Matt Dixon is an accomplished business researcher and sought-after advisor to corporate leadership teams around the world. He is a Founding Partner of DCM Insights, helping organizations better understand the changing landscape of customer behavior. Matt co-authored three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review, with over 20 publications in print and online.
Join us as we discuss his latest book, The JOLT Effect, which addresses the common problem faced by salespeople of deals ending in “no decision” and offers strategies and approaches for salespeople to overcome customer indecision.
Highlights
- What the JOLT Effect book is all about and how is it different from other books with the same theme?
- What happens when you challenge customer thinking?
- How did they handle the massive data source from a very large sample size while researching their book?
- The three things that customers get wrapped around the axle have nothing to do with the status quo.
- What are the four things that are unique and different from top-performing salespeople?
- How selling less upfront, but selling more overtime, works.
- How to learn more about Matt and connect with him. Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Matt Dixon
- http://www.jolteffect.com/
- http://www.dcminsights.com/
- http://www.linkedin.com/in/matthewxdixon/ Call to Action
- In the Funnel Sales Workshop
- Free Sales Tools
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