On Accelerate! Now: Episode 66 with Bob Apollo. How To Simplify And Shorten Sales Cycles With Value-Based Selling.

In this episode, Bob Apollo, founder of Inflexion-Point Strategy Partners, describes how to use value-based selling to transform the performance, and tap into the full potential, of your B and C level sales reps. He shares effective strategies for using value-based sales as a tool to increase the ROI that decision-makers receive from the time they invest in meetings with …

Do You Train Your Customers To Expect A Discount?

Who’s to blame for discounts: managers or salespeople? Too many sellers inadvertently train their customers to always expect a discount. And the finger of blame for this is invariably pointed at the sales rep. It certainly is easy to blame the salespeople for rampant discounting. They seem like the obvious culprit. But it has been my experience that the responsibility …

How to Accelerate Sales By Avoiding Empty Sales Touches

Sellers and buyers alike want to accelerate the sales and buying processes. Both parties can realize measurable gains in productivity if these processes were shorter. So, what’s holding them back? On average, how many meaningful, substantive sales touches do you have with a prospect in your typical sales cycle? First, subtract all the meaningless one-sided “touching base” emails and “checking …

Five Keys To An Effective Sales Value Proposition

Selling is all about helping a prospect make the decision to make a change. A sales value proposition (SVP) is one tool that salespeople should use to effectively communicate the value of the product or service that they are selling. I use the term “sales value proposition” because I rarely see salespeople use verbatim the value propositions that are generated …