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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
The 3 Dimensions Of Sales Coaching

The 3 Dimensions Of Sales Coaching

Sales Management

Having observed a number of B2B sales organizations over the years, I’ve come to the conclusion that sales training is over-rated, and sales coaching is under-appreciated. In fact, I believe... read more

B2B Sales: How To Close 42% More Business

B2B Sales: How To Close 42% More Business

Sales Management

According to the smart folks at Sales Benchmark Index (SBI), companies that have taken the time to adopt and implement a consistent and effective sales process close on average 42%... read more

The 5 Levels of Lead Qualification

The 5 Levels of Lead Qualification

Sales Management

Sirius Decisions recently published some very interesting research into the subject of when marketing-generated “leads” are regarded as being “sales ready”. The results surprised me, and I suspect that they... read more

B2B Marketing: Claiming You’re Better Isn’t Always The Best Strategy

B2B Marketing: Claiming You’re Better Isn’t Always The Best Strategy

B2B Marketing

Technology-based businesses, with a few notable exceptions, have an unfortunate and self-limiting habit of selling on specification – and of believing that positioning their product or service as faster, cheaper,... read more

B2B Marketing: From One-Way Communications to Two-Way Conversations

B2B Marketing: From One-Way Communications to Two-Way Conversations

B2B Marketing

The trouble with far too many of today’s interactions between prospects and their potential suppliers is that they are conducted as asynchronous communications rather than synchronous conversations. You’re probably on... read more

The B2B Buying Decision Process: Challenging The 57% Myth

The B2B Buying Decision Process: Challenging The 57% Myth

B2B Marketing

It’s a statistic that’s been widely quoted and even more widely misunderstood – the idea that the typical modern B2B buying decision process is “57% complete” before the customer even... read more

B2B Sales: You Need to Focus on the Workarounds That Aren’t Working

B2B Sales: You Need to Focus on the Workarounds That Aren’t Working

B2B Marketing

1

In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than leading with their products. But there’s a potential problem: any organisation, any stakeholder,... read more

The Key to Great B2B Sales Questions - Get Your Prospects to Choose

The Key to Great B2B Sales Questions – Get Your Prospects to Choose

B2B Marketing

1

You’re probably very familiar with the difference between open and closed questions, and how and where they can be most effectively used in the sales process. At the most basic... read more

Why You Need to Do More Than Name + Define Your Sales Pipeline Stages

Why You Need to Do More Than Name + Define Your Sales Pipeline Stages

Sales Management

The state of the sales pipeline reflects the health of any sales process – and in anything other than the simplest of sales transactions, that process goes through multiple stages.... read more

Why Are So Many B2B Software Demos So Bad?

Why Are So Many B2B Software Demos So Bad?

B2B Marketing

1

Why do so many B2B software demonstrations fail to move the customer to do anything beyond hoping that it might end soon? Why do they so often descend into a... read more

The Essential Keys to Proactive Sales Pipeline Management

The Essential Keys to Proactive Sales Pipeline Management

Sales Management

Talk to almost any CEO of a technology-based, B2B-focused business and you’re likely to hear concerns about the size of their sales pipeline, the accuracy of their sales forecasts and... read more

What have you done to identify your ideal customers?

What have you done to identify your ideal customers?

B2B Marketing

Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy of their sales forecasts, and with the efficiency with... read more

Lessons From JFK’s Inaugural Speech About Sales and Marketing Messaging

Lessons From JFK’s Inaugural Speech About Sales and Marketing Messaging

Sales Management

On a bitterly cold winter’s day 53 years ago in January 1961, the newly elected President John F Kennedy set out his agenda for change in an inaugural address that... read more

How to Avoid False Signals From Automated Lead Scoring

How to Avoid False Signals From Automated Lead Scoring

Marketing

Two years ago, I chaired a discussion group at a digital marketing conference on the subject of lead scoring and nurturing – and emerged thoroughly depressed (if unsurprised) by what... read more

How to Make the Second Half of Your Sales Year Better than the First

How to Make the Second Half of Your Sales Year Better than the First

Strategy

We’ve reached the halfway point in the sales year, and this is a particularly a good time to take stock. Early indications are that a number of sales organisations have... read more