For Sales Organizations

Bring The JOLT Effect to Your Team

The research behind the book, delivered as training, enablement, and advisory for B2B sales organizations. Three ways in, depending on what you already have in place.

The JOLT Effect began as a study of 2.5 million recorded sales conversations, conducted by Matt Dixon and Ted McKenna. Today that research is delivered to sales organizations by SellingInnovations, which Dixon and McKenna co-founded with Dave Anderson and Rory Channer.

SellingInnovations was spun off from DCM Insights and focuses exclusively on B2B sales. The two remain sister companies under shared ownership. Readers who see DCM Insights referenced in the book are looking at the same research and the same people.

Three Ways In

Where you start depends on what's already working. Every option below sits on top of the methodology your team runs today — JOLT was built to add to your foundation, not replace it.

Option One

JOLT on Top of What You Already Run

Methodology agnostic

For teams whose sales methodology works and whose "no decision" problem doesn't. JOLT layers onto your existing foundation without asking anyone to unlearn it — MEDDPICC, Challenger, SPIN, or something you built yourself. Sellers learn to recognize indecision inside a live deal and work it, using the four behaviors the research found in high performers.

Explore JOLT Effect training →

Option Two

JOLT Plus the Fundamentals

Methodology agnostic

For teams where indecision is a symptom of something earlier in the deal. This blends the JOLT approach with the foundational work underneath it — diagnosing what a customer is actually trying to achieve, and building the case around that outcome rather than around your product. The right start when deals stall in discovery as often as they stall at the close.

Explore Generating Fearless Buyers →

Option Three

Build It Into How Your Managers Lead

Manager capability

Training changes what sellers know. Managers decide whether it survives the quarter. Sales Leader Academy embeds JOLT into seller skill development and into your operating rhythm — coaching cadence, deal reviews, forecasting, and the accountability mechanisms that make new behavior stick after the workshop ends.

Explore Sales Leader Academy →

Teams Putting the Research to Work

Not sure which one fits?

Most teams aren't, at first. Tell us where deals are stalling and we'll point you at the right starting place — or tell you if none of these is what you need.

Start a conversation Looking for individual access? The self-paced course is available here.