RESEARCHING THE NEW HIGH PERFORMER
Empowering sellers to reduce “no decision” losses
We study and codify how high performers think, act, and behave differently to win more deals.
We studied 2.5 million sales calls and found…
Most deals end in “no decision”
HOW WE DO IT
Research tells us you need two playbooks, not one.
Indecision Playbook
Our JOLT Effect research uncovered why many customers agree to change but won’t commit to moving forward. Offering the world’s first, most comprehensive program for diagnosing and combatting buyer indecision.
Status Quo Playbook
Our models, informed by decades of building and helping companies implement the Challenger Sale, Challenger Customer, and JOLT Effect research, have continued to evolve. So has our playbook.
The Next Playbook
We are always conducting research to better understand and enable what drives high performance as buyer and seller behavior continues to evolve, fueled even more in this age of Artificial Intelligence.
WHO WE ARE
Solutions backed by science
We bring to bear several decades of research and data science expertise, tapping millions of sales interactions and experiences advising and implementing our research models with thousands of sales and GTM organizations.
The best-selling researchers and advisors behind The Challenger Sale, The Challenger Customer, and The JOLT Effect.
CO-FOUNDED BY
