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

Posted by Bob Apollo, Jan 30, 2018

As regular readers will know, I’ve been a long-standing advocate of establishing repeatable sales processes, but please bear ...

Posted by Bob Apollo, Jan 18, 2018

Sales opportunities can go so wrong in so many different ways. Sometimes, they go wrong due to events or circumstances that ...

Posted by Bob Apollo, Jan 16, 2018

Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that ...

Posted by Bob Apollo, Jan 10, 2018

Other than an appropriate level of product knowledge, what are the key attributes of a good B2B sales person? Interpersonal ...

Posted by Bob Apollo, Jan 02, 2018

One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales ...

Posted by Bob Apollo, Dec 30, 2017

As you reflect on 2017, and as your thoughts turn to what you seek to achieve for yourself and for your organisation in ...

Posted by Bob Apollo, Dec 19, 2017

If you’re like most of the B2B CEOs or sales leaders we talk to, no matter how well your organisation has done in 2017, ...

Posted by Bob Apollo, Nov 29, 2017

One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our ...

Posted by Bob Apollo, Nov 28, 2017

John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been ...

Posted by Bob Apollo, Nov 08, 2017

Let’s face it, many (maybe most) “average” sales people seem to be incorrigible optimists. When assessing their chances of ...

Blog Category // Value Selling System (8)