Matt Dixon
Matt Dixon's research at CEB (now Gartner) revealed that customers have fundamentally changed how they buy, and that the sales people who challenge their thinking outperform those who simply build relationships. His books have reshaped enterprise sales training worldwide.
Works
- The Challenger SaleB2B sales framework emphasizing aggressive, consultative approach to customer conversations
- The Challenger CustomerGuide to engaging customers more effectively in complex B2B selling scenarios
- The Effortless ExperienceCustomer service framework focused on reducing friction and effort in interactions
- The JOLT EffectSales approach emphasizing speed of decision-making and momentum in customer engagement