--- title: The Outcome-Centric Selling® Blog - from Inflexion-Point | Bob Apollo (22) description: 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. (22) --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # Bob Apollo ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) 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. [Follow me on my website ](https://www.inflexion-point.com) [Follow me on LinkedIn ](https://uk.linkedin.com/in/bobapollo) [Follow me on Twitter ](https://twitter.com/bobapollo) ###### Articles By Bob Apollo ### [Establishing (& amplifying) our customer’s value gap](https://www.inflexion-point.com/blog/b2b-sales-establishing-our-customers-value-gap) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 22, 2018** If we boil it down to the basics, there is one over-riding reason why our customers accept the need for change rather than ... ### [Are your sales people suffering from value vagueness?](https://www.inflexion-point.com/blog/are-your-b2b-sales-people-suffering-from-value-vagueness) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 20, 2018** Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the ... ### [The many dimensions of diversity in B2B sales](https://www.inflexion-point.com/blog/the-many-dimensions-of-diversity-in-b2b-sales) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 15, 2018** If - as many scale-ups are - you are on a mission to challenge the status quo and get your prospective customers to think ... ### [Sales training: should we emphasise technique or thinking?](https://www.inflexion-point.com/blog/sales-training-should-we-emphasise-technique-or-thinking) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 13, 2018** I’ve been talking about the long-term impact of conventional sales training programmes with clients, and their experience ... ### [The issue with generic "unique value propositions"](https://www.inflexion-point.com/blog/the-problem-with-generic-unique-value-propositions) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 09, 2018** If you were foolish enough to listen to some B2B marketers and agencies, you might conclude that the simple act of ... ### [The sorry state of sales due diligence](https://www.inflexion-point.com/blog/the-sorry-state-of-b2b-sales-due-diligence) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Mar 01, 2018** Successful start-ups tend to follow a predictable pattern: they identify a problem that needs solving, develop an innovative ... ### [Discovery - the foundation of B2B sales success](https://www.inflexion-point.com/blog/discovery-the-foundation-of-b2b-sales-success) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 27, 2018** What’s the single most important stage in any complex B2B sales process? Is it the “close”? The commercial negotiation? The ... ### [Are your sales people leading with gain or pain?](https://www.inflexion-point.com/blog/are-your-sales-people-leading-with-gain-or-pain) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 20, 2018** Most B2B-focused sales people have been taught that it’s more effective to promote the projected “benefits” of their ... ### [Targeting prospects who are “trying but struggling”](https://www.inflexion-point.com/blog/targeting-prospects-who-are-trying-but-struggling) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 13, 2018** An uninformed and superficial review of the principles of “challenger®️ selling” might lead some people to conclude that it ... ### [Encouraging our sales people to think...](https://www.inflexion-point.com/blog/encouraging-our-sales-people-to-think) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 07, 2018** One of the primary benefits of a traditional university education used to be, as well as educating you in one or a number of ... 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