--- title: The Outcome-Centric Selling® Blog - from Inflexion-Point | Thought Leaders (3) description: "Thought Leaders | The Outcome-Centric Selling® Blog: from Bob Apollo of Inflexion-Point Strategy Partners (3)" --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # Blog Category // Thought Leaders (3) ### [SaaS means you can never afford to stop selling](https://www.inflexion-point.com/Blog/bid/85297/SaaS-means-you-can-never-afford-to-stop-selling) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 22, 2012** Like mobile operators, the economics of Software-as-a-Service (SaaS) vendors are profoundly affected by churn - the rate at ... ### [What Matters Now? - and why organisations must be built on values](https://www.inflexion-point.com/Blog/bid/85240/What-Matters-Now-and-why-organisations-must-be-built-on-values) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 21, 2012** I wonder if I’m alone when I look around at the circumstances that have led to the continuing crisis in our economy (is ... ### [B2B Marketing’s Revenue Transition Requires Outcome-Based Lead Metrics](https://www.inflexion-point.com/Blog/bid/84490/B2B-Marketing-s-Revenue-Transition-Requires-Outcome-Based-Lead-Metrics) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Apr 27, 2012** I recently wrote about the need for B2B organisations to transform their marketing from a cost centre to a revenue centre. ... ### [Why B2B Marketers Need to Stop Claiming That Their Solution is Better](https://www.inflexion-point.com/blog/blog/bid/83052/why-b2b-marketers-need-to-stop-claiming-that-their-solution-is-better) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 15, 2012** “Our Solution is Better”. It’s a claim made by many B2B technology marketers, based on a perceived feature set advantage. ... ### [Are we really looking at a 75% reduction in sales heads by 2020?](https://www.inflexion-point.com/Blog/bid/82503/Are-we-really-looking-at-a-75-reduction-in-sales-heads-by-2020) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 29, 2012** Gerhard Gschwandtner, publisher of Selling Power - in a characteristically provocative piece - recently predicted that the ... ### [Why Sales doesn’t care about Aligning with Marketing - but ought to](https://www.inflexion-point.com/Blog/bid/81357/Why-Sales-doesn-t-care-about-Aligning-with-Marketing-but-ought-to) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 02, 2012** I admit it. I’ve been guilty of promoting the benefits of sales and marketing alignment as if they were self-evident to ... ### [Why Your Sales Process Doesn’t Matter](https://www.inflexion-point.com/Blog/bid/81251/Why-Your-Sales-Process-Doesn-t-Matter) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jan 31, 2012** Coming from somebody who has consistently sought to promote the value of focus and process in all matters connected with B2B ... ### [What can we all learn from Apple’s stunning success?](https://www.inflexion-point.com/Blog/bid/81075/What-can-we-all-learn-from-Apple-s-stunning-success) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jan 26, 2012** Apple has just posted results that far outstrip analyst expectations - nearly doubling their revenue year-on-year and more ... ### [B2B Sales: Has SFA Really Reached a Tipping Point?](https://www.inflexion-point.com/Blog/bid/80572/B2B-Sales-Has-SFA-Really-Reached-a-Tipping-Point) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jan 16, 2012** Malcolm Gladwell, in his book of the same name, pointed out the power of “The Tipping Point”, and sought to demonstrate with ... ### [Understanding the Customer Buying Cycle and Triggers](https://www.inflexion-point.com/Blog/bid/80396/Understanding-the-Customer-Buying-Cycle-and-Triggers) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jan 12, 2012** Your prospects' concerns, motivations and priorities change - often significantly - as they move from stage to stage in ... 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