Podcasts about dcm insights

Doing great work is no longer enough to ensure client retention.Sponsored by "TurboCharge Your Profits: How to Thrive in the New Economy," by Frank Stitely, CPA, CVA  – See Today's Special OfferWith Jean CaragherFor CPA TrendlinesIn a rapidly shifting business landscape, professional services firms face increasing pressure to develop new business while maintaining client loyalty. In a recent Gear Up for Growth episode hosted by Jean Caragher of Capstone Marketing, guest Matt Dixon shares insights from his forthcoming book, "Activator Advantage: What Today's Rainmakers Do Differently." Dixon, a founding partner of DCM Insights and a renowned sales researcher, detailed how top-performing professionals distinguish themselves through proactive engagement and strategic relationship-building. Gear Up for Growth spotlights the best strategies for smart and efficient growth in today's competitive landscape. More Gear Up for Growth every Friday here | More Jean Caragher here | Get her best-selling handbook, The 90-Day Marketing Plan for CPA Firms, here | More CPA Trendlines videos and podcasts here Dixon's research, based on a study of nearly 3,000 partners in professional services firms—including accountants, lawyers, and consultants—identifies five distinct business development profiles: The Expert – Reluctant sellers who rely on their thought leadership and expertise to attract clients. The Confidant – Traditional trusted advisors who build deep, personal client relationships and expect loyalty in return. The Debater – Provocative and challenging, they push clients to rethink their approach but often struggle in long-term advisory roles. The Realist – Pragmatic and transparent- focuses on managing client expectations but risks being perceived as too negative. The Activator – Proactive and well-connected, they anticipate client needs and introduce strategic insights before clients even realize they have a problem.

Sign Up For The Newsletter: https://jonathanraymond.com/#newsletter In today's episode of Good Authority, Jonathan sits down with Matt Dixon, a renowned sales researcher and author, for a deep dive into modern sales strategies. They explore how sales is not just a profession but a way of showing up authentically in life, whether you're a business leader, coach, or parent. Matt shares insights from his extensive research, debunking outdated sales tactics and emphasizing the importance of authenticity, trust, and empathy in today's sales environment. This episode is a masterclass in how to approach sales conversations with integrity and make meaningful connections. Whether you're in sales or simply interested in improving your communication skills, this conversation is packed with valuable lessons. About Matt Dixon: Known for his ground-breaking research, he is a frequent contributor to Harvard Business Review and is the author of some of the most important business books of the past decade.  He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. His first book, The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin 2011), was a #1 Amazon and Wall Street Journal bestseller and has sold nearly a million copies worldwide and has been translated into a dozen languages.  The Challenger Sale has won acclaim as “the most important advance in selling for many years” (SPIN Selling author Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade.” (Business Insider).  He is also the author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty (Portfolio/Penguin 2013), which introduced the concept of customer effort reduction and the Customer Effort Score to companies around the world, as well as The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results (Portfolio/Penguin  2015), the celebrated sequel to The Challenger Sale.  His newest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was released by Penguin in September 2022.  Matt's work has been published in the print and online editions of Harvard Business Review on more than twenty occasions.  Among his noteworthy HBR articles are “Dismantling the Sales Machine” (November 2013) and “The End of Solution Sales” (July-August 2012), both of which appear in HBR's 10 Must-Reads on Sales.  He is also the author of some of the most widely cited HBR articles on customer experience and customer service, including “Reinventing Customer Service” (November-December 2018), “Kick-Ass Customer Service” (January-February 2017), and “Stop Trying to Delight Your Customers” (July-August 2010).  In addition to his research and writing, Matt is a seasoned practitioner having held executive leadership roles in strategy, new product development, product management, research and innovation for companies like Tethr, Korn Ferry Hay Group and CEB (now Gartner). He is a sought-after speaker and advisor to management teams around world, having presented his findings at a wide range of industry conferences as well as to hundreds of senior executive teams around the world, including those of many Fortune 500 companies.  Matt holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh as well as a B.A. in International Studies from Mount Saint Mary's University in Emmitsburg, Maryland.  He currently resides in the Washington, D.C. area with his wife and four children.  Connect with Matt: https://www.linkedin.com/in/matthewxdixon/   Try Ren, the AI Leadership Coach: https://rencoach.com/

John Barrows sits down with Ted McKenna, co-author of "The Jolt Effect" and an accomplished sales and customer experience researcher whose work has graced the Harvard Business Review. As a founding partner of DCM Insights, Ted delves into the evolving dynamics of buyer-seller interactions, the influence of AI on decision-making, and strategies for addressing buyer indecisiveness. Tune in to discover actionable insights on how to adapt and thrive in an ever-changing sales landscape. Key takeaways include effective sales tactics, the role of emotional factors in B2B purchasing, and the importance of transparency and expertise in sales.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Ted on LinkedIn: https://www.linkedin.com/in/ted-mckenna/Check out Ted's Website: https://www.jolteffect.com/Get Ted's Book JOLT EFFECT HereLearn more about the JOLT EFFECT:https://www.linkedin.com/company/jolteffectsupport@jolteffect.com

Matt Dixon is one of the world's foremost experts in sales and the author of The Challenger Sale, which sold over a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller. His most recent book, The JOLT Effect, focuses on overcoming customer indecision—one of the biggest challenges to closing deals. Outside of writing, Matt co-founded DCM Insights, a boutique consultancy helping organizations understand customer behavior, and is a frequent contributor to the Harvard Business Review, with more than 20 print and online articles to his credit. In our conversation, we discuss:• Why 40% to 60% of qualified sales opportunities are lost due to customer indecision• Why dialing up FOMO doesn't work, and what to do instead• The “pings and echoes” technique to catch issues early• The JOLT method for overcoming indecision• Key lessons from The Challenger Sale• Practical examples of how to apply these principles to close more deals—Brought to you by:• Enterpret—Transform customer feedback into product growth• Webflow—The web experience platform• Heap—Cross-platform product analytics that converts, engages, and retains customers—Find the transcript at: https://www.lennysnewsletter.com/p/close-more-deals-matt-dixon—Where to find Matt Dixon:• LinkedIn: https://www.linkedin.com/in/matthewxdixon• Website: https://www.jolteffect.com/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Matt's background(01:57) The research behind Matt's books(06:08) Insights from The JOLT Effect(10:15) FOMO vs. FOMU(18:18) An example of selling software(26:04) The JOLT method Step 1: Judge their level of indecision(29:41) The “pings and echoes” technique(34:49) Step 2: Offer a recommendation(38:36) Step 3: Limit the exploration(41:43) Step 4: Take risk off the table(45:58) When to hit the pause button with a customer(47:27) Insights from The Challenger Sale(49:07) An example of a challenger sale(55:23) Where to find Matt—Referenced:• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennysnewsletter.com/p/a-step-by-step-guide-to-crafting• The Challenger Sale: Taking Control of the Customer Conversation: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854• The JOLT Effect: How High Performers Overcome Customer Indecision: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102• Gartner acquires CEB: https://www.gartner.com/en/about/acquisitions/history/ceb-acquisition• Tiger King on Netflix: https://www.netflix.com/title/81115994• Why sourdough went viral: https://www.economist.com/1843/2020/08/04/why-sourdough-went-viral• Neil Rackham: https://en.wikipedia.org/wiki/Neil_Rackham• Status quo bias in decision-making: https://en.wikipedia.org/wiki/Status_quo_bias• Omission bias: https://thedecisionlab.com/biases/omission-bias• Gartner Magic Quadrant & Critical Capabilities: https://www.gartner.com/en/research/magic-quadrant• Dunning-Kruger effect: https://en.wikipedia.org/wiki/Dunning%E2%80%93Kruger_effect• Stop Losing Sales to Customer Indecision: https://hbr.org/2022/06/stop-losing-sales-to-customer-indecision• Dentsply Sirona: https://www.dentsplysirona.com/• “We happy?” Briefcase scene from Tarantino's Pulp Fiction: https://www.youtube.com/watch?v=FGchDuOpbhE• Nupro Freedom Cordless Prophy System: https://www.dentsplysirona.com/en-us/discover/discover-by-category/preventive/hygiene-handpieces.html—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Featuring best-selling author, Matt Dixon, this part one of a two-part episode (part two is available now) that answers the question so many B2B marketers and sales professionals are asking: how come that perfect-fit prospect died?Matt co-authored a book we've mentioned many times on Unicorny; The Jolt Effect.Nothing is more important right now than what you'll find in this book. So, whatever you're doing today, cancel it until you've listened to this episode and read the book. Here's why. If you're in B2B sales and marketing, you've got a pipeline... right now... today... this minute... that's suffering from the curse of the moment; the no-decision sale outcome. No purchase order, no sale, no win. This was already a thing, pre-pandemic, but now it's worse. This pod has answers that might save the sale... and save your bacon too.About Matt Dixon Matt Dixon is one of the world's foremost experts in business development and customer experience. Known for his ground-breaking research, he is a frequent contributor to Harvard Business Review and is the author of some of the most important business books of the past decade. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help firms attract, retain and grow client relationships. His first book, The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin 2011), was a #1 Amazon and Wall Street Journal bestseller and has sold nearly a million copies worldwide and has been translated into a dozen languages. The Challenger Sale has won acclaim as “the most important advance in selling for many years” (SPIN Selling author Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade.” (Business Insider). He is also the author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty (Portfolio/Penguin 2013), which introduced the concept of customer effort reduction and the Customer Effort Score to companies around the world, as well as

Featuring best-selling author, Matt Dixon, this part two of a two-part episode (did you listen to part 1?) that answers the question so many B2B marketers and sales professionals are asking: how come that perfect-fit prospect died?Matt co-authored a book we've mentioned many times on Unicorny; The Jolt Effect.Nothing is more important right now than what you'll find in this book. So, whatever you're doing today, cancel it until you've listened to this episode and read the book. Here's why. If you're in B2B sales and marketing, you've got a pipeline... right now... today... this minute... that's suffering from the curse of the moment; the no-decision sale outcome. No purchase order, no sale, no win. This was already a thing, pre-pandemic, but now it's worse. This pod has answers that might save the sale... and save your bacon too.About Matt Dixon Matt Dixon is one of the world's foremost experts in business development and customer experience. Known for his ground-breaking research, he is a frequent contributor to Harvard Business Review and is the author of some of the most important business books of the past decade. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help firms attract, retain and grow client relationships. His first book, The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin 2011), was a #1 Amazon and Wall Street Journal bestseller and has sold nearly a million copies worldwide and has been translated into a dozen languages. The Challenger Sale has won acclaim as “the most important advance in selling for many years” (SPIN Selling author Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade.” (Business Insider). He is also the author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty (Portfolio/Penguin 2013), which introduced the concept of customer effort reduction and the Customer Effort Score to companies around the world, as well as

Featuring best-selling author, Matt Dixon, this part one of a two-part episode (part two is available now) that answers the question so many B2B marketers and sales professionals are asking: how come that perfect-fit prospect died?Matt co-authored a book we've mentioned many times on Unicorny; The Jolt Effect.Nothing is more important right now than what you'll find in this book. So, whatever you're doing today, cancel it until you've listened to this episode and read the book. Here's why. If you're in B2B sales and marketing, you've got a pipeline... right now... today... this minute... that's suffering from the curse of the moment; the no-decision sale outcome. No purchase order, no sale, no win. This was already a thing, pre-pandemic, but now it's worse. This pod has answers that might save the sale... and save your bacon too.About Matt Dixon Matt Dixon is one of the world's foremost experts in business development and customer experience. Known for his ground-breaking research, he is a frequent contributor to Harvard Business Review and is the author of some of the most important business books of the past decade. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help firms attract, retain and grow client relationships. His first book, The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin 2011), was a #1 Amazon and Wall Street Journal bestseller and has sold nearly a million copies worldwide and has been translated into a dozen languages. The Challenger Sale has won acclaim as “the most important advance in selling for many years” (SPIN Selling author Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade.” (Business Insider). He is also the author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty (Portfolio/Penguin 2013), which introduced the concept of customer effort reduction and the Customer Effort Score to companies around the world, as well as

Featuring best-selling author, Matt Dixon, this part two of a two-part episode (did you listen to part 1?) that answers the question so many B2B marketers and sales professionals are asking: how come that perfect-fit prospect died?Matt co-authored a book we've mentioned many times on Unicorny; The Jolt Effect.Nothing is more important right now than what you'll find in this book. So, whatever you're doing today, cancel it until you've listened to this episode and read the book. Here's why. If you're in B2B sales and marketing, you've got a pipeline... right now... today... this minute... that's suffering from the curse of the moment; the no-decision sale outcome. No purchase order, no sale, no win. This was already a thing, pre-pandemic, but now it's worse. This pod has answers that might save the sale... and save your bacon too.About Matt Dixon Matt Dixon is one of the world's foremost experts in business development and customer experience. Known for his ground-breaking research, he is a frequent contributor to Harvard Business Review and is the author of some of the most important business books of the past decade. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help firms attract, retain and grow client relationships. His first book, The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin 2011), was a #1 Amazon and Wall Street Journal bestseller and has sold nearly a million copies worldwide and has been translated into a dozen languages. The Challenger Sale has won acclaim as “the most important advance in selling for many years” (SPIN Selling author Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade.” (Business Insider). He is also the author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty (Portfolio/Penguin 2013), which introduced the concept of customer effort reduction and the Customer Effort Score to companies around the world, as well as

The landscape for professional services business development is changing. Clients are less loyal to firms and individual fee earners, and strong relationships are no longer enough to guarantee repeat business.  These are just some of the insights that have recently come out of research conducted by DCM Insights, published in the Harvard Business Review.  Today, on this special episode of the CMO Series Podcast, Will Eke welcomes founding partner of DCM Insights, Matthew Dixon, to discuss the highlights of the study and delve into the key characteristics that today's most successful rainmakers all have in common. Matt and Will discuss: How the research came about and the impetus behind it The key findings from the study and the most surprising results The 5 business development profiles of lawyers the research revealed The characteristics that set the ‘Activator' profile apart What lawyers can work on to develop some of the key ‘Activator' attributes  Advice for BD managers looking to develop the business development skills of their lawyers

Today, we are joined by Ted McKenna. Ted is co-author of the bestselling book The JOLT Effect: How High Performers Overcome Customer Indecision, and a founding partner of DCM Insights. He is an accomplished sales and customer experience researcher whose work has appeared in the pages of Harvard Business Review and a sought-after speaker and advisor to sales, business development, and customer experience teams around the world.  Prior to co-founding DCMi, Ted held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds Associates, and CEB (now, a part of Gartner).  Ted is an expert in analyzing behaviours—of customers, doer-sellers, frontline sales & service agents, leaders, and board members—and applying analytics in various forms of content, products, and services. At Tethr, Ted worked on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioural frameworks (the most well-known model is the Tethr Effort Index). Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and jobs data (including research contained within the bestselling book, The Challenger Sale).  Ted holds a B.A. in Economics from the University of Iowa and resides with his family in the Chicago, Illinois area. 

In this episode of Tech Sales Insights, Randy Seidl is joined by Matt Dixon, the founding partner at DCM Insights, to delve into the captivating world of Challenger sales and explore the profound insights from Matt's latest book, "The Jolt Effect: How High Performers Overcome Customer Indecision." They discuss the evolution of sales strategies, the impact of the pandemic on decision-making, and the crucial moments that define successful sales interactions.KEY TAKEAWAYSChallenger Sales Evolution: Understand the genesis of Challenger sales during the global financial crisis and its continued relevance in transforming sales approaches.The Jolt Effect: Explore the story behind Matt's latest research, which unravels the challenges of customer indecision, particularly after initial interest, and how high performers navigate this critical phase.Sales in the Virtual World: Examine the shift to virtual sales environments, accelerated by the COVID-19 pandemic, and the unique opportunities and challenges it presents.The Two Acts of Sales: Recognize that sales is a two-act play — first, sparking customer interest and then addressing the indecision that arises after the initial commitment.Overcoming Overloads: Dive into the three major sources of indecision - too many options, information overload, and expectations overload - and learn how top performers navigate these challenges.Decision-Making in a Downturn: Explore how the current business landscape, including economic uncertainties and the aftermath of the SaaS reckoning, contributes to heightened indecision among customers.Startup Challenges: Discuss the difficulties faced by startups in breaking into the market due to a lack of track record, customer references, and airtight ROI guarantees.QUOTES"Sales is really a two-act play. The first act is getting the customer interested, answering the 'why change' question. The second act is dealing with the cold feet moment in the sale, navigating indecision after initial interest.""The best salespeople excel at putting their figurative arm around the customer's shoulders, instilling confidence, and saying, 'You're making a great decision. We've got your back.'""We're doing this to ourselves - offering more options, information overload, and ambitious promises. These amplify customer indecision, making even normally decisive people behave indecisively."Find out more about Matt Dixon through the links below:LinkedIn: https://www.linkedin.com/in/matthewxdixon/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

Which industry gets the award for the most challenging one when it comes to client retention? And how can AI help with client retention in professional services and beyond? This episode of AI Knowhow touches on those questions and more. David DeWolf, Mohan Rao, and Courtney Baker discuss the role that AI can have in helping professional services organizations A) gain a deeper understanding of all the various signals impacting and showing client satisfaction and B) help leaders keep their finger on the pulse of client satisfaction as their organizations scale from the $10M-$20M in annual revenue range to $100MM-$200MM and above. Pete Buer also talks with Matt Dixon of DCM Insights about some of his company's groundbreaking research, which found that client retention in professional services is hard and getting harder. A recent study DCM Insights conducted found that, as recently as five years ago, 76% of buyers preferred to buy again from partners or firms they'd used in the past. That percentage today has dropped to 53%, and it's expected to drop to 37% in the next five years. The big takeaway for business leaders is clear: continuing to serve clients as if we're in a business as usual environment is a recipe for eventual extinction. All that plus Courtney and Pete cover the latest news, including an overview of AI news coming out of the World Economic Forum's annual gathering in Davos and a new report from McKinsey that shows the gap between Digital and AI leaders and laggards is only growing. Watch this episode on YouTube: https://youtu.be/mgJx7Ka993A Sign up for the Knownwell Client Intelligence beta waitlist at https://knownwell.com/client-intelligence/. AI Knowhow is brought to you by the team at Knownwell.

Is your sales team performing at their best? Do your sales managers have the right skills for the role? Are you following the best approach when hiring new salespeople? If your answer to any if these questions is no, or even hesitation, this episode of The Melting Pot should be a compulsory listen for you today. This week we have the immense pleasure of listening to and learning from Matt Dixon, one of the world's leading experts on sales, customer service and customer experience. Matt is also the founding partner of DCM Insights. With a background in research, he brings a distinctive approach to understanding customer buying behaviours and the strategies top salespeople employ to meet evolving needs. Matt's extensive tenure at corporate executive board and his bestselling book The Challenger Sale firmly establish him as a leading figure in sales expertise. His unique persona as a "sales anthropologist" offers valuable insights into the scientific and psychological aspects of successful selling, making him a highly sought-after thought leader in the industry. In this episode, Matt dives into the best approaches to getting top talent in your sales team and the difference between a great salesperson and a great sales manager. He also shares why coaching is for him the most important trait of a sales manager. Then, he gives his own view on paying your salespeople commission, how to help your buyer overcome their ‘fear of messing out', challenging the status quo and making the right decision. If you are running a business, or you are in sales – even if you're not in sales and you run a company – or if you're frustrated and you want things in your business to run differently, this episode is for you. Download and listen to learn more. On today's podcast: Mastering sales strategies to engage customers effectively.How to attract the right talent to your sales team. Why the obsession with paying commissions to sales teams?Dealing with customer indecision during the sales processEffective sales techniques to address emotional factors and drive sales. Follow Matt Dixon:LinkedInDCM InsightsThe Challenger SaleThe Effortless ExperienceThe Challenger CustomerThe Jolt EffectBook recommendations:SPIN selling

Why aren't you winning? For so many modern sellers, the answer is only visible once it's too late. According to research published in The JOLT Effect, 40-60% of deals are lost to this nearly-invisible force. This week on WTCS we're joined by Ted McKenna, founding partner at DCM Insights and co-author of The JOLT Effect, to break down indecision's impact on your win rates. Ted and Andee address the key steps sales teams can take to unlock stalled deals and push through to a successful close, even when key players are mired in indecision.We discuss:The major role of omission bias in buyer indecision, and what you can do about itSales techniques for building trust and navigating customer concernsBalancing buyer expectations in practical, achievable outcomes — and transformative possibilities

Why aren't you winning? For so many modern sellers, the answer is only visible once it's too late. According to research published in The JOLT Effect, 40-60% of deals are lost to this nearly-invisible force. This week on WTCS we're joined by Ted McKenna, founding partner at DCM Insights and co-author of The JOLT Effect, to break down indecision's impact on your win rates. Ted and Andee address the key steps sales teams can take to unlock stalled deals and push through to a successful close, even when key players are mired in indecision.We discuss:The major role of omission bias in buyer indecision, and what you can do about itSales techniques for building trust and navigating customer concernsBalancing buyer expectations in practical, achievable outcomes — and transformative possibilities

Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. He's also the guest on one of our most popular episodes! In this encore episode, sponsored by Alpha Sophia, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it. In this episode, we also discuss: The 3 ways to revisit the status quo objection The Pain of Same vs The Pain of Change Error of Omission vs Error of Co-mission How FOMO tactics actually backfire in certain cases The two drivers of no-decision losses Shifting from a salesperson to a buyer's agent Resources from this episode:  Get the free MedTech Talk Tracks for Action  Alpha Sophia The Jolt Effect: How High Performers Overcome Customer Indecision The Challenger Sale Social Media:  Connect with Matt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

It wasn't long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joined us to talk about customer indecision. And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections. Tune in for more on: Overcoming customer indecision Two playbooks for overcoming status quo How to get comfortable making recommendations Making customers feel like they're not alone in the decision-making process Radical candor as a double-edged sword Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia The Jolt Effect 10-Hour Sales Course Free Tools From The Book Matt Dixon's Episode Social Media:  Connect with Ted on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

In dieser superspannenden Folge geht es um eine Studie, die untersucht was Rainmaker ausmacht, also besonders erfolgreichen Partner:innen einer Kanzlei. Nur 20 % der Partner:innen in Kanzleien sind Rainmaker, sie erzielen aber 80 % der Umsätze. Bei der Studie „The Rainmaker Genome Project" wurden 1800 Partner:innen und Berater:innen befragt. Die Studie, bei der Sylwia direkt beteiligt war, wurde durchgeführt von DCM Insights. Unser Gast Sylwia Jenner berichtet uns von fünf Business Development Typen. Wir schauen, wo du heute stehst und was du brauchst um dich in Richtung eines Rainmakers zu entwicklen. Slywia kennt Business Development von der Pike auf: Sie war Senior Manager bei McDermott und Clifford Chance, bevor sie sich vor einigen Jahren mit ihrer Beratungsfirma concept4leaders selbstständig machte. In dieser hochspannenden Folge erfährst du: - Welche 5 Business Development Typen es gibt und wie du feststellt, welcher Typ du bist - Wie Anwält:innen ihre Fähigkeiten als besonders erfolgreicher Typ (Rainnmaker) stärken können - An welchen konkreten Handlungen man Rainmaker erkennt - was Jurist:innen - egal welcher Business Development Typen sie sind - zu einer lebenswerten Welt beitragen können :) Diese Folge ist ein absolutes Must-Hear für alle, die den Kanzlei- und Beratermarkt verstehen und mehr über die Business-Seite lernen möchten. Let's connect! Vernetzt euch mit Nadine: https://www.linkedin.com/in/dr-nadine-lilienthal-legaleap/ Was macht legaleap.law? Als verlängerter Arm der Rechtsabteilung unterstützen wir Start-ups und Mittelständler bei nachhaltigen und stabilen Lieferketten durch Due Diligences von Bestandsverträgen und Neu- und Nachverhandlung von Lieferverträgen. Folge uns auf LinkedIn: https://www.linkedin.com/company/contractsolutions/?viewAsMember=true Hier geht es zum LinkedIn-Profil von Sylwia Jenner: https://www.linkedin.com/in/sylwiajenner/ Ihr habt Feedback oder möchtet ein Thema empfehlen? Schreibt an info@legaleap.law

How does AI redefine customer success and sales strategies? Tune in as Matt Dixon, author of ‘The Challenger Sale', unveils the transformative journey of customer feedback and experience.Matt Dixon is the founding partner of DCM Insights and author of The Challenger Sale and The Effortless Experience.Matt kicks things off by sharing with us his journey as a “customer experience anthropologist.” We delve into his books, with a specific focus on their key themes and the importance of comprehending customer preferences.We explore the impact of technology, specifically AI, on reshaping sales strategies. Matt explains how AI has transformed sales data analysis, enabling predictive customer insights and real-time feedback.The discussion shifts to the significance of real-time data in predicting customer satisfaction and the challenges traditional survey methods pose. Matt advocates for a new approach, emphasizing the importance of using unstructured data.To wrap things up we explore the correlation between employee experience and customer satisfaction, emphasizing the need for companies to focus on both. Matt provides valuable advice on tools that can improve the employee experience so make sure to watch till the end!If you enjoyed this episode, please be sure to rate our show on Spotify and Apple Podcasts. Subscribe Now: https://www.youtube.com/@ExpertsofExperience?sub_confirmation=1 Imagine running your business with a trusted advisor who has your success top of mind. That's what it's like when you have a Salesforce Success Plan. With the right plan, Salesforce is with you through every stage of your journey — from onboarding, to realizing business outcomes, to driving efficient growth.Learn more about what's possible on the Salesforce success plan website: sfdc.co/SalesforceCustomerSuccess (00:00) Preview and Introduction(00:32) Unpacking Matt Dixon's Career & Books(03:52) From Traditional Research to AI-Driven Analysis(07:15) The Future of AI in Sales and Customer Insights(11:47) Four Major Roles of AI in Sales(16:07) Unstructured Data & Predictive Survey Scores(24:15) The Impact of Real-Time Coaching(26:26) Evolving Sales Methods & Customer Metrics(34:58) Exploring Customer & Employee Experience(41:50) CX Tools For Better Customer Experience

DCM Insights founding partners, Matt Dixon and Rory Channer, share the findings of their latest research on what the top pro services partners do differently to drive business development success. The post The Rainmaker Genome Project with Matt Dixon and Rory Channer appeared first on Rattle and Pedal.

DCM Insights founding partners, Matt Dixon and Rory Channer, share the findings of their latest research on what the top pro services partners do differently to drive business development success. The post The Rainmaker Genome Project with Matt Dixon and Rory Channer appeared first on Rattle and Pedal.

Matt Dixon (Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect, a frequent contributor to Harvard Business Review and Founding Partner at DCM Insights) recently joined Kristina Jaramillo and Eric Gruber on the ABM Done Right Podcast. During this podcast, you will learn why ABM and the Challenger Sale go hand-in-hand, why accounts go dark and how GTM teams can win against the status quo -- and indecisiveness.   

A seller's greatest enemy? It's not “no.” It's “We'll see.” The average seller loses between 40% and 60% of their qualified pipeline to no decision. Matt Dixon, founding partner of DCM Insights and co-author of The Challenger Sale, The Effortless Experience, and The Challenger Customer. Matt and his co-author analyzed 2.4 million sales calls over the course of 18 months, which they turned into the definitive guide to overcoming customer indecision — The JOLT Effect. They dove into the underpinnings of no-decision losses, uncovering exactly how they happen and the surprising approaches that top-performing sales professionals take to shift customers out of hesitation and into action...In this bonus episode, Matt joins us to talk about what The JOLT Effect uncovered about buyer psychology and intent, the role fear of failure plays in customer indecision, and how sales teams can employ the JOLT Effect to push customers past their fear of failure to an unqualified yes.We discuss:The three major drivers behind the fear of failure that leads to no-decision losses (and how the JOLT process can help mitigate them)Creating flexible, shared decision-making for buyers while taking inaction off the tableCounterintuitive habits that set high performers apart from the rest

A seller's greatest enemy? It's not “no.” It's “We'll see.” The average seller loses between 40% and 60% of their qualified pipeline to no decision. Matt Dixon, founding partner of DCM Insights and co-author of The Challenger Sale, The Effortless Experience, and The Challenger Customer. Matt and his co-author analyzed 2.4 million sales calls over the course of 18 months, which they turned into the definitive guide to overcoming customer indecision — The JOLT Effect. They dove into the underpinnings of no-decision losses, uncovering exactly how they happen and the surprising approaches that top-performing sales professionals take to shift customers out of hesitation and into action...In this bonus episode, Matt joins us to talk about what The JOLT Effect uncovered about buyer psychology and intent, the role fear of failure plays in customer indecision, and how sales teams can employ the JOLT Effect to push customers past their fear of failure to an unqualified yes.We discuss:The three major drivers behind the fear of failure that leads to no-decision losses (and how the JOLT process can help mitigate them)Creating flexible, shared decision-making for buyers while taking inaction off the tableCounterintuitive habits that set high performers apart from the rest

Sponsored by TrackableMed Salespeople spend valuable time on conversations that lead to dead ends because customers don't feel confident making decisions. So how do you navigate a conversation with a buyer in a way that can help them avoid analysis paralysis or other forms of indecision? Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joins us to share his expertise on the matter. In this episode, sponsored by TrackableMed, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections. Tune in for more on: Overcoming customer indecision Two playbooks for overcoming status quo How to get comfortable making recommendations Making customers feel like they're not alone in the decision-making process Radical candor as a double-edged sword Resources from this episode:  Get the free MedTech Talk Tracks for Action The Jolt Effect 10-Hour Sales Course Free Tools from the Book Matt Dixon's Episode Social Media:  Connect with Ted on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

In this podcast episode, Roger Dooley chats with Matt Dixon, author of The JOLT Effect and founding partner of DCM Insights, about the concept of effortful experiences and the impact of customer indecision on sales. They discuss how companies often create friction and wasted effort for customers, despite knowing it is detrimental. Matt shares examples and insights on understanding the impact of customer effort on loyalty and how to fix it. They also delve into the problem of customer indecision in sales, exploring the reasons behind it and providing strategies for salespeople to overcome it. Matt introduces the JOLT framework and discusses key behaviors that can help salespeople close the sale. Show notes, resources, audio, text: https://www.rogerdooley.com/matt-dixon-jolt/  Matt Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group, as well as the research firm CEB (now Gartner).

Today I'm joined by renowned author and guest, Matt Dixon. We explore the concepts from his groundbreaking book, "The JOLT Effect," and uncover the secrets to winning deals and captivating customers. Matt shares how extensive research debunked a myriad of popular sales techniques, including dialing up FOMO and letting the customer do the talking. We talk about how downplaying impact can actually boost your sales, no decision losses and why they happen, why you should avoid discounts and limited-time offers, and specific tactics to improve your first-call deck. Join us as we challenge conventional sales wisdom and offer fresh perspectives that will leave you questioning everything you thought you knew about successful sales strategies. — In This Episode, I Cover: (00:00) Welcome to the Positioning Show (00:15) About our guest Matt Dixon and his new book, The JOLT Effect (03:01) Behind the research for Matt's book (8:00) Lessons on customer indecision (09:48) How dialing up FOMO increases the odds of losing the deal (12:27) Two reasons why no decision losses happen (15:58) The JOLT effect (19:46) Why your sales reps should offer specific recommendations (24:03) Why you should actually undersell the impact of your product (27:18) Debunking the myth that customers should do most of the talking (31:00) Discounts and limited-time offers (33:51) First-call deck recommendations (37:35) Matt's company, DCM Insights, and how to get in touch — Where to Find Matt Dixon: Website: https://www.dixonspeaks.com/ LinkedIn: https://www.linkedin.com/in/matthewxdixon/ Twitter: https://twitter.com/matthewxdixon Instagram: https://www.instagram.com/matthewxdixon/ Where To Find April Dunford: Podcast Website: https://www.positioning.show/ Personal Website: https://www.aprildunford.com/ LinkedIn: https://www.linkedin.com/in/aprildunford/ Instagram: https://www.instagram.com/aprildunford/ Twitter: https://twitter.com/aprildunford — Referenced: • The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results: https://www.amazon.com/Challenger-Customer-Selling-Influencer-Multiply/dp/1591848156 • The JOLT Effect: How High Performers Overcome Customer Indecision: https://www.amazon.com/dp/0593538102 • Tethr: https://tethr.com/ • The Dreamforce Conference: https://www.salesforce.com/dreamforce/ • DCM Insights: https://www.dcminsights.com/ • The JOLT Effect website: https://www.jolteffect.com/ — Production and marketing by https://penname.co/

POV: You're a salesperson trying to sell your product to a customer, but they are just not making a decision because they're scared… they have been consumed with the enemy of indecision. Let's face it. Sometimes it's just hard to get a customer to close a deal for a number of reasons, but the leading factor is fear. So what's the trick to helping your hesitant customers overcome their fear so you can close that deal you've been waiting for? Matt Dixon is the co-author of The Challenger Sale, The Challenger Customer and The Effortless Experience and is also the founding partner of DCM Insights. In this episode of the Run Revenue Show, Matt shares the challenges that salespeople face when customers express hesitation and objections during the sales process, he explores the concept of the omission bias and shares insights from large-scale studies on sales effectiveness, he provides practical advice on how to overcome indecision, and more.   Here's what's inside:  Understanding the “omission bias” is a priority!: Understanding this is crucial for salespeople to help customers overcome their fear of failure and make the right decision. Customers are often okay with doing nothing and having a bad outcome but not with doing something and having a bad outcome, even if both result in the same loss. Use ‘pings and echoes' to make the customer feel safe: The majority of customers don't feel safe to discuss their indecision due to fear of embarrassment or failure to make the right decision. ‘Pings and echoes' involve high-performing salespeople trying to articulate the fears they think the customer is struggling with in a way that doesn't out the customer or make them feel embarrassed. Guide your customer to a narrower consideration set: Doing this and advocating for a specific course of action while still reinforcing the customer's autonomy involves being brutally honest with the customer and showing that their job is to get the customer to the right decision, even if that means buying from a competitor or not at all.   Grab this week's Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

Sponsored by TrackableMed Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he's back with new research and a new book sharing what the best sellers do to overcome this problem. Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. In the interview, sponsored by TrackableMed, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it. In this episode, we also discuss: The 3 ways to revisit the status quo objection The Pain of Same vs The Pain of Change Error of Omission vs Error of Co-mission How FOMO tactics actually backfire in certain cases The two drivers of no-decision losses Shifting from a salesperson to a buyer's agent Resources from this episode:  Get the free MedTech Talk Tracks for Action The Jolt Effect: How High Performers Overcome Customer Indecision The Challenger Sale Social Media: Connect with Matt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

This week, host Mike Lander speaks to best-selling author and co-founder of DCM Insights, Matt Dixon – a sales anthropologist who uses data to understand the buyer landscape, and how sales teams are reacting to it. Here they how the buyer behavior maps onto negotiation, sales ‘ghosting', and what the best salespeople do differently. Hosted on Acast. See acast.com/privacy for more information.

For today's very interesting guest, we have none other than Matt Dixon who is a wall-street journal best-selling author of a series of books, including the most recent book - the JOLT effect. He is also a frequent contributor to Harvard Business Review and the founding partner of DCM Insights. Matt is a research and data science expert with a lot of knowledge of customer experience and customer behaviours. So in this episode, we'll get a chance to learn more about his inspiring career journey as well as some insights into his latest book. 

Sellers Are Losing Up to 60% of Pipeline to “No Decision.” Here's How to Fix That. An interview with sales expert Matthew DixonWe're kicking off the sales-focused season of TalkingSense with a true legend. Matthew Dixon is the bestselling co-author of The Challenger Sale — which revolutionized how we think about customer indecision and how it gets in the way of closing deals. Now Matt's back with another book — The JOLT Effect — that builds on the last book and describes how top performers recognize and overcome indecision to guide customers to the finish line. In this episode, 6sense CMO Latané Conant talks with Matt about: The true cost of the status quo Why buyers worry less about FOMO than about FOMUThings customers say that sound encouraging but are actually red flagsThe 4-step playbook he developed to snap buyers out of indecisionWhy sellers need to stop bringing a “clown car full of experts” to every sales callThis is a must-listen for sellers who want to go from good to great — and for anyone who supports sellers in that journey.“40% to 60% of the average salesperson's pipeline lost to ‘no decision' … It's a huge deadweight loss for the average salesperson in the average sales organization to have that many deals where you've spent months and months of time, countless hours of salesperson time, subject matter expert time, executive sponsor time … pursuing opportunities that go nowhere.”

Matt Dixon and Ted McKenna are Co-Founders of DCM Insights and also Co-Authors of The Jolt Effect: How High Performers Overcome Customer Indecision. Even when a customer thinks your solution is great, they could still worry about messing up the purchase. Matt and Ted share their insights on the 3 things customers are afraid of messing up that lead to a no-decision. They also discuss the status quo being an influential factor in the whole process. The duo then share advice on limiting the overindulgence of customer information requests. HIGHLIGHT QUOTES "No decision" is the decision to stick with the status quo - Matt: "Challengers are actually very good at showing the customer the pain of same is actually worse than the pain of change. They're very good at breaking the hold that the status quo has on the customer and we know that hold is very powerful." Indecision is a very human problem and it isn't a new thing - Ted: "I think the question is how have we dealt with it. It existed in the mind of buyers but sellers more often than not would misinterpret that as always a status quo problem where we have one hammer and every problem is a nail that I'm just looking to keep going back to." Connect with Matt and Ted in the links below: Matt: https://www.linkedin.com/in/matthewxdixon/ Ted: https://www.linkedin.com/in/ted-mckenna/ Website: https://www.jolteffect.com/ The Jolt Effect Book  More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

40-60% of deals are lost due to no decision.  This is typically after a purchase journey with you, demos, legal - the whole lot, and they still don't make a decision.  Taking a large amount of time on both sides. They have stated the status quo is not good enough, but nothing ends up happening.  You need 2 playbooks - one for the status quo and one for no decision.  Too many salespeople dial up the FOMO of missing out.  84% of the time, using this technique will kill the deal.   This is why you need a no-decision playbook.    Matt walks us through the three fears of no decision. Fear of not knowing what to buy Fear of not having enough homework  You might not see the benefits  And how to overcome them.    Laid out in the name of the book - The Jolt effect.  Judge = Judging the level of indecision.  Offer = Offering your recommendation.  Limit = Limit the exploration.  Take = Take the risk off the table.   Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience.  He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr and Korn Ferry Hay Group, as well as the research firm CEB (now Gartner).  He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500     Links 444 - Show Notes Matt's website Matt's LinkedIn Matt's Book Cloud Consultants Collective SendSpark Join our newsletter   Connect With Paul  On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

Fear can be a powerful emotion that can cripple an investor's ability to make sound investment decisions. Whether it's fear of losing money, fear of missing out on potential gains, or fear of messing up, this emotion can lead to indecision and inaction in the market. How can investors overcome their fear of making investment decisions? In this episode, Steve talks with Matt Dixon, Founding Partner of DCM Insights. He is also a Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and The JOLT Effect. Matt previously served as the Chief Product & Research Officer of Tethr and spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group. A speaker and advisor to corporate leadership teams in sales effectiveness and customer experience, Matt talks with Steve about his 'aha' moments in sales, the investor's fears when making investment decisions, and how advisors can help clients overcome these fears.   Key Takeaways [03:24] - Matt's biggest 'aha' moment in sales. [10:47] - How people decide what to invest in or do business with. [15:17] - How advisors can build extraordinary businesses by doing the ordinary. [19:29] - Why clients rarely mention the positive experiences they have with advisors. [21:35] - The three fears investors have. [27:44] - How advisors can help clients overcome their fear of making a choice. [34:47] - Matt's approach to helping clients overcome their fear of choice. [40:03] - Why advisors should limit the use of outside experts. [44:18] - How highly effective people manage their time. [49:06] - What motivates Matt to write books.   Quotes [06:57] - "As wealth managers and advisors, we need to shift from being bartenders to personal trainers with our clients. Don't just be there to react, respond, take orders, and do whatever your client wants." ~ Matt Dixon [07:10] - "As wealth managers and advisors, you earn your client's business, keep clients investing with you, and recommend you to their friends, neighbors, and colleagues because you teach them things they need to learn about attaining their objectives and outcomes." ~ Matt Dixon [1148] - "Dialing up the FOMO (fear of missing out) isn't a great technique for moving people forward. Clients are concerned about the FOMU (the fear of messing up). They're less concerned about missing out on a golden opportunity. They're concerned about making a decision that doesn't pan out and having it reflect poorly upon them." ~ Matt Dixon   Links  Matt Dixon on LinkedIn Matt Dixon on Twitter DCM Insights The Challenger Sale The Effortless Experience The Challenger Customer The JOLT Effect The Paradox of Choice Gartner   Connect with our hosts Steve on LinkedIn Buckingham Strategic Partners   Subscribe and stay in touch Apple Podcasts Spotify Steve on LinkedIn Follow Buckingham Strategic Partners on Twitter   Disclosure For informational and educational purposes only and should not be construed as specific investment, accounting, legal, or tax advice. Certain information is based upon third party data which may become outdated or otherwise superseded without notice. Third party information is deemed to be reliable, but its accuracy and completeness cannot be guaranteed. Some analysis presented is based off current economic information and may become outdated or irrelevant without notice. Individuals should speak with their qualified financial professional based on his or her unique circumstances. Neither the Securities and Exchange Commission (SEC) nor any other federal or state agency have approved, determined the accuracy, or confirmed the adequacy of this podcast. © 2022 Buckingham Wealth Partners, LLC. Buckingham Strategic Wealth, LLC and Buckingham Strategic Partners, LLC (collectively, Buckingham Wealth Partners)

Matt Dixon is the author of 4 books on Sales and Customer Experience, including the world-renowned Challenger Sale. An accomplished business researcher, he is a sought-after advisor to corporate leadership teams worldwide on topics ranging from sales and marketing effectiveness to customer experience and customer service strategy. He is also a frequent contributor to Harvard Business Review, with more than 20 print and online articles to his credit. His latest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was co-authored with Ted McKenna and was released in September 2022. In this episode, Matt and I discuss what it takes to become a successful salesperson. He shares insights from his latest research about how the most successful sellers accelerate deal decisions, how to avoid ghosting in your pipeline, and why beating the status quo will reduce your deal win probability by 84%. You can connect with Matt at: https://www.linkedin.com/in/matthewxdixon/ Learn more about the Jolt Effect at: https://www.jolteffect.com/ You can also learn more about DCM Insights at https://www.dcminsights.com/ You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.  Follow me on LinkedIn where I regularly share advice for professional sales https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/  If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via enquiries@proverbialdoor.com   

“While the customer's preference for the status quo is, no doubt, a significant obstacle that every salesperson must overcome if they wish to sell anything, there is a second, more challenging obstacle that remains even after the status quo has been defeated: the customer's own inability to make a decision.” That quote is pulled from the introduction to The JOLT Effect: How High Performers Overcome Customer Indecision (linked below). It's an exceptional new book co-authored by today's guest, Matt Dixon - Founding Partner at DCM Insights. This episode covers: Where does customer indecision come from? What are the causes, consequences and outcomes of customer indecision? Why it's important to focus in on customer needs What is the Jolt Effect?       More information about Matt and today's topics: LinkedIn Profile: https://www.linkedin.com/in/matthewxdixon/ Company Website: https://www.dcminsights.com/ Other Relevant Links: The Jolt Effect Amazon Link – https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp/B09NX3G2WX   Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.

Facing the challenge bigger than a customer resistance to change the status quoGrowing cold in the last stage of the pipeline - How to address itOvercoming indecision - How to equip your prospect Build confidence right from the start‘But I feel your competitor is better!' — Best way to overcome this objectionHyper-personalization and trust - The correlationRecession and Indecision - What would be the impact Matt is a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500.Get his latest book: https://amzn.to/3T6f0uK 

The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna About the Book: From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn't “no.” It's “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and the latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industries, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don't: only by addressing the customer's fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales. About the Author: Matt Dixon is one of the world's leading experts on sales, customer service, and customer experience. He is a Founding Partner of DCM Insights, The Customer Understanding Lab. Prior to co-founding DCM Insights, he served as the Chief Product & Research Officer of Tethr, an AI venture in Austin, TX, that helps companies mine customer voice data for insights. And before that, he spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and as Group Leader of the sales, service, and customer experience practices of CEB, now Gartner. Matt is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience and is also a noted business writer. His first book, The Challenger Sale: Taking Control of the Customer Conversation, was a Wall Street Journal best seller, selling more than a million copies worldwide. He is also the co-author of the customer experience bestseller The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the follow-on book to The Challenger Sale titled The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Matt is also a frequent contributor to Harvard Business Review with more than 20 articles to date, including many that have appeared in HBR's "Top Ten Must Reads." And, interesting fact - he's a huge New York Mets fan! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/jolt-effect-matt-dixon  

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 How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Are you losing deals to no decision? In recent research, it is found that 40% to 60% of deals for the average salesperson are lost to no decision due to the client sticking with the status quo. In 2020 after going 100% virtual overnight, sales calls went from in person to Zoom. Matt Dixon, while working at a machine learning company, was able to study sales meetings from several companies to determine some of the biggest pressing problems salespeople are facing.  In this episode, Matt Dixon shares some insights from the research in his new Book, The Jolt Effect, to understand why salespeople often lose to the status quo. Matt and Ian discuss how to use these findings to better understand the seller and their fears or hesitance to implement change even if they believe in your products or services.  Join us in this conversation to learn the best approach to increase your sales performance and business growth. If you're interested in grabbing your own copy of Matt Dixon's new book, The Jolt Effect, click https://www.jolteffect.com/ (here) Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group, as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500 Quotes:  “Beating the status quo is about dialing up the fear of not purchasing, overcoming customer indecision is about dialing down the fear of purchasing.” “We find that about 40 to 60% of deals for the average salesperson are deals lost to no decision.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com

In this episode of the Duct Tape Marketing Podcast, I interview Matt Dixon. Matt is a Founding Partner of DCM Insights, the customer understanding lab. He's also a frequent contributor to Harvard Business Review with more than 20 print and online articles to his credit. His first book, The Challenger Sale, has sold more than a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller. He has a new book launching in September 2022 — The JOLT Effect: How High Performers Overcome Customer Indecision. More About Matt Dixon: Learn more about his book – The JOLT Effect: How High Performers Overcome Customer Indecision. Take The Marketing Assessment: Marketingassessment.co