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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 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

Are Your Sales People Merely Communicating Value - Or Creating It?

Are Your Sales People Merely Communicating Value – Or Creating It?

Sales Management

One of the problems with creating generic “unique value propositions” is that they are just that – generic. They might be a useful basis for communicating mass-marketing messages, but they... read more

The science of sales forecasting: combining fact and judgement

The science of sales forecasting: combining fact and judgement

Strategy

The failure to accurately forecast sales revenues has critically compromised the careers of many promising CEOs, Sales VPs and Sales Managers. Getting it wrong – and particularly getting it wrong... read more

What's YOUR Unique Value Position?

What’s YOUR Unique Value Position?

Sales Management

What sets your organisation apart from all the other companies that are competing for your prospect’s attention and – ultimately – their budget? If I may offer a suggestion, it’s... read more

Forget Sales Methodology Wars - Just Pick the Bits That Work for You

Forget Sales Methodology Wars – Just Pick the Bits That Work for You

Sales Management

The authors of sales methodologies have a vested interest in positioning their approach as being distinctively different from the competition – after all, they have books to sell and (often... read more

Gartner: "Boost Your Sales Win Rates by 50% Via Win-Loss Analysis"

Gartner: “Boost Your Sales Win Rates by 50% Via Win-Loss Analysis”

Sales Management

1

Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, no more than a third conduct them with the proper degree of... read more

What Would It Take for You to Give That Sales Conversation a “10”?

What Would It Take for You to Give That Sales Conversation a “10”?

Sales Management

In sales situations, it’s not unusual to come across prospects that appear at first to be largely content with the status quo, even though you know from your experience with... read more

3 Critical Sales Pipeline Metrics

3 Critical Sales Pipeline Metrics

Sales Management

How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as your own doctor might measure your body temperature, heart... read more