E283 | Why 60% of Sales Evaporate and How to Stop It with Matt Dixon

Is your sales team performing at their best? Do your sales managers have the right skills for the role? Are you following the best approach when hiring new salespeople?  If your answer to any if these questions is no, or even hesitation, this episode of The Melting Pot should be a compulsory listen for you today.  This week we have the immense pleasure of listening to and learning from Matt Dixon, one of the world’s leading experts on sales, customer service and customer experience. Matt is also the founding partner of DCM Insights. With a background in research, he brings a distinctive approach to understanding customer buying behaviours and the strategies top salespeople employ to meet evolving needs. Matt's extensive tenure at corporate executive board and his bestselling book The Challenger Sale firmly establish him as a leading figure in sales expertise. His unique persona as a "sales anthropologist" offers valuable insights into the scientific and psychological aspects of successful selling, making him a highly sought-after thought leader in the industry. In this episode, Matt dives into the best approaches to getting top talent in your sales team and the difference between a great salesperson and a great sales manager. He also shares why coaching is for him the most important trait of a sales manager. Then, he gives his own view on paying your salespeople commission, how to help your buyer overcome their ‘fear of messing out’, challenging the status quo and making the right decision.  If you are running a business, or you are in sales – even if you're not in sales and you run a company – or if you're frustrated and you want things in your business to run differently, this episode is for you.  Download and listen to learn more. On today’s podcast: Mastering sales strategies to engage customers effectively.How to attract the right talent to your sales team. Why the obsession with paying commissions to sales teams?Dealing with customer indecision during the sales processEffective sales techniques to address emotional factors and drive sales. Follow Matt Dixon:LinkedInDCM InsightsThe Challenger SaleThe Effortless ExperienceThe Challenger CustomerThe Jolt EffectBook recommendations:SPIN selling