The Challenger Sale and Jolt Effect with Matt Dixon

May 8, 2023

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