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

Posted by Bob Apollo, Oct 01, 2025

For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one ...

Posted by Bob Apollo, Mar 07, 2024

This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great ...

Posted by Bob Apollo, Sep 12, 2023

This article first appeared in the September edition of Top Sales Magazine ... The ability to ask the right questions, in ...

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 ...

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, Aug 14, 2017

The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the ...

Blog Category // SPIN