Ep. 1106: Matt Dixon Interview with Michael Covel on Trend Following Radio

Michael Covel's Trend Following

Michael Covel

Investing, Business

4.6 • 730 Ratings

🗓️ 29 August 2022

⏱️ 54 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

My guest today is Matt Dixon, the Chief Product and Research Officer at Austin-based AI and Machine Learning Venture Tethr. Matt was a Senior Partner at Korn Ferry Hay Group and was a Group Leader in the research and advisory division of CEB, now Gartner. He is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience.

The topic is his book The JOLT Effect: How High Performers Overcome Customer Indecision.

In this episode of Trend Following Radio we discuss:

How do we study sales?
Advantages of virtual sales calls
How to deal with problems in the buying environment
The decrease in productivity from a team, organizational, and sales perspective
What does it take to beat the status quo?
The purpose of changing sellers’ behavior
JOLT acronym
The difference between dealing with status quo and indecision

Jump in!

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I’m MICHAEL COVEL, the host of TREND FOLLOWING RADIO, and I’m proud to have delivered 10+ million podcast listens since 2012. Investments, economics, psychology, politics, decision-making, human behavior, entrepreneurship and trend following are all passionately explored and debated on my show.

To start? I’d like to give you a great piece of advice you can use in your life and trading journey… cut your losses! You will find much more about that philosophy here: https://www.trendfollowing.com/trend/

You can watch a free video here: https://www.trendfollowing.com/video/

Can’t get enough of this episode? You can choose from my thousand plus episodes here: https://www.trendfollowing.com/podcast

My social media platforms:
Twitter: @covel
Facebook: @trendfollowing
LinkedIn: @covel
Instagram: @mikecovel

Hope you enjoy my never-ending podcast conversation!

Transcript

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0:00.0	This is Trend Following Radio, where great thinking comes alive.
0:10.9	Nobel Prize winners, legendary traders, bestselling authors, and the pros that know what drive us irrational human beings.
0:21.2	I am your host, Michael Coval.
0:24.0	Not filtered, raw, honest.
0:27.4	That's my passion.
0:33.5	My guest today is Matthew Dixon.
0:35.9	He has a new book out called The Jolt Effect,
0:39.0	How High Performers Overcome Customer Indecision. Look, one way or another, we're all involved in sales.
0:46.6	The worst thing that anybody can hear from a customer isn't necessarily no. It's, I need to
0:52.9	think about it. It's the indecision. That's what our conversation
0:56.4	is about today. We cover the map. I mean, so many of the psychologists that I've had on this show
1:02.0	work right into Matthew's work, which I did not know in advance of the conversation. Think about it.
1:09.2	It's not necessarily the status quo. I've got my solution.
1:13.6	I love my solution. It's more the loss ofversion, the prospect theory. That's what's really going on.
1:20.8	I hope you enjoy this deep dive with Matthew Dixon as we jump into the jolt effect.
1:38.8	So Matthew, COVID was unique from your perspective.
1:43.5	Now, not necessarily from my perspective,
1:45.1	because I've been selling online since 1996,
1:49.3	so I have a personal experience with it.
1:51.6	But for a lot of people, the Internet was great,
1:54.6	some online shopping, Amazon has kind of pushed people over
1:57.6	and, you know, Facebook and all the Instagram
	...

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