 I recently finished reading The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna, and I really liked it and learned a lot. It explored a new topic for me -- customer indecision -- which is extremely relevant and which I have seen firsthand so many times and which I thought was uncontrollable and without mitigation.
I liked how this book did a scientific analysis of actual recorded sales interactions to find patterns of what behaviors better addressed this. The key takeaways of judging the indecision, offering your recommendation, limiting the exploration, and taking risk off the table are very logical and straightforward, and I have already seen the positive impact of trying them out. Below are my main notes and takeaways. I highly recommend this to anyone involved in complex sales processes.
0 Comments
 I recently finished reading From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin, and this might be my favorite book so far this year. It was super inspirational and no-nonsense, and I'm already implementing at least five concrete changes/suggestions that I learned from the book. As I read the book, so many of the struggles and pitfalls it described resonated personally with me, so I was very interested in its advice.
It builds on Predictable Revenue and gives a lot more context all around it. It even gets into topics like leadership, management, recruiting, fundraising, and beyond. I liked hearing both perspectives from the authors on the various topics, and the specific case studies included inside were very inspiring. This book is top notch. I highly recommend this to any founder learning sales and building a sales org. My main notes and takeaways are below.  After reading the classic The Challenger Sale and Effortless Experience, I wanted to complete the trio of related books and recently finished reading The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson and Matthew Dixon. Having been involved now with dozens of complex enterprise sales processes, I appreciated and recognized many elements this book talked about, such as how modern sales processes involve on average 5.4 stakeholders and how hard it is to achieve consensus and a decision.
I liked the idea of focusing on mobilizers and appreciated the research the authors conducted to figure out how to identify them and categorize them into different types to further tailor your approach. I also liked how it built upon the commercial insight/teaching concept from earlier books and further reinforced that. The case studies about the dental instruments company and Xerox were illustrative too. This is a great book for anyone leading complex sales processes. My main notes and takeaways are below. |
Archives
July 2024
Categories
All
Subscribe |
RSS Feed
