The Professor: Challenging the Challenger Sale

ChallengeImage: Rebecca Knight – Unilad

Prof Diculous4In this short interview by John Smibert,  Professor H Diculous talks about the pros and cons of challenging your customer.


You will find he has some  interesting and controversial views that might go against some of our contemporary thinking.  These views may also prompt you to enquire about the research on which he bases his advice . What do you think?

It might also motivate you to re-read The Challenger Sale by Matthew Dixon and Brent Adamson – did they really get it right?


This is the 8th in the Professor H. Diculous series of light hearted sales videos.


Professor Harry Diculous is the adjunct professor of anthropology and trustee of the endowment of sales and social selling.

                             See more of the Professor here

Professor Diculous is a pre-eminent thought leader on sales and social media. Originally a boat refugee from Greece, he entered Australia as an economic asylum seeker following the collapse of the Greek economy. He quickly developed a masterful Aussie accent and now consults to Australia’s Minister of Science and Technology.

Professor Diculous is played by business comedian Rodney Marks


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John leads three related organisations, Custell, Strategic Selling Group and Sales Masterminds APAC. These help B2B selling organisations, who recognise the need to transform their sales capability, to respond to the tsunami of change that is starting to wash over us all. He works with people who recognise that to survive they must more strategically support their customer in their buying journey - and understand that they must become specialists in the customer's domain in order to be of value to them. He also helps sales teams build differentiated personal brands and leverage the digital and social worlds to engage to create trust and value.

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