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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

    Opportunity Coaching for Fun and Profit

    My latest contribution has just been published in the June 2018 edition of the always-excellent International Journal of ...

    Why our sales discovery process must always be two-way

    I’ve written before about the critical importance of the discovery process in complex B2B sales. It’s a favourite subject, ...

    Why your salespeople should never do product demonstrations

    I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing ...

    Is this the most counterproductive sales metric?

    If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. ...

    Is sales “process” really the right metaphor?

    The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is ...

    How do you create value for your customers?

    With relatively few exceptions, most companies want to be seen to be focused on value, rather than price. You can understand ...

    Is scope creep suffocating your opportunities?

    Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening ...

    12 key sales qualifiers

    Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...

    We’re NOT Average

    Mark Twain is said to have popularised the phrase “There are three kinds of lies: lies, damned lies, and statistics". In an ...

    Shaping our customer's "why"...

    I recently shared my thoughts about applying Simon Sinek’s “Start With Why” concept (also known as The Golden Circle) to the ...