The JOLT Effect
The JOLT Effect

Author: Matthew Dixon

Publisher: Penguin

Published: 2022-09-20

Total Pages: 257

ISBN-13: 0593538110

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From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In 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 win 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 about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.

The Effortless Experience
The Effortless Experience

Author: Matthew Dixon

Publisher: Penguin

Published: 2013-09-12

Total Pages: 258

ISBN-13: 0698137582

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Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver. The rewards are there for the taking, and the pathway to achieving them is now clearly marked.

The Challenger Sale
The Challenger Sale

Author: Matthew Dixon

Publisher: Penguin

Published: 2011-11-10

Total Pages: 242

ISBN-13: 1101545895

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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

The Challenger Customer
The Challenger Customer

Author: Brent Adamson

Publisher: Portfolio

Published: 2015-09-08

Total Pages: 290

ISBN-13: 1591848156

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Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Jolt!
Jolt!

Author: James Billmaier

Publisher: Advantage Media Group

Published: 2010

Total Pages: 237

ISBN-13: 159932220X

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The author explains why he believes the electric vehicle is going to rise to the top of the personal automobile market, discusses the benefits of electric cars, and considers the possible role of the electric vehicle in the transformation of the United States from an oil-based to an electric-powered economy.

Jolt
Jolt

Author: Mark Miller

Publisher: Post Hill Press

Published: 2018-02-20

Total Pages: 0

ISBN-13: 9781682615010

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A TRAUMATIC EVENT CAN DERAIL YOU—OR IT CAN PROPEL YOU INTO RECLAIMING AND REMAKING YOUR LIFE The death of a child. Life-threatening illness. Plane crashes. Terror attacks. Natural disasters. Some of us never fully recover from unimaginable traumas like these, but some not only survive—they bounce back to thrive and grow. Jolt tells the stories of people transformed by trauma, and the new paths that they pursue. • Molly McDonald was an affluent suburban Detroit mom who faced financial ruin following a diagnosis of breast cancer. She started The Pink Project, which provides transitional financial assistance to low-income breast cancer patients. • Liz and Steve Alderman lost their son in the World Trade Center on 9/11. As a tribute to him, they launched a foundation that builds and operates mental health clinics in post-conflict countries. More than ten years later, the foundation is going strong. • John Gallina and Dale Beatty, both veterans of the Iraq War, suffered traumatic injuries. When they came home, they started Purple Heart Homes, a nonprofit that provides housing solutions for homeless and low-income veterans. • Lucy McBath suffered the horrifying murder of her teenage son in a high-profile white-on-black shooting. Lucy quit her job as a flight attendant and has become a nationally known advocate for gun control. Jolt: Stories of Trauma and Transformation tells the compelling stories of people who have moved beyond trauma to ask, “How can I make my life—and the lives of others—better?”

Creating a 3D Animated CGI Short: The Making of the Autiton Archives Fault Effect - Pilot Webisode
Creating a 3D Animated CGI Short: The Making of the Autiton Archives Fault Effect - Pilot Webisode

Author: Michael Scaramozzino

Publisher: Jones & Bartlett Publishers

Published: 2010-02-17

Total Pages: 562

ISBN-13: 1449657915

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Creating a 3D Animated CGI Short presents an insightful behind-the-scenes tour of the entire production process for 3D artists, animators, and independent filmmakers who are interested in creating their own CGI shorts as well as for those who are simply fans and enthusiasts of CGI films in general. This book presents detailed examples of every step of the production process; from initial concept through character design, set design, modeling, texturing, lighting, camera animation, character animation, lip sync, rendering, post-production, compositing, and all the way to film festival submissions and online web distribution. It truly has something for everyone interested in CGI films. Using readily available off-the-shelf hardware and software such as modo, LightWave 3D, FPrime, HD Instance, Peak, Shake, iMovie, iDVD, GarageBand and more, Creating a 3D Animated CGI Short shows how to produce a complete 3D animated CGI Short, including how to fund the production by taking on paid freelance projects along the way. Where other filmmaking books typically describe industry standard methodologies that are most effective for larger productions, this book shows how to drastically simplify and condense those processes and focus only on the essential elements that will enable a single artist or filmmaker to complete a CGI short on their own.

Animal Communication Networks
Animal Communication Networks

Author: P. K. McGregor

Publisher: Cambridge University Press

Published: 2005-03-31

Total Pages: 682

ISBN-13: 9781139443678

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Most animal communication has evolved and now takes place in the context of a communication network, i.e. several signallers and receivers within communication range of each other. This idea follows naturally from the observation that many signals travel further than the average spacing between animals. This is self evidently true for long-range signals, but at a high density the same is true for short-range signals (e.g. begging calls of nestling birds). This book provides a current summary of research on communication networks and appraises future prospects. It combines information from studies of several taxonomic groups (insects to people via fiddler crabs, fish, frogs, birds and mammals) and several signalling modalities (visual, acoustic and chemical signals). It also specifically addresses the many areas of interface between communication networks and other disciplines (from the evolution of human charitable behaviour to the psychophysics of signal perception, via social behaviour, physiology and mathematical models).

Complexity And Control: Towards A Rigorous Behavioral Theory Of Complex Dynamical Systems
Complexity And Control: Towards A Rigorous Behavioral Theory Of Complex Dynamical Systems

Author: Vladimir G Ivancevic

Publisher: World Scientific

Published: 2014-11-07

Total Pages: 610

ISBN-13: 981463588X

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The book Complexity and Control: Towards a Rigorous Behavioral Theory of Complex Dynamical Systems is a graduate-level monographic textbook, intended to be a novel and rigorous contribution to modern Complexity Theory.This book contains 11 chapters and is designed as a one-semester course for engineers, applied and pure mathematicians, theoretical and experimental physicists, computer and economic scientists, theoretical chemists and biologists, as well as all mathematically educated scientists and students, both in industry and academia, interested in predicting and controlling complex dynamical systems of arbitrary nature.