Podcast · 57 min

Matt Dixon Explains the JOLT Effect | How to Avoid "Think it Overs" with Potential Customers!

Matt Dixon · Flow State Sales Free Advanced

Matt Dixon Explains the JOLT Effect | How to Avoid "Think it Overs" with Potential Customers!

The author of the research, talking through why turning up the pain on a frightened buyer backfires and what top performers do instead. Hearing him say it is faster than the book if your team needs convincing this week.

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The question it answers

  1. A big share of our losses are to nobody at all. How do the best companies write and sell against doing nothing?

Read with it

  1. The operational half of taking on an incumbent: timing outreach to renewal windows, mining review sites for the buyer's own... MarketBetter Article · 22 min read How to Run a Competitive Displacement Campaign: The Complete Playbook for Winning Deals From Incumbent Vendors MarketBetter Team
  2. Built on 2.5 million recorded sales conversations, this is the evidence that most no-decision losses are fear of getting it... jolteffect.com Book · 240 pages The JOLT Effect: How High Performers Overcome Customer Indecision Matthew Dixon and Ted McKenna
  3. The free summary that separates status quo bias from indecision and gives you the four moves for the second one, including... Challenger Article · 9 min read How to Overcome Customer Indecision Using the JOLT Effect Approach Challenger
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