Bob Apollo

Member Since: 29th Nov 2005
A fellow of Association of Professional Sales, Bob Apollo is the founder of UK-based Inflexion-Point Strategy Partners. He works with ambitious B2B-focused organisations that have complex sales environments, helping them to establish consistently scalable sales and marketing machines that deliver predictable revenue outcomes. Follow him on Twitter at @bobapollo.
VP and Managing Director Inflexion-Point
7th Nov 2018
Don't believe the myth - B2B customers want to speak with salespeople earlier than you think
It is commonly accepted that modern B2B customers don't want to speak to salespeople until late in their consideration. But do the facts...
Sales performance
31st Jul 2018
B2B sales: what should you be measuring?
In B2B sales, your key measures of success are revenue and margin. But what should you measure to ensure you stay on track to hit...
Sales performance
12th Jul 2018
The 14 critical activities every salesperson must master
Bob Apollo draws on his experience of the most effective sales performers to create a framework to guide every competent sales person in...
Sales performance
5th Apr 2018
How to establish and amplify your customer's value gap
Establishing, influencing and wherever possible amplifying your customer’s perceived value gap is a critical element of any successful...
Sales performance
21st Mar 2018
B2B sales: The peril of generic 'unique value propositions'
If you were foolish enough to listen to some B2B marketers and agencies, you might conclude that the simple act of developing a generic “...
Sales performance
31st Jan 2018
How to understand where your customer is in their buying journey
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so...
Sales performance
14th Dec 2017
How to mitigate common errors in sales
Let’s face it, many (maybe most) “average” salespeople seem to be incorrigible optimists. When assessing their chances of winning an...
Sales performance
1st Nov 2017
Why sales proposals must focus on the pros AND the cons
When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an...
Sales performance
4th Oct 2017
Objections vs concerns: Why salespeople must know the difference
Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often seem to be...
Sales performance
26th Sep 2017
Customer insight: How salespeople can find the need beyond the need
Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a quarter-inch...
Sales performance