Apollo on Sales Funnels

Sales Funnels

Bob Apollo is the founder and principal consultant behind Inflexion-Point Strategy Partners, one of the UK’s leading B2B sales and marketing performance improvement specialists. Bob works with promising early stage companies to help them “Cross the Chasm” from early adopters to mainstream markets, and with established organisations to refocus their Continue reading Apollo on Sales Funnels

Marketing Segmentation Part 2 of 2

Professor Malcolm McDonald has consulted to many major companies from the UK, Europe, USA, Far East, South-East Asia, Australia and Africa, in the areas of strategic marketing and marketing planning, market  segmentation, key account management, international marketing and marketing accountability. He has written over 40 books and was Professor of Marketing Continue reading Marketing Segmentation Part 2 of 2

Estimating Your Sale Cycles

As most know, I think a few of the mapping methods used in the process fields are somewhat ludicrous when applied to sales and marketing. One of my favorites, of course, is Value Stream Mapping. It is, one of the applications that I see people try and try again to Continue reading Estimating Your Sale Cycles

You can’t Segment a Market, a Market is There

Professor Malcolm McDonald, until recently was Professor of Marketing and Deputy Director, Cranfield University School of Management, with special responsibility for e-business, and is now an Emeritus Professor at the University as well as being an Honorary Professor at Warwick Business School. Coming from a background in business which included a Continue reading You can’t Segment a Market, a Market is There

If the Shoes Don’t Fit


Are you looking at variation the wrong way? In the Lean and Six Sigma world, we look at variation as something bad, something we need to rid ourselves of. That is the typical promise most process methodologies make to the sales and marketing people. We are going to streamline your Continue reading If the Shoes Don’t Fit

Sales is a Messy Industry

Agile & Outcome Mapping

Our sales environment is changing. I believe that it can no longer be viewed from the sales and marketing funnels of the past. These funnels market to many and exclude people narrowing down to the ideal organization/person that eventually purchases. I believe we market toward opportunity and build funnels of Continue reading Sales is a Messy Industry