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Bob Apollo
Works at Inflexion-Point Strategy Partners
Attended Harrow County School for Boys
Lives in Reading, England
1,271 followers|28,474 views
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Bob Apollo

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Here's why ROI projections are an incomplete strategy in B2B sales - and how to bring the costs and consequences of inaction into the frame
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Bob Apollo

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How hard can it be for a new entrant to carve out a 1% share of a very large market? The answer, of course, is that it is virtually impossible. If history teaches us anything, it is that organisations that manage to "nail their niche" with a simple, clear and narrowly defined market focus and then progressively expand into adjacencies do far better than their unfocused competitors.Having a clearly defined target market or markets is the critical ...
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Bob Apollo

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How hard can it be to get a 1% share of a very big market? I think we can all see the flaw in that thinking...
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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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Could the herald the death of demographics?
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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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Have him in circles
1,271 people
Carlos Gil's profile photo
Adam Ant's profile photo
Peter Vanosdall's profile photo
Steven Healey's profile photo
Lincoretinoma Pem's profile photo
Midas Media's profile photo
Juliana Kalnyk's profile photo
Peter Hulbert's profile photo
Kelly Lockhart'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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