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Matt Dixon – The Jolt Effect Interview

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.”

When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding.

What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head.

Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance,

The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.

A Brief History of Sales Methodologies

Sales, often seen as the beating heart of any business, has had quite the journey throughout history. From the lively markets of ancient times to the bustling digital world we live in today, selling has adapted alongside changing times and technologies. Let’s take a trip through the colourful history of sales methods....
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Scott Leese – My Top 4 Sales Books

Scott Leese is a seasoned sales leader and entrepreneur with over two decades of experience in the Saas and tech industry. Rising from humble beginnings in sales, he quickly ascended to leadership roles in prominent tech companies, earning recognition as a top voice in the profession. Known for his innovative strategies and unwavering commitment to...
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Anthony Iannarino – My top 4 Sales Books

As part of a new series we set out to find the books that inspired the authors and ask them one simple questions – What are your top 4 sales books? Prepare to be captivated by the insights of the acclaimed five-time best-selling author, Anthony Iannarino! Join us as he unveils a treasure trove of...
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