#2557

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.

Mentioned by

Lenny Rachitsky

Chad Horenfeldt

Christopher Funk

Mentioned in 10 episodes

Mentioned by

April Dunford

when discussing research on customer indecision in B2B purchasing.

April Dunford: The Marketing Expert

Recommended by

April Dunford

for its data-driven insights that challenge conventional sales wisdom.

A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch)

Mentioned by

Lenny Rachitsky

as his most recent book, building on previous lessons and insights.

The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)

Mentioned by

Nick Cegelski

when discussing the fear of messing up in sales.

No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell)

Mentioned by

Nick Cegelski

as the author of "The Jolt Effect", a book about sales strategies.

The Top 15 Tactics from 2024

Recommended by

Mark Kosoglow

for its insights into overcoming decision reluctance in the sales process.

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.

*Classic Episode* How You Sell is More Important Than What You Sell

Erwähnt von

Christopher Funk

im Zusammenhang mit No-Show-Deals.

#929 LinkedIn als Vertriebsmaschine: Tools & KI für maximale Effizienz. Mit Maximilian Lux

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

Mentioned by

Mark Kosoglow

as a book he read, but he doesn't remember much about it.

E9: Building Repeatable Revenue Engines at Outreach and Catalyst with Mark Kosoglow

Empfohlen von

Martin Tran

s Mentor als hilfreiche Lektüre für den Einstieg in den Vertrieb.

Vom Tellerwäscher zum Countrymanager. Mindset für erfolgreiche PreSales - Mit Martin Tran (208)

Mentioned by

Chad Horenfeldt

as a book with research that showed customers can be indecisive.

Episode 46: The People Pleaser Trap: Why Being Helpful Isn’t Enough

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