The FOMU Report
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...
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-changer:...
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 with...
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....
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...
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.
The same is also requested...
By the DCMi Marketing Team
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...
The FOMU Report is a blog that contains updates and content from the team behind the bestselling book The JOLT Effect: How High Performers Overcome Customer Indecision. You can learn more about the...
