---
title: 'The Challenger Sale and Jolt Effect with Matt Dixon'
type: 'episode'
url: 'https://doc.social/episodes/the-challenger-sale-and-jolt-effect-with-matt-dixon'
show: 'Medical Sales Accelerator Podcast'
show_url: 'https://doc.social/podcasts/medical-sales-accelerator-podcast'
published: '2023-05-08'
audio: 'https://traffic.libsyn.com/secure/medicalsalesaccelerator/EP_134_Podcast_with_Matt.mp3'
---

# The Challenger Sale and Jolt Effect with Matt Dixon

Sponsored by TrackableMed Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why...

## Summary

_ Sponsored by TrackableMed_

 Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he’s back with new research and a new book sharing what the best sellers do to overcome this problem.

 Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including _The Challenger Sale_ and his latest book, _The JOLT Effect: How High Performers Overcome Customer Indecision._ In the interview, sponsored by TrackableMed, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.

 In this episode, we also discuss:

- The 3 ways to revisit the status quo objection

- The Pain of Same vs The Pain of Change

- Error of Omission vs Error of Co-mission

- How FOMO tactics actually backfire in certain cases

- The two drivers of no-decision losses

- Shifting from a salesperson to a buyer’s agent

 Resources from this episode:

- [ Get the free MedTech Talk Tracks for Action](https://www.medicalsalesaccelerator.com/resources)

- [ The Jolt Effect: How High Performers Overcome Customer Indecision](https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102/ref=sr_1_1?hvadid=623827372512&hvdev=c&hvlocphy=9010077&hvnetw=g&hvqmt=e&hvrand=2589355438934492254&hvtargid=kwd-1806841946044&hydadcr=2097_13460699&keywords=matt+dixon+the+jolt+effect&qid=1681768591&sr=8-1)

- [ The Challenger Sale](https://www.amazon.com/The-Challenger-Sale/dp/3868815856/?_encoding=UTF8&pd_rd_w=RLT5J&content-id=amzn1.sym.22f5776b-4878-4918-9222-7bb79ff649f4&pf_rd_p=22f5776b-4878-4918-9222-7bb79ff649f4&pf_rd_r=130-3274246-5813645&pd_rd_wg=1IGdr&pd_rd_r=77eaf2da-457f-4a38-922f-74ad56d9d184&ref_=aufs_ap_sc_dsk)

 Social Media:

- [ Connect with Matt on LinkedIn](https://www.linkedin.com/in/matthewxdixon/)

- [ Connect with Zed on LinkedIn](https://www.linkedin.com/in/zedwilliamson/)

- [ Connect with Clark on LinkedIn](https://www.linkedin.com/in/clark-wiederhold-2536299/)