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

Posted by Bob Apollo, Jul 19, 2018

One of the biggest frustrations for today’s sales leaders is their sales peoples’ apparent inability to connect the business ...

Posted by Bob Apollo, Jul 17, 2018

If we’re in sales, there are two obvious monetary measures of our success: revenue and margin. Revenue is particularly ...

Posted by Bob Apollo, Jun 13, 2018

I’ve written before about the critical importance of the discovery process in complex B2B sales. It’s a favourite subject, ...

Posted by Bob Apollo, Jun 07, 2018

I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing ...

Posted by Bob Apollo, May 29, 2018

With relatively few exceptions, most companies want to be seen to be focused on value, rather than price. You can understand ...

Posted by Bob Apollo, Apr 19, 2018

It seems as if everybody wants to be a thought leader nowadays, and to publish insights that are going to somehow ...

Posted by Bob Apollo, Mar 20, 2018

Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the ...

Posted by Bob Apollo, Feb 20, 2018

Most B2B-focused sales people have been taught that it’s more effective to promote the projected “benefits” of their ...

Posted by Bob Apollo, Feb 07, 2018

One of the primary benefits of a traditional university education used to be, as well as educating you in one or a number of ...

Posted by Bob Apollo, Feb 01, 2018

Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either ...

Blog Category // Value Selling System (7)