The FOMU Report

What is Customer Indecision? Understanding and Overcoming Buyer Hesitation customer indecision indecision jolt effect skills May 30, 2024

By The JOLT Effect Team

 

Customer indecision is the moment when sales teams (like yours!) lose a sale not to a competitor—but to the dreaded “no decision.” 

No matter...

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Two Playbooks to Close the Sale challenger sale customer indecision Dec 07, 2023

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...

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Feedback Still Matters Oct 26, 2023

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:...

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5 Base-level Skills Every Salesperson Should Have challenger sale indecision jolt effect skills trust Oct 10, 2023
By the DCMi Marketing Team

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...

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The best way to get a customer off the fence? Get to know them. customer indecision raconteur synopsis Sep 04, 2023

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....

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How do you change indecisive customers into buyers? customer indecision jolt effect raconteur study synopsis Aug 31, 2023

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...

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Getting Impact from Kickoffs and Onsites in 2024 sko speaking wbd Aug 28, 2023

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...

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Artificial vs. Emotional Intelligence in Sales ai customer indecision technology Aug 25, 2023

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...

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What is the FOMU Report? customer indecision jolt effect Aug 24, 2023

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...

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