the challenger sale

Published: 1st March, 2014

Big Picture is a great graphic way to show what many non consultative sales people should be doing on new opportunities rather than pitching products or services from outset.. it leads well into the Challenger Sale mentality; to disrupt thinking and find unique ‘pain point’ sales opportunity it is essential to listen and analyse and think about potential uplift to your understanding of a business and of a prospective client. This presents an appealing structured way of approaching companies you interact with at meetings or even on the phone – excellent in sales training

Philip Solo talking about Big Picture, 2013