--- title: "Video: Key Challenges Facing B2B Sales People" description: "Video: Bob Apollo of Inflexion-Point, the B2B value selling experts, reviews the challenges facing today's B2B sales people and offers some simple remedies" image: https://www.inflexion-point.com/hubfs/TMP%20Video%20Thumbnail.png --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # Video: Key Challenges Facing B2B Sales People ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) Post by [Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo) June 25, 2019 ![Video: Key Challenges Facing B2B Sales People](https://www.inflexion-point.com/hubfs/TMP%20Video%20Thumbnail.png) [![TMP Video Thumbnail](https://www.inflexion-point.com/hs-fs/hubfs/TMP%20Video%20Thumbnail.png?width=300&name=TMP%20Video%20Thumbnail.png)](https://inflexion-point.wistia.com/medias/rbsuzpmaf3)I had the chance to work with [The Marketing Practice](https://themarketingpractice.com/) at a recent event at Worcester College Oxford and one of the by-products was the opportunity to make a short video highlighting a few of the many challenges facing today's B2B sales people. We covered widely-recognised issues such as longer sales cycles, increased price competition, and why so many deals end in "no decision". We also touched on changes in the buying process, the involvement of multiple stakeholders, and the rise of the consensus buying decision. We also highlighted a few of the available remedies - such as the need to reinforce the need for change before we sell the benefits of our solution, and the importance of identifying the structural and behavioural characteristics of our [Ideal Customers](https://www.inflexion-point.com/identifying-your-ideal-customers-download-the-guide). It's short (less than 3 minutes) but to the point. You can watch the video by clicking on the link below...   Can you relate to the challenges? And do my recommendations make sense? **[Drop me a line](mailto:bob@inflexion-point.com)** if you'd like to learn more about putting them into practice. ### ABOUT THE AUTHOR [![bob_apollo-online-1](https://www.inflexion-point.com/hs-fs/hubfs/social-suggested-images/bob_apollo-online-1.jpg?width=300&name=bob_apollo-online-1.jpg)](https://uk.linkedin.com/in/bobapollo)**[Bob Apollo](https://uk.linkedin.com/in/bobapollo)** is a Fellow of the **[Association of Professional Sales](https://associationofprofessionalsales.com)**, a member of the **[Sales Enablement Society](https://www.sesociety.org/home)**, a regular contributor to the **[International Journal of Sales Transformation](https://www.journalofsalestransformation.com)** and the **[Sales Experts Channel](http://thesalesexpertschannel.com/)** and the founder of **[Inflexion-Point Strategy Partners](https://www.inflexion-point.com/)**, the leading UK-based **B2B value-selling experts**. Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob is now relishing his role as a pro-active advisor, coach and trainer to high-potential B2B-focused sales organisations, systematically enabling them to transform their sales effectiveness by adopting **[the proven principles of value-based selling](https://www.inflexion-point.com/essential-principles-of-value-selling)**. ###### Tags: [B2B Buying Process, ](https://www.inflexion-point.com/blog/topic/b2b-buying-process) [Value Selling System, ](https://www.inflexion-point.com/blog/topic/value-selling-system) [video](https://www.inflexion-point.com/blog/topic/video) ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) Post by [Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo) June 25, 2019 Bob Apollo is a Fellow of the Institute of Sales Professionals, a regular contributor to the International Journal of Sales Transformation and Top Sales World Magazine, and the driving force behind Inflexion-Point Strategy Partners, the leading proponents of outcome-centric selling. Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob now works as a strategic advisor, mentor, trainer and coach to ambitious B2B sales organisations - teaching them how to differentiate themselves through their provably superior approach to achieving their customer's desired outcomes. [Follow me on my website](https://www.inflexion-point.com) [Follow me on LinkedIn ](https://uk.linkedin.com/in/bobapollo) [Follow me on Twitter ](https://twitter.com/bobapollo) ### Comments ###### Related Articles ### [RFPs: how to avoid being column fodder](https://www.inflexion-point.com/blog/rfps-how-to-avoid-being-column-fodder) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Sep 24, 2019** The term “cannon fodder” is used as a somewhat dismissive description for soldiers who were regarded by their generals as ... ### [How does your CRM manage different opportunity types?](https://www.inflexion-point.com/blog/how-does-your-crm-manage-different-opportunity-types) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jul 02, 2019** [This article was updated on 9-Jul-2019 to include the renewal opportunity type] Why do so many CRM implementations behave ... ### [Up-front agreements: the key to having productive customer conversations](https://www.inflexion-point.com/blog/up-front-agreements-the-key-to-having-productive-customer-conversations) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jun 18, 2019** Business executives often report that they look back on the initial conversations they have with sales people and regard ... 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