Crafting Compelling, Customer-Specific, Value Propositions

The 4 Whys of a compelling, customer-specific, B2B value proposition: 'Why Change', 'Why Now', 'Why Us' and 'Why Trust'.

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The Sales Manager’s Competitive Edge - Why Coaching Matters in Complex B2B Sales

Bob Apollo of Inflexion-Point argues that even the most experienced B2B salespeople can benefit from effective coaching.

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4 critical questions for B2B sales: Why Change > Why Now > Why You > Why Trust?

Your B2B sales organisation faces an increasingly strong competitor - but you won’t find them in a Google search of the key players in your market.

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Making a Career of Sales

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, shares his perspectives on a career in sales.

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Sales Forecasting Essentials - get your definitions right

Why accurate, reliable B2B sales forecasts depend on clear, consistently applied definitions ...

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Yes, confidence matters when selling - but not where you might think

It's not the salesperson's confidence that matters in complex B2B deals - it's the buyer's confidence in themselves

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Do your prospects need painkillers, vaccines, or vitamins?

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling® experts asks: are you promoting painkillers, vaccines or vitamins to your B2B prospects?

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Understanding your customer's buying decision journey

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling Experts - reveals the inherent complexities of the typical modern B2B buying decision journey

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Why Facts Matter When Forecasting

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling experts - explains why B2B sales forecasting must always be based on the facts

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What’s more important: our Sales Process, or our Customer’s Buying Journey?

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, on why sales organisations need to focus on their customer's buying decision journey

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The Future of Sales Playbooks

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, explains how AI is already being used to create the next generation of sales playbooks.

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Sales Managers and Leaders: are you 100% happy with the hires you have made in the past 12 months?

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, shares his experiences of the sales hiring process - and offers a key recommendation.

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Why sales-specific assessments are critical to recruitment and development

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, on why sales-specific assessments are key to recruitment and organisational development

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Webinar: why salespeople cannot rely on generic value propositions

Bob Apollo of Inflexion-Point, in a webinar with the Institute of Sales Professionals, explains why sales proposals need a customised value proposition

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Walking the Talk with AI

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, shares his perspective on the application of AI to complex B2B sales

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If you’re not going to coach your salespeople, don’t bother training them

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling experts explains why sales training is ineffective unless supported by ongoing coaching

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B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling specialists, goes beyond BANT and MEDDIC and introduces a new way to qualify sales opportunities

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Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling

Bob Apollo of Inflexion-Point, the outcome-centric selling experts shares his tips on how to accelerate complex B2B sales opportunities.

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Is problem knowledge more important than product knowledge?

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - explains why problem knowledge is more important than product knowledge in B2B sales.

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Revisiting the role of trust in sales

Bob Apollo of Inflexion-Point, the outcome-centric selling experts shares his thoughts on the critical role of trust in sales

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Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, highlights the critical roles that trends and trigger events play in the buying journey

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Why did I become interested in selling? (aka The Joy of Sales)

The Joy of Sales: Bob Apollo of Inflexion-Point - the B2B outcome-centric selling experts - explains what led him to a lifetime interest in selling

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Profiling the Key Roles in your Ideal Customers

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, shares how thoughts on how B2B sales organisations can target the right buyer roles.

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A Question of Balance

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - explains why great B2B sales conversations involve maintaining a question of balance

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Profiling Your Ideal Customers

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, explains how B2B sales organisations can establish their ideal customer profiles

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What should a salesperson expect from their first few days in a new sales role?

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, shares some thoughts about how salespeople can quickly make their mark in a new role

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Outcome-Centric Selling: it starts with the issues

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, on why focus on the right business issues is so important

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Why should salespeople focus on their customer's business outcomes?

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, asks (and answers) the question: 'Why should salespeople focus on customer outcomes?'

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Your prospects really aren’t interested in your “solutions”

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, explains why customers are more interested in their outcomes than your 'solutions'.

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There’s no point in teaching salespeople technique without also teaching them how to think

Bob Apollo of Inflexion-Point, creators of the Outcome-Centric Selling Academy, on why we need to train our B2B salespeople to think clearly

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Is your sales training a "body without a soul"?

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, explains his approach to effective B2B sales training

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Which accounts have the greatest growth potential?

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling experts - offers his perspective on maximising the potential of your existing accounts.

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Systematically addressing sales underperformance

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - offers his framework for systematically addressing sales underperformance ...

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Finding new business in challenging B2B markets

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, shares his formula for finding new business in challenging B2B markets

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Asking the Right Questions (and more)

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, on why salespeople must ask value-creating questions (and more) in every conversation.

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Navigating the transition from salesperson to sales manager

Bob Apollo of Inflexion-Point shares his recent reflections in the International Journal of Sales Transformation on moving from salesperson to sales manager

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Selling to today’s real decision-makers

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, shares his perspective on the real dynamics of decision-making in complex B2B sales

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What are tomorrow’s most important sales competencies?

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, discusses today's most important sales competencies

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Exploring the Art and Science of Complex Sales

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts shares his perspective on the art and science of complex B2B sales

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B2B Sales Leadership and CRM

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, on the role sales managers and leaders need to play in the adoption of CRM

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Why it’s time to stop selling 'solutions' - and start delivering outcomes

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - explains why it's time to stop selling 'solutions' - and start delivering outcomes

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The four pillars of a powerful customer value proposition

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, introduces the four key pillars of every customer-specific B2B value proposition.

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Why should salespeople bother preparing for their customer interactions?

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling® experts - offers his recommendations for improving the quality of B2B sales conversations.

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2 things we always need to know about every sales opportunity

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, shares his perspective on two key factors that affect every B2B sales opportunity

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Developing the potential of talented salespeople

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - reveals his approach to developing the potential of talented salespeople

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Hiring salespeople with talent

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - shares his latest article from the International Journal of Sales Transformation

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Gartner: Building a high-performing sales team is now harder than ever!

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, on why, according to Gartner, building a high performing sales team is harder than ever

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B2B Buyers: from Fear of Missing Out to Fear of Messing Up

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, explains why B2B buyers fear messing up [FOMO] as much as they fear missing out [FOMO]

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Top sellers are storytellers

Bob Apollo of Inflexion-Point - the Outcome-Centric selling Experts - on 'Storytelling and Selling' in the International Journal of Sales Transformation

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Answering every new customer's 4 key questions

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling experts - shares the secrets behind crafting a compelling 'why commit?' value story

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How can anyone sell value without values?

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, asks how any B2B salesperson can sell value without values

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The changing face of value in B2B sales

Bob Apollo of Inflexion-Point - the outcome-based selling experts - on why B2B sales organisations must focus on the value of their customer's outcomes

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Coaching - the critical sales management skill?

In his latest article for the International Journal of Sales Transformation, Bob Apollo argues that coaching is the critical sales management skill...

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The What, Why and How of Outcome-Centric Selling®

Bob Apollo of Inflexion-Point explains the what, why and how of Outcome-Centric Selling for complex B2B environments.

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What should B2B sales leaders be prioritising in 2022?

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, offers his suggestions about what B2B sales leaders should be prioritising in 2022

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Why a generic “unique selling proposition” isn’t enough...

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling® experts, on why the idea of a generic 'unique selling proposition' is an oxymoron for B2B sales

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What are Priority Issue Profiles - and why do you need them?

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, explains the importance of Priority Issue Profiles - and reveals how to create them.

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The critical role of trust in sales

Bob Apollo of Inflexion-Point, the leading outcome-centric selling experts, contrasts trust in politicians with trust in salespeople

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Identifying, engaging, and assessing our stakeholders

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - on why identifying, engaging and assessing all key stakeholders is key to B2B sales

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Webinar: Three Gaps and a Bridge

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, on the 4 key questions that every B2B customer needs answers to before they will buy

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Establishing the foundations of a coaching culture

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - reveals how to establish the foundations of a coaching culture

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Is it time to stop allowing the Covid excuse?

From Bob Apollo of Inflexion-Point - creators of the value selling system®: why salespeople need to learn to stop blaming others for their failures

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Are your salespeople three whys men (and women)?

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts argues that B2B salespeople need to act like three whys men (and women)

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Latest webinar: the essentials of sales opportunity qualification

Bob Apollo of Inflexion-Point and Annette Behrendt of PDAGroup take a deep dive into Opportunity Qualification in this recently-recorded expert talk

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Why your customers want to buy is as important as what they want to buy

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - on the importance of understanding why your customer want to buy

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The future of B2B selling is collaborative

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, explains why he believes that the future of B2B selling lies with collaboration.

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The law of averages does not apply to complex B2B sales

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - on why we always need to engage potential customers early in their decision journey

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Supercharging our sales conversations

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, reveals his recommendations for supercharging B2B sales conversations

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Exploding the 3* sales pipeline coverage myth

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, debunks the '3*' sales pipeline coverage myth

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Ditching the 'Itch to Pitch'

Bob Apollo of Inflexion-Point, the Outcome-Centric Selling experts, on why B2B salespeople in complex sales environments need to ditch the itch to pitch

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Refining our customer’s value story

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - shares his latest recommendations about implementing a customer-centric value story

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Profit derives from usage - not initial purchase

Bob Apollo of Inflexion-Point - the outcome centric selling experts - on why in complex B2B SaaS sales, profit derives from usage and not initial purchase

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The Secrets of Sales Innovators

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, reviews Jan Ropponen's excellent new book 'Secrets of Sales Innovators'

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Contrast is critical to B2B sales success

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, explains why creating contrast is a critical success factor in complex B2B sales

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The key issues for B2B sales leaders in 2021

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, reflects on the key issues facing B2B sales leaders in 2021 and offers practical advice

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“Why are you still working that deal?”

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, on why sales managers need a bias towards disqualification when reviewing opportunities

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Advance or disqualify!

Bob Apollo of Inflexion-Point - the B2B outcome-centric selling experts - on why it is better to disqualify a deal than to continue without commitment

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Why being liked should never be your primary motivation

Bob Apollo of Inflexion-Point - the B2B Outcome-Centric Selling experts - on why being liked should never be our first priority

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Has role specialisation in B2B selling gone too far?

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - on why dropped handovers must be avoided at all cost in B2B sales

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A New Year Resolution: eliminating wasteful sales behaviours

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling experts - offers some advice for B2B salespeople and sales leaders thinking about 2021

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Creating collective value through customised value

Bob Apollo of Inflexion-Point, the B2B outcome-centric selling experts, promotes creating collective customer value through customised stakeholder value

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Why do so many trials end up as tribulations?

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, reveals the secret to successful trials, pilots and proofs of concept in B2B sales

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What’s your customer’s unique value story?

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - introduces a proven framework for crafting each customer's specific value story

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Your customers don’t care about your so-called “solutions”

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - explains why B2B customers don't care about your so-called 'solutions'

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A brief history of sales opportunity qualification

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, offers a brief history of sales opportunity qualification - and introduces MEDDPICC+RR

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Why it’s time to focus on outcomes

Bob Apollo of Inflexion-Point explains why he believes that outcome-centric selling represents the next evolutionary wave in B2B sales philosophies

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Today’s 3 Frontline Sales Management Priorities

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling experts - offers his analysis of Garner's recent report on frontline sales managers

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Mutual Success Plans: A Collaborative Approach

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling ® experts - reveals the awesome power of a collaboratively-created Mutual Success Plan

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The status quo isn’t what it used to be…

Bob Apollo of Inflexion-Point explains why the status quo isn't what it used to be - and why B2B sales leaders need to look forwards, not backwards

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Never let a good crisis go to waste

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - on why B2B sales leaders need to regard the current 'crisis' as an opportunity

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The importance of speed-to-outcome

Bob Apollo of Inflexion-Point talks with Andy Paul of the Sales Enablement Podcast about the critical importance of speed-to-outcome in complex B2B sales

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Answering your customer’s three critical questions

Bob Apollo of Inflexion-Point highlights the critical importance of answering every B2B customer's key questions: why change, why you, and why now?

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A New Normal - or a Better Normal?

Bob Apollo of Inflexion-Point on how B2B sales organisations must leverage their current challenges to create a better normal

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What's Your Customer-Specific Differentiating Value?

Bob Apollo and Tom Pisello of the Evolved Selling Institute discuss 'Articulating Your Differentiating Value, a Requirement in a Tight Economy'

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Is your 'coach' a mobiliser or an immobiliser?

Bob Apollo of Inflexion-Point - the Outcome-Centric Selling® experts - explains why B2B salespeople can't rely on a champion - they need a mobiliser

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Should we be selling 'solutions' or outcomes?

Bob Apollo of Inflexion-Point ask the question: should B2B salespeople be promoting generic 'solutions' or delivering customer-specific outcomes?

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This is why (some) B2B customers are still buying in the current climate...

Bob Apollo of Inflexion-Point - the outcome-centric selling experts - on the factors that are driving continued B2B investments in challenging times

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Sales Enablement - a case of promise unfulfilled?

Bob Apollo, Scott Santucci, Skip Miller and Steve Crepeau discuss the state of sales enablement in this latest podcast from Inside Sales Enablement

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10 Reasons Why Coaching Remote Sales Teams Today is Non-Negotiable

Kevin Beales, CEO and Founder of Refract, the leading sales conversation intelligence platform on why coaching remote sales teams is non-negotiable

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Reprioritising your target accounts

Bob Apollo of Inflexion-Point, the outcome-centric selling experts, offers guidance to sales teams implementing a target new business account strategy

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Keeping your sales pipeline flowing

Bob Apollo of Inflexion-Point - the UK-based outcome-centric selling experts - shares three ways in which B2B salespeople can keep their pipelines flowing

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Establishing Value in Challenging Times

Bob Apollo of Inflexion-Point, the UK-based outcome-centric selling experts, offers practical guidance for creating distinctive value in Complex B2B sales

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STOP Killing Deals! (book review)

Bob Apollo of Inflexion-Point, the B2B Outcome-Centric Selling experts, reviews George Bronten of Membrain's latest must-read book 'Stop Killing Deals'

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Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?

Bob Apollo of Inflexion-Point - the B2B Outcome-Centric Selling experts - on why your own and your customers mindset is so important in the current climate

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Why Closing Gambits Don’t Work on Large Sales

James Muir author of the #1 best-selling book 'The Perfect Close' explains why conventional closing techniques are counter-productive in complex B2B sales

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'Why do we have to spend this money now?'

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why, now more than ever, salespeople need to establish the case for change

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When the Status Quo isn’t the Status Quo Anymore

Bob Apollo of Inflexion-Point - the B2B value selling experts - on learning how to cope when the status quo isn't the status quo any more

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Getting the right people on your sales bus

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains how to ensure you have the right people in the right seats on your sales bus

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Discounting is a sure sign of sales failure

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why discounting is a sure sign of sales execution failure

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Stretching your customer's value gap

Bob Apollo of Inflexion-Point - the value selling experts - on establishing your customer's problem value gap before establishing your solution value gap

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Understanding your customer's decision journey

Bob Apollo of Inflexion-Point - the B2B Value Selling Experts - reveals the inherent complexities of the typical B2B buying decision journey

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Understanding B2B Buying Behaviour

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains four key aspects of modern B2B buying behaviour

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Avoiding the Value-Added Trap

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why B2B sales and marketing organisations need to avoid the value added trap...

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Sales people need to act like personal trainers, not bartenders

Are your sales people behaving like bartenders or personal trainers? Are they doing what they are told or asserting their authority?

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Assumptions kill opportunities

Bob Apollo of Inflexion-Point - the B2B value selling experts - on how to identify and eliminate the assumptions that kill sales opportunities

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The why, how, what and who of sales checklists

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains how simple checklists can dramatically improve sales outcomes

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Sales perfection is impossible!

Bob Apollo of Inflexion-Point - the B2B value selling experts - on why sales perfection is impossible, and why we need to eliminate avoidable errors

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Please tell me something I don’t already know

Bob Apollo of Inflexion -Point - the B2B value selling experts - explains why most so-called "thought leadership" isn't - and what to do about it

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The most important thing a proposal needs to sell

Bob Apollo of Inflexion-Point - the UK-based value selling experts - explains why sales proposals need to sell more than just your company or your solution

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Selling against the status quo

Bob Apollo of Inflexion-Point - the B2B value selling experts - on why salespeople must defeat the status quo before they can hope to sell their solution

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RFPs: how to avoid being column fodder

Bob Apollo of Inflexion-Point - the B2B value selling experts - on what sales people need to do to avoid being 'column fodder' when responding to RFPs...

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Spotlight on Strategic Selling

Bob Apollo of Inflexion-Point, the value selling experts, offers his informed analysis of the Miller Heiman Strategic Selling methodology

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Helping your customer make sense of complexity

Bob Apollo of Inflexion-Point - the UK-based value selling experts - on the urgent need for sales people to help their customers make sense of complexity

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A fresh perspective on the Challenger Sale research

Bob Apollo of Inflexion-Point - the B2B value selling experts - shares his perspective on the latest research from the team behind The Challenger Sale

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Who are your ideal customers?

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why demographic segmentation isn't enough to identify your ideal customers...

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Why are so many CRM implementations still failing?

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why CRM implementations fail to achieve their potential - and what to do about it

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How likely is your customer to take action?

Bob Apollo of Inflexion-Point (the B2B value selling experts) on why we need to know if our customer's buying decision is inevitable, probable or possible

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Spotlight on Sandler

Bob Apollo of Inflexion-Point - the B2B Value Selling experts - discusses how the Sandler Selling methodology can be applied to complex B2B sales

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How does your CRM manage different opportunity types?

Bob Apollo of Inflexion-Point - the B2B value selling experts - makes the case for adopting a situational approach to managing sales opportunities

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Video: 3 Key Sales Questions Every CEO Should be Able to Answer

Video interview between George Brontén of Membrain and Bob Apollo of Inflexion-Point on what CEO's need to know about their sales pipeline and processes

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Video: Key Challenges Facing B2B Sales People

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

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Podcast: The Foundations of Sales Effectiveness

Bob Apollo of Inflexion-Point - the UK-based value selling experts - talks with Michael Webb about the structural and behavioural foundations of sales effectiveness

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Up-front agreements: the key to having productive customer conversations

Bob Apollo of Inflexion-Point - the B2B value selling experts - makes the case for establishing an up-front agreement for all B2B customer meetings

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Stop striving for sales perfection!

Bob Apollo of Inflexion-Point - the UK-based value selling experts - on taking a systematic approach to eliminating avoidable errors in complex B2B sales

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What is your Customer’s Minimum Viable Problem?

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains the importance of identifying and addressing your customer's minimum viable problem

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Podcast: The Art, Science + Engineering of Sales Management

Bob Apollo of Inflexion-Point talks with Michael Webb of Sales Performance Consultants about the Art, Science and Engineering of Sales Management

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A tale of greed - and reckless disregard for the customer experience [updated]

Bob Apollo of Inflexion-Point - the B2B value selling experts - has a rant about British Airways failure to put a customer experience failure right

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Why you need a Vision Story and a Value Story

Bob Apollo of Inflexion-Point, the B2B value selling experts, explains why we need both a vision story and a customer-specific value story framework

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The Persuasive Power of a Mutual Success Plan

Bob Apollo of Inflexion-Point, the leading UK-based B2B value selling experts, promotes the power of Mutual Success Plans in complex B2B sales environments

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Is your differentiation based on features or outcomes?

Bob Apollo of Inflexion-Point - the B2B value selling experts - makes the case for basing differentiation on customer outcomes rather than product features

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Hope is not a strategy - and ignorance is no excuse

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why hope is not, and never should be, a sales strategy

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Sales Opportunity Qualification or Qualifiction?

Bob Apollo of Inflexion-Point - the B2B value selling experts - on the need to separate fact from fiction in sales opportunity qualification.

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Familiar vs. Unfamiliar Purchases

Bob Apollo of Inflexion-Point - the B2B value selling experts - makes the important distinction between familiar and unfamiliar purchases and how they affect complex B2B sales strategies

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Understanding Your Customer's Decision Journey

Bob Apollo of Inflexion-Point, the B2B value selling experts, explains why - in complex B2B sales - the customer decision journey is rarely linear...

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A Progressive Approach to Sales Opportunity Qualification [that isn't BANT]

Bob Apollo of Inflexion-Point - the B2B value selling experts - offers a much more effective approach to sales opportunity qualification than the traditional 'BANT' formula

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Over 40% of projects are ad-hoc: another nail in the coffin of BANT

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why the rise of ad-hoc buying efforts means that BANT is an even less effective way of qualifying sales opportunities

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From Sales Process to Buying Journey

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why in complex B2B sales facilitating our customer's buying journey is far more effective than implementing a rigid sales process

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If you really want to shorten your sales cycle, slow down!

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why top sales performers have learned to slow down and qualify the customer's situation before attempting to demonstrate or propose their solution

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Successful Selling = Intelligent Choices, not Fixed Formulas

Bob Apollo of Inflexion-Point, the B2B value selling experts, explains why he believes that over-rigid sales processes hinder, rather than help, improving sales effectiveness

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No sales plan survives first contact with the customer

Bob Apollo of Inflexion-Point Strategy Partners argues that when it comes to selling, plans are nothing - but planning is everything

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The sales methodology that outperforms all others

Bob Apollo of Inflexion-Point Strategy Partners, the B2B value selling experts, explains why none of the published sales methodologies have all the answers - and why a situational selling approach is almost always more effective...

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Is your sales pipeline full of fatbergs?

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why the start of the New Sales Year is the perfect time to flush away all the unclosable opportunities that have been clogging up your sales pipelines...

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Selling incremental improvement isn’t enough!

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why offering incremental improvements is unlikely to convince your customer of the need for change

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Account Based Everything: a foundation for partnership

Bob Apollo of Inflexion-Point - the B2B value selling experts - offers a practical approach to implementing value based selling/marketing/everything strategies #valueselling #b2bsales

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The 3* sales pipeline coverage myth

Bob Apollo of Inflexion-Point - the B2B value selling experts - debunks the '3* sales pipeline coverage' myth - and offers an evidence-based alternative

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Why your pipeline doesn’t need any sales stages

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why basing your pipeline around sales stages is a losing strategy - and offers a far better alternative...

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The illusion of the expert buyer

Bob Apollo of Inflexion-Point - the B2B value selling experts - debunks the myth of the expert buyer in complex B2B sales

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When your customers DO want to speak to a sales person

Bob Apollo of Inflexion-Point - the B2B value selling experts - advises B2B sales people to avoid the siren voices telling them that customers don't want to talk to them #b2bsales #valueselling

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The keys to engaging our stakeholders

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why asking intelligent questions is only one element of engaging your key stakeholders #b2bsales #valueselling

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Why early engagement is critical to sales success

Bob Apollo of Inflexion-Point - the B2B value selling experts - on what BANT is a bad basis for opportunity qualification, and why early sales engagement is critical

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Sales pipeline management: let’s stop confusing progress with probability

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why the classic 'standard percentage per stage' approach to forecasting is fundamentally flawed.

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8 steps to positioning your strategic business value

Bob Apollo of Inflexion-Point - the B2B value selling experts - shares his 8-step approach to positioning your strategic business value in a way that sets you apart from your customer's other options

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Targeting your most valuable sales opportunities

Bob Apollo of Inflexion-Point - the B2B value selling experts - offers a proven four step approach to identifying and targeting your most valuable sales opportunities

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Avoiding death by stovepipes [guest post]

In this guest article for the Inflexion-Point blog David Jackson - CEO of TheCustomer.co and a former Inflexion-Point client - makes a compelling case for aligning sales, marketing and customer success around the common goal of maximising lifetime customer value

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4 key factors influencing B2B buying behaviour

Bob Apollo of Inflexion-Point - the B2B value selling experts - identifies 4 key factors that significantly influence B2B buying behaviour: status quo bias, loss aversion, decision paralysis and the impact of early influence

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Sales enablement and the performance gap

Bob Apollo of Inflexion-Point Strategy Partners - the value selling experts for complex B2B sales - argues the case for actively involving top sales performers in the implementation of any sales enablement programme

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Is your BDRs' outreach pertinent or impertinent?

Bob Apollo of Inflexion-Point Strategy Partners, the B2B value selling experts, on how to ensure that your BDRs' outreach to prospects is pertinent and not impertinent

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The non-linear world of B2B buying

Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why the complex world of B2B buying is inherently non-linear (and how to cope with this)...

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In complex B2B sales, stakeholders have more than one dimension

Bob Apollo of Inflexion-Point - the B2B Value Selling experts - focuses on the importance of stakeholder assessment and promotes the value of considering multiple dimensions

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Responding to, Reframing or Creating Sales Opportunities?

Bob Apollo of Inflexion-Point - the B2B value selling experts - offers a fresh perspective on the types of opportunity sales people should be prioritising...

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Avoiding the curse of premature elaboration

Bob Apollo of Inflexion-Point - the value selling experts - explains what B2B sales people need to do to avoid the curse of premature elaboration...

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The 7 storytelling secrets of successful salespeople

Storytelling and Selling: Bob Apollo of Inflexion-Point - the B2B value selling experts - explains why every B2B sales person, sales leader and marketer needs to read Mike Adams' latest book '7 Stories Every Salesperson Must Tell'.

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The Problem with Account Plans...

Bob Apollo of Inflexion-Point Strategy Partners - the B2B sales effectiveness experts - highlights the key elements of any effective sales account plan

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Asking good questions isn’t enough...

Bob Apollo - Founder of Inflexion-Point Strategy Partners, the B2B sales effectiveness experts - explains why asking good questions isn't enough to ensure a compelling sales conversation

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Of course it matters whether you won or lost...

Bob Apollo of Inflexion-Point - the B2B sales effectiveness experts - on the importance and impact of effective win-loss analysis...

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B2B Sales: Contrast Drives Change

Bob Apollo of Inflexion-Point - the B2B sales effectiveness experts - explains why and how when it comes to complex B2B sales, contrast drives change...

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B2B sales: six steps to value

Bob Apollo of Inflexion-Point the B2B sales effectiveness experts shares a proven six-step process for differentiating your solution and establishing your distinctive business value

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B2B sales: what should we be measuring?

Bob Apollo of Inflexion-Point, the B2B sales effectiveness experts, shares his latest recommendations for key sales metrics

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3 fundamental goals of sales leadership

Bob Apollo of Inflexion-Point, the B2B sales effectiveness experts, identifies 3 fundamental goals of sales leadership - and the constraints that conspire to prevent their achievement

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14 critical activities every sales person needs to master

Bob Apollo of Inflexion-Point, the B2B sales effectiveness specialists, shares 14 critical sales activities that consistently influence the outcomes of complex B2B sales processes

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Our prospects are qualifying us, too...

Bob Apollo of Inflexion-Point, the B2B sales effectiveness specialists, highlights that fact that opportunity qualification is a two-way street

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Opportunity Coaching for Fun and Profit

Bob Apollo's latest article in the International Journal of Sales Transformation focuses on a critical competence for every B2B sales leader - effective opportunity coaching

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Why our sales discovery process must always be two-way

Bob Apollo of Inflexion-Point, the B2B sales effectiveness experts, explains why the best sales discovery processes aren't just for the benefit of the sales person

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Why your salespeople should never do product demonstrations

Bob Apollo of Inflexion-Point, the B2B sales effectiveness experts, makes a compelling case for banning your sales people from ever doing "product" demonstrations

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Is this the most counterproductive sales metric?

Bob Apollo of Inflexion-Point, the complex B2B sales effectiveness experts, explains why raw sales pipeline value is a dangerously deceptive metric

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Is sales “process” really the right metaphor?

Bob Apollo of Inflexion-Point, the B2B sales effectiveness experts, explains why in complex B2B sales we're better off with a flexible sales framework than a rigid sales process

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How do you create value for your customers?

Bob Apollo of Inflexion-Point, the B2B sales effectiveness experts, questions whether most 'value added' sales strategies are actually of any value at all

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Is scope creep suffocating your opportunities?

Bob Apollo of Inflexion-Point, the B2B sales effectiveness experts, asks whether scope creep might be suffocating your sales opportunities - and shows how to avoid it...

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12 key sales qualifiers

Bob Apollo of Inflexion-Point shares his top 12 sales opportunity qualification criteria - with a particular focus on complex B2B sales

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We’re NOT Average

Complex B2B sales: Bob Apollo of Inflexion-Point makes the point that if we base our decisions on statistical averages, our performance will be average at best.

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Shaping our customer's "why"...

Bob Apollo of Inflexion-Point shows how to apply Simon Sinek's Golden Circle (aka 'Start With Why') to the B2B buying decision journey

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Starting with “Why”

Bob Apollo of Inflexion-Point offers a fresh perspective on applying Simon Sinek's 'Start with Why' concept of the Golden Circle to B2B sales and marketing

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Is your thought leadership really “thought followership”?

Bob Apollo of Inflexion-Point on why most of the so-called 'thought leadership' churned out by B2B marketers and agencies is nothing more than thought followership at best...

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Why should your customers migrate to your new solution?

For B2B sales: Bob Apollo of Inflexion-Point comments on some of the latest industry research on how to conduct a successful software migration sales campaign from on-premise to SaaS

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In search of the perfect sale...

Bob Apollo of Inflexion-Point argues that while the pursuit of perfection in complex B2B sales may be an impossible goal, eliminating avoidable errors certainly isn't

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The compelling case for hastening slowly

Bob Apollo of Inflexion-Point uses the fable of the Tortoise and the Hare to make the case for investing in the discovery process in complex B2B sales

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Establishing (& amplifying) our customer’s value gap

Bob Apollo of Inflexion-Point, the complex B2B sales experts, offers practical advice to B2B sales people on how to establish and amplify their customer's value gap

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Are your sales people suffering from value vagueness?

Bob Apollo of Inflexion-Point - the complex B2B sales experts - makes the case for truly understanding your unique business value to your customers and prospects

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The many dimensions of diversity in B2B sales

Bob Apollo of Inflexion-Point makes the case for encouraging diverse mindsets, curiosity and continuous learning within B2B sales organisations

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Sales training: should we emphasise technique or thinking?

Bob Apollo of Inflexion-Point explains why - in complex B2B sales - training our sales people to think is more important than merely training them in sales techniques or methodologies

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