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The Inflexion-Point Blog: VALUE SELLING STRATEGIES

Harnessing the power of hindsight...

Posted by Bob Apollo on Thu 18-Jan-2018

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 control.

Sometimes (more often than some sales people might care to admit) they go wrong because of circumstances or events that we really should have known about or could have anticipated.

But all-too-often they go wrong because we failed to find out something we ought to have known until too late in the process, or failed to do something that best practice shows us would have improved our chances of success.

To misquote Bob Seger and the Silver Bullet Band’s classic “Against the Wind”, those are the times when we wished we knew then what we know now…

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Thinking about what could go wrong…

Posted by Bob Apollo on Wed 8-Nov-2017

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 anticipate the good things that they hope will happen.

But I’ve observed that many top sales performers behave quite differently. Whilst confident in their abilities, they are much more inclined to anticipate what might go wrong in any sales situation, and to take proactive steps to mitigate the risk.

It’s hard to avoid the conclusion that it’s actually far easier and more productive to systematically identify and eliminate the risk factors in selling than it is to strive for “sales perfection” (whatever that Nirvana-like state might involve) …

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Can you buy in to these 5 Contrarian Concepts?

Posted by Bob Apollo on Tue 28-Apr-2015

The problem with slavishly following “best practice” is that it’s almost always what the really smart people (and organisations) used to do. By the time the concept has become widely recognised, the people and organisations that pioneered it have moved to the front of the next new wave.

That often involves embracing principles that at first appear to be contrary to commonly accepted norms - but which enable early adopters to stand out from the crowd. Here are my candidates for 5 apparently contrarian concepts that seem to have the capacity to deliver exceptional results.

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B2B Sales: Why you must systematically target these 3 avoidable errors

Posted by Bob Apollo on Wed 18-Mar-2015

Sales people and sales leaders have been regularly urged over the years to adopt “best practices” as a way of improving sales performance. I raise my hand and acknowledge that I have been one of the many lobbyists for this approach. But lately I’ve been wondering if maybe I’ve been looking through the wrong end of the telescope.

I’ll acknowledge a debt of gratitude to the author Atul Gawande and his book “the Checklist Manifesto” for causing me to adopt a fresh perspective. Because as I look around at the patchy success of many initiatives that have sought to drive the adoption of best practices, I’ve come to believe that we would be way more effective if we started by simply eliminating the obvious avoidable errors…

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