The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The C…
Brought to you by: • Enterpret—Transform customer feedback into product growth — Matt Dixon is one of the world’s foremost experts in sales and the author of The Challenger Sale, which sold over a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller. His most recent book, The JOLT Effect, focuses on overcoming customer indecision—one of the biggest challenges to closing deals. Outside of writing, Matt co-founded DCM Insights, a boutique consultancy helping organizations understand customer behavior, and is a frequent contributor to the Harvard Business Review, with more than 20 print and online articles to his credit. In our conversation, we discuss:
Listen now on Apple, Spotify, and YouTube. Find the transcript at: https://www.lennysnewsletter.com/p/close-more-deals-matt-dixon Some takeaways:
Where to find Matt Dixon: • LinkedIn: https://www.linkedin.com/in/matthewxdixon • Website: https://www.jolteffect.com/ In this episode, we cover: (00:00) Matt’s background (01:57) The research behind Matt’s books (06:08) Insights from The JOLT Effect (10:15) FOMO vs. FOMU (18:18) An example of selling software (26:04) The JOLT method Step 1: Judge their level of indecision (29:41) The “pings and echoes” technique (34:49) Step 2: Offer a recommendation (38:36) Step 3: Limit the exploration (41:43) Step 4: Take risk off the table (45:58) When to hit the pause button with a customer (47:27) Insights from The Challenger Sale (49:07) An example of a challenger sale (55:23) Where to find Matt Referenced: • A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennysnewsletter.com/p/a-step-by-step-guide-to-crafting • The Challenger Sale: Taking Control of the Customer Conversation: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854 • The JOLT Effect: How High Performers Overcome Customer Indecision: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102 • Gartner acquires CEB: https://www.gartner.com/en/about/acquisitions/history/ceb-acquisition • Tiger King on Netflix: https://www.netflix.com/title/81115994 • Why sourdough went viral: https://www.economist.com/1843/2020/08/04/why-sourdough-went-viral • Neil Rackham: https://en.wikipedia.org/wiki/Neil_Rackham • Status quo bias in decision-making: https://en.wikipedia.org/wiki/Status_quo_bias • Omission bias: https://thedecisionlab.com/biases/omission-bias • Gartner Magic Quadrant & Critical Capabilities: https://www.gartner.com/en/research/magic-quadrant • Dunning-Kruger effect: https://en.wikipedia.org/wiki/Dunning%E2%80%93Kruger_effect • Stop Losing Sales to Customer Indecision: https://hbr.org/2022/06/stop-losing-sales-to-customer-indecision • Dentsply Sirona: https://www.dentsplysirona.com/ • “We happy?” Briefcase scene from Tarantino’s Pulp Fiction: https://www.youtube.com/watch?v=FGchDuOpbhE • Nupro Freedom Cordless Prophy System: https://www.dentsplysirona.com/en-us/discover/discover-by-category/preventive/hygiene-handpieces.html Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com. Lenny may be an investor in the companies discussed. You're currently a free subscriber to Lenny's Newsletter. For the full experience, upgrade your subscription. |
Older messages
Inside Canva: Coaches not managers, giving away your Legos, and running profitably | Cameron Adams (co-founder and…
Monday, June 3, 2024
Canva's Cameron Adams shares insights on building a $2.3B design giant with 150M users. Explore their MVP, no-manager culture, and SEO growth tactics. ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
On saying no
Tuesday, May 21, 2024
Strategies, templates, and advice on how to stay focused while still being kind ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
Why not asking for what you want is holding you back | Kenneth Berger (exec coach, first PM at Slack)
Sunday, May 19, 2024
Kenneth coaches startup leaders on how to prevent burnout, advocate for their desired lifestyle, and make a meaningful impact on the world. ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
Be fundamentally different, not incrementally better | Jag Duggal (Nubank, Facebook, Google, Quantcast)
Friday, May 17, 2024
Jag is chief product officer at Nubank, which is valued at over $30 billion and is bigger than Coinbase, Robinhood, Affirm, and SoFi combined. ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
The art of the pivot, part 2: How, why, and when to pivot
Tuesday, May 14, 2024
Help for your “pivotal” decision ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
You Might Also Like
the problem with $1M ideas
Friday, July 26, 2024
Read this in 60 seconds I'll cut to the chase. Today we're launching something really, really exciting. Our new course: How To Find A $1M Idea It's a compilation I've learned on how to
Issue #122: Building $1K-$10K MRR Micro SaaS Products around AI SaaS Starter kits, Interactive training videos, AI…
Friday, July 26, 2024
Hi fellow founders! ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
Learn how to use Bluesky — ahead of our launch 🎉
Friday, July 26, 2024
Plus tips, news & Buffer updates for your social media journey Image Hey there 👋🏾 The subject line probably gave you a hint — and to be honest, I've been tooting this horn for weeks now —
10words: Top picks from this week
Friday, July 26, 2024
Today's projects: Packetriot • Mubert • Tactyqal • Uvodo • Hey.bio • VendorfulAI • AI Tools • Transferhunt • PicStock • Ampifire • Faith Chatbot • Strike.money • GrantsFinders 10words Discover new
⏰ LESS THAN 72 HOURS TO GO
Friday, July 26, 2024
Biggest sale ever for Start & Scale Hi , For the next 72 hours, you can grab our Biggest Sale Ever For Start & Scale which is our single best offer for this course! Ending-Soon Yes, for the
Doing Things that Don’t Scale …Unintentionally — The Bootstrapped Founder 337
Friday, July 26, 2024
What happens when something that was good enough isn't good enough anymore?
What's next for Revolut?
Friday, July 26, 2024
Plus: GB Energy's role in climate tech; 2024's serial entrepreneurs View in browser Sponsor Card - Flagship-23 Good morning there, Who said the summer is slow? Today we unpack the news that
Get SOC 2 certified as an indie hacker
Friday, July 26, 2024
All the details about the process and the cost of getting SOC 2 ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
SaaSHub Weekly - Jul 25
Thursday, July 25, 2024
SaaSHub Weekly - Jul 25 Featured and useful products FieldPulse logo FieldPulse All-in-one field service management solution #Work Management #Project Management #Field Service Management Uptime Kuma
🍎 30 Tactics to Boost Health as a Time-Crunched Solopreneur
Thursday, July 25, 2024
Balancing the hustle of entrepreneurship with a healthy lifestyle can be tough.