Inflexion-Point Blog

Mastering Value Selling: the Inflexion-Point Blog | Bob Apollo

  • Our prospects are qualifying us, too...

    Our prospects are qualifying us, too...

    Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related opportunity qualification process. We can think of qualification...

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  • Opportunity Coaching for Fun and Profit

    Opportunity Coaching for Fun and Profit

    My latest contribution has just been published in the June 2018 edition of the always-excellent International Journal of Sales Transformation. You'll find a limited-period free...

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  • Why our sales discovery process must always be two-way

    Why our sales discovery process must always be two-way

    I’ve written before about the critical importance of the discovery process in complex B2B sales. It’s a favourite subject, and with good reason - in my experience the quality of initial...

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  • Why your salespeople should never do product demonstrations

    Why your salespeople should never do product demonstrations

    I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing more or less than a relentless and apparently never-ending...

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  • Is this the most counterproductive sales metric?

    Is this the most counterproductive sales metric?

    If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. Assuming that we have collected the data in the first place, we...

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  • Is sales “process” really the right metaphor?

    Is sales “process” really the right metaphor?

    The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is regularly published to prove that organisations with a defined...

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  • How do you create value for your customers?

    How do you create value for your customers?

    With relatively few exceptions, most companies want to be seen to be focused on value, rather than price. You can understand why: in most markets there is only space for one or at most...

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  • Is scope creep suffocating your opportunities?

    Is scope creep suffocating your opportunities?

    Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening sales cycles and improving win rates. But the same is not...

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  • 12 key sales qualifiers

    12 key sales qualifiers

    Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that we have a real chance of winning, and it allows us to quickly...

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  • We’re NOT Average

    We’re NOT Average

    Mark Twain is said to have popularised the phrase “There are three kinds of lies: lies, damned lies, and statistics". In an amusing variation, an obviously learned British judge is said...

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  • Shaping our customer's "why"...

    Shaping our customer's "why"...

    I recently shared my thoughts about applying Simon Sinek’s “Start With Why” concept (also known as The Golden Circle) to the sales process - you can read the article here. I used...

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  • Starting with “Why”

    Starting with “Why”

    In September 2009, Simon Sinek took the stage at a TEDx event and delivered an 18-minute presentation that has now been viewed around 50 million times across a variety of different...

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  • Is your thought leadership really “thought followership”?

    Is your thought leadership really “thought followership”?

    It seems as if everybody wants to be a thought leader nowadays, and to publish insights that are going to somehow miraculously transform market perceptions and make the sales process...

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  • Why should your customers migrate to your new solution?

    Why should your customers migrate to your new solution?

    If - like many of the clients I work with - you are an established enterprise software company, it’s likely that your initial success will have been based on selling a perpetually...

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  • In search of the perfect sale...

    In search of the perfect sale...

    Is there such a thing as a “perfect sale”? A sale in which we got the highest possible price in the shortest possible sales cycle with the least possible effort, and in which our...

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  • The compelling case for hastening slowly

    The compelling case for hastening slowly

    In “The Tortoise and the Hare” Aesop describes a race between a slow-moving tortoise and a fast-moving over-confident hare. Despite the skittish hare racing ahead at first, his...

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  • Establishing (& amplifying) our customer’s value gap

    Establishing (& amplifying) our customer’s value gap

    If we boil it down to the basics, there is one over-riding reason why our customers accept the need for change rather than sticking with the status quo: because (with or without our...

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  • Are your sales people suffering from value vagueness?

    Are your sales people suffering from value vagueness?

    Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the key things that every member of your sales organisation...

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  • The many dimensions of diversity in B2B sales

    The many dimensions of diversity in B2B sales

    If - as many scale-ups are - you are on a mission to challenge the status quo and get your prospective customers to think differently about their critical business issues, you would be...

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  • Sales training: should we emphasise technique or thinking?

    Sales training: should we emphasise technique or thinking?

    I’ve been talking about the long-term impact of conventional sales training programmes with clients, and their experience seems to be patchy to say the least. One obvious conclusion is...

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