018

Other than an appropriate level of product knowledge, what are the key attributes of a good B2B sales person? Interpersonal ...

Posted by Bob Apollo, Jan 04, 2018

I’m not sure that what you might describe as the “traditional” approach to sales skills development - sending sales people ...

Blog Category // Selling in the Breakthrough Zone (3)