Ted McKenna: JOLT Effect and addressing the Challenge of Indecision

John Barrows sits down with Ted McKenna, co-author of "The Jolt Effect" and an accomplished sales and customer experience researcher whose work has graced the Harvard Business Review. As a founding partner of DCM Insights, Ted delves into the evolving dynamics of buyer-seller interactions, the influence of AI on decision-making, and strategies for addressing buyer indecisiveness. Tune in to discover actionable insights on how to adapt and thrive in an ever-changing sales landscape. Key takeaways include effective sales tactics, the role of emotional factors in B2B purchasing, and the importance of transparency and expertise in sales.

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