In this episode of The Deep Dive, we break down The JOLT Effect by Matthew Dixon and Ted McKenna—a data-backed guide to overcoming the real killer of deals today: customer indecision.

Based on insights from over 2.5 million sales conversations, this episode introduces the JOLT framework: Judge the level of indecision, Offer a recommendation, Limit the exploration, and Take risk off the table.

You’ll learn why buyers stall, how traditional closing techniques backfire, and how top salespeople help customers feel safe saying yes.