bobapollo

RefleXion-Point

Bob Apollo, Inflexion-Point
bobapollo's picture

Bob Apollo is co-founder of Inflexion-Point. We pride ourselves in being practitioners more than consultants, and we’re dedicated to enabling our B2B clients to boost sales and marketing effectiveness by helping them to make the connection with more of the right sort of prospects, shorten sales cycles and increase win rates.

 
Member for 40 weeks 3 days
 | 
User points: 2225
 | 
 
Recent Posts
  • Title
    Anecdotes: the Antidote to Premature Elaboration in Sales
    Type
    Blog
    posted
     Aug. 2, 2008;
     0
    comments
    body
    I imagine we've all seen it, and frequently suffered from it: the sales person who can't wait to tell you about the features, advantages and so-called benefits of their product or service. It all...
  • Title
    Go Beyond Win/Loss Reports and Find Out Why Others Chose "None of the Above"
    Type
    Blog
    posted
     Jul. 23, 2008;
     2
    comments
    body
    Vendors who have the discipline to complete win/loss reports usually uncover valuable insights. But concentrating only on wins and losses, and ignoring the growing number of deals that end in "no...
  • Title
    The Curse of the "Slow No"
    Type
    Blog
    posted
     Jul. 2, 2008;
     6
    comments
    body
    If you're going to lose, it's always better to lose early - and if a deal is going nowhere, it's always better to realise this sooner, rather than later. These are both examples of what I've come to...
  • Title
    Seeing Through the "Window of Discontent"
    Type
    Blog
    posted
     Jun. 19, 2008;
     3
    comments
    body
    Most of our clients come from B2B markets, with complex sales environments and are selling a discretionary product or service - in other words the prospect’s business could survive, even if not...
  • Title
    Sell More Solutions by Uncovering More Urgent Needs
    Type
    Article
    posted
     Apr. 21, 2008;
     1
    comment
    body
    Many vendors who have a B2B sales model are facing tighter end-user budgets—and buyers who are prepared only to invest in solving their most pressing business issues. Most B2B technology...
  • Title
    You Can't Outsource Great Customer Service
    Type
    Blog
    posted
     Feb. 27, 2008;
     0
    comments
    body
    … or at least, that’s been my experience over the past few days. I had the misfortune to have my car stolen last weekend. It was fitted with a tracker, so the police found it - fortunately...
  • Title
    Show Stoppers: Why Are Exhibition Sales Techniques So Bad?
    Type
    Blog
    posted
     Feb. 13, 2008;
     3
    comments
    body
    I spent half a day at the London "Technology for Marketing and Advertising" show today. I wished I hadn't. Each of the exhibitors had obviously spent significant sums of money merely paying for...
  • Title
    The Chasm Is Closer Than You Think ...
    Type
    Blog
    posted
     Feb. 5, 2008;
     0
    comments
    body
    Like most high-tech marketers, I found Geoffrey Moore’s “Crossing the Chasm” essential reading. His concept of the gap that exists between Early Adopters and the Mass Market, and the...
  • Title
    Value Added? It Depends on Who is Paying
    Type
    Blog
    posted
     Jan. 29, 2008;
     5
    comments
    body
    I’ve lost track of the number of companies who proclaim that they are embracing a “value-added” strategy in order to differentiate themselves in an increasingly commoditised market. They often...
  • Title
    It's Better To Sail With the Wind Than Against It ...
    Type
    Blog
    posted
     Nov. 27, 2007;
     0
    comments
    body
    Most of the best recent thinking about the complex B2B sales environment suggests that the primary role of the sales person should be to facilitate the prospect's buying process, and I've certainly...

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