Inflexion-Point Blog

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

  • 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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  • Self-awareness and self-honesty in complex B2B sales

    Self-awareness and self-honesty in complex B2B sales

    Other than an appropriate level of product knowledge, what are the key attributes of a good B2B sales person? Interpersonal skills? Emotional intelligence? Business expertise?...

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  • We need to collectively develop sales competencies!

    We need to collectively develop sales competencies!

    I’m not sure that what you might describe as the “traditional” approach to sales skills development - sending sales people on an occasional formal sales training course based on one of...

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  • Where is your prospect in their buying journey?

    Where is your prospect in their buying journey?

    One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they...

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  • 10 of the best from 2017...

    10 of the best from 2017...

    As you reflect on 2017, and as your thoughts turn to what you seek to achieve for yourself and for your organisation in 2018, I hope that you might find some of our more popular...

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  • 12 keys to value selling success for 2018

    12 keys to value selling success for 2018

    If you’re like most of the B2B CEOs or sales leaders we talk to, no matter how well your organisation has done in 2017, you’re probably already asking yourself: how can we do a better...

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  • Critical to B2B sales success - stakeholder assessments

    Critical to B2B sales success - stakeholder assessments

    One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key...

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  • Why having a budget isn’t always a positive qualifier …

    Why having a budget isn’t always a positive qualifier …

    John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been brought up on an over-literal interpretation of BANT may believe...

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  • Thinking about what could go wrong…

    Thinking about what could go wrong…

    Let’s face it, many (maybe most) “average” sales people seem to be incorrigible optimists. When assessing their chances of winning an opportunity they tend to err on the positive and...

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  • Book review: Digital Sales Transformation

    Book review: Digital Sales Transformation

    It’s probably no exaggeration to suggest that B2B selling is facing a crisis of confidence. I hear it all the time from new clients. Sales organisations are finding that it is harder...

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  • The Enduring Relevance of "Crossing the Chasm"

    The Enduring Relevance of "Crossing the Chasm"

    With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to mainstream customers is still one of the must-read books for...

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  • Opportunity qualification is a continuous process

    Opportunity qualification is a continuous process

    If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity qualification as a one-off exercise. You need to think of it as an...

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  • Why little commitments can be better than big closes

    Why little commitments can be better than big closes

    Whenever a potential client tells me that they believe their sales people have a “closing” problem, I can be pretty confident that the problem actually lies elsewhere. There are a bunch...

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  • Revisiting the Buyers Journey

    Revisiting the Buyers Journey

    I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing...

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  • Sell the Difference!

    Sell the Difference!

    Today’s B2B buyers are wrestling with potentially risky decisions and often-confusing options. We shouldn’t be surprised if they decide to stick with the status quo or choose the...

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  • Selling in the Age of Analytics

    Selling in the Age of Analytics

    It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to the public through B2C channels, analytics has become a...

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  • Contrast drives change

    Contrast drives change

    When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative solution, but to the status quo....

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  • Drilling into the need beyond the need

    Drilling into the need beyond the need

    Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a quarter-inch hole” - and this observation has surely now...

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