
The JOLT Effect
How High Performers Overcome Customer Indecision
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Narrado por:
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Matthew Dixon
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Ted McKenna
Acerca de esta escucha
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.
©2022 Matthew Dixon, Ted McKenna (P)2022 Penguin AudioLos oyentes también disfrutaron...
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Historia
Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
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Practical and insightful
- De Locke en 08-27-15
De: Jill Konrath
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Jobs to Be Done
- A Roadmap for Customer-Centered Innovation
- De: Stephen Wunker, David Farber, Jessica Wattman
- Narrado por: Tim Andres Pabon
- Duración: 4 h y 52 m
- Versión completa
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General
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Jobs to Be Done gives you a clear-cut framework for thinking about your business, outlines a road map for discovering new markets, new products, and new services, and helps you generate creative opportunities to innovate your way to success.
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YouTube talks are better.
- De BizTech Readings en 12-27-16
De: Stephen Wunker, y otros
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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- De: Anthony Iannarino
- Narrado por: Anthony Iannarino
- Duración: 5 h y 9 m
- Versión completa
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Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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gems buried in fluff
- De Andrey Norin en 04-13-18
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High-Profit Prospecting
- Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
- De: Mark Hunter CSP
- Narrado por: Sean Pratt
- Duración: 6 h y 10 m
- Versión completa
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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recycles a lot of common info
- De roland en 04-18-17
De: Mark Hunter CSP
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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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General
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Historia
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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Shortcut Your Startup
- Speed Up Success with Unconventional Advice from the Trenches
- De: Carter Reum, Courtney Reum
- Narrado por: Carter Reum
- Duración: 6 h y 55 m
- Versión completa
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Courtney and Carter Reum have years of experience in the field, from investing in over 130 companies, including Lyft, Pinterest, Warby Parker, and ClassPass, to driving the success of their own liquor brand, VEEV Spirits. The Reum brothers have learned from every triumph and tribulation and over the years have developed an effective and easy-to-understand guide to help entrepreneurs through the startup journey from inception to sale.
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A must read for start ups
- De Dave en 02-09-18
De: Carter Reum, y otros
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The Language of Trust
- De: Michael Maslansky
- Narrado por: Michael Maslansky
- Duración: 7 h y 26 m
- Versión completa
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General
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Historia
Still struggling through the financial crisis that began in 2008, consumers aren't buying traditional sales approaches anymore. So how do salespeople, corporate communicators, managers, and marketers sell their ideas, products, and services to a generation of customers who are more skeptical and less influenced by conventional marketing than ever before?
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Are you communicating or just talking?
- De Shawn en 11-08-10
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Designing for Growth
- A Design Thinking Tool Kit for Managers
- De: Jeanne Liedtka, Tim Ogilvie
- Narrado por: Nicol Zanzarella
- Duración: 6 h y 35 m
- Versión completa
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Jeanne Liedtka and Tim Ogilvie educate listeners on one of the hottest trends in business development: "design thinking", or the ability to turn abstract ideas into practical applications for maximal business growth. Jeanne Liedtka's recent book, The Catalyst: How YOU Can Lead Extraordinary Growth, was named a Top Innovation and Design Thinking Book by Business Week. Tim Ogilvie has been hailed as a visionary for his pioneering contributions to service innovation, business model innovation, and customer experience design.
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Audiobook requires regular book
- De GoingGoingGone... en 07-01-18
De: Jeanne Liedtka, y otros
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Combo Prospecting
- The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales
- De: Tony J. Hughes
- Narrado por: Simon Mattacks
- Duración: 8 h y 6 m
- Versión completa
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General
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Narración:
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Historia
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won't provide the answers. But Combo Prospecting will...by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks.
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Excellent Book
- De Amazon Customer en 04-04-18
De: Tony J. Hughes
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Power Listening
- Mastering the Most Critical Business Skill of All
- De: Bernard T Ferrari
- Narrado por: Sean Pratt
- Duración: 5 h y 36 m
- Versión completa
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General
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Narración:
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Historia
Listening is harder than it looks - but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help you become an active listener, able to shape and focus any conversation.
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Better listening made easy
- De Alejandro A. en 09-07-12
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Clarity First
- How Smart Leaders and Organizations Achieve Outstanding Performance
- De: Karen Martin
- Narrado por: Karen Martin
- Duración: 8 h y 25 m
- Versión completa
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General
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Narración:
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Historia
Through her global consulting projects, keynote speeches, and work with thousands of leaders, Karen has seen first-hand how a pervasive lack of clarity strangles business performance and erodes employee engagement. Ambiguity is the corporate default state, a condition so prevalent that “tolerance for ambiguity” has become a clichéd job requirement. It doesn’t have to be this way.
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Not for me - dislike narrator's voice +
- De sharing1 en 10-11-19
De: Karen Martin
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Stop Selling and Start Leading
- How to Make Extraordinary Sales Happen
- De: James M. Kouzes, Barry Z. Posner, Deb Calvert
- Narrado por: Brian Holsopple
- Duración: 5 h y 17 m
- Versión completa
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General
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Narración:
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Historia
In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them - and more likely to buy from them.
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Sales leadership 101
- De Sole Trades en 08-29-20
De: James M. Kouzes, y otros
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Bargaining for Advantage
- Negotiation Strategies for Reasonable People: 2nd Edition
- De: G. Richard Shell
- Narrado por: Sean Pratt
- Duración: 11 h y 10 m
- Versión completa
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General
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Narración:
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Historia
As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.
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Loaded with practical strategies, real scenarios
- De Tiasdolls en 10-10-17
De: G. Richard Shell
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Who
- The A Method for Hiring
- De: Geoff Smart, Randy Street
- Narrado por: Patrick Lawlor
- Duración: 4 h y 47 m
- Versión completa
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General
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Narración:
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Historia
Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
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Great book but need PDF of Scorecard material
- De Nancy Walsh en 10-17-12
De: Geoff Smart, 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 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
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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 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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Narración:
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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
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General
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Narración:
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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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Thought provoking addition to a great book.
- De TohirT en 05-24-24
De: April Dunford
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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
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Narración:
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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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Great Sales Tool
- De Bekah en 02-20-25
De: Nate Nasralla
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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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General
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Narración:
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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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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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General
-
Narración:
-
Historia
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.
-
-
Love it, invaluable business resource!
- De Marxk Madhavan en 06-25-17
De: Brent Adamson, y otros
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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
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General
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Narración:
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Historia
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.
-
-
Bellow average book
- De Elias Karráa en 08-11-19
De: Matthew Dixon, 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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General
-
Narración:
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Historia
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.
-
-
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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General
-
Narración:
-
Historia
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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-
Thought provoking addition to a great book.
- De TohirT en 05-24-24
De: April Dunford
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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
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General
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Narración:
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Historia
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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Great Sales Tool
- De Bekah en 02-20-25
De: Nate Nasralla
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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
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General
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Historia
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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Always Be Qualifying
- MEDDIC, MEDDPICC
- De: Darius Lahoutifard
- Narrado por: Samantha Novak
- Duración: 2 h y 56 m
- Versión completa
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General
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Narración:
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Historia
In the past few years, companies large and small have called on Darius Lahoutifard to get help with their non-performing sales teams. The described symptoms are different from one company to another, but Darius noticed that all they are related to the same illness: the inability to qualify. This book covers both the why and the how of sales qualification. It describes the MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) sales methodology in-depth. This is not a book of theories or academic concepts, but techniques with practical recipes.
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Audio
- De John en 11-10-22
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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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General
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Narración:
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Historia
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
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Cold Calling Sucks (and That's Why It Works)
- A Step-by-Step Guide to Calling Strangers in Sales
- De: Armand Farrokh, Nick Cegelski
- Narrado por: Armand Farrokh, Nick Cegelski
- Duración: 4 h y 9 m
- Versión completa
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General
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Narración:
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Historia
Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard. Cold calling sucks. And that's why it works. While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of.
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Do not start this book! Until you do this first…
- De Jarvis I. Marlow en 09-24-24
De: Armand Farrokh, y otros
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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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General
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Narración:
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Historia
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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The Perfect Close
- The Secret to Closing Sales - the Best Selling Practices & Techniques for Closing the Deal
- De: James Muir
- Narrado por: James Muir
- Duración: 4 h y 13 m
- Versión completa
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General
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Narración:
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Historia
Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful. It's zero pressure and involves just two questions. It's a clear and simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day.
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Not informative. 75% is about what will be told in the other 25%
- De Anonymous User en 09-13-18
De: James Muir
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The Sales Development Playbook
- Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- De: Trish Bertuzzi
- Narrado por: Gary Tiedemann
- Duración: 5 h y 58 m
- Versión completa
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General
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Narración:
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Historia
This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.
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Amazing tips for new SDR Managers and Sales Exec
- De Amazon Customer en 12-21-18
De: Trish Bertuzzi
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The First 90 Days, Updated and Expanded
- Proven Strategies for Getting Up to Speed Faster and Smarter
- De: Michael Watkins
- Narrado por: Grover Gardner
- Duración: 6 h y 58 m
- Versión completa
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General
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Narración:
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Historia
The world’s most trusted guide for leaders in transition. Transitions are a critical time for leaders. In fact, most agree that moving into a new role is the biggest challenge a manager will face. While transitions offer a chance to start fresh and make needed changes in an organization, they also place leaders in a position of acute vulnerability. Missteps made during the crucial first three months in a new role can jeopardize or even derail your success.
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Missing access to tables and charts
- De Vipul Gautam en 03-25-16
De: Michael Watkins
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The Sales Acceleration Formula
- Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
- De: Mark Roberge
- Narrado por: Robert Feifar
- Duración: 6 h y 24 m
- Versión completa
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General
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Narración:
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Historia
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
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Incredible
- De Serena Larkin en 08-29-24
De: Mark Roberge
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Selling to the C-Suite, Second Edition
- What Every Executive Wants You to Know About Successfully Selling to the Top
- De: Nicholas A.C. Read, Stephen J. Bistritz
- Narrado por: Gary Regal
- Duración: 6 h y 57 m
- Versión completa
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General
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Narración:
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Historia
How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term? The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell.
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Strategies that are easy to follow
- De Lori Dale en 01-18-25
De: Nicholas A.C. Read, y otros
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Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- De: Jeb Blount, Mike Weinberg - foreword
- Narrado por: Jeb Blount, Jeremy Arthur
- Duración: 8 h y 21 m
- Versión completa
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Narración:
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Historia
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
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One of the best books on Sales!
- De Kathleen Fitzpatrick en 09-04-23
De: Jeb Blount, y otros
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The Expansion Sale
- Four Must-Win Conversations to Keep and Grow Your Customers
- De: Erik Peterson, Tim Riesterer
- Narrado por: Susan Marlowe
- Duración: 4 h y 57 m
- Versión completa
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General
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Narración:
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Historia
Proven customer engagement approaches for winning in the most important moments driving profitability and growth - customer retention and expansion.
De: Erik Peterson, y otros
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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
Lo que los oyentes dicen sobre The JOLT Effect
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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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- D
- 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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- Jared Troyer
- 01-05-25
Overcome Indecision
Broke out how to overcome indecision and provided the guides to also replicate in 1:1 situations with your team.
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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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- 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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- 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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