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

Posted by Bob Apollo, Apr 17, 2019

It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any ...

Posted by Bob Apollo, Aug 28, 2018

It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

Posted by Bob Apollo, Aug 10, 2018

I’ve long believed that top sellers are storytellers. They are able to call upon a rich fund of relevant anecdotes that they ...

Posted by Bob Apollo, Aug 07, 2018

Many of the clients I’ve been working with over the past few months have been attempting to implement some form of account ...

Posted by Bob Apollo, Aug 02, 2018

Most traditional sales methodologies stress the importance of asking good questions, and there’s no doubt that the ability ...

Posted by Bob Apollo, Jul 31, 2018

You’ve probably heard some variation of the saying “it matters not whether you won or lost, but how you played the game”. ...

Posted by Bob Apollo, Jul 25, 2018

Many analysts claim - and many sales people would agree - that today’s most powerful competitor is not another similar ...

Posted by Bob Apollo, Jul 19, 2018

One of the biggest frustrations for today’s sales leaders is their sales peoples’ apparent inability to connect the business ...

Posted by Bob Apollo, Jul 17, 2018

If we’re in sales, there are two obvious monetary measures of our success: revenue and margin. Revenue is particularly ...

Blog Category // Selling the Difference