The critical combination: focus, process and people

28th January 2016 |   Bob Apollo

Bob Apollo on Building Scalable Businesses

What can businesses do to ensure that they establish the platform for predictable, reliable and sustainable revenue and market share growth? I’m going to assume that you have a product or service that people want to buy. But that’s clearly not enough.

I want to highlight three critical (and timeless) principles that have always seemed to me to be particularly important in laying the foundations for success in complex, high-value sales B2B environments.

1: Focus

First, and at the risk of being accused of stating the obvious, your sales and marketing activities must be focused on identifying and qualifying opportunities that are likely to want to buy from you. It sounds like a simple principle, but I never cease to be amazed by the amount of time, energy and money that organisations are capable of wasting pursuing “opportunities” they have little chance of closing.

Founder of UK-based Inflexion-Point Strategy Partners | + posts

Bob Apollo is the founder of UK-based Inflexion-Point Strategy Partners, the B2B sales effectiveness experts. Following a successful career spanning start-ups, scale-ups and corporates, Bob now spends his time as a coach and advisor to growth-phase technology-based businesses, equipping them to adopt the principles of Outcome-Centric Selling.