Bob Apollo
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 involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...
Whenever a potential client tells me that they believe their sales people have a “closing” problem, I can be pretty ...
I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the ...
Today’s B2B buyers are wrestling with potentially risky decisions and often-confusing options. We shouldn’t be surprised if ...
It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to ...
When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...
Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a ...
Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...
The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the ...
There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...
