MEDDPICC+RR Opportunity Qualification

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The Outcome-Centric Selling Blog

Reprioritising your target accounts

Posted by Bob Apollo on Mon 27-Apr-2020

Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf).

Generally, having a small actively worked new business target list is better than a large one that rarely receives the necessary attention. But in today’s climate, it’s important to understand which of your long-term targets has short-term potential.

Your short-term potential is likely to come from your ability to address their short-term important priorities in a way that can deliver provably superior outcomes compared to any other credible option that might be available to them.

That’s why B2B salespeople need to systematically reassess and reprioritise their existing target account lists in a way that allows them to focus their energies where they can make the biggest impact. Here’s how...

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Who are your ideal customers?

Posted by Bob Apollo on Fri 9-Aug-2019

Most sales organisations - and most of the sales people who work for them - are capable of describing their target market in broad demographic terms. They might, for example, choose to focus on organisations of a certain size, in one or a number of industries, in one or a number of geographical locations.

Their marketing departments might be chartered to build lists and to generate leads with these characteristics. And, of course, it’s relatively easy to identify target companies by applying these simple filters. But there’s a problem - particularly in complex B2B environments: these basic demographic characteristics are very poor predictors of whether any specific organisation is actually likely to do business with you.

It’s no wonder that “leads” that have been generated are rarely treated with urgency or enthusiasm by the sales people receiving them. They know from bitter experience that that the majority of these enquiries will turn out to be duds...

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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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