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    Blog Category // Challenger (2)

    The best sales presentations are designed from the inside out

    Posted by Bob Apollo, Jan 13, 2017
    If you, like me, have spent the majority of your working life in the technology sector, you’ve probably sat through more ...

    Lessons from Chess: why sales people need to think ahead

    Posted by Bob Apollo, Sep 15, 2016
    When we observe a chess grand master in action (or an expert in any other similar strategy-based game), it quickly becomes ...

    Aligning our sales process with our prospect’s buying journeys

    Posted by Bob Apollo, Sep 01, 2016
    In complex sales environments, the role of the successful salesperson isn’t just about prospecting, qualifying and closing. ...

    The Challenge with Challenger Selling

    Posted by Bob Apollo, Mar 29, 2016
    “The Challenger Sale” by Matthew Dixon and Brent Adamson has been one of the most talked-about sales books of the past ...

    B2B Sales: are you compelling enough to close?

    Posted by Bob Apollo, Jan 07, 2016
    I’ve come to believe that it’s essential to separate B2B sales opportunities into two categories: in the first group (let’s ...

    Complex Sales: the #1 rule when responding to RFPs

    Posted by Bob Apollo, Nov 18, 2015
    DON'T RESPOND! Unless, of course, you have played a significant role in shaping the prospect’s requirements and the timing ...

    B2B sales: which opportunities are REALLY likely to close in 2015?

    Posted by Bob Apollo, Oct 29, 2015
    It’s coming up to the end of October, and if you’re in high-value, long-decision-cycle, multiple-stakeholder enterprise ...

    Never Mind the Sales Process - What About the Buyer’s Journey?

    Posted by Bob Apollo, Oct 27, 2015
    When organisations talk about their sales process, they are usually thinking in terms of a sequence of sales activities, ...

    The Keys to Successfully Implementing “The Challenger Sale”

    Posted by Bob Apollo, Oct 09, 2015
    I attended the UK launch event for “The Challenger Customer” yesterday (you can read my review of the book here). One of the ...
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