Here it is: Six Pixels of Separation – The ThinkersOne Podcast – Episode #847. If you’re in sales (and who isn’t?) you should probably read (if you haven’t already) The Challenger Sale by Matthew Dixon. The book was published in 2011, and has become one of the bigger books about sales. Matt is back with a brand new book, The JOLT Effect – How High Performers Overcome Customer Indecision (co-authored with Ted McKenna). The book focuses on a big idea: Customers no longer care about succeeding. What they really care about is not failing… and how, as a sales person, you can use this strategy to open up bigger conversations with prospects and close even bigger sales. Matt is Chief Product & Research Officer of the Austin-based AI and machine learning venture, Tethr. In this capacity, he has responsibility for product strategy, product management and product marketing. Prior to joining Tethr, Matt was a Senior Partner and Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and, before that, held numerous global leadership roles in research, product development and management for CEB, now Gartner. A seasoned business researcher, Matt has been involved in dozens of original quantitative and qualitative research studies on topics ranging from customer experience strategy to customer service and sales effectiveness. Matt is also the author of several other books. Enjoy the conversation…
- Running time: 1:03:08.
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- Here is my conversation with Matthew Dixon.
- The JOLT Effect – How High Performers Overcome Customer Indecision.
- Ted McKenna.
- The Challenger Sale.
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This week’s music: David Usher ‘St. Lawrence River’.
Download the Podcast here: Six Pixels of Separation – The ThinkersOne Podcast – Episode #847.
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