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The JOLT Effect! Matt Dixon | How To Transform Your Sales Pipeline (Secrets To Implement and Mistakes To Avoid) | The Tim Castle Show
Have you ever wondered why your customer is so positive, they're saying all the right things, "we love what you have", "sign me up" and then they go dead cold silent and drop off the face of the planet?
Well, if you're in sales or business development, do we have a treat for you! Matt Dixon joins us to unpack the data behind the biggest cause of "no decision" losses. You know those opportunities that you have to move to "closed lost" in the CRM but you don't really have a reason as to why the deal didn't happen.
I had a fantastic conversation with Matt Dixon, co-author of The Challenger Sale and The Jolt Effect.
According to the data 40-60% of qualified opportunities end up in this graveyard. It's a salespersons nightmare, that is, until now. Matt walks us through how to deal with no decision losses and the real reason they happen.
Imagine begin able to covert 40-60% more of your pipeline with these powerful data backed secrets. After studying more than 2.5 million sales calls Matt and his team discovered something that goes against conventional wisdom, its not what you'd automatically think, it goes deeper and the good news is there's a fix.
Tune in to change your sales trajectory today and get ready to implement the JOLF EFFECT to transform your client engagement strategy.
Matt opens up about exactly what to say and how you should see yourself and your role as the salesperson. Stop making these obvious mistakes and start treating the root cause of the problem.
If you a sales person or have a revenue generating role? You are going to want to listen up!
Can you imagine what would happen to your book of business, career trajectory and overall client base if you were closing 40-60% more qualified deals?
The Jolt Effect is about combatting the steep rise in no decision losses, deals where the salesperson has forecast the deal to close because they have gotten positive feedback from the client, then suddenly the clients that ghost you, goes silent, the sales person stops and marks the opportunity as 'closed lost no decision' in the CRM platform.
How do you combat this? Enter the Jolt Effect!
You might want to think about grabbing a copy of the Jolt Effect if your opportunity pipeline is suffering. Turbo charge your year ahead and never look back.
Follow Tim
Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.
Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ
Get Free Sales Resources here https://www.thefirstdominobook.com/
Tims YouTube https://www.youtube.com/@TimCastle
Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en
The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator
Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...
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By Tim Castle
5
11 ratings
Have you ever wondered why your customer is so positive, they're saying all the right things, "we love what you have", "sign me up" and then they go dead cold silent and drop off the face of the planet?
Well, if you're in sales or business development, do we have a treat for you! Matt Dixon joins us to unpack the data behind the biggest cause of "no decision" losses. You know those opportunities that you have to move to "closed lost" in the CRM but you don't really have a reason as to why the deal didn't happen.
I had a fantastic conversation with Matt Dixon, co-author of The Challenger Sale and The Jolt Effect.
According to the data 40-60% of qualified opportunities end up in this graveyard. It's a salespersons nightmare, that is, until now. Matt walks us through how to deal with no decision losses and the real reason they happen.
Imagine begin able to covert 40-60% more of your pipeline with these powerful data backed secrets. After studying more than 2.5 million sales calls Matt and his team discovered something that goes against conventional wisdom, its not what you'd automatically think, it goes deeper and the good news is there's a fix.
Tune in to change your sales trajectory today and get ready to implement the JOLF EFFECT to transform your client engagement strategy.
Matt opens up about exactly what to say and how you should see yourself and your role as the salesperson. Stop making these obvious mistakes and start treating the root cause of the problem.
If you a sales person or have a revenue generating role? You are going to want to listen up!
Can you imagine what would happen to your book of business, career trajectory and overall client base if you were closing 40-60% more qualified deals?
The Jolt Effect is about combatting the steep rise in no decision losses, deals where the salesperson has forecast the deal to close because they have gotten positive feedback from the client, then suddenly the clients that ghost you, goes silent, the sales person stops and marks the opportunity as 'closed lost no decision' in the CRM platform.
How do you combat this? Enter the Jolt Effect!
You might want to think about grabbing a copy of the Jolt Effect if your opportunity pipeline is suffering. Turbo charge your year ahead and never look back.
Follow Tim
Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.
Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ
Get Free Sales Resources here https://www.thefirstdominobook.com/
Tims YouTube https://www.youtube.com/@TimCastle
Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en
The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator
Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...