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Profile: Bob Apollo

Bob Apollo is CEO of Inflexion-Point Strategy Partners. He works with ambitious UK-based expansion-stage B2B companies to accelerate their revenue growth, helping them to design and implement repeatable, scalable and predictable sales and marketing processes that systematically identify, attract, engage, qualify and convert more of the right sort of prospects.

Prior to founding Inflexion-Point, Bob worked with and for high-growth B2B companies in C-Level sales and marketing leadership positions - many of which emerged as leaders in their chosen markets, including HP, XcelleNet, Sybase (now part of SAP), Aspective (now part of Vodafone), Sterling Commerce (now part of IBM), SCO and the Protege Group.

Bob speaks regularly at sales and marketing conferences, writes regularly on B2B sales and marketing issues at www.inflexion-point.com/blog, has been named a "Top 25 Sales Influencer" by OpenView labs, and is a featured contributor to Entrepreneur Country, CustomerThink, the Customer Collective and a range of other publications.

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Articles by Bob Apollo
Crossing the Chasm - moving up through the gears

Crossing the Chasm – moving up through the gears

Strategy

One of a series of articles celebrating the lasting impact of “Crossing the Chasm” It’s more than 20 years since Geoffrey Moore published the first edition of “Crossing the Chasm”.... read more

Why the Sales and Marketing Conversation Should Never Be About You

Why the Sales and Marketing Conversation Should Never Be About You

Sales Management

I was delighted to be asked by the founders of the admirably named Witty Parrot to contribute to their collection of 25 “Sales Productivity Tips from the Experts”, featuring a... read more

Don Draper and the New Sales 101

Don Draper and the New Sales 101

Sales Management

If you ever questioned whether marketers could teach sales people anything about selling, I urge you to watch one of my favourite Don Draper moments. Don exemplifies the qualities of... read more

Amazon’s Shamefully Shoddy Strategy

Amazon’s Shamefully Shoddy Strategy

Strategy

Over the years, I’ve found much to admire about Amazon. They have generally made it easy for me to buy from them, and on the rare occasion they have messed... read more

Sales Enablement: The Essential Bridge Between B2B Marketing and Sales

Sales Enablement: The Essential Bridge Between B2B Marketing and Sales

Sales Management

1

What is the primary role of B2B marketing in today’s business environment? It’s certainly no longer just about the traditional “awareness and preference,” or how many website visitors you attract... read more


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Crossing the Chasm and the Mitigation of Risk

Crossing the Chasm and the Mitigation of Risk

Strategy

When Geoffrey Moore’s “Crossing the Chasm” first appeared 20 years ago it became an instant hit and an inspiration to successive generations of technology marketers. In fact, I can’t think... read more

B2B Sales: Empowered Customers Require Empowered Sales People

B2B Sales: Empowered Customers Require Empowered Sales People

B2B Marketing

There’s abundant evidence to prove that today’s internet-savvy customers are much better informed and far more empowered than they were a generation ago. And it’s affecting B2B every bit as... read more

3 Things You Must Understand When Prospecting for New Business

3 Things You Must Understand When Prospecting for New Business

Sales Management

1

Most organisations are critically dependent on their ability to find and win new business. So why is it that so many prospecting efforts fail to uncover enough of the right... read more

The #1 Sales Issue: Inability to Communicate Value

The #1 Sales Issue: Inability to Communicate Value

Sales Management

For three years in a row, the highly influential benchmark and advisory firm Sirius Decisions has reported that the number one revenue inhibitor in complex B2B sales environments remains the... read more

Why B2B Marketing In 2014 Must Be About Content + Context + Conversation

Why B2B Marketing In 2014 Must Be About Content + Context + Conversation

B2B Marketing

4

First, a tip of the hat to David Meerman Scott and Doug Kessler for inspiring some of the ideas in this blog. In Isaac Newton’s words, It is only by... read more

7 Sales and Marketing Resolutions for 2014

7 Sales and Marketing Resolutions for 2014

Marketing

1

It’s that time of the year again. The start of a new calendar year often coincides with the start of a new financial year, but even if not, it still... read more

Why the Cost of Inaction is so Important in B2B Sales

Why the Cost of Inaction is so Important in B2B Sales

B2B Marketing

1

Return on Investment (ROI) projections are often regarded as a critical element of B2B sales proposals, particular for high-value considered purchases. There’s no arguing that they have a role to... read more

Why B2B Sales People Need to Lead Towards - Not With - Their Solution

Why B2B Sales People Need to Lead Towards – Not With – Their Solution

B2B Marketing

One of the key principles that underpin the Challenger Selling mind-set is the idea that your marketing messages – and your sales conversations – need to lead towards your solution... read more

How Many Zombies are Lurking in Your Sales Pipeline?

How Many Zombies are Lurking in Your Sales Pipeline?

Sales Management

Have you ever felt that you might be in the presence of the living dead? Even if you are not a horror movie fan, it might be worth taking a... read more

Steering Sales People Away From the 3Ds: Demo, Discount, Develop

Steering Sales People Away From the 3Ds: Demo, Discount, Develop

Sales Management

3D movies can be entertaining to watch. They can make special effects jump right out of the screen at you. But if over-done, they can also give you a headache.... read more