About This Show
Channel Outlaws is a weekly podcast about the top performing entrepreneurs and salespeople who sell technology, cloud and carrier solutions through the global indirect channel.
Why do we call them outlaws? Because these are the rebels, the trailblazers, the square pegs in round holes who ditch the playbook, defy the rules and do whatever it takes to optimize business technology solutions and move society forward in an ever connected world. They’re more important now than ever, as the channel reaches a tipping point.
The Channel Outlaws Podcast was born out of a 23 year crusade to support these technology advisors who change the world. Today you can take control and radically transform your own business by learning from the best of the best and modeling their success.
Host Brian Leonard is a successful entrepreneur, management consultant, startup advisor and channel growth-hacking veteran who today leads the marketing department at Intelisys (a ScanSource company), the largest technology services distributor of telecommunications and cloud services in the United States. He’s worked directly with business owners for decades, with a single-minded, relentless focus on discovering the simplest strategies for achieving peak performance.
In this podcast, Brian digs deep to uncover the strategies, tactics and best practices that top channel partners use to transform their businesses and upgrade their lifestyles to achieve independence . . . without limits.
Most Recent Episode
Matt Dixon - Co-Author of The Challenger Sale - The "New" Sales Pipeline, Challengers & Lone Wolves, Insight vs. Solution Selling , Hiring, Training & More.
6 days ago
Matt Dixon is the co-author of The Challenger Sale, The Challenger Customer, and the Effortless Experience. He's also the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group, a prominent management consulting company. Matt's first book, The Challenger Sale, was recently ranked by marketing leader Hubspot as the #1 book today for salespeople and sales managers. I talk to Matt about the concept of “The Challenger” ... What makes a Challenger ... And what you can do to be a better Challenger. We talk about the popular question “What keeps you up at night” and why it’s no longer the right approach to take with a customer … And what a top performing Challenger Sales Rep says to prospects instead. As the customer evolves, so too must the salesperson. The data shows that of the 5 types of salespeople discussed in The Challenger Sale, “Relationship Builders” are no longer the best performing salespeople. They’re actually the worst. Matt’s data also shows that “insight selling”, as opposed to solutions selling, is clearly the dominant player today, and he tells us how to become better “insight sellers”. We talk about the best ways to build a sales team around The Challenger Sale methodology, as well as how to train your own Challengers at home. We also discuss high impact Challenger Marketing, the end of “Findable Business”, how solution selling is dead (and really has been for several years), and much more. Hope you enjoy the interview as much as I enjoyed hosting it.