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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 qualification is a continuous process

    If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...

    Why little commitments can be better than big closes

    Whenever a potential client tells me that they believe their sales people have a “closing” problem, I can be pretty ...

    Revisiting the Buyers Journey

    I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the ...

    Sell the Difference!

    Today’s B2B buyers are wrestling with potentially risky decisions and often-confusing options. We shouldn’t be surprised if ...

    Selling in the Age of Analytics

    It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to ...

    Contrast drives change

    When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...

    Drilling into the need beyond the need

    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 ...

    Stop confusing “objections” with concerns

    Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...

    Transforming the future by reflecting on the past

    The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the ...

    Are your sales people hitting the accelerator too hard?

    There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...