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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

    Is your prime customer contact a budget maker, shaper, taker or faker?

    Note: I updated this article after first publication to acknowledge the existence of "budget fakers" in addition to budget ...

    Never mind your prospect’s current situation - what about their future direction?

    Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger®, Solution Selling, Consultative ...

    Visualising the Value Gap

    One of the key principles of value selling is that unless and until our customer acknowledges a problem that requires ...

    McKinsey: It’s time to treat our sales people like customers

    As a recent McKinsey article points out, as much as half of a company’s value creation rests with its sales force. Their ...

    Why we chose to partner with Membrain

    Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into ...

    Why mastering value selling has never been more important...

    According to research conducted by SiriusDecisions, the #1 sales effectiveness challenge facing today’s B2B sales leaders ...

    A prospect meeting can have only two valuable outcomes...

    When I was running my own sales organisations rather than coaching others, I used to get incredibly frustrated with sales ...

    Filling the Value Vacuum

    The precise proportions vary a little depending on what researcher you listen to, but the general conclusion is remarkably ...

    Would you prefer your sales people to be heroes or pragmatists?

    What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary ...

    Stop trying to sell to the wrong organisations!

    I want to turn my attention in this article to a pattern I see repeated across a number of the clients that have approached ...