Are you losing sales to customer indecision? In Part 2 of our interview with Matt Dixon and Ted McKenna, we talk about how they used conversation intelligence to identify and measure the level of customer indecision in sales. Here, they talk about what they learned about the customers’ thought process when we listened to  2 million sales calls and how to adjust your approach based on that. In this interview, we talk with them about how their research became the basis for their new book, The JOLT Effect.