This episode of Built to Sell Radio features Matt Dixon, author of the global bestseller, The Challenger Sale. Dixon became the de facto leader of the sales training world when Neil Rackham, author of "SPIN Selling," praised The Challenger Sale as "the most important advance in selling for many years.”
If you’re wondering how to get your people to sell as well as you do, this is your master class.
In this episode, you’ll learn how to:
- Replace yourself as your company’s rainmaker.
- Make your salespeople seem credible.
- Avoid becoming commoditized.
- Arm your salespeople with the answer to the most important question every seller must answer.
- Differentiate your company on something more durable than “customer experience.”
- Overcome customer indecision.
- Productize a service business.
- Become irresistible to an acquirer.
Want to learn how to make your business irresistible to buyers? CLICK HERE to schedule a meeting with me today.
Video: Matt Dixon on Teaching Your Employees to Sell

Mark Hartmann is a three-time Inc 500|5000 CEO with a rich sales, operations, and leadership background in the insurance, financial services, and healthcare sectors. With extensive experience growing and selling his own businesses, Mark leverages his expertise to help owners grow and sell businesses valued at $1M —$25M. He’s earned a master’s degree in organizational change management from St. Elizabeth University and a graduate certificate in executive coaching from Columbia University. Mark’s professional certifications include Certified Mergers and Acquisitions Professional (CM&AP), Certified Business Intermediary (CBI), Certified Exit Planning Advisor (CEPA), and Certified Value Builder (CVB).