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Podcast episode about The Challenger Sale and Jolt Effect

The Challenger Sale and Jolt Effect with Matt Dixon

May 8, 2023
Zed Williamson

Sponsored by TrackableMed

Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he’s back with new research and a new book sharing what the best sellers do to overcome this problem.

Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. In the interview, sponsored by TrackableMed, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.

In this episode, we also discuss:

  • The 3 ways to revisit the status quo objection
  • The Pain of Same vs The Pain of Change
  • Error of Omission vs Error of Co-mission
  • How FOMO tactics actually backfire in certain cases
  • The two drivers of no-decision losses
  • Shifting from a salesperson to a buyer’s agent


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