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

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, Apr 15, 2019

Why do apparently promising sales opportunities go wrong so often? Why do close dates speed past, get reset and then repeat ...

Posted by Bob Apollo, Mar 27, 2019

Sales consultants often make the distinction between transactional and complex sales. Transactional sales - whatever their ...

Posted by Bob Apollo, Mar 26, 2019

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

Posted by Bob Apollo, Mar 21, 2019

Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and ...

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, Mar 05, 2019

The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been ...

Posted by Bob Apollo, Feb 20, 2019

If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of ...

Posted by Bob Apollo, Feb 12, 2019

I’ve just spent a few minutes completing the annual survey from one of the world’s most widely respected sales training ...

Posted by Bob Apollo, Feb 06, 2019

Military leaders have long recognised the importance of planning. But they have also recognised that it is the act of ...

Blog Category // Value Selling System (4)