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Matthew Dixon

The Jolt Effect

How High Performers Overcome Customer Indecision

Ebook (EPUB Format)

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more salesIn 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 succeed 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 a… Mehr

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Produktdetails


Weitere Autoren: McKenna, Ted
  • ISBN: 978-0-593-53811-1
  • EAN: 9780593538111
  • Produktnummer: 38127956
  • Verlag: Penguin Publishing Group
  • Sprache: Englisch
  • Erscheinungsjahr: 2022
  • Seitenangabe: 272 S.
  • Plattform: EPUB

Über den Autor


Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. Dixon is currently Chief Research and Innovation Officer at Tethr, an Austin-based AI and machine learning venture. Previously, he held numerous global leadership roles at Korn Ferry Hay Group as well as the global research firm, CEB. He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500. Ted McKenna is an accomplished sales and customer experience researcher whose work has appeared in the pages of Harvard Business Review. He is currently SVP of Research and Innovation at Tethr and has held numerous leadership roles at Russell Reynolds Associates as well as the sales practice of CEB. He is a sought-after speaker and advisor to sales and customer experience teams around the world.

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