These are statistically defined sales profiles.
One, we found that all salespeople at the end of the day, fall into one of five selling profiles. The story remained very consistent from the initial kind of data that we did. We continue to run and validate the model. Since then the dataset has expanded to about 35,000 people around the world. What we found when we went out and did the research – we started analyzing data on about 1,000 different sales reps across geography and industry, again all B2B. What is it that those select few star performers are doing that we can actually learn from, kind of bottle and export to everyone else? Hopefully that will be kind of a tide that would lift all boats because gosh we really need the help right now. In fact, some of them bring in deals, in business that we would dream of even in the best of times. Still there are a couple of folks on the team who continue to be bringing in the number. It was the world in which our clients, heads of sales around the world, were coming back to us and saying, “Hey the thing we really need help with right now is trying to figure out why it is that in this really, really tough selling environment we find that most of our salespeople are missing quota by a wide, wide margin. And at that time as you can imagine, it was really a bad time to be in sales because none of your customers wanted to buy a darn thing from you. We work with about 1,000 heads of sales around the world – all B2B – and we take our research marching orders, my team does, from those 1,000 chief sales officers. The Challenger Sale research started back when it was really the depth of the downturn Joe. Can you just give a quick summary for a few of the people that haven’t read it maybe? Joe: Starting with The Challenger Sale, it really blew away some traditional sales myths. Some great work Matt and my honor to have you on. He’s written one of the most influential books I have read in the last few years, The Challenger Sale, and now has a new book out, The Effortless Experience. I think of Matt as a myth buster from his two books, and I’d like to welcome him. Matt has overseen dozens of original quantitative and qualitative research studies on all aspects of customer service, strategy and sales productivity. He’s a managing director of strategic research at Corporate Executive Board and has an unrelenting drive to find the answers to questions senior executives often take for granted. Joe Dager: Welcome everyone! This is Joe Dager the host of the Business901 podcast. Need Customers, Create an Effortless Experience
#Matt dixon the challenger sale professional#
It has not gone through a professional editing process and may contain grammatical errors or incorrect formatting. Note: This is a transcription of a podcast. Matt’s latest book is The Effortless Experience: Conquering the New Battleground for Customer Loyalty and he is best known for the book, The Challenger Sale: Taking Control of the Customer Conversation. Code).Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. This material may be protected by copyright law (Title 17 U.S.
Hope you enjoy the interview as much as I enjoyed hosting it. We also discuss high impact Challenger Marketing, the end of “Findable Business”, how solution selling is dead (and really has been for several years), and much more.
#Matt dixon the challenger sale how to#
We talk about the best ways to build a sales team around The Challenger Sale methodology, as well as how to train your own Challengers at home. Matt’s data also shows that “insight selling”, as opposed to solutions selling, is clearly the dominant player today, and he tells us how to become better “insight sellers”.
The data shows that of the 5 types of salespeople discussed in The Challenger Sale, “Relationship Builders” are no longer the best performing salespeople. We talk about the popular question “What keeps you up at night” and why it’s no longer the right approach to take with a customer … And what a top performing Challenger Sales Rep says to prospects instead.Īs the customer evolves, so too must the salesperson. And what you can do to be a better Challenger. I talk to Matt about the concept of “The Challenger”. Matt's first book, The Challenger Sale, was recently ranked by marketing leader Hubspot as the #1 book today for salespeople and sales managers.
He's also the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group, a prominent management consulting company. Matt Dixon is the co-author of The Challenger Sale, The Challenger Customer, and The Effortless Experience.