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Bob Apollo

Bob Apollo
Bob Apollo is the CEO of UK-based Inflexion-Point Strategy Partners, the B2B sales performance improvement specialists. Following a varied corporate career, Bob now works with a rapidly expanding client base of B2B-focused growth-phase technology companies, helping them to implement systematic sales processes that drive predictable revenue growth.

Why should salespeople focus on their customer’s business outcomes?

In my last article, I suggested that our prospects aren’t really interested in our so-called “solutions” - what they really care about is achieving...

Your prospects really aren’t interested in your “solutions”

“Solution” is possibly both the most over-used and the most misused word in many salespeople’s vocabulary. Hundreds of books have been written on the...

There’s no point in teaching salespeople technique without also teaching them how to think

An earlier version of this article was initially published on LinkedIn. Most traditional sales training primarily involves the teaching of technique - for example,...

Which accounts have the greatest growth potential?

This blog was originally published in the November edition of Top Sales Magazine. You can find a link to their website at the bottom...

Systematically addressing sales underperformance

This article was first published (as "Addressing Underperformance" in the October 2023 edition of the always excellent International Journal of Sales Transformation (link below). It...

Finding new business in challenging B2B markets

This article was originally published in the October 23 edition of Top Sales Magazine ... Finding and winning new business is tough at any...

Asking the Right Questions (and more)

This article first appeared in the September edition of Top Sales Magazine ... The ability to ask the right questions, in the right way,...

Navigating the transition from salesperson to sales manager

A version of article was first published in the September 2023 edition of the International Journal of Sales Transformation ... For many successful and ambitious…

Selling to today’s real decision-makers

This article was first published in the July 2023 edition of Top Sales Magazine (link below).Salespeople have traditionally been advised to “sell to the decision-maker(s)”,…

What are tomorrow’s most important sales competencies?

This article was first published in the latest edition of the International Journal of Sales Transformation under the title “Complexity will save salespeople”.We’re entering a…

Exploring the Art and Science of Complex Sales

I was delighted to be asked to contribute to Membrain’s “The Art & Science of Complex Sales Podcast” with Paul Fuller, and our conversation about…

B2B Sales Leadership and CRM

What role should sales leadership play in their organisation’s deployment of CRM?A CRM application lies at the centre of the technology stack of most sales…

Why it’s time to stop selling ‘solutions’ – and start delivering outcomes

You see, traditionally minded salespeople typically regard the sale as over when the order is booked. But our customer only regards their buying journey as…

The four pillars of a powerful customer value proposition

The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a subscription link at the bottom of…

Why should salespeople bother preparing for their customer interactions?

There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results are typically pretty depressing. Studies regularly…

2 things we always need to know about every sales opportunity

Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity.But I want to suggest two other things that we also always need to…

Developing the potential of talented salespeople

In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires. In this article - first…

Hiring salespeople with talent

In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of…

Gartner: Building a high-performing sales team is now harder than ever!

Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a conclusion that I believe every sales leader will…

B2B Buyers: from Fear of Missing Out to Fear of Messing Up

As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by…

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