Inflexion-Point Blog

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

  • 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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  • B2B Sales: Contrast Drives Change

    B2B Sales: Contrast Drives Change

    Many analysts claim - and many sales people would agree - that today’s most powerful competitor is not another similar vendor, but the status quo. A “do nothing” or “change nothing”...

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  • B2B sales: six steps to value

    B2B sales: six steps to value

    One of the biggest frustrations for today’s sales leaders is their sales peoples’ apparent inability to connect the business value of their solutions with the business issues of their...

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  • B2B sales: what should we be measuring?

    B2B sales: what should we be measuring?

    If we’re in sales, there are two obvious monetary measures of our success: revenue and margin. Revenue is particularly important for organisations that are primarily concerned with...

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  • 3 fundamental goals of sales leadership

    3 fundamental goals of sales leadership

    The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least from my observations of complex B2B sales environments - seem to...

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  • 14 critical activities every sales person needs to master

    14 critical activities every sales person needs to master

    Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent that there are a number of critical activities that need to...

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  • 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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