- Customer Loyalty
- Change Management
- Consumer Trends
Audience & Industry
- Sales Professionals
- Senior Management Groups
- The Marketing and Advertising Industry
- The Technology Industry
By challenging the traditional models of sales, service, and customer experience management, Matt Dixon offers business leaders a radically different formula for addressing their top priorities: winning, keeping, and growing customers.
Matt Dixon is one of the world’s leading experts on sales, customer service, and customer experience. As Chief Product & Research Officer at the Austin-based artificial intelligence and machine learning venture Tethr, he has executive management responsibility for product management, innovation, and marketing and plays a leading role in helping to bring the company's data and insights to the business world through ground-breaking research, thought leadership, and public speaking.
Matt is the author of three best-selling business books, including The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review. He is a sought-after speaker and advisor to management teams around the world, having presented his findings and insights at a wide range of industry conferences as well as to hundreds of senior executive teams, including those of many Fortune 500 companies.
Insight Selling: Driving Growth in the Age of Customer Empowerment
Matt Dixon’s first book, The Challenger Sale: Taking Control of the Customer Conversation, was a #1 Amazon and Wall Street Journalbestseller that has been lauded as “the most important advance in selling for many years” (SPIN Selling author Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade” (Business Insider).
Now, Matt takes audiences on a whirlwind tour through sales history—from product selling to solution selling to Insight Selling—and issues a stirring call-to-action for today’s sellers: adapt or become irrelevant.
Drawing from dozens of studies and from his own extensive experience advising leadership teams around the world, Matt explains how customers today are learning on their own, engaging salespeople much later in the purchase journey than ever before, and explains why survival in this new world demands that we shift from a classic “solution-selling” posture (in which the seller seeks to diagnose what’s “keeping the customer up at night”) to an “Insight-Selling” posture (in which the seller seeks to show the customer what should be keeping them up at night)—from diagnosing needs to prescribing needs. In a world in which customers can learn on their own, the value a seller must bring is to share with the customer those things they couldn’t learn on their own.
This presentation covers the new behaviors, competencies, and activities required for sellers and marketers be successful in this new world and offers the unique opportunity to hear from one of the “founding fathers” of the Insight Selling movement.
The Ease Imperative: What Easy-to-do-Business-With Companies Can Teach the Rest of Us
Matt Dixon’s groundbreaking book, The Effortless Experience: Conquering the New Battleground for Customer Loyalty, has been described as “a business detective story in which cherished truths are systematically investigated and frequently debunked” (Dan Heath, co-author of Switch and Made to Stick). It’s a book that turned the world of customer experience on its ear by arguing that delight doesn’t pay and that what customers really want is a “low effort” experience.
Now, drawing on more than a decade spent studying easy-to-do-business-with companies and the latest social science research into human psychology and behavioral economics, he presents a compelling argument for simplicity in the customer experience. While the conventional wisdom is that customers reward companies that delight and surprise them, the reality is that customers prefer experiences that fit seamlessly into their lives and make otherwise painful experiences easy. In a world of complexity, simplicity has become the new coin of the realm.
This presentation presents a (simple) roadmap for dramatically altering the way companies engage with their customers and offers concrete, practical guidance that audiences can immediately put into action to drive loyalty and profitable growth.