Channel Outlaws

Matt Dixon is the co-author of The Challenger Sale, The Challenger Customer, and The Effortless Experience.  He's also the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group, a prominent management consulting company. Matt's first book, The Challenger Sale, was recently ranked by marketing leader Hubspot as the #1 book today for salespeople and sales managers.   I talk to Matt about the concept of “The Challenger” ... What makes a Challenger ... And what you can do to be a better Challenger. We talk about the popular question “What keeps you up at night” and why it’s no longer the right approach to take with a customer … And what a top performing Challenger Sales Rep says to prospects instead. As the customer evolves, so too must the salesperson.  The data shows that of the 5 types of salespeople discussed in The Challenger Sale, “Relationship Builders” are no longer the best performing salespeople. They’re actually the worst. Matt’s data also shows that “insight selling”, as opposed t