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The Challenger Customer
“Yeah, we wrote a sequel to The Challenger Sale called The Challenger Customer. In that book, we talk about a case from a company called Dentsply.”
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Matt Dixon
Published podcast speaker
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What Matt said.
4 transcript-backed records
01 / evaluation
Just to back up for a little bit, I think one of the data points I always start with when I present the research on The JOLT Effect is that our analysis showed that anywhere between 40 and 60% of the average salesperson's qualified pipelines, these aren't just leads, sometimes bad leads that are thrown over to us by marketing, these are qualified opportunities.
“Just to back up for a little bit, I think one of the data points I always start with when I present the research on The JOLT Effect is that our analysis showed that anywhere between 40 and 60% of the average salesperson's qualified pipelines, these aren't just leads, sometimes bad leads that are thrown over to us by marketing, these are qualified opportunities.”
- Speaker
- Matt Dixon
- Publisher
- Lenny's Podcast
02 / evaluation
We encountered a ton of examples. It's so interesting you mentioned startups and I think sometimes, I was actually with a big enterprise software company and I think when, and I presented this research to some of their sales leaders and one of the folks in the room said, "I'm really glad we are who we are, that we are the 800-pound gorilla, especially in a market like we're in right now," because as the old adage goes, it wasn't IBM, but the old adage is that nobody ever got fired for buying from IBM, right?
“We encountered a ton of examples. It's so interesting you mentioned startups and I think sometimes, I was actually with a big enterprise software company and I think when, and I presented this research to some of their sales leaders and one of the folks in the room said, "I'm really glad we are who we are, that we are the 800-pound gorilla, especially in a market like we're in right now," because as the old adage goes, it wasn't IBM, but the old adage is that nobody ever got fired for buying from IBM, right?”
- Speaker
- Matt Dixon
- Publisher
- Lenny's Podcast
03 / evaluation
What's so tough about this is that it's not just Dunning-Kruger like we think we're more decisive than we really are, even if your customer knows that they're indecisive or they're worried about failing or how their boss is going to perceive them, if this purchase doesn't pan out, they don't like talking about it because it's embarrassing.
“What's so tough about this is that it's not just Dunning-Kruger like we think we're more decisive than we really are, even if your customer knows that they're indecisive or they're worried about failing or how their boss is going to perceive them, if this purchase doesn't pan out, they don't like talking about it because it's embarrassing.”
- Speaker
- Matt Dixon
- Publisher
- Lenny's Podcast
04 / evaluation
They want to talk to more and more people. They're just in information overload mode and/or what we might call analysis paralysis mode because at some point, they're never satisfied with, they always feel like all the answers will be in the next white paper they read or the next reference call they do, or the next person on LinkedIn they talk to.
“They want to talk to more and more people. They're just in information overload mode and/or what we might call analysis paralysis mode because at some point, they're never satisfied with, they always feel like all the answers will be in the next white paper they read or the next reference call they do, or the next person on LinkedIn they talk to.”
- Speaker
- Matt Dixon
- Publisher
- Lenny's Podcast