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

Posted by Bob Apollo, Jul 01, 2020

In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to ...

Posted by Bob Apollo, Dec 05, 2019

Whenever your customer sees little meaningful difference between their current situation and their future potential, they ...

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, Jun 20, 2019

I recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales ...

Posted by Bob Apollo, May 06, 2019

As Gartner and others have frequently pointed out, B2B buying decisions are often complicated. If the problem to be solved ...

Posted by Bob Apollo, Mar 11, 2019

It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales ...

Posted by Bob Apollo, Jun 21, 2018

Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related ...

Posted by Bob Apollo, Jun 07, 2018

I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing ...

Posted by Bob Apollo, Mar 22, 2018

If we boil it down to the basics, there is one over-riding reason why our customers accept the need for change rather than ...

Posted by Bob Apollo, Mar 20, 2018

Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the ...

Blog Category // Value Gap