#1179
Mentioned in 10 episodes
The JOLT Effect
How High Performers Overcome Customer Indecision
Book • 2022
The JOLT Effect, written by Matthew Dixon and Ted McKenna, addresses the vital problem of customer indecision in sales.
Drawing from a study of over 2.
5 million sales conversations, the book reveals that high-performing sales reps succeed by addressing the customer’s fear of failure.
It offers a counterintuitive playbook that turns conventional sales wisdom on its head, providing robust data, insights, and practical guidance to close the gap between customer intent and action.
Drawing from a study of over 2.
5 million sales conversations, the book reveals that high-performing sales reps succeed by addressing the customer’s fear of failure.
It offers a counterintuitive playbook that turns conventional sales wisdom on its head, providing robust data, insights, and practical guidance to close the gap between customer intent and action.
Mentioned by
Mentioned in 10 episodes
Recommended by Mark Kosoglow for its insights into overcoming decision reluctance in the sales process.
38 snips
Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Ep. 316 | Leadership Q&A
Mentioned by Andy Paul as one of his guests and a Wall Street Journal bestselling co-author of several sales books, including his new book.
15 snips
*Classic Episode* How You Sell is More Important Than What You Sell
Recommended by Carson Heady for its insights into the shift from 'fear of missing out' to 'fear of messing up' in modern sales.
Three Eternal Truths For B2B Sales Success That Most Sellers Avoid | Carson Heady - 1854
