bobapollo

Member Since: 29th Nov 2005

Bio

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.

Bob Apollo

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