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Synopsis
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.
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About the Author
Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500.
Ted McKenna is an accomplished sales and customer experience researcher whose work has appeared in the pages of Harvard Business Review. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, engage, retain, and grow customer relationships. Prior to co-founding DCMi, Ted has held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds, and CEB (now, Gartner). His most recent work focused on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioral frameworks. Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and jobs data. He is a sought-after speaker and advisor to sales and customer experience teams around the world.
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Hardback. Condition: Very Good. This book is a compilation of NATO related speeches, interventions, letters, interviews, articles, and some last-minute thoughts that the author released upon the world from 1991 to 2021. The texts are presented as they were delivered, in rough English, used by non-native English speakers, to preserve their authenticity, as are the colorful prefaces to each one of them. The compilation is far from complete as many speeches resembled each other ad nauseam, some were unfortunately or fortunately lost or misplaced, some deemed inappropriate, while some other pieces are hoping to see the light of the day in the long-planned books Putting Slovenia on the Map and Slovenia's Contribution to the Formulation of EU's Foreign and Security Policy. The main reason for publishing this book is to document a glimpse into the thinking and work of a person who oversaw the whole project of Slovenia's, his country's, journey from zero status to becoming its representative sitting at one of the top world tables on an equal footing with the rest of the Alliance members. Unfortunately, too often -- if not always -- the winners write history. It is hard to predict who the winners of the quiet but still ongoing battle on how to ensure Slovenia's and Europe's security will be. This is not just the battle between peaceniks and realists at home but also between the promoters of the growing role of the European Union in the defense area and those who believe that only NATO can provide Europe's hard security. Senior Ambassador inkovec, a former California hippie, staunchly belongs in the latter bunch. In foreword, the author attempts to present a realistic view of NATO as it is today, as well as the murky future it seems to be embarking upon. Are we on the verge of losing or reclaiming the Alliance that has kept peace in Europe since 1949? Seller Inventory # CIN0593538102VG
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