BLOG: SELLING IN THE BREAKTHROUGH ZONE

Is this the most counterproductive sales metric?

Posted by Bob Apollo on Tue 5-Jun-2018

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 can measure win rates, sales cycle velocity, changes in deal value or close date and all manner of other indicators.

If our data is good enough and we know how to interpret it, and if we are able to slice and dice it (and I realise that these are big “ifs”) then we can come to some powerful and illuminating conclusions about how and where we can most effectively improve sales performance and revenue reliability.

But I have in mind a metric that’s rather easier to measure - even with the least sophisticated CRM system or spreadsheet - and yet is capable of driving desperately dysfunctional behaviours if it is not used in an intelligent fashion. Can you guess what it is?

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Situational awareness - a critical factor in B2B sales

Posted by Bob Apollo on Tue 30-Jan-2018

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 position: In today’s typical complex B2B sales environments, there is no such thing as a universal “one best way” of handling every sales opportunity.

There is simply too much variation from one opportunity to the next in both our prospect’s particular circumstances and in the specific competitive environment for a fixed and unyielding formula to work every time. The same is true of sales methodologies: there is no one universally applicable “best” sales methodology.

Every one of the commercially available sales methodologies has both areas of strength and potential “blind spots”. Each is in practice more suited to certain sales environments and situations than others. There is no such thing as a universally efficacious sales methodology, even within a single sales organisation.

Given this, what are sales leaders to do: give in to anarchy, and let every sales person work it out for themselves? Abandon attempts to establish replicable processes and methodologies? There is (as you are probably hoping) an effective alternative approach…

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Why we chose to partner with Membrain

Posted by Bob Apollo on Mon 5-Jun-2017

Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into their groundbreaking sales effectiveness platform for complex B2B sales.

We’re delighted to build on what has been a long-standing relationship, and I thought it might be worth highlighting some of the key motivations behind this important initiative.

Any sales leader responsible for a team of B2B-focused sales people that are selling into a complex B2B buying environment is facing a set of challenges that simply don’t exist in more transactional sales situations. You may recognise some or all of the following issues...

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