#2480

Mentioned in 24 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

Mentioned in 24 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.

#419 - No Champion, No Deal: How to Find and Develop Champions | Krysten Conner

Mentioned by

Nick Cegelski

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

#406 - The Top 15 Tactics from 2024

Mentioned by

Matt Dixon

as research about loss aversion and why deals are lost.

How to Go From Expert to 'Activator' and Future-Proof Your Firm with Matt Dixon

Recommended by

April Dunford

as research-based sales guidance explaining why many B2B purchases end in indecision.

[Best of B2B] April Dunford - Positioning, Differentiation, Lessons from 200+ Sales Pitches, and How To Do It Right

Mentioned by

Christ Coolen

, referring to its findings on why businesses often don't follow through with offers.

#125. Christ Coolen: de weg van de minste weerstand bij overtuigen

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

Recommended by

Mark Kosoglow

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

#469 - Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Leadership Q&A

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