Episode · Lenny's Podcast · 2024-05-30
Lenny Rachitsky & Matt Dixon: books mentioned on Lenny's Podcast
The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
Matt Dixon is one of the world’s foremost experts in sales and the author of The Challenger Sale, which sold over a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller.
Matt Dixon discussed The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham and The Challenger Customer by Brent Adamson and others.
Books mentioned, in the order they came up
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Discussed“we had always been fascinated by uh what Professor Neil rackam did back in the 70s and 80s in spin selling and he and his research team sat in on 30 something thousand sales calls physically sat in uh on these meetings”
Where to get it
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The Challenger Customer
Discussed“yeah I there's a in we wrote a sequel of the Challenger sale called The Challenger customer and in that book we talk about a case from a company called DP”
Where to get it
