139: The JOLT Effect: Helping High Performers Overcome Customer Indecision

There’s only one thing that is worse for salespeople than hearing 'no', and it’s 'I need to think about it’.

Customer indecision is not only frustrating to deal with, particularly when a salesperson has gone through the entire process of pitching only to end up with no certain answer. 

This hurdle is all too common; in fact, research shows that 40 to 60% of sales pipeline is lost to no decision. What is less common, however, is the knowledge of how to overcome it successfully. 

In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits down with author Matt Dixon to discus s his new co-authored book, The Jolt Effect.

Packed with the latest research in customer indecision, practical guidance and myth-busting analysis, The Jolt Effect offers a new approach to tackle the dreaded ‘I need to think about it’.

Aurelien and Matt discuss the concept of the book, as well as why addressing a customer’s fear of failure is so important and some of the most psychological insights that have come out of their research.

To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.