The Outcome-Centric Selling® Blog - from Inflexion-Point

Posted by Bob Apollo, Nov 09, 2022

As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B ...

Posted by Bob Apollo, Jun 01, 2021

Soon after “The Challenger Sale” was published, you could see a stream of lazy commentators homing in on one percentage ...

Posted by Bob Apollo, Nov 28, 2019

It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

Posted by Bob Apollo, Aug 21, 2019

First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with ...

Posted by Bob Apollo, May 08, 2018

Mark Twain is said to have popularised the phrase “There are three kinds of lies: lies, damned lies, and statistics". In an ...

Posted by Bob Apollo, Feb 13, 2018

An uninformed and superficial review of the principles of “challenger®️ selling” might lead some people to conclude that it ...

Posted by Bob Apollo, Aug 08, 2017

There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...

Posted by Bob Apollo, Aug 02, 2017

If you think it’s hard to sell, you might want to spare a thought for your potential customers: depending on which research ...

Posted by Bob Apollo, Jul 27, 2017

It’s in the nature of complex B2B sales that the buying decision process is likely to be complicated, with multiple ...

Posted by Bob Apollo, Apr 18, 2017

One of the biggest challenges for any sales person when qualifying a new potential sales opportunity is judging whether the ...

Blog Category // Challenger