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Here's a list of old episodes in date order! There have been some great conversations so feel free to binge them all!
Matt Dixon is a Wall Street Journal award-winning author and renowned researcher in the world of sales and customer success. He co-authored "The Challenger Sale" in 2011 which turned the world of B2B sales on its head, and encouraged salespeople around the world to take control of the customer conversation. He's now back with "The JOLT Effect" which tells us that our biggest problem with closing sales isn't losing to a competitor, but losing to no decision at all.
Here are some of the highlights of our discussion:
There are great sales books out there, but many of them are based on opinion and "what worked for me". Matt and his team took an outsiders' data-based approach and uncovered the surprising truth
Matt is not a salesman. This led some people to doubt his findings, but the data speaks for itself. The Challenger approach specifically resonated with startup founders who are natural challengers!
Sales have traditionally been taught to be relationship builders but in today's world of information overload, it's not enough to have a cosy conversation. Buyers need to be challenged, debated & given insight
It's not enough to defeat the status quo. Buyers can be afraid to make a decision whatever the status quo. The traditional sales playbook to solve this actually makes the problem worse.
There's a playbook to defeat customer indecision that helps to take risk off the table & make buyers understand they're making a great decision. Product teams are crucial partners in helping sales teams do this.
I interviewed Matt's co-author and co-conspirator Brent Adamson about his work and how we need to make products easy to buy, not just easy to sell. Check out the episode here.
Check it out on Amazon.
You can also check out book website.
Check it out on Amazon.
You can hit Matt up on LinkedIn.
|Jeff Gothelf||OKRs: The Gateway Drug to Agility & Good Product Management|
|John Cutler||Survive the Feature Factory by Applying Product Thinking to Product Thinking|
|Allen Holub||The Role of Product Management on Truly Agile Development Teams|
|Melissa Perri||Escaping the Build Trap with Product Operations and Strong CPOs|
|Teresa Torres||Getting into the Habit of Continuous Discovery|
|Kim Scott||Defeating Bias, Prejudice and Bullying in the Workplace|
|April Dunford||Aligning your Positioning & the Myth of Product Market Fit|
|Marty Cagan||How to Build an Effective Product Organisation|
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