The JOLT Effect

Praise

“Dixon and McKenna have mined a massive trove of data to extract piles upon piles of golden nuggets of sales insight. They show how we’ve misunderstood  what really holds back buyers. And with a deft combination of analytic rigor and practical guidance, they chart a path to doing better.” — Daniel H. Pink, #1 New York Times bestselling author of To Sell Is Human and The Power of Regret

“Every last person in sales should rush to buy this book. Fresh, interesting, evidence-based, and above all practical, this book will spark a transformation in the way we sell.” — Dan Heath, New York Times bestselling coauthor of Switch, Made to Stick, The Power of Moments, and Upstream
 
“Matt Dixon and Ted McKenna use their pivotal research to break  down everything sellers need to know to overcome customer indecision. ” — Constantine Alexandrakis, CEO, Russell Reynolds Associates
 
“The JOLT Effect debunks long-held sales beliefs. The psychology behind buying decisions is a valuable perspective that is missing from traditional selling methods.” — Melissa Murray Bailey, chief revenue officer, Hootsuite
 
“The JOLT Effect is an absolute game changer—bringing the most fascinating current psychology insights together with the practical applications needed to succeed in B2B selling.”
—Jean Martin, senior partner and global head of product, Mercer
 
“For years, we’ve been told that the status quo is our biggest competitor in sales. But, using a powerful combination of modern machine learning and troves of research into human psychology and behavioral economics, The JOLT Effect turns that conventional thinking on its head.” — Jim Nystrom, executive vice president of global sales, Dialpad
 
“This is the most important advance in sales thinking since The Challenger Sale. The JOLT Effect shines a bright spotlight on the biggest and, for years, largely unspoken challenge facing sales teams: no decision. This should be required reading for any sales professional looking to overachieve. ” — Connor Marsden, executive vice president, North America Service Cloud, Salesforce