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

Posted by Bob Apollo, Feb 04, 2019

Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, ...

Posted by Bob Apollo, Jan 11, 2019

The sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs ...

Posted by Bob Apollo, Jan 04, 2019

If you’re involved in complex B2B sales, and if what you are selling is anything other than an absolute “must buy” ...

Posted by Bob Apollo, Dec 20, 2018

Account-Based Marketing (and its all-embracing cousin “Account Based Everything”) has been touted by its promoters as a ...

Posted by Bob Apollo, Dec 18, 2018

I’m no great fan of averages, and I’m no great fan of unsupported rules of thumb, either. Perhaps the best (or worst, ...

Posted by Bob Apollo, Nov 27, 2018

This is a subject I’ve referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that ...

Posted by Bob Apollo, Nov 12, 2018

One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor ...

Posted by Bob Apollo, Oct 31, 2018

There’s been a great deal of comment – often from people and organisations who frankly should know better – about how ...

Posted by Bob Apollo, Oct 18, 2018

Our prospective customers are far more likely to want to engage with us if they believe that they are likely to learn ...

Posted by Bob Apollo, Oct 16, 2018

The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification ...

Blog Category // Value Selling System (5)