The Challenger Sale - 10 Years Later with Matt Dixon

Matt Dixon is a sought-after speaker and advisor to corporate leadership teams around the world. His expertise ranges from talking about customer service to sales effectiveness to customer experience.

He is also a noted business writer. He wrote his first book, The Challenger Sale: Taking Control of the Customer Conversation, which became a #1 Amazon book and a Wall Street Journal bestseller, selling more than half a million worldwide. He also co-wrote The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the sequel to the Challenger Sale, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results.

In this episode, we discuss Matt's first book, The Challenger Sale, as well as different insights and perspectives Matt has gained throughout his career in the professional sales industry.

Highlights

• The journey to release the book and some of the things he faced when he put it out in the public. - 3:21
• The huge gap between books that come out that say "This is what you should do with no background, no insight, no research" and then research-based findings or concepts, stories, and all. - 10:19
• The most common feedback. - 16:36
• The old way of helping someone to buy. - 22:54
• The two things sales trainers are constantly perplexed by. - 23:50
• Two reasons why companies get inside and sell wrong. - 27:28
• The tenure of a sales leader right now is insanely short. It's not a stable role. - 30:43
• Two things that the sales leader fundamentally does. - 31:30
• Where Matt sees sales going in the future. - 33:09
• The three reasons why people become indecisive. - 39:51
• The four high-performing behaviors. - 42:05
• More details about his new book. - 44:57
• Getting in touch with Matt. - 47:41 Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• Connect with Matt Dixon
• https://dixonspeaks.com/
• https://www.dcminsights.com/
• https://www.linkedin.com/in/matthewxdixon/
• https://twitter.com/matthewxdixon