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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

    What Sales could learn from Customer Experience

    I’m very grateful to Bob Thompson of CustomerThink for hosting a very stimulating round table with a group of the UK’s ...

    Transforming your sales process to reflect modern buying behaviours

    There’s no doubt that B2B buying behaviours have changed dramatically over the past few years. If you’re selling a complex, ...

    ReachForce B2B Sales Expert Interview programme

    I was recently interviewed by ReachForce as part of their Expert Interview program. Here are some of the B2B sales related ...

    The fundamental principles of value-based selling

    It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they ...

    Competing against the status quo

    Note: this article originally appeared in the International Journal of Sales Transformation under the title 'Competing ...

    The problem with assigning fixed percentages to pipeline stages

    On average, fewer than 50% of forecasted opportunities close at the predicted value and time - and the figure is usually far ...

    Forrester: 4 types of B2B buyer = 4 types of B2B seller

    There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose ...

    Why you don’t need any sales stages in your sales pipeline

    The above assertion might appear counter-intuitive, but please bear with me. I’m going to try and make the case that you ...

    It’s time to kick the Shih Tzu out of buyer personas

    B2B marketers are directing an increasing percentage of their energy and budget towards content creation. But the consequent ...

    The second most important moment in any B2B sales campaign

    There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is ...