{"title":"Books by Matthew Dixon","description":null,"products":[{"product_id":"9780241196564","title":"The Challenger Customer","description":"\u003cp\u003e\u003cb\u003eFrom the authors of the internationally-bestselling business classic \u003ci\u003eThe Challenger Sale\u003c\/i\u003e\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' Daniel H. Pink, author of \u003ci\u003eTo Sell is Human \u003c\/i\u003eand \u003ci\u003eDrive\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eThe Challenger Sale, \u003c\/i\u003eMatthew Dixon and Brent Adamson overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers.\u003cbr\u003e\u003cbr\u003eChallenger customers are sceptical, less interested in meeting and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with.\u003cbr\u003e\u003cbr\u003eBased on new research from thousands of B2B marketers, sellers and buyers around the world, \u003ci\u003eThe Challenger Customer \u003c\/i\u003eshows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again.\u003cbr\u003e\u003cbr\u003e\u003ci\u003eThe Challenger Sale\u003c\/i\u003e, Amazon bestseller, Sales \u0026amp; Selling, January 2024\u003c\/p\u003e","brand":"Gardners","offers":[{"title":"Default Title","offer_id":56227929063797,"sku":"9780241196564","price":16.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0612\/7193\/3106\/files\/9780241196564_b7a5f55e-9627-4110-b280-5dd8282c6a61.jpg?v=1786012482"},{"product_id":"9780593538104","title":"The JOLT Effect","description":"\u003cb\u003eFrom the bestselling co-author of \u003ci\u003eThe Challenger Sale\u003c\/i\u003e, a paradigm-shattering approach to overcoming customer indecision and closing more sales\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eIn 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 \u003ci\u003esucceeding\u003c\/i\u003e. What they really care about is \u003ci\u003enot failing.\u003c\/i\u003e\u003cbr\u003e \u003cbr\u003e For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in \u003ci\u003eThe JOLT Effect\u003c\/i\u003e, 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.\u003cbr\u003e  \u003cbr\u003e Packed with robust data, counterintuitive insights, and practical guidance, \u003ci\u003eThe JOLT Effect\u003c\/i\u003e is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.","brand":"Gardners","offers":[{"title":"Default Title","offer_id":56293113758069,"sku":"9780593538104","price":27.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0612\/7193\/3106\/files\/9780593538104_b9daa8af-f682-4efb-9fb1-f5caaac62e61.jpg?v=1786014739"},{"product_id":"9798892790574","title":"The Activator Advantage","description":"\u003cp\u003e\u003cb\u003eThe groundbreaking approach used by today's best professional service partners to win, retain, and grow client relationships.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eThere is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients—even long-standing ones for whom firms have delivered unquestioned value in the past—are much less loyal to firms and partners than they once were. This dramatic shift in client behavior has rendered traditional approaches to business development not only ineffective but counterproductive.\u003c\/p\u003e\u003cp\u003eBut top performers have figured out a radical new approach that is redefining what it means to be a \"rainmaker\" in today’s professional services market.\u003c\/p\u003e\u003cp\u003eDrawing on a comprehensive, quantitative study of nearly 3,000 partners—spanning law, accounting, consulting, investment banking, executive search, and public relations—\u003ci\u003eThe Activator Advantage\u003c\/i\u003e identifies the five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth.\u003c\/p\u003e\u003cp\u003eActivators deeply embed business development habits into their daily workflow, aggressively leverage their internal and external networks and proactively deliver both business and personal value to clients—all of which not only helps shield them from the vagaries of modern client buying behavior but also lays the groundwork for stickier, longer-lasting relationships.\u003c\/p\u003e\u003cp\u003ePacked with eye-opening data, counterintuitive insights, and robust case examples—as well as the trademark storytelling abilities of the researchers who produced such business blockbusters as \u003ci\u003eThe Challenger Sale\u003c\/i\u003e, \u003ci\u003eThe Effortless Experience\u003c\/i\u003e, and \u003ci\u003eThe JOLT Effect—The Activator Advantage\u003c\/i\u003e provides the road map for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, revenue growth, and firm profitability in the new era of client disloyalty.\u003c\/p\u003e","brand":"Gardners","offers":[{"title":"Default Title","offer_id":56311500013941,"sku":"9798892790574","price":25.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0612\/7193\/3106\/files\/9798892790574_efed9cd1-17c6-4084-acf3-5fcbcffaa3bd.jpg?v=1786032977"},{"product_id":"9780241003305","title":"The Effortless Experience","description":"\u003cp\u003eA new breakthrough idea about how to win customer loyalty from Matthew Dixon, the bestselling author of \u003ci\u003eThe Challenger Sale\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eEveryone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. \u003ci\u003eBut what if everyone is wrong?\u003c\/i\u003e\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eIn their acclaimed bestseller \u003ci\u003eThe Challenger Sale\u003c\/i\u003e, Matthew Dixon and his colleagues at CEB busted longstanding myths about sales. Now they've turned to a new vital business subject - customer loyalty - with a book that turns conventional wisdom on its head.\u003cbr\u003e\u003cbr\u003eCompanies devote untold time and resources trying to dazzle customers. Yet CEB's careful research proves that is wildly overrated: loyalty has a lot more to do with how well companies deliver on their basic promises than on how dazzling the service experience might be. Forget bells and whistles and just solve your customer's problems. \u003cbr\u003e\u003ci\u003e\u003cbr\u003eThe Effortless Experience\u003c\/i\u003e lays out the four pillars of a low-effort customer experience, with robust data, in­sights and profiles. Here are tools and templates you can start applying right away to improve service, reduce costs, and ultimately generate the elusive loyalty that the 'dazzle factor' fails to deliver.\u003cbr\u003e\u003cbr\u003eThe rewards are there for the taking, and the pathway to achieving them is now clearly marked.\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e'A business detective story, in which cherished truths are systematically investigated-and frequently debunked' -Dan Heath, coauthor of \u003ci\u003eDecisive\u003c\/i\u003e, \u003ci\u003eSwitch\u003c\/i\u003e, and \u003ci\u003eMade to Stick\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eMatt Dixon\u003c\/b\u003e is Executive Director of the Sales \u0026amp; Service Practice at CEB. He is a frequent contributor to the \u003ci\u003eHarvard Business Review\u003c\/i\u003e, and his previous book, \u003ci\u003eThe Challenger Sale\u003c\/i\u003e, was a \u003ci\u003eWall Street Journal \u003c\/i\u003ebestseller \u003cbr\u003e\u003cbr\u003e\u003cb\u003eNick Toman\u003c\/b\u003e is Senior Director of Research for CEB's Sales \u0026amp; Services Practice and is a frequent contributor to the \u003ci\u003eHarvard Business Review.\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eRick DeLisi\u003c\/b\u003e is Senior Director of Advisory Services for CEB's Sales \u0026amp; Service Practice and a noted public speaker and facilitator.\u003c\/p\u003e","brand":"Gardners","offers":[{"title":"Default Title","offer_id":56311637606773,"sku":"9780241003305","price":16.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0612\/7193\/3106\/files\/9780241003305_e448a94d-b29b-4993-93db-3b8910537c76.jpg?v=1786012388"},{"product_id":"9780670922857","title":"The Challenger Sale","description":"\u003cp\u003e\u003cb\u003eTHE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eMatthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them!\u003cbr\u003e\u003cbr\u003e\u003c\/b\u003e\u003cbr\u003e\u003ci\u003eWhat's the secret to sales success?\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003eIf you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.\u003cbr\u003e\u003cbr\u003eTheir conclusion? The best salespeople don't just build relationships with customers. They challenge them.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAny sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e'\u003cb\u003eIf you wish to become a better sales person, buy and read this book\u003c\/b\u003e and when you have finished buy \u003ci\u003eThe Challenger Customer\u003c\/i\u003e and read that!' Amazon Reader Review\u003cbr\u003e\u003cbr\u003e'\u003cb\u003eRead it, think about it, implement it. \u003c\/b\u003eYou, and your organization, will be glad you did' Professor Neil Rackham, author of \u003ci\u003eSPIN Selling\u003c\/i\u003e\u003c\/p\u003e","brand":"Gardners","offers":[{"title":"Default Title","offer_id":56311840375157,"sku":"9780670922857","price":16.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0612\/7193\/3106\/files\/9780670922857_7b010b06-a44a-4c99-b35d-7d20799a0f2b.jpg?v=1786014917"}],"url":"https:\/\/backstory.london\/collections\/author-matthew-dixon.oembed","provider":"Backstory","version":"1.0","type":"link"}