The JOLT Effect: How High Performers Overcome Customer Indecision
JOLT was written by Matthew Dixon, the best-selling co-author of The Challenger Sale. In JOLT, reveals the results of a recent exhaustive study of thousands of sales people across industries and geographies, showing that the traditional relationship building approach no longer drives results.
Dixon and his co-author McKenna report that the authoritative sales person, the Challenger, continues to drive outsized results today. Sales people must take and maintain control of the buyer's journey, providing guidance and support through the process. (Sound familiar, coaching clients?)
With the right tools, most sales people can successfully reframe their customers' expectations and deliver a distinctive buying experience that drives higher close rates, higher customer satisfaction and loyalty.
You can find the book here on Amazon.
Dixon and his co-author McKenna report that the authoritative sales person, the Challenger, continues to drive outsized results today. Sales people must take and maintain control of the buyer's journey, providing guidance and support through the process. (Sound familiar, coaching clients?)
With the right tools, most sales people can successfully reframe their customers' expectations and deliver a distinctive buying experience that drives higher close rates, higher customer satisfaction and loyalty.
You can find the book here on Amazon.
Will It Make the Boat Go Faster? (Second Edition)": Olympic-Winning Strategies for Everyday Success
The book tells the inspiring story of how Ben Hunt-Davis - an ordinary guy on an ordinary team - achieved something pretty extraordinary: Olympic gold. Coauthor Harriet Beveridge, executive coach, then gives a simple, engaging account of how we can apply these strategies to raise our own game...in sport, in business, and in life.
For sales, the question is easy — are we doing the things each day that help us drive toward creating, managing and closing opportunities. Do we have the "right" mindset that allows us to effectively interact with team members, prospects, customers and others in the environment.
You can find the book here on Amazon.
For sales, the question is easy — are we doing the things each day that help us drive toward creating, managing and closing opportunities. Do we have the "right" mindset that allows us to effectively interact with team members, prospects, customers and others in the environment.
You can find the book here on Amazon.
