Matt Dixon-How To Find Challengers and Mobilizers

How do we sell in an economic downturn? The closest example in recent history is the 2008/2009 crisis. During that time, Matt Dixon and Brent Adamson wanted to find out why some reps were succeeding while many failed. This research led to The Challenger Sale and then, The Challenger Customer.

These books are packed with insights on the type of sales reps (challengers) and the corresponding type of buyer (mobilizers) that will drive the most results. In this episode, you'll hear Matt's perspective on what salespeople and marketers should be considering as we work to recover and grow revenue.

After you listen to this conversation, you will enjoy my recent review of The Challenger Sale.