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    Blog Category // Value Selling System (10)

    B2B Sales: what level are we talking at?

    Posted by Bob Apollo, Jul 25, 2017
    Most high-value complex sales require that we engage with multiple stakeholders at different levels in the customer. If we ...

    Is your prime customer contact a budget maker, shaper, taker or faker?

    Posted by Bob Apollo, Jun 28, 2017
    Note: I updated this article after first publication to acknowledge the existence of "budget fakers" in addition to budget ...

    Never mind your prospect’s current situation - what about their future direction?

    Posted by Bob Apollo, Jun 24, 2017
    Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger®, Solution Selling, Consultative ...

    Visualising the Value Gap

    Posted by Bob Apollo, Jun 16, 2017
    One of the key principles of value selling is that unless and until our customer acknowledges a problem that requires ...

    McKinsey: It’s time to treat our sales people like customers

    Posted by Bob Apollo, Jun 14, 2017
    As a recent McKinsey article points out, as much as half of a company’s value creation rests with its sales force. Their ...

    Why we chose to partner with Membrain

    Posted by Bob Apollo, Jun 05, 2017
    Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into ...

    Why mastering value selling has never been more important...

    Posted by Bob Apollo, Jun 01, 2017
    According to research conducted by SiriusDecisions, the #1 sales effectiveness challenge facing today’s B2B sales leaders ...

    A prospect meeting can have only two valuable outcomes...

    Posted by Bob Apollo, May 24, 2017
    When I was running my own sales organisations rather than coaching others, I used to get incredibly frustrated with sales ...

    Filling the Value Vacuum

    Posted by Bob Apollo, May 23, 2017
    The precise proportions vary a little depending on what researcher you listen to, but the general conclusion is remarkably ...

    Would you prefer your sales people to be heroes or pragmatists?

    Posted by Bob Apollo, May 16, 2017
    What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary ...
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