Bob Apollo of Inflexion-Point, the outcome-centric selling experts, offers a timely guide for B2B sales leaders who are determined to raise their sales team’s effectiveness to the next level by going above and beyond traditional approaches to solution selling.
About Bob Apollo
Avoiding the Value-Added Trap
One of the most common claims made by salespeople, the sales organisations they work for and the marketing departments responsible for positioning their company is that they offer “value-added” solutions, or that they have a “unique value proposition”. But more often than not, this “value-added” language turns out to be a smokescreen for trying to… Read More
Establishing Value in Challenging Times
There’s no doubt that our customers and therefore our sales organisations are facing challenging – many would suggest unprecedented – times. Many purchases that would have seemed routine or inevitable are being deferred or cancelled. Many discretionary projects are being kicked into the long grass. If (as Gartner’s recent research has suggested) our customer’s confidence… Read More
From Sales Process to Buying Journey
The idea of a “sales process” has been around since way before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations. But I’m not sure it was ever an appropriate metaphor and with the… Read More
Mastering Outcome-Centric Selling®
Your customer’s don’t care about your self-proclaimed “solutions” – they care about achieving better business outcomes. This latest guide from Inflexion-Point Strategy Partners explains how and why outcome-centric selling represents the next key evolution in B2B selling.
MEDDPICC+RR opportunity qualification
MEDDPICC+RR is today’s most advanced framework for qualifying complex B2B sales opportunities. This detailed guide provides all the information you need to implement the process within your organisation.
The Status Quo Isn’t What It Used To Be…
Whenever a purchase is inevitable (the customer must act) your competition tends to be predictable – and it will often be another vendor like you. But – as is so often the case in complex B2B sales – the purchase is discretionary (the customer may decide not to act) – your fiercest competitor is often… Read More
Who Are Your Ideal Customers?
Most sales organisations – and most of the sales people who work for them – are capable of describing their target market in broad demographic terms. They might, for example, choose to focus on organisations of a certain size, in one or a number of industries, in one or a number of geographical locations. Their… Read More