Inflexion-Point Blog

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

  • 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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  • The issue with generic "unique value propositions"

    The issue with generic "unique value propositions"

    If you were foolish enough to listen to some B2B marketers and agencies, you might conclude that the simple act of developing a generic “unique value proposition” for your organisation...

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  • The sorry state of sales due diligence

    The sorry state of sales due diligence

    Successful start-ups tend to follow a predictable pattern: they identify a problem that needs solving, develop an innovative solution, find their first few customers and then seek to...

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  • Discovery - the foundation of B2B sales success

    Discovery - the foundation of B2B sales success

    What’s the single most important stage in any complex B2B sales process? Is it the “close”? The commercial negotiation? The delivery of the proposal? The product evaluation? The...

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  • Are your sales people leading with gain or pain?

    Are your sales people leading with gain or pain?

    Most B2B-focused sales people have been taught that it’s more effective to promote the projected “benefits” of their solution than to subject their prospects to a tediously detailed...

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  • Targeting prospects who are “trying but struggling”

    Targeting prospects who are “trying but struggling”

    An uninformed and superficial review of the principles of “challenger®️ selling” might lead some people to conclude that it depends on introducing a problem or opportunity that our...

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  • Encouraging our sales people to think...

    Encouraging our sales people to think...

    One of the primary benefits of a traditional university education used to be, as well as educating you in one or a number of specialisms, that it taught you how to think. I can’t help...

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  • Are you selling "me-too" or "breakthrough"?

    Are you selling "me-too" or "breakthrough"?

    Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either stick with the status quo or choose the cheapest from a set of...

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  • Situational awareness - a critical factor in B2B sales

    Situational awareness - a critical factor in B2B sales

    As regular readers will know, I’ve been a long-standing advocate of establishing repeatable sales processes, but please bear with me while I take what might appear to be a contradictory...

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  • Decoding your prospect's buying decision mode

    Decoding your prospect's buying decision mode

    Are your prospects Satisfied with the Status Quo, Painting by Numbers, Pursuing a Vision, Busy Going Nowhere or Searching for Guidance? I recently wrote about the phases B2B prospects...

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  • Guest Article: Sales Process or Sales Methodology?

    Guest Article: Sales Process or Sales Methodology?

    I've had a number of new clients approach me trying to get their heads around the difference between a sales process and a sales methodology. It can be somewhat confusing to understand...

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  • Harnessing the power of hindsight...

    Harnessing the power of hindsight...

    Sales opportunities can go so wrong in so many different ways. Sometimes, they go wrong due to events or circumstances that were genuinely unpredictable or completely beyond our...

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  • Creating a new axis for SPIN® Selling [updated]

    Creating a new axis for SPIN® Selling [updated]

    Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that the book was first published nearly 30 years ago, but it (as...

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