The FOMU Report

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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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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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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