The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
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The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
The notion that people struggle to make decisions is one of the classic premises used to justify pushy and manipulative sales techniques.
Tad Hargrave • "But aren't people indecisive?" - Marketing For Hippies
Ana Fragoso added
status quo: 30% of deals are lost due to indecision. excel sheets, interns, pen and paper you have to position towards those too. win against alternatives.
Lenny Rachitsky • April Dunford on product positioning, segmentation, and optimizing your sales process
Gaia Soykok added
demystify when is the right time to buy, empower more people to make an easy yes/no decision and your sales will naturally increase.
Sara Nasser Dalrymple • More Sales Please: Promote your small business online, make consistent sales, grow without the grind
show that they put the highest value on salespeople who make them think, who bring new ideas, who find creative and innovative ways to help the customer’s business. In recent years, customers have been demanding more depth and expertise. They expect salespeople to teach them things they don’t know. These are the core skills of Challengers.
Brent Adamson • The Challenger Sale: How To Take Control of the Customer Conversation
The thing that really sets Challenger reps apart is their ability to teach customers something new and valuable about how to compete in their market.
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
Here is the problem: Most of the people who are focused on impact and integrity are not picking up the information they need. Most courses and books around sales have titles and marketing messaging that leave you thinking you will be able to manipulate people. Consequently, the salesperson who isn’t concerned about the effects of their sales on the
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