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

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 Apollo
Founder and Chief Outcomes Officer
Inflexion-Point Strategy Partners