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 sales-specific assessments are critical to recruitment and development
This article was first published in the October 2024 edition of Top Sales Magazine: Recruiting the right new salesperson - as any sales manager...
Webinar: why salespeople cannot rely on generic value propositions
According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and that may be enough when it comes to...
Walking the Talk with AI
The latest edition of the International Journal of Sales Transformation focuses on a topic that is already having a profound impact on the future...
If you’re not going to coach your salespeople, don’t bother training them
This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that without reinforcement, most formally-delivered...
B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT
This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B sales opportunities has come a...
Is problem knowledge more important than product knowledge?
This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the bottom of...
Revisiting the role of trust in sales
The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in sales. Here's my contribution: Trust...
Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events
In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and engaging the key roles in your...
Profiling the Key Roles in your Ideal Customers
In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting the common characteristics of our ideal...
A Question of Balance
This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great salespeople ask great questions....
Profiling Your Ideal Customers
In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting our customer’s most pressing business issues...
What should a salesperson expect from their first few days in a new sales role?
This article was initially published in issue 10.1 of the International Journal of Sales Transformation. I suppose this article could have been titled “what...
Outcome-Centric Selling: it starts with the issues
This is the first in a series of articles that explores each key building block of Outcome-Centric Selling® - and provides simple, actionable guidance...
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,...