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

Posted by Bob Apollo, Nov 03, 2017

It’s probably no exaggeration to suggest that B2B selling is facing a crisis of confidence. I hear it all the time from new ...

Posted by Bob Apollo, Oct 26, 2017

With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to ...

Posted by Bob Apollo, Oct 17, 2017

If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...

Posted by Bob Apollo, Oct 03, 2017

Today’s B2B buyers are wrestling with potentially risky decisions and often-confusing options. We shouldn’t be surprised if ...

Posted by Bob Apollo, Sep 06, 2017

When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...

Posted by Bob Apollo, Aug 22, 2017

Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a ...

Posted by Bob Apollo, Aug 16, 2017

Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...

Posted by Bob Apollo, Aug 14, 2017

The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the ...

Posted by Bob Apollo, Aug 08, 2017

There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...

Posted by Bob Apollo, Aug 02, 2017

If you think it’s hard to sell, you might want to spare a thought for your potential customers: depending on which research ...

Blog Category // Value Selling System (9)