The JOLT Effect
We wrote the JOLT Effect to share the details of our most recent sales research undertaking - a two-and-a-half year study of 2.5 million sales calls to better understand why so many deals end in “no decision.” Our ground-breaking findings revealed why buyer indecision has become, for many sales teams, the biggest obstacle to growth.
The world’s biggest study of losses ever conducted details a first-of-its-kind, comprehensive playbook for tackling customer indecision across the entire sales cycle.
Whether due to previous bad experiences with other vendors, internal political situations inside buyer organizations, or indecisive decision makers, customers struggle to make a decision even when they openly desire the product or service.
But most sellers mishandle and mistreat those “cold feet” moments, using tactics that backfire and actually deepen indecision, making it far less likely the buyer ever gets to a decision.
How to Access the JOLT Selling System
Are you an executive looking to bring JOLT into your organization?
You can learn more about our offerings for companies by viewing our services. You can also learn more about the types of organizations we best support on our “Who We Serve” page.
Are you an individual seller or sales leader looking for self-guided JOLT learning & tools?
We have developed a robust self-paced eLearning course that makes it easy for sellers, leaders, and small teams who are “students of the game” and want to attain certification. Please visit jolteffect.com to learn more.
Key Study Findings
Finding 1: Indecision is Everywhere
Finding 2: Indecision Kills Win Rate
Finding 3: High Performers Have a Different Playbook
Implications for Sales Methodology
Learn more about the research behind The JOLT Effect from co-author Matt Dixon.