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    Bob Apollo

    Bob Apollo
    November 19, 2023
    Bob Apollo is a Fellow of the Institute of Sales Professionals, a regular contributor to the International Journal of Sales Transformation and Top Sales World Magazine, and the driving force behind Inflexion-Point Strategy Partners, the leading proponents of outcome-centric selling. Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob now works as a strategic advisor, mentor, trainer and coach to ambitious B2B sales organisations - teaching them how to differentiate themselves through their provably superior approach to achieving their customer's desired outcomes.
    Articles By Bob Apollo

    If you’re not going to coach your salespeople, don’t bother training them

    This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that ...

    B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT

    This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B ...

    Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling

    As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong ...

    Is problem knowledge more important than product knowledge?

    This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the ...

    Revisiting the role of trust in sales

    The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in ...

    Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events

    In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and ...

    Why did I become interested in selling? (aka The Joy of Sales)

    I have known Dave Brock for ages, and have always enjoyed both his insights and his company. He’s one of the most thoughtful ...

    Profiling the Key Roles in your Ideal Customers

    In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ...

    A Question of Balance

    This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great ...

    Profiling Your Ideal Customers

    In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting ...