Med Device Unleashed

In this Episode of the Podcast we talk with NY times and international best selling author Matt Dixon about his book The Challenger Sale. The Challenger Sale Released in 2011 and has sold over half a million copies. Matt takes us back stage and he tells us about the inner workings and years of data backing the idea around the challenger sales rep. He does a deep dive on how to adopt these sales strategies and develop and integrate the challenger mentality into your own business and every day sales activities. Matt also touches on what it means and how effective it is to have the ability to teach , tailor and take control and more.

Show Notes

In this episode of the Med Device Unleashed Podcast, Jamie Tipton talks to Matt Dixon, the co-author of multiple books including the Challenger Sale, Challenger Customer, and Effortless Experience. He shares the details of the research that was done before writing both the Challenger Sale and Customer.

Listen to learn the importance of getting to know your customers’ buying behaviors and how you can form a relationship based on that. You will also learn how the market in 2020 relates to that of 2008-2011 due to similarities in economic status. 

“The way you back that up, the way you engage customers early, the way you shaped the way the customers thinks is by creating a relationship not build on diagnosing what’s keeping that customer up at night but instead build on showing the customer what should be keeping them at night.”- Matt Dixon [10:11]

Top Takeaways:

·       Learning to be a relationship builder as a salesperson.
·       How to create a unique brand with your customers by coaching them to buy your products.
·       Why 2020 is a great opportunity to study sales just like the late 2000s were.
·       Questions you need to ask yourself if you feel you aren’t challenging your customer enough.

Episode Timeline:

·       [2:50] He explains the process of research they did before writing the Challenger Sale book. 
·       [8:25] Learning to shape the customer’s thoughts by creating a certain relationship.
·       [12:16] Why a challenger needs to create disagreements with the customer for a relationship to form. 
·       [15:04] The change in customer buying behavior over the years and how the challenger can still form a relationship with them. 
·       [18:19] Creating a brand in the marketplace by delivering value to the customer. 
·       [29:32] How the challenger coaches the customer on how to buy their products.
·       [32:45] How the Challenger Sale concept can be applied in today’s pandemic economy. 
·       [38:35] The opportunity that exists right now to study sales. 
·       [43:34] Some tips on what you can go and do with your customer as a challenger.

Relevant Links:

LinkedIn: https://www.linkedin.com/in/matthewxdixon/

Website: https://tethr.com/

The Challenger Sale: https://tinyurl.com/The-Challenger-Sale-Book

The Challenger Customer: https://tinyurl.com/The-Challenger-Customer-Book

The Effortless Experience:  https://tinyurl.com/The-Effortless-Experience-Book

Harvard Business Review Article: https://hbr.org/2012/07/the-end-of-solution-sales 

What is Med Device Unleashed?

A fun and dynamic show delivering real world content by having relevant conversations and interviews with industry leaders and people on the front lines of the medical device and sales sectors. The show is designed to deliver value and entertain all experience levels whether you are an aspiring rep, a new rep in the filed or a seasoned veteran/executive in the medical device space. The overall goal of the podcast is to shed light on some of the complex intricacies of what it is like to live, breathe and sell in this ever-evolving industry.