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.
Making Every Conversation Count
A Framework for Value-Creating Sales Conversations In complex B2B sales environments, customers report that fewer than one in five conversations with salespeople prove to be…
How to Sell When Buyers Must Act – and How to Sell When They Don’t Have To
Most sales teams apply the same methodology to every complex deal. Here’s the uncomfortable truth: many of the things that work brilliantly in inevitable purchases…
The Two Buying Journeys Every B2B Sales Leader Must Understand
Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, applying a single methodology regardless of…
Reaching the Real Decision-Makers in Complex B2B Sales
Salespeople are told to “get to the decision-maker.” This is, of course, sensible and obvious advice - but reality is often more complicated. In...
The Six Pillars of Personal Branding
Why your personal brand is built one conversation at a time This article was first published in Issue 11.4 of the International Journal of...
Sales Leaders: Stop Optimising for Activity and Start Optimising for Outcomes
Far too many sales organisations are still measuring what's easy to measure, rather than what actually matters. Call volumes, email touches, meeting counts, pipeline...
From Close Plans to Mutual Success Plans: Elevating B2B Sales Outcomes
Find out why Mutual Success Plans are far more effective than "close plans" by registering for my webinar with the Institute of Sales Professionals...
Why the Future of B2B Selling Must Be Situationally Adaptive
For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one best way” to...
Could This be Your Most Valuable Sales Tool?
If you (or your salespeople) are involved in complex B2B sales, then there is one particularly valuable sales tool that must be applied to...
Business Case is More Important Than Budget
In sales organizations that still use BANT as their primary qualification framework, salespeople are encouraged to primarily qualify sales opportunities based on Budget, Authority,...
The vital relationship between Well-Being, Motivation, and Retention in Modern Sales
AI Generated In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through processes, metrics, tools, and training. But...
Getting the Right Salespeople in the Right Seats on the Right Bus – In 2025
More than two decades ago - in “Good to Great” - Jim Collins spoke about getting the right people on the bus, in the...
No Fit, No Deal: Why ICP Fit Must be the First Thing You Qualify in Complex B2B Sales
By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently convoluted buying journeys and (often) serious competition. Winning usually...
Crafting Compelling, Customer-Specific, Value Propositions
I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the term relate...
The Sales Manager’s Competitive Edge – Why Coaching Matters in Complex B2B Sales
In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple directions - hitting targets, managing pipelines, handling...
4 key B2B sales questions: Why Change, Why Now, Why You, Why Trust?
Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key players...
Making a Career of Sales
As many readers of this blog will surely agree, there is no doubt that sales can be an excellent and satisfying career, and I...
Sales Forecasting Essentials – get your definitions right
There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up with a...
Yes, confidence matters when selling – but not where you might think
Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a strong grasp of the product -...
Do your prospects need painkillers, vaccines, or vitamins?
You might hope that your prospects need to buy your so-called “solutions”. But what they really want to do is to fix an issue,...