“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 teaching them something they don’t know, for example, something new about how to compete more effectively… — 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
