What is the JOLT Effect? Everything You Need To Know indecision jolt effect synopsis Oct 09, 2024

By Matt Dixon and Ted McKenna

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...

Red lightening bolt with text: Why Aren't My Deals Closing?

Why Aren’t My Deals Closing? customer indecision indecision jolt effect lost deals skills Jul 17, 2024

3 Things Sellers Miss that Stall Even the Best Deals

By The JOLT Effect Team

It’s every salesperson’s worst nightmare. After weeks, sometimes months, of work that includes prospect research, l...

40-60 percent of deals lost to no decision pie chart

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

By Matt Dixon & Ted McKenna

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 how big or small your bu...

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 wi

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The FOMU Report

3 Things Sellers Miss that Stall Even the Best Deals

By The JOLT Effect Team

By Matt Dixon & Ted McKenna

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