Sales Researchers and Authors
Matthew Dixon is an American sales and customer experience expert and founding partner of DCM Insights, while Brent Adamson is a researcher and former chief storyteller at CEB (now Gartner). Their co authored book The Challenger Sale, based on a study of thousands of sales representatives, became a number one Wall Street Journal bestseller.
by Matthew Dixon and Brent Adamson
Dixon and Adamson argue that in complex B2B sales the relationship-builder archetype underperforms the Challenger, who teaches, tailors, and takes control of the customer conversation. Their research across thousands of sales reps shows that teaching customers something new about their own business is the single strongest driver of loyalty.
The books Matthew Dixon and Brent Adamson references, cites, and recommends most frequently.
by Malcolm Gladwell
Gladwell identifies the three forces that make ideas spread like epidemics: the right people, the right stickiness, and the right context. Small changes can trigger massive social shifts.
by Robert Cialdini
Cialdini identifies six universal principles of persuasion: reciprocity, commitment, social proof, authority, liking, and scarcity. Understanding these triggers explains why we say yes, and how others get us to comply.
by Chip Heath
Heath and Heath argue that change fails when the rational mind and emotional mind conflict. Direct the rider, motivate the elephant, and shape the path to make switching easy.
by Daniel Kahneman
Kahneman reveals that our minds run on two systems: fast intuition and slow deliberation. Most errors in judgement come from trusting System 1 when the situation demands System 2's careful analysis.
Who Matthew draws from, and who draws from Matthew — aggregated across every book in this collection. Counts show the number of citation links, not the depth of each one.