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

Posted by Bob Apollo, May 11, 2017

I want to turn my attention in this article to a pattern I see repeated across a number of the clients that have approached ...

Posted by Bob Apollo, May 10, 2017

Complex B2B buying decisions are fundamentally exercises in change management and in an increasing number of cases even ...

Posted by Bob Apollo, May 02, 2017

When it comes to positioning (and getting your message across), most B2B sales organisations face either a crowded or a ...

Posted by Bob Apollo, Apr 25, 2017

Even if you’ve managed to focus on the critical issues that matter most to your prospects, profiled and targeted your ideal ...

Posted by Bob Apollo, Apr 20, 2017

The idea that complex B2B buying decisions inevitably involve multiple stakeholders is widely acknowledged, even if the ...

Posted by Bob Apollo, Apr 18, 2017

One of the biggest challenges for any sales person when qualifying a new potential sales opportunity is judging whether the ...

Posted by Bob Apollo, Apr 12, 2017

Companies (and individual sales people) can and often do waste an awful amount of time, money and energy pursuing ...

Posted by Bob Apollo, Mar 28, 2017

Our prospective customers will always have many more potential issues than they can possibly afford to address in the short ...

Posted by Bob Apollo, Mar 22, 2017

There’s a gratifying amount of attention being paid nowadays to the idea that sales people need to focus on creating genuine ...

Posted by Bob Apollo, Mar 15, 2017

Let’s face it, most so-called “thought leadership” is actually nothing of the sort. Much of it turns out to be a crude ...

Blog Category // Value Selling System (11)