Inflexion-Point Strategy Partners

A rapidly-increasing percentage of business solutions are being sold and consumed as-a-service. This is already the reality in software and a growing number of technology-based businesses. It has profound implications for how we engage, sell and support our customers.

If you’re in the business of selling change, selling the value of your solution - although important - isn’t enough. You also need to persuade your customers of the negative impact of sticking with the status quo, as well as the positive benefits of your approach. And to stand any chance of retaining or expanding your relationship with them, you need to deliver the outcomes they are expecting.

In today’s climate, your potential customers will only implement new approaches when they see them as being strategically relevant, tactically urgent and likely to deliver rapid time-to-value. They will only change their current behaviour if they believe that will it will enable them to achieve better future outcomes.

To succeed in this environment, your salespeople need to help their customers to answer three critical questions:

-	Why do they need to change (rather than stick with the status quo)?
-	Why do they need to choose you (rather than any other option)?
-	Why do the need to act now (rather than later)?

Outcome-Centric Selling extends the familiar concepts of solution- and value-based selling to embrace the customer’s desired outcomes, and how you are going to enable them to achieve them. It recognises that the customer’s decision journey isn’t over until and unless they address the issues that caused them to search for solutions in the first place.

To find out more: https://www.inflexion-point.com/book-a-call

#b2bsales #outcomecentricselling #scaleups #valueselling #saleseffectiveness #salesenablement

Founder and Chief Outcomes Officer

Membrain.com

Membrain are widely recognised as the leading sales effectiveness platform for complex B2B sales, and are pioneering a new generation of CRM solutions that are seen as invaluable guidance tools salespeople want to use, rather than as unloved administrative tools that their company forces them to adopt. 
More here: https://www.membrain.com/

Certified Sales Effectiveness Consultant

Objective Management Group

Objective Management Group (OMG) are the world's leading salesforce assessment and evaluation platform, with nearly 2 million assessments completed globally. We partner with OMG to help our clients recruit the best sales talent, and to progressively develop the skills of their existing salespeople in a targeted way that systematically enhances organisational and individual sales effectiveness.
More here: https://stats.objectivemanagement.com/498

Certified Sales Assessment Partner

Institute of Professional Sales

Fellow

International Journal of Sales Transformation

Founding contributor and regular columnist for the International Journal of Sales Transformation

Founding Contributor

Sales Enablement Society

Member

Dexterra

During my involvement with Dexterra (now part of Antenna Software), we moved from a "cautionary" to "visionary" rating in the Gartner Magic Quadrant and came to be recognised as the world's fastest growing mobile applications company.

After a thorough review of our vision, position and messaging, we established Dexterra as the company leading the charge towards "The Mobile Way of Business".  Triple digit growth and an impressive list of blue chip clients went a long way towards proving our claim that "Companies that Get Mobile, Get Dexterra".

CMO (Interim)

Sybase/iAnywhere

Continued to run and grow the XcelleNet Business Unit following acquisition by Sybase/iAnywhere, with particular responsibilities for worldwide B2B Sales and Marketing.

COO/EVP Worldwide Field Operations, XcelleNet Business Unit

XcelleNet

Returned to XcelleNet following a private equity (Francisco Partners) funded management buy-out.  Led the worldwide field organisation, responsible for 80+ people and $40m+ revenue, including sales, marketing, business development, professional services and support, engineered a major turnaround in the company’s fortunes, achieved the coveted "top right" status in the Gartner Magic Quadrant and supported a successful trade sale to Sybase.

COO/EVP Worldwide Field Operations

Protege Group

Joined Protégé at the peak of the “dot.com boom”.  Enabled NA-based high-technology vendors to implement successful European market entry strategies, typically accelerating their progress by 9-24 months, and built local subsidiaries for more than 25 companies, including Kana, NetGravity, Vignette, Delano, Preview Systems, AvantGo, Virage, Changepoint, GlobalSight, PlaceWare and FaceTime.

VP Market Development

Bob Apollo is the Founder and Chief Outcomes Officer at Inflexion-Point Strategy Partners, the leading B2B outcome-centric selling experts. He has over 18 years of experience in helping B2B-focused CEOs and Sales Leaders equip and enable their sales organizations to accelerate revenue growth and transform sales effectiveness by implementing the proven principles of outcome-centric selling.

He is also a Certified Sales Effectiveness Consultant at Membrain, the leading sales enablement platform for complex B2B sales, and a Certified Sales Assessment Partner at Objective Management Group, the world's leading salesforce evaluation and assessment platform. He is a Fellow of the Institute of Sales Professionals, a founding contributor to the International Journal of Sales Transformation, and a passionate advocate for customer outcomes, value selling, and sales enablement.

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