JOLT Effect

Based on a research by Matthew Dixon and Ted McKenna, they found that anywhere between 40 percent and 60 percent of deals today end up stalled in “no decision” limbo. The customer expresses a desire to abandon their status quo and move forward in a new way with the vendor’s solution but, for one reason or another, is unwilling or unable to make a decision and commit.

Why does this keep happening?

What happens if sellers don't change?

How can a rep avoid common traps and pitfalls?

Increase conversion ratio on stalling deals

Overcoming indecision