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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 target market small enough?

    It’s not a question that comes naturally to many CEOs or, let’s be honest, to most investors. Here’s the problem: for growth ...

    An evidence-based approach to improving sales forecast accuracy

    I was chatting recently with Thomas Oriol (a Director at Nimble Apps Limited) when he mentioned some recent research they ...

    Banning BANT: it’s not how big the budget is, but how big the issue is

    Regular readers will know that I’m no great fan of the traditional BANT (Budget, Authority, Need and Timeframe) approach to ...

    How can sales people prevent premature elaboration?

    It’s not a very edifying sight, but it happens way, way too often. A prospect gives the faintest acknowledgement of a ...

    3 critical questions for B2B sales: Why Change? Why Now? Why You?

    Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...

    How to use sales rep scorecards to drive sales performance

    I'm very pleased to be able to share another must-read guest article from the ever-insightful Swayne Hill of Data-Driven ...

    Exclusive McKinsey Interview: Finding the Mountaintops in Your Markets

    Homayoun Hatami of McKinsey is one of the co-authors of the widely acclaimed “Sales Growth - Five Proven Strategies from the ...

    B2B Sales + Marketing: how much demand do you really need to generate?

    How much demand do you really generate each month to hit your revenue targets? It’s a question that vexes many B2B sales and ...

    Why you have to become a marketing-driven sales organisation

    Is your organisation sales-driven or marketing-driven? That's the question posed in our latest guest contribution from ...

    4 distinctively different states of the B2B buying decision process

    I’ve written before about the Buyer’s Journey, and about the stages that your b2b prospects go through in their buying ...