bobapollo

Inflexion-Point (www.inflexion-point.com)

Bob Apollo, Inflexion-Point
bobapollo's picture

Bob is founder of Inflexion-Point - applying lean six sigma thinking to the B2B buying process in order to help clients generate customer value, eliminate wasted effort and improve marketing and sales performance. UK-based, Bob previously held senior sales, marketing and C-level global positions in the high-tech sector.

 
Member for 1 year 32 weeks
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User points: 1225
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Recent Posts
  • Title
    The 8 Sources of Sales and Marketing Waste - Updated
    Type
    Blog
    posted
     Jun. 22, 2009;
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    Thank you to everyone who responded with your feedback to my earlier blog ("The 7 Sources of Sales and Marketing Waste"). It's clear that avoiding wasted sales and marketing effort (and budget) is a...
  • Title
    The 7 Sources of Sales and Marketing Waste
    Type
    Blog
    posted
     Jun. 18, 2009;
     0
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    Systematically identifying and eliminating waste (or “muda”) is fundamental to lean thinking. Waste can be defined as anything that adds no value to the customer – and eliminating one source...
  • Title
    Leaning Towards Perfection
    Type
    Blog
    posted
     Jun. 9, 2009;
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    Lean thinking has its roots in the Toyota Manufacturing System - a concept brought to the attention of the world in "The Machine That Changed the World" by Womack, Jones and Roos. Also known as lean...
  • Title
    Rebalancing Risk in the B2B Buying Equation
    Type
    Blog
    posted
     Jun. 9, 2009;
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    Let’s face it - today’s B2B buyers are scared. They are concerned about the risks and consequences of making a bad buying decision. The impact can be seen in extended buying decisions, growing...
  • Title
    New Year Forecasting Resolutions
    Type
    Blog
    posted
     Jan. 6, 2009;
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    The dust has started to settle on 2008, and from what we hear, a number of organisations ended up below their initial Q4 forecasts. Fewer end-of-year "bluebirds" seemed to have come in, and a number...
  • Title
    Influencing the Influencers
    Type
    Blog
    posted
     Dec. 31, 2008;
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    There's no doubt that trusted advisers and influencers have a vital role to play throughout the B2B buying process, but they are particularly vital during two key phases in the buyer's journey:...
  • Title
    The Cost of Inaction
    Type
    Blog
    posted
     Dec. 29, 2008;
     3
    comments
    body
    It's clear that the current economic climate is causing a great of risk-averse behaviour on the part of B2B prospects. More people are involved in the decision-making process, the buying cycle is...
  • Title
    Anecdotes: the Antidote to Premature Elaboration in Sales
    Type
    Blog
    posted
     Aug. 2, 2008;
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    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;
     3
    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...