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The Inflexion-Point Blog: VALUE SELLING STRATEGIES

Targeting your most valuable sales opportunities

Posted by Bob Apollo on Thu 27-Sep-2018

Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing "prospects" that are unlikely to ever become valuable customers, often because there is no common company-wide consensus about which opportunities everybody should be prioritising.

Allowing your organisation to treat every inbound opportunity equally - or encouraging them to respond to every RFP you receive - is agross misuse of valuable resources.

That's why defining, identifying and pro-actively targeting your most valuable opportunities is the essential foundation of any successful value selling initiative. These opportunities must satisfy three critical criteria: they must have the potential to buy something that you are offering, they must be willing to buy from your organisation, and the effort required to win their business must be worth it.

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14 critical activities every sales person needs to master

Posted by Bob Apollo on Wed 27-Jun-2018

Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent that there are a number of critical activities that need to be mastered between the first contact with a potential customer and the conclusion of a successful sale.

And when we go on to compare the differences between our top sales people and their less-effective colleagues, it is usually equally obvious that the competence and skill with which they perform these critical activities has a profound impact on their outcomes.

Over many years, and following dozens of sales effectiveness assignments, I’ve identified 14 critical factors that seem to have a consistently important impact on sales success. I wonder how my experiences compare with yours?

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Latest Guide: Identifying Your Ideal Customers

Posted by Bob Apollo on Tue 25-Oct-2016

If your organisation is primarily involved in high-value, complex and lengthy B2B sales cycles, you don't need me to tell you how important it is that your marketing and sales efforts are precisely targeted on the issues, organisations and stakeholders that are most likely to turn into long-term profitable customers.

The cost of pursuing opportunities that are unlikely to go anywhere is simply too high - as well as being incredibly wasteful in terms of energy, effort and morale on the part of both your marketers and your sales people.

That's why one of the key factors that separates top-performing sales people and sales organisations from the rest is the ability to consistently target the right opportunities and the discipline to qualify out the ones they are unlikely to win...

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