SellingInnovations in the Media

Where the JOLT Effect research has shown up — podcasts, Harvard Business Review, and the trade press.

SellingInnovations is a B2B sales research, training, and advisory firm co-founded by Matt Dixon, Ted McKenna, Dave Anderson, and Rory Channer. Dixon and McKenna are the authors of The JOLT Effect, drawn from a study of 2.5 million recorded B2B sales conversations; Dixon also co-authored The Challenger Sale and The Challenger Customer.

SellingInnovations was spun off from DCM Insights; the two are sister firms sharing co-founders and ownership. Interviews and articles published before 2024 reference DCM Insights because they predate SellingInnovations.

Featured

Start Here

Three conversations that cover the JOLT Effect research end to end.

30 Minutes to President's Club

How to Move Indecisive Customers

Matt Dixon on the tactics sellers can use the next time a deal goes quiet.

Lenny's Podcast

The Surprising Truth About What Closes Deals

Matt Dixon on why the fear of messing up beats the fear of missing out — and what that means for how you sell.

The Positioning Show · April Dunford

Overcoming Customer Indecision and Challenging Conventional Sales Wisdom

Matt Dixon with April Dunford, author of Obviously Awesome and Sales Pitch, on the popular sales techniques the research debunked.

Podcasts

More Appearances

Other shows our founders have joined to talk through the research.

Featured In

Articles & Features About the Research

Some light reading, if you want to go deeper.

Harvard Business Review June 24, 2022

Stop Losing Sales to Customer Indecision

Matthew Dixon and Ted McKenna

The article that introduced the JOLT Effect research: why the deals you lose most often aren't lost to a competitor, but to a buyer who wanted to buy and couldn't bring themselves to decide.

Harvard Business Review November 28, 2023

How AI Can Help Sales Teams Craft More Personalized Pitches

Matthew Dixon and Ted McKenna

What conversation data makes possible once you can analyse sales calls at scale — and where AI genuinely improves how sellers tailor a pitch.

Revenue Magazine October 24, 2024

Why Selling AI Is Harder Than You Think

Ted McKenna

Why AI products trigger exactly the buyer fears that stall deals, and what sellers of emerging technology have to do differently.

Raconteur July 2023

The Best Way to Get a Customer Off the Fence? Get to Know Them

Matthew Dixon

Why diagnosing the specific source of a buyer's hesitation beats piling on more information.

Raconteur June 2023

How Do You Change Indecisive Customers Into Buyers?

Matthew Dixon

An introduction to the JOLT method for UK readers — what high performers do when a buyer stalls.

Forbes February 1, 2023

Why Sales Teams Should Talk to Indecisive Customers Differently

Robert Beasley, writing about the JOLT Effect research

An outside read on what the research means for how sales teams handle a hesitant buyer.

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