It has been over a decade since Matt Dixon and Brent Adamson wrote The Challenger Sale. Fuelled by Gartner’s research, it was a wake-up call for many sales organisations that something had to change in their selling. But what exactly …
Last week I listened to a podcast from Victor Antonio with Matt Dixon (Remember, from the book The Challenger Sales?). Dixon, a researcher on sales behaviours, has recently written a book, The JOLT Effect. It’s about how high performers overcome …