Inflexion-Point Blog

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

  • If you really want to shorten your sales cycle, slow down!

    If you really want to shorten your sales cycle, slow down!

    If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of opportunities that start off looking like they are going to end...

    Read Article
  • Successful Selling = Intelligent Choices, not Fixed Formulas

    Successful Selling = Intelligent Choices, not Fixed Formulas

    I’ve just spent a few minutes completing the annual survey from one of the world’s most widely respected sales training organisations. Of course, I haven’t yet seen the results, but I...

    Read Article
  • No sales plan survives first contact with the customer

    No sales plan survives first contact with the customer

    Military leaders have long recognised the importance of planning. But they have also recognised that it is the act of planning, rather than the plan itself, that is most important. The...

    Read Article
  • The sales methodology that outperforms all others

    The sales methodology that outperforms all others

    Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution Selling® and so on – the list goes on for...

    Read Article
  • Is your sales pipeline full of fatbergs?

    Is your sales pipeline full of fatbergs?

    The sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs are formed by an unappetising combination of oil, grease,...

    Read Article
  • Selling incremental improvement isn’t enough!

    Selling incremental improvement isn’t enough!

    If you’re involved in complex B2B sales, and if what you are selling is anything other than an absolute “must buy” necessity, then you all face the same top competitor, whatever you’re...

    Read Article
  • Account Based Everything: a foundation for partnership

    Account Based Everything: a foundation for partnership

    Account-Based Marketing (and its all-embracing cousin “Account Based Everything”) has been touted by its promoters as a miracle cure capable of halting the precipitate decline in...

    Read Article
  • The 3* sales pipeline coverage myth

    The 3* sales pipeline coverage myth

    I’m no great fan of averages, and I’m no great fan of unsupported rules of thumb, either. Perhaps the best (or worst, depending on your perspective) example is the longstanding urban...

    Read Article
  • 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...

    Read Article
  • 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...

    Read Article
  • 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...

    Read Article
  • 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...

    Read Article
  • 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...

    Read Article
  • 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...

    Read Article
  • 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...

    Read Article
  • 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,...

    Read Article
  • 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...

    Read Article
  • 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...

    Read Article
  • 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...

    Read Article
  • 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....

    Read Article
  • loading
    Loading More...