other / built
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.”
Public evidence record
Matt Dixon
Published podcast speaker
- Claims
- 13
- Episodes
- 1
- Shows
- 1
- Named items
- 1
Books, apps, and tools
The evidenced stack.
Claim ledger
What Matt said.
3 transcript-backed records
01 / observation
The reason is that they're standing, holding that heavy wand being dragged down by that heavy cord at an awkward angle all day long.
“The reason is that they're standing, holding that heavy wand being dragged down by that heavy cord at an awkward angle all day long.”
- Speaker
- Matt Dixon
- Publisher
- Lenny's Podcast
02 / observation
They basically just dump the problem back on your lap. But what a great way people do is they say, "If you want my opinion, I love this dish and I'd probably say it's our most popular.
“They basically just dump the problem back on your lap. But what a great way people do is they say, "If you want my opinion, I love this dish and I'd probably say it's our most popular.”
- Speaker
- Matt Dixon
- Publisher
- Lenny's Podcast
03 / observation
We found that actually, there are a lot of deals that are lost because the customer does actually prefer their status quo.
“We found that actually, there are a lot of deals that are lost because the customer does actually prefer their status quo.”
- Speaker
- Matt Dixon
- Publisher
- Lenny's Podcast