Outcome-Centric Value Stories for B2B Sales: Making a Compelling Case for Change

by | Aug 4, 2021


For most B2B organizations, the most dangerous competition often comes from the status quo, rather than a longstanding rival or a disruptive upstart. Especially in the case of complex, high-value discretionary purchase scenarios, doing nothing is by far the most common conclusion. In order to overcome buyer inertia, B2B sales teams must use customer value to communicate both the negative impact of doing nothing as well as the positive outcomes that come with change.

In this webinar, Bob Apollo will explore ways to make a rational and emotional case for change through value and outcome-based selling. By focusing on the critical business outcomes the customer needs to achieve, sales will be better equipped to paint a clear vision of value, and help buyers to overcome their status quo bias.

Bob Apollo, Founder & Chief Outcomes Officer at Inflexion-Point

Bob Apollo, Founder & Chief Outcomes Officer at Inflexion-Point

Bob Apollo is a Fellow of the Association of Professional Sales, a founding contributor to the International Journal of Sales Transformation, a member of the Sales Experts Channel, a recognized Sales Futurist, and the driving force behind Inflexion-Point Strategy Partners, the leading B2B outcome-centric selling experts. Following a varied and successful career spanning start-ups, scale-ups and corporates Bob now works with B2B-focused CEOs and Sales Leaders, equipping and enabling their sales organisations to accelerate revenue growth and transform sales effectiveness by implementing the proven principles of outcome-centric selling.
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