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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.

Answering every new customer’s 4 key questions

If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change to their existing approach or environment,…

How can anyone sell value without values?

I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I…

The changing face of value in B2B sales

It's been a while since my last blog, but I'm pleased to be returning to the action with an article that I wrote for the…

Coaching – the critical sales management skill?

This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales Transformation. To learn more about this…

What should B2B sales leaders be prioritising in 2022?

I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation's special report on "Emerging from the Pandemic".…

Why a generic “unique selling proposition” isn’t enough…

Marketers are keen to create what they refer to as “unique selling propositions”. According to Wikipedia, a unique selling proposition (USP) - also sometimes called…

What are Priority Issue Profiles – and why do you need them?

This article was first published in the October Edition of Top Sales Magazine.Many of you will be familiar with the idea of having an Ideal…

The critical role of trust in sales

At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical…

Identifying, engaging, and assessing our stakeholders

How many stakeholders are involved in the typical complex high-value B2B buying journey? It’s fair to say that the number is often larger than the…

Webinar: Three Gaps and a Bridge

I recently recorded a webinar with LeveragePoint (link below) about “making a compelling case for change”. Those of you who have followed me over the…

Establishing the foundations of a coaching culture

This article was first published in issue 7.3 of the International Journal of Sales Transformation, and I'm very pleased to be able to share it…

Are your salespeople three whys men (and women)?

For my latest article for Top Sales Magazine, I’ve decided to explore the power of three whys and a who...When it comes to complex B2B…

Latest webinar: the essentials of sales opportunity qualification

One of the key things that separates great salespeople from the rest is their commitment to rigorously qualifying every potential opportunity. They have the confidence…

Why your customers want to buy is as important as what they want to buy

You’d hope, wouldn’t you, that most salespeople understand what their prospective customers want to buy. You’d expect, wouldn’t you, that your salespeople understand what their…

The future of B2B selling is collaborative

I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with…

The law of averages does not apply to complex B2B sales

Soon after “The Challenger Sale” was published, you could see a stream of lazy commentators homing in on one percentage prominently quoted in the book…

Supercharging our sales conversations

This article first appeared in the April 2021 "Supercharging Sales" issue of the International Journal of Sales Transformation.Given the overall theme of the magazine, I…

Exploding the 3* sales pipeline coverage myth

One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark standard when it…

Ditching the ‘Itch to Pitch’

Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business development reps in complex B2B sales environments often find…

Refining our customer’s value story

Regular readers will know that I have been evangelising the critical importance of customer-specific value stories for a long time. I’d like to take this…

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