#10 Matt Dixon - Author The Jolt Effect

He's back!

Discover the essential keys to success in professional services firms in this unmissable discussion with Matt Dixon (author of "The Challenge Sale" and "The JOLT EFFECT"). 

We break down his groundbreaking research, delving into the dynamic realm of professional services. Explore the revolutionary "Activator" approach and gain valuable insights into collaboration, client connections, and value creation. Matt unravels how top-performing partners adeptly navigate the evolving client loyalty landscape, steering towards increased revenue growth. Join us for a thoughtful and insightful exploration of the strategies shaping success in the professional services industry.

#Matt Dixon #ProfessionalServices #ActivatorApproach #ActivatorGenomeProject

Dr Howard Dover has dedicated his career to creating and nurturing the next generation of expert sellers 

He is the Director at the University Dallas Texas' centre for professional sales

Dr Dover is also the author of the ground breaking book 'The Sales Innovation Paradox'

 

Today we have a special treat, as we are joined by none other than Daniel H. Pink, bestselling author and renowned thought leader on the future of work.

Daniel's books, including "Drive" and "To Sell is Human," have been translated into 35 languages and have sold over 2 million copies worldwide. He has been named one of the top 10 business thinkers in the world by Thinkers50 and has been featured on countless television shows, including "The Oprah Winfrey Show" and "Morning Joe."

With his unique perspective on human motivation and the changing nature of work, Daniel has helped countless individuals and organizations navigate the rapidly evolving landscape. Today, he will share his thoughts on the latest trends and challenges facing the world of work and what we can expect in the years to come.

So sit back, relax and get ready to dive into the mind of Daniel H. Pink 

Rory is the Vice Chairman of Ogilvy, an attractively vague job title which has allowed him to co-found a behavioral science practice within the agency.

He works with a consulting practice of psychology graduates who look for ‘unseen opportunities’ in consumer behaviour - these are the often small contextual changes which can have enormous effects on the decisions people make - for instance tripling the sales rate of a call centre by adding just a few sentences to the script. Put another way, lots of agencies will talk about "bought, owned and earned" media: we also look for "invented media" and "discovered media": seeking out those unexpected (and inexpensive) contextual tweaks that transform the way that people think and act.

It is a hugely valuable activity - but, alas, not particularly lucrative. This is because clients generally do not have budgets for solving problems they did not know they had.
 
Before founding Ogilvy Change, Rory was a copywriter and creative director at Ogilvy for over 20 years, having joined as a graduate trainee in 1988. He has variously been President of the IPA, Chair of the Judges for the Direct Jury at Cannes, and has spoken at TED Global. He writes regular columns for the Spectator, Market Leader and Impact, and also occasional pieces for Wired. He is the author of two books: The Wiki Man, available on Amazon (at prices between £1.96 and £2,345.54, depending on whether the algorithm is having a bad day), and the best-selling Alchemy, The surprising Power of Ideas which don't make Sense, published in the UK and US in May 2019. 
 
Rory is married to a vicar and has twin daughters of 19. He lives in the former home of Napoleon III - unfortunately in the attic. He is a trustee of the Benjamin Franklin House in London and a Patron of Rochester Cathedral. 

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.

For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.
 
Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.

Pre-order the book here: https://www.amazon.com/Jolt-Effect-Performers-Overcome-Indecision/dp/0593538102

Matt Dixon Twitter: https://twitter.com/matthewxdixon

Matt Dixon Linkedin: https://www.linkedin.com/in/matthewxdixon/

DCM Insights Website: https://www.dcminsights.com/

Todd Caponi is widely recognised as the foremost expert in the history of sales. He has a deep and encyclopaedic knowledge dating back as early as the 1870's

On top of this Todd is a two time author of the brilliant books The Transparency Sale and The Transparent Leader

Link to Todd's LinkedIn: https://www.linkedin.com/in/toddcaponi/

Link to Todd's books: https://www.amazon.co.uk/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801

Todd's Website: https://toddcaponi.com/

Anthony Iannarino helps sales managers develop high performing teams. As an author of 5 books, speaker, trainer & coach, Anthony has helped over 320+ sales teams implement the Revenue Growth Blueprint that works in today’s market.

Anthony's Books: https://www.amazon.co.uk/Anthony-Iannarino/e/B01L9F3BNW%3Fref=dbs_a_mng_rwt_scns_share

Anthony's Blog: https://www.thesalesblog.com/blog/author/anthony-iannarino

Anthony's LinkedIn: https://www.linkedin.com/in/iannarino/

Anthony's Twitter: https://twitter.com/iannarino

Voted the #1 Body Language Professional in the world for two years running,  Mark Bowden  is passionate about giving your audience the most influential and persuasive communication techniques to stand out, win trust, and gain credibility every time they speak. Inspiring, energetic, engaging, and entirely entertaining, Mark’s memorable talks and training programs not only educate but have proven life-changing in helping people and organisations grow across all industries and sectors.

Mark’s work is consistently invaluable to sales and leadership teams, CEOs of Fortune 500 companies, and prime ministers of G7 powers. His highly acclaimed TEDx talk has reached millions of people, and he has presented to many of the biggest, coolest, and most innovative organisations in the world, including Shopify, Dell, Viacom, RBC, Fidelity, Amex, Unilever, Daimler, Microsoft, Toyota, VW, Samsung, KPMG, GSK, Walmart, Nestle, and even Real Madrid

Mark Bowden talks us through some deal winning tips and practical take-aways to build comfort and trust with prospects and clients.

Mark’s website: https://truthplane.com/

Mark’s YouTube channel: https://www.youtube.com/user/MarkBowden1

Mark’s LinkedIn: https://www.linkedin.com/in/markbowden1/

Mark’s TEDx Toronto talk: https://youtu.be/rk_SMBIW1mg

In 2011 Brent Adamson helped change the landscape of sales with The Challenger Sale.

A book that shook up the industry and left an indelible mark on the way modern selling is conducted.

In this interview Brent gives us a history of his research that came to be The Challenger Sale

We also tackle over meaty subjects like the future of sales, the importance of story telling and Brent gives some fascinating tips to salespeople from his perspective.

#sales #salestips  #interview 

Before MEDDIC there wasn't consistent qualification throughout the whole lifecycle of any given opportunity.

Thats where Dick Dunkel came in. In the mid nineties he brought together key criteria to start qualifying on and MEDDIC was born.

Now used throughout the world, Dick has inadvertently created a multi-billion dollar industry.

We spoke in detail about the history of MEDDIC, how it has evolved and the power it gives salespeople.

Enjoy!