What people are saying...
“Every last person in sales should rush to buy this book. Fresh, interesting, evidence-based, and above all PRACTICAL, The JOLT Effect will spark a transformation in the way we sell.”
- Dan Heath, NYT bestselling author of Switch, Made to Stick,
the Power of Moments, and Upstream
“Dixon and McKenna have mined a massive trove of data to extract piles upon piles of golden nuggets of sales insight. They show how we’ve misunderstood what really holds back buyers. And with a deft combination of analytic rigor and practical guidance, they chart a path to doing better. THE JOLT EFFECT is essential reading for sales professionals in every field.”
- Daniel H. Pink, #1 NYT bestselling author of To Sell is Human and The Power of Regret
"The JOLT Effect debunks long-held sales beliefs. The psychology behind buying decisions is a valuable perspective that is not taken into account in traditional selling methods. This will differentiate the sales approach for our organization."
- Melissa Murray Bailey, CRO, Hootsuite
"No decision is the single most difficult objection to answer and The JOLT Effect has delivered clear insight as to how to manage through this evergreen objection that every rep faces but never wants to talk about."
- George Burns, VP of Sales, ClearlyRated
"The JOLT Effect is such a logical extension of the brilliance of The Challenger Sale... I expect it to have a similarly major impact on the GTM sales motion that I and my fellow sales professionals deploy."
- Mitchell Bayer, VP of CRO Partnerships, physIQ
"Looks like the guys at DCM Insights have cracked the code on the #1 issue we have all been facing for years. Practical ideas, relevant actions which are grounded in contemporary data-driven research."
- Ken Powell, Chief Customer Officer, OSG
"The JOLT Effect is the missing link for selling to today's indecisive customers."
- Fraser Marshall, GM, Organizational Development and Learning, DMG MORI USA
"I love this. The JOLT Effect articulates what we intuitively know but struggle to teach our salespeople."
- Rachel Merrick Maggs, Senior Director, Litera
"The JOLT Effect is a must read for every organization looking to turbocharge commercial performance. Matt Dixon and Ted McKenna use their pivotal research to break down everything sellers need to know to overcome customer indecision."
- Constantine Alexandrakis, CEO, Russell Reynolds Associates
The JOLT Effect turns conventional thinking on its head. Through a fascinating combination of modern machine learning-based analysis and troves of research into human psychology and behavioral economics, the authors show us that our biggest competitor in sales isn’t actually the customer’s preference for the status quo, it’s their inability to make a decision. Sales leaders, managers and reps cannot afford to ignore this book.”
– Jim Nystrom, EVP Global Sales, Dialpad
Addressing this indecision requires a new sales playbook. Many of our instincts have us doing exactly the opposite of what we should be doing. In The JOLT Effect, Matt and Ted provide a deep understanding fo what drives decision and how sales people can help customers gain confidence in their decision. If you want to address the huge lost opportunity due to no decision made, if you want to help your customers become more confident in the decisions they do make, JOLT is your guide."
- David Brock, author of The Sales Manager Survival Guide and CEO, Partners in EXCELLENCE
"The JOLT Effect is an absolute game changer — bringing the most fascinating current psychology insights together with the practical applications needed to succeed in B2B selling. After buyers have endured the uncertainties of today's macroenvironment, every salesperson needs The JOLT Effect to help clients access the solutions they need."
- Jean Martin, Senior Partner and Global Head of Product, Mercer
"This is the most important advance in sales thinking since The Challenger Sale. In The JOLT Effect, the DCM Insights team shines a bright spotlight on the biggest and, for years, largely unspoken challenge facing sales teams: no decision. This research has already made a big impact on how we view deal progress and has given us the tools we need to shift our sales strategy and drive more revenue. This is required reading for any sales professional looking to overachieve in an increasingly challenging buying environment."
- Connor Marsden, EVP, North America Service Cloud, Salesforce
Overcome Customer Indecision
A range of products provide a complete, self-guided solution to learn and enable sellers on JOLT Effect techniques
Team Huddle Packs
About The JOLT Effect
A new study of 2.5 million sales conversations reveals why customers tend to chose inaction over action and the counterintuitive playbook—the "JOLT Effect approach"—that high performers use to overcome customer indecision and close more deals