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

Posted by Bob Apollo, Oct 10, 2019

When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...

Posted by Bob Apollo, Oct 08, 2019

You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying ...

Posted by Bob Apollo, Sep 03, 2019

Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of ...

Posted by Bob Apollo, Jul 24, 2019

According to many market analysts, the market for CRM solutions shows no signs of slowing down. It’s increasingly rare to ...

Posted by Bob Apollo, Jul 08, 2019

One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably ...

Posted by Bob Apollo, Jul 05, 2019

I’ve been commissioned by the International Journal of Sales Transformation to write a series of articles comparing and ...

Posted by Bob Apollo, Jul 02, 2019

[This article was updated on 9-Jul-2019 to include the renewal opportunity type] Why do so many CRM implementations behave ...

Posted by Bob Apollo, Jun 18, 2019

Business executives often report that they look back on the initial conversations they have with sales people and regard ...

Posted by Bob Apollo, Jun 10, 2019

Given the inevitable complications and unique considerations involved in any complex sales environment, it’s hard to imagine ...

Posted by Bob Apollo, May 23, 2019

I recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb ...

Blog Category // Situational Selling