--- title: The Outcome-Centric Selling® Blog - from Inflexion-Point | Value Gap description: "Value Gap | The Outcome-Centric Selling® Blog: from Bob Apollo of Inflexion-Point Strategy Partners" --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # Blog Category // Value Gap ### [Answering your customer’s three critical questions](https://www.inflexion-point.com/blog/answering-your-customers-three-critical-questions) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/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 ... ### [Stretching your customer's value gap](https://www.inflexion-point.com/blog/stretching-your-customers-value-gap) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Dec 05, 2019** Whenever your customer sees little meaningful difference between their current situation and their future potential, they ... ### [Selling against the status quo](https://www.inflexion-point.com/blog/selling-against-the-status-quo) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/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 ... ### [Podcast: The Foundations of Sales Effectiveness](https://www.inflexion-point.com/blog/the-foundations-of-sales-effectiveness) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 20, 2019** I recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales ... ### [The Persuasive Power of a Mutual Success Plan](https://www.inflexion-point.com/blog/the-persuasive-power-of-a-mutual-success-plan) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/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 ... ### [Over 40% of projects are ad-hoc: another nail in the coffin of BANT](https://www.inflexion-point.com/blog/over-40-of-projects-are-ad-hoc-another-nail-in-the-coffin-of-bant) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 11, 2019** It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales ... ### [Our prospects are qualifying us, too...](https://www.inflexion-point.com/blog/our-prospects-are-qualifying-us-too) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/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 ... ### [Why your salespeople should never do product demonstrations](https://www.inflexion-point.com/blog/why-your-salespeople-should-never-do-product-demonstrations) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/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 ... ### [Establishing (& amplifying) our customer’s value gap](https://www.inflexion-point.com/blog/b2b-sales-establishing-our-customers-value-gap) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/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 ... ### [Are your sales people suffering from value vagueness?](https://www.inflexion-point.com/blog/are-your-b2b-sales-people-suffering-from-value-vagueness) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/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 ... 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