Matthew Dixon

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In 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...

Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them....

There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients—even long-standing ones—are much less loyal to firms and partners than they once were.

Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths...

The Challenger Sale team are back, and this time they reveal something even more game changing: the highest-performing sales teams don't focus on friendly, attentive customers....