Resources, thoughts, and opinions from sales and customer service expert Matt Dixon.
Two Playbooks to Close the Sale
In the dynamic world of sales, staying ahead of the game is essential. Salespeople today face the formidable challenge of breaking through customer status quo and indecision. To conquer these obstacles, savvy sales professionals are employing two powerful playbooks: The Challenger Effect and The Jolt Effect.
5 Base-level Skills Every Salesperson Should Have
In the evolving world of B2B sales, success is often a game of inches, with wins against competitors by the smallest of margins. Customers are overloaded with choices and information and decisions are stalling out at alarming rates, with more than half of deals being lost to no decision. Today's sales professionals must possess a repertoire of fundamental skills to stand out against competitors and win more often. With that in mind, here are 5 base-level skills every salesperson should master.
From Challenger to JOLT: Reflections on Sales and Service 12 Years Later
12 years on from The Challenger Sale, sales and customer service expert Matt Dixon examines how customer service expectations, the market place, and the sales approach has changed.