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The JOLT Effect
- How High Performers Overcome Customer Indecision
- Narrado por: Matthew Dixon, Ted McKenna
- Duración: 5 h y 47 m
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Resumen del Editor
From the best-selling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: Only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.
Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.
* This audiobookincludes a downloadable PDF that contains charts, graphs and illustrations from the book.
PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.
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You know your product is awesome, but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn’t a matter of following trends, comparing yourself to the competition, or trying to attract the widest customer base. So, what is it? April Dunford, positioning guru and tech executive, will enlighten you.
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The best and only book on positioning
- De Geordie en 05-02-20
De: April Dunford
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- De: Mike Weinberg
- Narrado por: Mike Weinberg
- Duración: 8 h y 1 m
- Versión completa
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No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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Forget everything you know about sales
- De Navo en 10-31-20
De: Mike Weinberg
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The Challenger Sale
- Taking Control of the Customer Conversation
- De: Matthew Dixon, Brent Adamson
- Narrado por: Matthew Dixon, Brent Adamson
- Duración: 5 h y 43 m
- Versión completa
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The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
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Bellow average book
- De Elias Karráa en 08-11-19
De: Matthew Dixon, y otros
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The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- De: Brent Adamson, Matthew Dixon, Pat Spenner, y otros
- Narrado por: Steve Kramer
- Duración: 8 h y 40 m
- Versión completa
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The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
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Love it, invaluable business resource!
- De Marxk Madhavan en 06-25-17
De: Brent Adamson, y otros
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- De: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrado por: Matthew Dixon, Nick Toman, Rick DeLisi
- Duración: 6 h y 37 m
- Versión completa
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- De Shirley Campbell en 05-26-23
De: Matthew Dixon, y otros
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Sales Pitch
- How to Craft a Story to Stand Out and Win
- De: April Dunford
- Narrado por: April Dunford
- Duración: 2 h y 57 m
- Versión completa
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World-renowned product positioning and marketing expert April Dunford knows that standing out in a crowded market is the key to getting sales. In Sales Pitch, she shows entrepreneurs, salespeople, marketers, and business leaders how they can achieve success by building a narrative that clearly communicates how your product is different and better than anything else on the market.
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Great read!
- De Ali G. en 07-26-24
De: April Dunford
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Obviously Awesome
- How to Nail Product Positioning so Customers Get It, Buy It, Love It
- De: April Dunford
- Narrado por: April Dunford
- Duración: 3 h y 31 m
- Versión completa
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General
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Historia
You know your product is awesome, but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn’t a matter of following trends, comparing yourself to the competition, or trying to attract the widest customer base. So, what is it? April Dunford, positioning guru and tech executive, will enlighten you.
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The best and only book on positioning
- De Geordie en 05-02-20
De: April Dunford
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- De: Mike Weinberg
- Narrado por: Mike Weinberg
- Duración: 8 h y 1 m
- Versión completa
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General
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Narración:
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Historia
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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Forget everything you know about sales
- De Navo en 10-31-20
De: Mike Weinberg
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- De: Keenan
- Narrado por: Keenan
- Duración: 5 h y 47 m
- Versión completa
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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SPIN selling with more EQ mixed in
- De Amazon Customer en 09-28-19
De: Keenan
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Eat Their Lunch
- Winning Customers Away from Your Competition
- De: Anthony Iannarino
- Narrado por: Anthony Iannarino
- Duración: 6 h y 25 m
- Versión completa
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The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Your competitors may be tough, but with the strategies you'll discover in this audiobook, you'll soon be eating their lunch.
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painful listen
- De Amazon Customer en 11-17-18
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Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- De: Jeb Blount
- Narrado por: Jeb Blount
- Duración: 9 h y 2 m
- Versión completa
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
- De Joe en 07-20-17
De: Jeb Blount
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The Only Sales Guide You'll Ever Need
- De: Anthony Iannarino
- Narrado por: Anthony Iannarino
- Duración: 5 h y 54 m
- Versión completa
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Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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Great read
- De Helpful Review en 10-12-17
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SPIN Selling
- De: Neil Rackham
- Narrado por: Eli Woods
- Duración: 6 h y 12 m
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Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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Sales and Science
- De Joe A Snyder III en 10-27-21
De: Neil Rackham
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Selling With
- The Art of Selling with Champions to Shape Internal Buying Conversations & Close Enterprise Deals.
- De: Nate Nasralla
- Narrado por: Nate Nasralla
- Duración: 6 h y 8 m
- Versión completa
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You probably think sales reps close deals. But the data’s in. More than 90 percent of B2B buying happens during internal meetings—not sales meetings. Which means deals are won and lost when you're not in the room. Yet, the typical sales book and process still focuses on sales reps in sales meetings. It’s like trying to win a Formula 1 race while driving on the wrong track. That’s why Selling With teaches you the art of buyer enablement—the process of creating committed champions for every deal in your pipeline, while enabling them to sell internally with a compelling written message.
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Awesome read
- De Anonymous User en 08-03-24
De: Nate Nasralla
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Let's Get Real or Let's Not Play
- Transforming the Buyer/Seller Relationship
- De: Mahan Khalsa, Randy Illig, Stephen R. Covey
- Narrado por: Mahan Khalsa, Randy Illig, Stephen R. Covey
- Duración: 6 h y 52 m
- Versión completa
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Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose.
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On Target Information
- De Chris en 01-28-22
De: Mahan Khalsa, y otros
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The SaaS Playbook
- Build a Multimillion-Dollar Startup Without Venture Capital
- De: Rob Walling
- Narrado por: Rob Walling
- Duración: 4 h y 14 m
- Versión completa
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Learn how to compete against large competitors and structure your pricing for maximum growth. Discover the four SaaS Cheat Codes that can dramatically accelerate your business's success. Learn how to avoid common mistakes that SaaS founders make and identify the right marketing approaches for your business.
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Solid
- De Phil Williams en 12-14-23
De: Rob Walling
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Secrets of a Master Closer
- A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere
- De: Mike Kaplan
- Narrado por: Michael Pauley
- Duración: 4 h y 8 m
- Versión completa
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If you want to know, step by step, how to quickly, easily, and smoothly walk anyone from being a skeptical prospect to a happy customer that refers you friends, family, and colleagues...then you want to read this book.
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Doesn't cut it.
- De Anonymous Buyer en 05-24-16
De: Mike Kaplan
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The Sandler Rules
- 49 Timeless Selling Principles…and How to Apply Them
- De: David Mattson
- Narrado por: David Mattson
- Duración: 3 h y 55 m
- Versión completa
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All prospects lie, all the time. Never ask for the order. Get an IOU for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.
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New to Sales and my first sales book
- De Paul en 07-22-18
De: David Mattson
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To Sell Is Human
- The Surprising Truth about Moving Others
- De: Daniel H. Pink
- Narrado por: Daniel H. Pink
- Duración: 6 h y 6 m
- Versión completa
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According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
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Lenghty book with a few solid tips on persuation
- De Gerardo A Dada en 01-21-13
De: Daniel H. Pink
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The Science of Selling
- Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
- De: David Hoffeld
- Narrado por: David Hoffeld
- Duración: 7 h y 52 m
- Versión completa
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Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In today's fiercely competitive marketplace, you can't afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed "gurus", how do you know which sales strategies actually work? Leading sales trainer, researcher, and CEO of Hoffeld Group David Hoffeld has the answer.
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Misunderstands both Science and Selling
- De Mike A en 04-25-17
De: David Hoffeld
Lo que los oyentes dicen sobre The JOLT Effect
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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- Devan
- 06-22-24
Very light on what to do.
Good stats, good information. Very light on actual tactics. I usually don’t have trouble getting tactics and next actions from books, but after completing this book, I’m still thinking… “Ok. What now?”
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- Anonymous User
- 09-08-23
Something to Think About
I love it when a cell book gives me a critical element to be thinking about at all times!
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- Anonymous User
- 02-28-23
Great when you are stuck with deals!
I work in crm consulting and this book is amazing as we can add playbooks from this book directly into clients crm
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- Cliente de Amazon
- 07-02-24
Datos interesantes para equipos de ventas
Buena información sobre el sesgo de omisión y cómo sobreponerse a la indecisión de un cliente o descartarlo por lo mismo.
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- Jeff
- 12-20-22
Great stuff!
Kind of hit on what might be a paradigm shift from companies still doing business 90’s-style… where a room full of “experts” are meant to “Wow” the client.
Now… the salesperson should hone their own expertise (up to a certain level) and reduce FOMU!
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- Mark Gibson
- 01-27-23
The high cost of buyer indecision
After reading The Jolt Effect, by Matt Dixon and Ted McKenna, where they analyzed more than 2.5 million sales calls recorded and digitized in the Tethr call recording system, we know the problem exists across the entire SaaS B2B market, regardless of sector or deal size.
The insights from the analysis published in The Jolt Effect result from an AI model created after analyzing 8,300 data points in a 2.5 million call sample. The model reliably predicts the outcomes of a deal with 85% accuracy, based on the language the buyer uses in the call.
This is a historic and watershed study of buying behavior and sales leaders who ignore the findings or fail to read and absorb the lessons in this book, do so at their peril
What’s Going on?
In the past 5-7 years win rates (from qualified prospect to close) have nearly halved, while deals ending in no decision have more than doubled. Until the Jolt Effect was published, few people knew why or could tell you what to do about it. As revealed in the study, elite salespeople could intuitively detect indecision and took steps to overcome the indecision to bring in the business or recognized the buyer could not decide and they moved on.
win loss rates to no decison
But what about the other 94% of salespeople?
If you are not recording every sales call and Zoom/Teams/etc. call and your sales managers are not analyzing sales calls and coaching, peer coaching, and mentoring salespeople and SDRs on a weekly basis, then you might as well click away now because nothing is going to change and your %age of deals ending in no-decision number will remain the same
Why are so many deals ending in no decision?
Based on the data, 44% of deals that ended in no decision because the buyer preferred the status quo to change. The other 56% of deals were lost because of buyer indecision, see Figure 1.1 from the Jolt Effect Audible download.
root cause of losses
Buyer indecision is not new. We know in every decision involving change that there are two opposing sets of forces at play. This is well articulated in the Jobs to Be Done framework or mental decision model, articulated originally by Tony Ulwick 20 years ago, and adopted by Clayton Christensen in the Innovators Solution alongside Bob Moesta.
There are opposing forces at play in any decision to change that result in behavior change. On the forces pushing forward to a new choice; there is the urgency of the current problem and the desire to make things better, combined with the attractiveness of the new solution. The forces blocking change are the habit of the present and the tug of historical allegiances, combined with the anxiety and uncertainty of making a new choice.
OPPOSING FORCES MODEL FROM BOB MOESTA.
JTBD Forces model
What is causing buyer anxiety and uncertainty that leads to indecision? It’s human nature and the fear of messing up is causing high levels of indecision for three main reasons. These could resonate with you as you think back about deals that didn’t close for your team over the past year or so.
Buyers are unable to choose between different products and ask for comparisons between your offering and competitor B and obsess over features that are present or missing from your offering.
Buyers are drowning in high-quality information from dozens of sources and trying to find the best product/service becomes a confusing, time-consuming chore. This is known as analysis paralysis. Symptoms are when buyers ask for more information, another pilot, another customer reference or advise they will get back to you when they have analyzed yet another competitor’s products.
Buyers are uncertain of achieving the ROI and financial outcomes they seek from the new product or service and believe that it will reflect poorly on them and the decision team if they don’t. Buyers view the amount of change, disruption, and financial outlay as too risky for them and possibly career-limiting if all goes badly.
What are High Performers Doing to Overcome Indecision?
The JOLT in The Jolt Effect title is an acronym for what elite salespeople are doing that is different from the rest and it starts with a J.
Judge that indecision is happening by listening carefully to customer language and observing behavior.
Offer proactive guidance and advocacy (personal recommendations), based on experience working with similar customers who faced the same array of choices. This is the domain of elite reps who have established trust and are industry experts in how companies buy and use your product.
Limit further exploration. This requires several skills, sense-making and controlling the flow of information. Salespeople who have established themselves as subject matter experts are in the best position to help customers to decide.
Take risk off the table. Top performers help buyers to get comfortable with their decision by setting outcome expectations, offering downside risk protection, and or starting with a smaller deal size.
What to Do?
Implement The JOLT Effect training to overcome buyer indecision, and this starts by getting everyone on the customer-facing team to read the book, or as a minimum watch a video summary of the core concepts. In your weekly sales meeting, get each salesperson to present one key learning from the book or idea they will adopt next week.
If you are not already recording and analyzing sales calls - when would now be a good time to start?
Call recording software from companies like ExecVision (Mediafly), Gong, Chorus, and Tethr are the only tools in the sales enablement tool stack that go viral in an organization. Why? Because salespeople, particularly new hires, want to hear what top reps are saying and doing on sales calls. A library of curated calls is a wonderful way to accelerate sales ramp time with regular coaching and mentoring. Nothing beats call recording and coaching for improving conversational competency.
Focus on skills development. A recession is a good time to upgrade the consultative selling skills of your team by replacing poor performers with mindset issues and by implementing weekly 3-4 hour skills coaching, and role-playing workshop sessions, where managers review and critique calls and focus on developing one skill a month and monitor individual performance improvement. Toastmasters is a great first step outside the company to gain important communication sales and life skills
Adopt a continuous learning ethos. This starts at the top of the company and sales leaders must encourage salespeople to take charge of their own personal development, subsidizing book and development course purchases, holding monthly book reviews, and encouraging participation in external learning courses in line with career development.
Why bother?
The data in the study reveals that Jolt seller win rates are nearly double that of average sellers in deals with low indecision, and more than double in deals with medium levels of indecision, but when buyers have a high degree of indecision, Jolt sellers have a win rate 5 times higher than average sellers. This chart is from the Jolt Effect Audible download.
jolt win rates
I know of no other lever that sales leaders can pull, capable of increasing revenue that would otherwise be lost to no decision. What is the financial impact to your company if in the first year of implementing Jolt training, deals lost to indecision were reduced by 10%, which means your win rate increased by 10%? What if that was 20%?
Want to implement the Jolt training outlined above? Get in touch and book a free consultation.
This review was originally posted on whychangselling dot com 26.1.23
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- Kathy
- 09-24-22
If you sell complicated offerings… read this now!
I could write a separate novel on the takeaways of this book. But it is a game changer.
Start at the beginning obviously, but Chapter 5 is filled with insight. I didn’t realize I was already doing many of these behaviors.
I sell complex ERP and have a deal I am closing this month at 100kARR. Ive been doing what I do for a while (SME) and always been a subscriber to Challenger, but the dynamics and flow of this deal was text book exactly how the book describes the Jolt Seller. Never heard that articulated. The close was one if the easiest and most natural processes Ive worked on big or small. I also gained other new tools.
The explanation of injecting fear into a fearful process like incentive expirations and pressure tactics are why clients end up doing nothing. The salesperson is shooting their own foot. Looking forward to using these to up my close ratio.
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- Joe Armeli
- 01-30-23
Great mindset shift for sellers
Great mindset shift for sellers to approach customers with confidence and truly advise, rather than always play it cautiously.
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