Opening
Matt Dixon (00:00:00): We collected two and a half million sales calls and studied them with a machine learning platform at scale. Lenny Rachitsky (00:00:05): The big insight is that you're losing most of your sales deals, not to competition, but to indecision. Matt Dixon (00:00:12): And that indecision stems from their fear of failure. Dialing up the FOMO backfires 87% of the time. They're not afraid of missing out, they're afraid of messing up....
The opener names the listener's problem first, then makes the guest useful to that problem.
Low-ego framing
", "strategy", "go-to-market"] word_count: 12675 --- Matt Dixon (00:00:00): We collected two and a half million sales calls and studied them with a machine learning platform at scale. Lenny...
Uses we/us, uncertainty, or learner framing instead of performing authority.
Accept praise cleanly
Matt Dixon (00:01:59): It's great to be here. Thank you for the...
Accepts praise without shrinking from it or turning it into a performance.
Accept praise cleanly
Matt Dixon (00:55:32): Well, thank you for the offer. I love being connected with folks who heard me on shows like this one. If you heard me on the podcast,...
Accepts praise without shrinking from it or turning it into a performance.