“Just as you can’t be an effective teacher if you’re not going to push your students, you can’t be an effective Challenger if you’re not going to push your customers.” — Matthew Dixon Copy Share Image
“customer loyalty survey—specifically, that 53 percent of B2B customer loyalty is a product of how you sell, not what you sell.” — Matthew Dixon Copy Share Image
“you teach without tailoring, you come off as irrelevant. If you tailor but don’t teach, you risk sounding like every other supplier. If you… — Matthew Dixon Copy Share Image
“it’s also about helping member companies generate the sort of “social demand” they need in order to avoid the perception that the training is… — Matthew Dixon Copy Share Image
“One of our recent studies revealed that while all reps start their sales efforts by mapping out stakeholders within the customer organization, core performers… — Matthew Dixon Copy Share Image
“If everyone’s saying they offer the “leading solution,” what’s the customer to think? We can tell you what their response will be: “Great—give me… — Matthew Dixon Copy Share Image
“The world of solution selling is almost definitionally about a disruptive sale. It’s not that you’re asking customers to buy your product and put… — Matthew Dixon Copy Share Image
“What the data tells us is that for non–decision makers, loyalty is much less about discovering needs they already know, and much more about… — Matthew Dixon Copy Share Image
“But even in this early stage of the sale, Challengers know better. They sniff out these “foils” immediately and press the contact for expanded… — Matthew Dixon Copy Share Image
“When we isolate decision makers from the rest of the sample, and then compare the impact of the overall sales experience with that of… — Matthew Dixon Copy Share Image
“Just as you can’t be an effective teacher if you’re not going to push your students, you can’t be an effective Challenger if you’re… — Matthew Dixon Copy Share Image
“When it does come time to decide, the decision maker wants to know he’s got the strong backing of his team. In other words,… — Matthew Dixon Copy Share Image
