--- title: "Outcome-Centric Selling®: Targeting the Right Opportunities" description: Learn how Inflexion-Point's Outcome-Centric Selling® for complex B2B sales environments equips your salespeople to target the right opportunities --- [![Logo 20201007 Blue Tagline-1](https://www.inflexion-point.com/hubfs/Logo%2020201007%20Blue%20Tagline-1.png "Logo 20201007 Blue Tagline-1")](https://www.inflexion-point.com/inflexion-point-home?hsLang=en-gb) [![IP Orange Bug Archivo 20200812-2](https://www.inflexion-point.com/hs-fs/hubfs/IP%20Orange%20Bug%20Archivo%2020200812-2.png?width=582&height=582&name=IP%20Orange%20Bug%20Archivo%2020200812-2.png "IP Orange Bug Archivo 20200812-2")](https://www.inflexion-point.com/home?hsLang=en-gb)   [![Qualifying with IMPACCT](https://no-cache.hubspot.com/cta/default/41408/4b92797f-2877-4d6a-b7bd-11919ed6a7c2.png)](https://cta-redirect.hubspot.com/cta/redirect/41408/4b92797f-2877-4d6a-b7bd-11919ed6a7c2) # Targeting the Right Opportunities In today's uncertain environment, B2B buyers tend to be risk-averse and inclined to stick with the status quo until and unless there is a compelling reason to change. Therefore your key to targeting the right opportunities lies in finding the "sweet spot" that defines a business issue that is both strategically relevant and tactically urgent to your customer, and for which you can convince your prospect that you can deliver rapid time-to-value and achieve the customer's expected outcomes with high confidence and low risk. This requires that you identify and target: - The high-impact issues that, once recognised, will cause your customer to recognise the need for change - Your "Ideal Customers" - organisations that are likely to be suffering from these issues - Your key target roles - the people in these organisations who are likely to drive the change agenda - The action triggers - internal and external events that cause them to realise that urgent action is now an imperative ![Sweet Spot V2](https://www.inflexion-point.com/hs-fs/hubfs/Sweet%20Spot%20V2.png?width=500&name=Sweet%20Spot%20V2.png) ## **Four Key Elements of Targeting** ### Actionable Issues ![Issues](https://www.inflexion-point.com/hs-fs/hubfs/Issues.png?width=241&name=Issues.png) To learn more about targeting actionable issues, [download our guide to Outcome-Centric Selling](https://www.inflexion-point.com/outcome-centric-selling-guide?hsLang=en-gb)® ### Ideal Customers ![Ideal Customers](https://www.inflexion-point.com/hs-fs/hubfs/Ideal%20Customers.png?width=239&name=Ideal%20Customers.png) To learn more about targeting your ideal customers, [download our guide to Outcome-Centric Selling](https://www.inflexion-point.com/outcome-centric-selling-guide?hsLang=en-gb)® ### Key Roles ![Key Roles](https://www.inflexion-point.com/hs-fs/hubfs/Key%20Roles.png?width=239&name=Key%20Roles.png) To learn more about targeting key roles, [download our guide to Outcome-Centric Selling](https://www.inflexion-point.com/outcome-centric-selling-guide?hsLang=en-gb)® ### Trigger Events ![Flag Blue 320-1](https://www.inflexion-point.com/hs-fs/hubfs/Flag%20Blue%20320-1.png?width=235&name=Flag%20Blue%20320-1.png) To learn more about targeting trigger events, [download our guide to Outcome-Centric Selling](https://www.inflexion-point.com/outcome-centric-selling-guide?hsLang=en-gb)® ## **Find Out More...**   If you like what you've heard so far about Outcome-Centric Selling®, and you want to explore whether it could turn out to be a perfect fit for what you're seeking to accomplish with your company's sales organisation, simply fill in the form on the left. First, click on a date that suits you, then make sure that you've selected your local time zone before you choose the time that suits you best and please be aware that we use a 24:hour time format. We'll be using Zoom to host our call. I look forward to our conversation! ![Bob_Signature](https://www.inflexion-point.com/hs-fs/hub/41408/file-2492834531.jpg?width=200&name=file-2492834531.jpg) Bob Apollo Founder and Chief Outcomes Officer Inflexion-Point Strategy Partners ## Applying an outcome-centric approach to complex B2B Sales Our Outcome-Centric Selling® framework enables you to align your marketing, business development, sales and customer success functions around the common goal of convincing customers that you - above any other option they may be considering - are the partner that will ensure they achieve better future outcomes. 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