Matt Dixon is a Founding Partner at DCM Insights, if his name rings a bell it’s because Matt co-authored The Challenger Sale and The Challenger Customer.
Both books are globally renown and have had a big impact and influence on the sales industry for the past decade.
And now for the good news, Matt has got together with Ted McKenna to write a new one - The JOLT Effect.
It focuses on one the biggest obstacles that sales teams need to overcome, the dreaded do-nothing customer, the no-decision retain the status quo outcome.
They researched over 2.5 million sales calls to uncover the reasons for customer inaction and indecision, and the results are different to conventional thinking.
You'll have to be patient as the book isn't out until September, but thankfully Matt shares some tasty snippets that you'll want to hear.