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

Posted by Bob Apollo, Jul 26, 2021

This article was first published in issue 7.3 of the International Journal of Sales Transformation, and I'm very pleased to ...

Posted by Bob Apollo, Jul 20, 2021

One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it ...

Posted by Bob Apollo, Jul 06, 2021

For my latest article for Top Sales Magazine, I’ve decided to explore the power of three whys and a who... When it comes to ...

Posted by James Muir, Mar 25, 2020

James Muir is the best-selling author of "The Perfect Close" - a book that leverages the latest science to show why applying ...

Posted by Bob Apollo, Mar 23, 2020

Even before the current crisis, many opportunities that had been confidently forecast by salespeople were failing to close. ...

Posted by Bob Apollo, Mar 20, 2020

In most complex B2B sales environments, our most significant and consistent competition typically hasn’t come from another ...

Posted by Bob Apollo, Feb 13, 2020

In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not ...

Posted by Bob Apollo, Dec 18, 2019

For many sales organisations, December is both the end of the sales quarter and the end of the sales year. Individual ...

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, Nov 28, 2019

It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

Blog Category // Value Selling System