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Top 9 Matthew Dixon Quotes (2025 Update)

Matthew Dixon Quote: “The Key to Mitigating Disloyalty Is Reducing Customer Effort.”

1. “The Key to Mitigating Disloyalty Is Reducing Customer Effort.”

— Matthew Dixon

Matthew Dixon Quote: “You need to give your customers fewer reasons to be disloyal, and the best way to make that happen is to reduce customer effort.”

2. “You need to give your customers fewer reasons to be disloyal, and the best way to make that happen is to reduce customer effort.”

— Matthew Dixon

Matthew Dixon Quote: “One of our recent studies revealed that while all reps start their sales efforts by mapping out stakeholders within the customer organization, core performers then move to what would seem like the logical next step – understanding needs and mapping solutions against those needs. But high performers do something very different. They extend this part of the sales process by digging into these individual stakeholders’ varying goals and biases, as well as business and personal objectives.”

3. “One of our recent studies revealed that while all reps start their sales efforts by mapping out stakeholders within the customer organization, core performers then move to what would seem like the logical next step – understanding needs and mapping solutions against those needs. But high performers do something very different. They extend this part of the sales process by digging into these individual stakeholders’ varying goals and biases, as well as business and personal objectives.”

— Matthew Dixon

Matthew Dixon Quote: “But what if customers truly don’t know what they need? What if customers’ single greatest need – ironically – is to figure out exactly what they need?”

4. “But what if customers truly don’t know what they need? What if customers’ single greatest need – ironically – is to figure out exactly what they need?”

— Matthew Dixon

Matthew Dixon Quote: “Challengers aren’t so much world-class investigators as they are world-class teachers.”

5. “Challengers aren’t so much world-class investigators as they are world-class teachers.”

— Matthew Dixon

Matthew Dixon Quote: “Identify your unique benefits. Develop commercial insight that challenges customers’ thinking. Package commercial insight in compelling messages that “lead to.” Equip reps to challenge customers.”

6. “Identify your unique benefits. Develop commercial insight that challenges customers’ thinking. Package commercial insight in compelling messages that “lead to.” Equip reps to challenge customers.”

— Matthew Dixon

Matthew Dixon Quote: “We’ve worked with a number of companies similar to yours, and we’ve found that these three challenges come up again and again as by far the most troubling. Is that what you’re seeing too, or would you add something else to the list?”

7. “We’ve worked with a number of companies similar to yours, and we’ve found that these three challenges come up again and again as by far the most troubling. Is that what you’re seeing too, or would you add something else to the list?”

— Matthew Dixon

Matthew Dixon Quote: “Put it all together and you get: “What’s currently costing our customers more money than they realize, that only we can help them fix?” The answer to that question is the heart and soul of your Commercial Teaching pitch.”

8. “Put it all together and you get: “What’s currently costing our customers more money than they realize, that only we can help them fix?” The answer to that question is the heart and soul of your Commercial Teaching pitch.”

— Matthew Dixon

Matthew Dixon Quote: “In other words, the consensus sale isn’t something you should be fighting – it’s something you should be actively pursuing. You can’t just elevate the conversation and cut everyone else out because it’s exactly that team input that the decision maker values most when it comes to loyalty.”

9. “In other words, the consensus sale isn’t something you should be fighting – it’s something you should be actively pursuing. You can’t just elevate the conversation and cut everyone else out because it’s exactly that team input that the decision maker values most when it comes to loyalty.”

— Matthew Dixon

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