--- title: Modern Selling - Art, Science AND Engineering description: Bob Apollo of Inflexion-Point and Cara Hogan of InsightSquared discuss the contribution art, science and engineering make to the modern sales process image: https://www.inflexion-point.com/hubfs/2016_Images/Insight_Squared_Ramp_square.png --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # Modern Selling - Art, Science AND Engineering ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) Post by [Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo) May 18, 2016 ![Modern Selling - Art, Science AND Engineering](https://www.inflexion-point.com/hubfs/2016_Images/Insight_Squared_Ramp_square.png) ![Insight_Squared_Ramp_square.png](https://www.inflexion-point.com/hs-fs/hubfs/2016_Images/Insight_Squared_Ramp_square.png?width=200&name=Insight_Squared_Ramp_square.png "Insight_Squared_Ramp_square.png")B2B selling has become increasingly complex. Every sales leader today understands this, and it’s obvious we need to take steps to increase the effectiveness of our sales processes. I believe that modern selling is not just a heady blend of art and science - it also benefits from applying an engineering mindset. Engineering is about finding repeatable, implementable solutions to common problems. If you want to scale a sales organisation, you need the ability to encapsulate critical information and apply it in a way that drives repeatable results. I recently talked about this challenge with Cara Hogan, the host of Ramp, InsightSquared’s SaaS analytics podcast. I hope you'll find the conversation as stimulating as I did... In this exclusive 23 minute episode, Cara and I discuss: - How successful selling is a blend of art, science and engineering - How machine learning might help improve sales results - A simple formula for improving your sales forecasting - How sales teams are having to change to be successful in 2016 and beyond - ...and much more One of the key themes we explore is the idea that “there are dozens of factors that drive success in a sales opportunity ... data points that are unique to each sales process, and have a very high predictive value as whether an opportunity is likely to close. If you identify those patterns of success for winning opportunities, you know where you stand.” You can listen in on the whole discussion by clicking on the link below.  You can find out more about our [partnership with InsightSquared here](https://www.inflexion-point.com/insightsquared). ###### Tags: [Analytics, ](https://www.inflexion-point.com/blog/topic/analytics) [Sales Process, ](https://www.inflexion-point.com/blog/topic/sales-process) [Insight Squared](https://www.inflexion-point.com/blog/topic/insight-squared) ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) Post by [Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo) May 18, 2016 Bob Apollo is a Fellow of the Institute of Sales Professionals, a regular contributor to the International Journal of Sales Transformation and Top Sales World Magazine, and the driving force behind Inflexion-Point Strategy Partners, the leading proponents of outcome-centric selling. Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob now works as a strategic advisor, mentor, trainer and coach to ambitious B2B sales organisations - teaching them how to differentiate themselves through their provably superior approach to achieving their customer's desired outcomes. [Follow me on my website](https://www.inflexion-point.com) [Follow me on LinkedIn ](https://uk.linkedin.com/in/bobapollo) [Follow me on Twitter ](https://twitter.com/bobapollo) ### Comments ###### Related Articles ### [4 critical questions for B2B sales: Why Change > Why Now > Why You > Why Trust?](https://www.inflexion-point.com/blog/bid/88303/4-critical-questions-for-b2b-why-change-why-now-why-you-why-trust) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 01, 2025** Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ... ### [Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling](https://www.inflexion-point.com/blog/accelerating-b2b-purchasing-decisions-through-outcome-centric-selling) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 27, 2024** As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong ... ### [No Fit, No Deal: Why ICP Fit Must be the First Thing You Qualify in Complex B2B Sales](https://www.inflexion-point.com/blog/no-fit-no-deal-why-icp-fit-must-be-the-first-thing-you-qualify-in-complex-b2b-sales) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 27, 2025** By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently ... 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