Matthew Dixon is the Wall Street Journal bestselling authorof three
of the most important business books of the past decade- The
Challenger Sale, The Effortless Experience and The Challenger
Customer. He is also afrequent contributor to Harvard Business
Review on sales and customer experience.He is a founding partner of
DCM Insights, a boutique consultancy focused on using data and
research-backed frameworks to help companies attract, retain and
grow their customers. Previously, he has held numerous global
leadership roles at organizations like Tethr, Korn Ferry Hay Group
as well as the research firm CEB (now Gartner). He is a
sought-after speaker and advisor to management teams around the
world, including many of those in the Fortune 500.
Ted McKenna isan accomplished sales and customer experience
researcher whose work has appeared in the pages of Harvard Business
Review. He is a founding partner of DCM Insights, a boutique
consultancy focused on using data and research-backed frameworks to
help companies attract, engage, retain, and grow customer
relationships. Prior to co-founding DCMi, Ted has held numerous
executive leadership positions in product, strategy, research,
advisory, and enablement for Tethr, Russell Reynolds, and CEB (now,
Gartner). His most recent work focused on mining unstructured
conversational data using advanced data science and leading AI/ML
tools to build models, scores, and behavioral frameworks. Previous
roles called for deploying syndicated research methods to mine more
structured sources such as surveys, diagnostics, demographics, and
jobs data.He is a sought-after speaker and advisor to sales and
customerexperience teams around the world.
“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
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