World Model · podcast knowledge graph

The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)

2024-05-30 · 57 min · 51 entities

episode page audio

Asserted relationships

  • 0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854
  • 0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • → references Dunning–Kruger Effect person
    0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Dunning%E2%80%93Kruger_effect
  • → references Neil Rackham person
    0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Neil_Rackham
  • → references Status Quo Bias person
    0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Status_quo_bias
  • 0.63
    evidence rules-v4
    The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
  • 0.62
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • 0.62
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • → authored Challenger Sale book
    0.62
    evidence rules-v4
    author of The Challenger Sale
  • → authored Challenger Sale book
    0.62
    evidence rules-v4
    author of The Challenger Sale
  • → hosted by Lenny Rachitsky person
    0.55
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
  • → recommended Obviously Awesome and Sales Pitch book
    0.50
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • → recommended Obviously Awesome and Sales Pitch book
    0.50
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • 0.50
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854
  • 0.50
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854
  • 0.50
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • 0.50
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • → recommended Challenger Sale book
    0.50
    evidence rules-v4
    author of The Challenger Sale
  • → recommended Challenger Sale book
    0.50
    evidence rules-v4
    author of The Challenger Sale
  • → discusses Technology company
    0.40
    evidence rules-v4
    Feed category: Technology
  • → discusses Business concept
    0.40
    evidence rules-v4
    Feed category: Business
  • → discusses Entrepreneurship concept
    0.40
    evidence rules-v4
    Feed category: Entrepreneurship
  • → references penname.co website
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://penname.co/
  • → references jolteffect.com website
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://jolteffect.com/
  • → references Ceb Acquisition person
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://gartner.com/en/about/acquisitions/history/ceb-acquisition
  • → references Omission Bias person
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://thedecisionlab.com/biases/omission-bias
  • → references Magic Quadrant person
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://gartner.com/en/research/magic-quadrant
  • 0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://hbr.org/2022/06/stop-losing-sales-to-customer-indecision
  • → references dentsplysirona.com website
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://dentsplysirona.com/
  • → references Hygiene Handpieces person
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://dentsplysirona.com/en-us/discover/discover-by-category/preventive/hygiene-handpieces.html

Entities found in this episode

books 18

  • 0.90
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854
  • 0.90
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • 0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854
  • 0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • 0.72
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • mentioned Challenger Sale book
    0.72
    evidence rules-v4
    author of The Challenger Sale
  • 0.62
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • 0.62
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • authored Challenger Sale book
    0.62
    evidence rules-v4
    author of The Challenger Sale
  • authored Challenger Sale book
    0.62
    evidence rules-v4
    author of The Challenger Sale
  • 0.50
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • 0.50
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • 0.50
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854
  • 0.50
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854
  • 0.50
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • 0.50
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • recommended Challenger Sale book
    0.50
    evidence rules-v4
    author of The Challenger Sale
  • recommended Challenger Sale book
    0.50
    evidence rules-v4
    author of The Challenger Sale

persons 17

  • mentioned Dunning–Kruger Effect person
    0.90
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Dunning%E2%80%93Kruger_effect
  • mentioned Neil Rackham person
    0.90
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Neil_Rackham
  • mentioned Status Quo Bias person
    0.90
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Status_quo_bias
  • references Dunning–Kruger Effect person
    0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Dunning%E2%80%93Kruger_effect
  • references Neil Rackham person
    0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Neil_Rackham
  • references Status Quo Bias person
    0.77
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://en.wikipedia.org/wiki/Status_quo_bias
  • mentioned Lenny Rachitsky person
    0.70
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
  • mentioned The surprising truth person
    0.66
    evidence rules-v4
    The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
  • hosted by Lenny Rachitsky person
    0.55
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
  • mentioned Ceb Acquisition person
    0.45
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://gartner.com/en/about/acquisitions/history/ceb-acquisition
  • mentioned Omission Bias person
    0.45
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://thedecisionlab.com/biases/omission-bias
  • mentioned Magic Quadrant person
    0.45
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://gartner.com/en/research/magic-quadrant
  • mentioned Hygiene Handpieces person
    0.45
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://dentsplysirona.com/en-us/discover/discover-by-category/preventive/hygiene-handpieces.html
  • references Ceb Acquisition person
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://gartner.com/en/about/acquisitions/history/ceb-acquisition
  • references Omission Bias person
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://thedecisionlab.com/biases/omission-bias
  • references Magic Quadrant person
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://gartner.com/en/research/magic-quadrant
  • references Hygiene Handpieces person
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://dentsplysirona.com/en-us/discover/discover-by-category/preventive/hygiene-handpieces.html

websites 8

  • mentioned penname.co website
    0.45
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://penname.co/
  • mentioned jolteffect.com website
    0.45
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://jolteffect.com/
  • 0.45
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://hbr.org/2022/06/stop-losing-sales-to-customer-indecision
  • mentioned dentsplysirona.com website
    0.45
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://dentsplysirona.com/
  • references penname.co website
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://penname.co/
  • references jolteffect.com website
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://jolteffect.com/
  • 0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://hbr.org/2022/06/stop-losing-sales-to-customer-indecision
  • references dentsplysirona.com website
    0.38
    evidence rules-v4
    Link in episode "The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)": https://dentsplysirona.com/

concepts 5

  • mentioned Business concept
    0.50
    evidence rules-v4
    Feed category: Business
  • mentioned Entrepreneurship concept
    0.50
    evidence rules-v4
    Feed category: Entrepreneurship
  • discusses Business concept
    0.40
    evidence rules-v4
    Feed category: Business
  • discusses Entrepreneurship concept
    0.40
    evidence rules-v4
    Feed category: Entrepreneurship
  • mentioned JOLT concept
    0.35
    evidence rules-v4
    JOLT

companys 2

  • mentioned Technology company
    0.50
    evidence rules-v4
    Feed category: Technology
  • discusses Technology company
    0.40
    evidence rules-v4
    Feed category: Technology

podcasts 1

  • 0.63
    evidence rules-v4
    The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
Episode description as stored
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: • Why 40% to 60% of qualified sales opportunities are lost due to customer indecision • Why dialing up FOMO doesn’t work, and what to do instead • The “pings and echoes” technique to catch issues early • The JOLT method for overcoming indecision • Key lessons from The Challenger Sale • Practical examples of how to apply these principles to close more deals — Brought to you by: • Enterpret —Transform customer feedback into product growth • Webflow —The web experience platform • Heap —Cross-platform product analytics that converts, engages, and retains customers — Find the transcript at: https://www.lennysnewsletter.com/p/close-more-deals-matt-dixon — Where to find Matt Dixon: • LinkedIn: https://www.linkedin.com/in/matthewxdixon • Website: https://www.jolteffect.com/ — Where to find Lenny: • Newsletter: https://www.lennysnewsletter.com • X: https://twitter.com/lennysan • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/ — 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. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit www.lennys