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 preceded the book. And our JOLT in the Media page also contains a lot of videos and podcasts for those that want to dive a bit deeper.

More recently, Matt has started a series of pieces in Raconteur. This piece starts towards the beginning and lays out the significant challenge facing sales organizations where 40-60% of deals end in "no decision." More importantly, Matt details the traps sellers need to avoid and starts laying a foundation for ways to combat customer indecision.

Read on here:

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