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

Posted by Bob Apollo, Oct 10, 2018

Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which ...

Posted by Bob Apollo, Oct 02, 2018

In complex B2B sales environments - particularly ones that involve multiple stakeholders and lengthy and often complicated ...

Posted by Bob Apollo, Sep 27, 2018

Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing ...

Posted by Bob Apollo, Sep 20, 2018

In any high-value complex B2B sales environment involving new projects with multiple stakeholders, the buying behaviours and ...

Posted by Bob Apollo, Sep 17, 2018

The primary goal of sales enablement must surely be to increase sales effectiveness by progressively reducing the ...

Posted by Bob Apollo, Sep 13, 2018

If you are in a role that tends to attract the attention of other vendors’ business development people, you’ve probably had ...

Posted by Bob Apollo, Aug 28, 2018

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, Aug 22, 2018

In complex B2B sales, there’s a common recognition that multiple stakeholders are almost always involved in the ...

Posted by Bob Apollo, Aug 16, 2018

Jim Burns of Avitage drew the distinction between finding versus creating sales opportunities in an article on LinkedIn a ...

Posted by Bob Apollo, Aug 14, 2018

Apparently, someone once offered a definition for the split second as “the time between a customer giving the merest hint ...

Blog Category // Value Selling System (6)