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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

    No Fit, No Deal: Why ICP Fit Must be the First Thing You Qualify in Complex B2B Sales

    By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently ...

    Crafting Compelling, Customer-Specific, Value Propositions

    I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the ...

    The Sales Manager’s Competitive Edge - Why Coaching Matters in Complex B2B Sales

    In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple ...

    4 critical questions for B2B sales: Why Change > Why Now > Why You > Why Trust?

    Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...

    Making a Career of Sales

    As many readers of this blog will surely agree, there is no doubt that sales can be an excellent and satisfying career, and ...

    Sales Forecasting Essentials - get your definitions right

    There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...

    Yes, confidence matters when selling - but not where you might think

    Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a ...

    Do your prospects need painkillers, vaccines, or vitamins?

    You might hope that your prospects need to buy your so-called “solutions”. But what they really want to do is to fix an ...

    Understanding your customer's buying decision journey

    It’s falsely comforting to think of selling as a process in which one step follows logically after another - but this ...

    Why Facts Matter When Forecasting

    This article was first published in the February 2025 edition of Top Sales Magazine (link below). It’s hard to avoid the ...