How to overcome Indecision. An addition to the Enterprise Sales playbook.

[short video description] Due to changes in the economic environment, as of the summer of 2022, Indecision became the top reason why deals are lost in the B2B/Enterprise space. It replaced losing deals to a competitor and substitutes. The existing playbook we have used for the past decade calls on targeting a "Critical Event" (many use discounts for that), driving more Impact, or spreading Fear, creating Uncertainty, and sowing Doubt. However, this is only driving MORE indecision. Matt Dixon, co-author of The Challenger Sales, and Ted McKenna performed research on this and published this in the book "The JOLT Effect." Get a copy of The JOLT Effect here: https://a.co/d/5pkI0NW This video goes over the ins and outs of The JOLT effect and explains how Enterprise sellers can adjust their sales approach to help their customers overcome indecision. For the 2023 season, Winning by Designs offers (in collaboration with The JOLT Effect team): 1) JOLT Keynotes 2) JOLT Training (remote and in person) 3) JOLT Workshops 4) JOLT SKOs Subscribe to get more marketing strategies, sales insights, and customer success frameworks: http://bit.ly/Sub2WBD - - - - - Get more frameworks from WbD: https://winningbydesign.com/ https://www.linkedin.com/company/winningbydesign Want to reach out? contact@winningbydesign.com - - - - - About Winning By Design: We specialize in B2B, Recurring Revenue, and all Go To Market motions for StartUps, ScaleUps and Grown Ups. [Video Title] [Video URL] https://www.youtube.com/c/WinningbyDesign