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Bob Apollo
Works at Inflexion-Point Strategy Partners
Attended Harrow County School for Boys
Lives in Reading, England
1,264 followers|28,177 views
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Bob Apollo

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Laurent Othacéhé of Cognito draws some interesting parallels between scheduling work and cooking up a masterpiece...
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Bob Apollo

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A recent article in the McKinsey quarterly has highlighted a phenomenon that many of us have observed: B2B purchasing decisions are tracing increasingly complex journeys – and these changes are challenging the long-standing behaviours of many B2B sales organisations.
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Bob Apollo

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It seems like a self-evident truth, doesn’t it? One of the consistently effective b2b sales strategies is to sell the way your customers want to buy. All you need to do is to understand their buying decision process.According to research published last year by Hank Barnes of Gartner, your prospects may be more willing than you think to help you understand how they go about making purchase decisions. Not unexpectedly, a quarter said that they view...
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Bob Apollo

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Are your prospects Painting by Numbers, on a Quest for the Grail, Lost in the Fog, or running around like Headless Chickens?There's been a lot written - some of it by me - about the stages B2B prospects tend to go through in their buying decision process, and the need to align your your sales and marketing tactics accordingly. Of course, the buyer's journey is rarely linear: at any point they can choose to move forwards, revert to a previous stag...
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Bob Apollo

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The evidence that formalised sales processes improve sales performance is absolutely overwhelming - a raft of studies have shown that companies that have implemented structured sales processes outperform companies that haven’t by anything from 20-45% or more. So why are so many companies still so reticent?I think that a big part of the problem is the feeling that implementing a defined sales process is the equivalent of applying a straightjacket ...
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Bob Apollo

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Bob Apollo draws upon Atul Gawande's BBC 2014 Reith Lectures to show how salespeople that work within systems achieve significantly better outcomes
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Bob Apollo

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Recent McKinsey research illuminates systemic changes in B2B buying behaviour - and suggests how sales and marketing organisations need to react
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Bob Apollo

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I’ve lost count of the number of clients who call me in because they think their sales people have a problem closing new business opportunities, and whilst there often appears to be an issue in that area, in my experience the real problem typically starts much earlier.You see, when I really dig into the client’s situation, I invariably discover that one of the primary reasons that opportunities aren’t closing is that the opportunities weren’t “op...
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Bob Apollo

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It's not that their content wouldn't be valuable. It's just that creating content isn't worth their time. It's just not the best way for them to spend their time to maximize earning potential for themselves, as well as for your organization. Ask me if sales reps have great ideas for content, ...
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Have him in circles
1,264 people
Guy Clapperton's profile photo
Mustansar Iqbal's profile photo
Elinor Cohen (The Social Fairy)'s profile photo
Stephen Morris's profile photo
krayzimusic's profile photo
Ayegardening Ltd's profile photo
B2B Marketing's profile photo
Carlos Gil's profile photo
Gisela Tenbusch's profile photo
Work
Occupation
B2B Sales and Marketing Performance Improvement
Employment
  • Inflexion-Point Strategy Partners
    Helping B2B clients improve revenue performance, present
  • HP, SCO, Dexterra, Aspective, XcelleNet, Sybase, Sparus Software
Places
Map of the places this user has livedMap of the places this user has livedMap of the places this user has lived
Currently
Reading, England
Previously
Harrow, England
Story
Tagline
Helping companies to accelerate revenue growth by systematically increasing sales and marketing effectiveness
Introduction
Bob Apollo has worked with and for a wide range of B2B vendors, many of them leaders in their respective markets, including HP, SCO, XcelleNet, Sybase, Intellisync (now part of Nokia), Aspective (part of Vodafone), Cognito and Dexterra to build UK, EMEA and global sales and marketing organisations.

As Founder + Chief Strategist at Inflexion-Point Strategy Partners, he now works with ambitious B2B organisations of all stages and sizes to help them systematically improve sales and marketing performance by elevating customer value, eliminating wasted effort and facilitating their prospect's buying processes.
Bragging rights
Featured B2B blogger with Entrepreneur Country, CustomerThink and many other platforms.
Education
  • Harrow County School for Boys
    1966 - 1973
  • Ealing Technical College
    BA Business Studies, 1974 - 1978
Basic Information
Gender
Male
I've worked with Graham Carson and his team at Inca for a number of years, and I've always been delighted with their pragmatic, proactive approach, with their responsiveness, and with the quality of advice I've received. Highly recommended.
Public - a year ago
reviewed a year ago
1 review
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