The FOMU Report
By Matt Dixon & Ted McKennaÂ
In 2025, top sales performers will once again stand out by their ability to tackle the biggest growing challenge in sales: customer indecision. With so many options and i...
By Matt Dixon and Ted McKennaÂ
The JOLT Effect is a transformative sales framework developed by Matthew Dixon and Ted McKenna to tackle the issue of customer indecision in sales. Our research found t...
As we analyze sales performance, evaluate successful close rates, and further push the bounds of science when it comes to finding out how, exactly, to make peop...
3 Things Sellers Miss that Stall Even the Best Deals
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By The JOLT Effect Team
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It’s every salesperson’s worst nightmare. After weeks, sometimes months, of work that includes prospect research, l...
By Matt Dixon & Ted McKennaÂ
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Customer indecision is the moment when sales teams (like yours!) lose a sale not to a competitor—but to the dreaded “no decision.”Â
No matter how big or small your bu...
By The DCMi Marketing Team
All customer decisions—whether pre-sale or post-sale—follow the same path, as depicted in the below graphic. But our research indicates high performers think about the sale...
By the DCMi Marketing Team
In the fast-paced world of sales, where every interaction is a chance to win or lose a customer, one crucial element often stands out as a game-chan
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In the evolving world of B2B sales, success is often a game of inches, with wins against competitors by the smallest of margins. Customers are overloaded wi
...In the second part of a series of pieces for Raconteur, Matt details the three primary sources of purchase indecision. Then he outlines the skills sellers can use to listen for signs of indecision.
M...
We are often asked for a short synopsis of our study on customer indecision. A primer on all that would come within the full book, if you will.
Most often we point towards the HBR article that preced...
It's common for companies and organizations of all sizes to as Matt or Ted to speak at their sales kickoffs, national sales meetings, or other leadership offsites.Â
The same is also requested of our ...
By Matt Dixon & Ted McKennaÂ
The hottest topic in tech right now is the implementation of artificial intelligence (AI) into business practices. From marketing to customer service, CEOs, CTOs and CFOs...
