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The Outcome-Centric Selling Blog

Assumptions kill opportunities

Posted by Bob Apollo on Fri 1-Nov-2019

I’ve had the opportunity to sit in on a number of QBRs with my clients, and as an outside observer I’m struck by how common it is for salespeople to make untested assumptions that directly affect the accuracy of their sales forecasts and the outcomes of their sales opportunities.

It’s all-too-easy for salespeople - particularly if they have relentlessly positive personalities - to fall into the assumption trap, and to confuse hope with evidence. It’s easy to project past experiences onto current situations, and to assume that they will lead to the same results.

And it’s all too easy (to draw upon one of my recent articles) for salespeople to succumb to avoidable errors of ignorance or application. The conclusion is clear: assumptions kill opportunities. So how can sales leaders create an environment that avoids these mistakes?

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The why, how, what and who of sales checklists

Posted by Bob Apollo on Wed 30-Oct-2019

When Harvard Medical School Professor (and BBC Reith Lecturer) Atul Gawande published his “Checklist Manifesto” nearly 10 years ago, it soon became apparent that the application of simple checklists - which have transformed patient outcomes in healthcare systems around the world in recent years - had implications far beyond the world of medicine or aviation.

There are many parallels between the worlds of medicine and sales, not least of which the idea that both surgeons and salespeople often tend to have a very high regard for their personal capabilities and a natural distaste for working within what they see as over-rigid systems that prevent them from practising their craft.

Checklists have been recognised as essential contributors to aviation safety for decades. But it turns out that the disciplined application of checklists in sales and medicine also have profound benefits for everyone concerned - for both the practitioners and the patients (or customers in a sales environment) ...

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