Inflexion-Point Blog

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

  • Why your pipeline doesn’t need any sales stages

    Why your pipeline doesn’t need any sales stages

    This is a subject I’ve referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that deserves far more attention - and which is driving...

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  • The illusion of the expert buyer

    The illusion of the expert buyer

    One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been working with – knows how to buy. This might be...

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  • When your customers DO want to speak to a sales person

    When your customers DO want to speak to a sales person

    There’s been a great deal of comment – often from people and organisations who frankly should know better – about how today’s B2B customer doesn’t want to engage with a sales person...

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  • The keys to engaging our stakeholders

    The keys to engaging our stakeholders

    Our prospective customers are far more likely to want to engage with us if they believe that they are likely to learn something valuable from us. Most sales methodologies stress the...

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  • Why early engagement is critical to sales success

    Why early engagement is critical to sales success

    The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification discouraged sales people from pursuing opportunities unless there was...

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  • Sales pipeline management: let’s stop confusing progress with probability

    Sales pipeline management: let’s stop confusing progress with probability

    Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted...

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  • 8 steps to positioning your strategic business value

    8 steps to positioning your strategic business value

    In complex B2B sales environments - particularly ones that involve multiple stakeholders and lengthy and often complicated buying journeys - it's unwise to rush to propose your solution...

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  • Targeting your most valuable sales opportunities

    Targeting your most valuable sales opportunities

    Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing "prospects" that are unlikely to ever become valuable customers,...

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  • Avoiding death by stovepipes [guest post]

    Avoiding death by stovepipes [guest post]

    As anyone who has worked with me or read my articles, I am passionate about ensuring that sales and marketing are aligned in a common cause. But that's not enough: We need to ensure...

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  • 4 key factors influencing B2B buying behaviour

    4 key factors influencing B2B buying behaviour

    In any high-value complex B2B sales environment involving new projects with multiple stakeholders, the buying behaviours and motivations that drive your customer’s decision-making...

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  • Sales enablement and the performance gap

    Sales enablement and the performance gap

    The primary goal of sales enablement must surely be to increase sales effectiveness by progressively reducing the performance gap between our best sales people and the rest, measured by...

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  • Is your BDRs' outreach pertinent or impertinent?

    Is your BDRs' outreach pertinent or impertinent?

    If you are in a role that tends to attract the attention of other vendors’ business development people, you’ve probably had them reaching out to you with varying degrees of competence....

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  • The non-linear world of B2B buying

    The non-linear world of B2B buying

    It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although rigidly defined processes might be the best way of running a...

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  • In complex B2B sales, stakeholders have more than one dimension

    In complex B2B sales, stakeholders have more than one dimension

    In complex B2B sales, there’s a common recognition that multiple stakeholders are almost always involved in the decision-making process. Research by the CEB (now part of Gartner) found...

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  • Responding to, Reframing or Creating Sales Opportunities?

    Responding to, Reframing or Creating Sales Opportunities?

    Jim Burns of Avitage drew the distinction between finding versus creating sales opportunities in an article on LinkedIn a couple of years back (I’ve included a link to his article...

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  • Avoiding the curse of premature elaboration

    Avoiding the curse of premature elaboration

    Apparently, someone once offered a definition for the split second as “the time between a customer giving the merest hint that they might have a need and the sales person rushing to...

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  • The 7 storytelling secrets of successful salespeople

    The 7 storytelling secrets of successful salespeople

    I’ve long believed that top sellers are storytellers. They are able to call upon a rich fund of relevant anecdotes that they use to communicate and persuade far more convincingly than a...

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  • The Problem with Account Plans...

    The Problem with Account Plans...

    Many of the clients I’ve been working with over the past few months have been attempting to implement some form of account planning. Far fewer seem to be happy with the current...

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  • Asking good questions isn’t enough...

    Asking good questions isn’t enough...

    Most traditional sales methodologies stress the importance of asking good questions, and there’s no doubt that the ability to ask relevant and effective questions is a critical sales...

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  • Of course it matters whether you won or lost...

    Of course it matters whether you won or lost...

    You’ve probably heard some variation of the saying “it matters not whether you won or lost, but how you played the game”. The modern use of the phrase (in a slightly different form) is...

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