Matt Dixon

Co-author of The Challenger Sale (Wall Street Journal #1 bestseller, ~1M copies sold) and The JOLT Effect. Formerly Chief Research Officer at CEB (acquired by Gartner). One of the world’s most cited researchers on B2B sales effectiveness. The Challenger Sale was built from a 6,000-salesperson global survey; The JOLT Effect from a 2.5-million-call machine-learning study. Known for the finding that 40–60% of qualified pipeline is lost not to competition but to customer indecision — and that the standard remedy (dialling up FOMO) backfires 87% of the time.

Episodes in this wiki

• Matt Dixon on the JOLT Effect, the Challenger Sale, and Overcoming Indecision — Lenny’s Podcast (~2023)