In this episode, Ed Marsh interviews Bob Apollo, the founder and chief outcomes officer of Inflection Point Strategy Partners, a UK based sales effectiveness consultancy.
They discuss Bob's career journey, the evolution of B2B sales, accountability in sales, different sales methodologies, and Bob's concept of outcome-centric selling.
Bob emphasizes the importance of focusing on customer outcomes and understanding whether a purchase is inevitable or discretionary. Additionally he highlights:
- the need for salespeople to be honest with themselves and eliminate avoidable mistakes in the sales process
- complexities of the sales process and the importance of outcome-centric selling
- risks of relying on the BANT (Budget Authority Need Timeframe) qualification framework
- need for salespeople to adapt their approach based on prospect's familiarity or unfamiliarity of the buying process
- Impact IMPACT deal qualification framework and the importance of justifying qualification factors
- optimism regarding fixing the sales profession and the role of salespeople in influencing the buying process
Takeaways
- Sales organizations should prioritize accountability and create a culture of responsibility.
- The evolution of B2B sales has shifted from a product-centric approach to a focus on customer outcomes.
- Sales methodologies like Sandler and SPIN Selling can provide valuable frameworks for effective selling.
- Outcome-centric selling is an attitude, methodology, and process that emphasizes the importance of understanding and delivering customer outcomes.
- Salespeople should focus on eliminating avoidable mistakes and be honest with themselves about their performance and behavior. Cybersecurity issues can significantly impact sales, regardless of the potential revenue from a customer.
- The BANT qualification framework may not accurately capture the complexities of the buying process, and salespeople should be aware of the risks involved.
- Salespeople should adapt their approach based on the familiarity or unfamiliarity of the buying process for customers.
- The Impact IMPACT deal qualification framework provides a more logical flow of qualification, starting with identifying issues and impacts.
- Sales managers play a crucial role in qualifying and requalifying opportunities, challenging salespeople to justify their assessments and evidence.
Check out Bob's website - www.Inflexion-Point.com
LinkedIn: Bob Apollo & Ed Marsh
Twitter: Bob Apollo & Ed Marsh
Instagram: Ed Marsh
YouTube: Ed Marsh
Show Transcript
Learn about my Overall Revenue Effectiveness™ Framework for Industrial Manufacturing Revenue Growth
#B2BSales #ComplexSales #BuyingTeam #BuyingJourney #SalesProcess #SalesMethodology #BANT #MEDDIC #MEDDPICC #SpinSelling #SandlerSales