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The FOMU Report

Red lightening bolt with text: Why Aren't My Deals Closing?
Why Aren’t My Deals Closing? customer indecision indecision jolt effect lost deals skills Jul 17, 2024

3 Things Sellers Miss that Stall Even the Best Deals

 
By The JOLT Effect Team

 

It’s every salesperson’s worst nightmare. After weeks, sometimes months, of work that includes prospect research, l...

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40-60 percent of deals lost to no decision pie chart
What is Customer Indecision? Understanding and Overcoming Buyer Hesitation customer indecision indecision jolt effect skills May 30, 2024

By Matt Dixon & Ted McKenna 

 

Customer indecision is the moment when sales teams (like yours!) lose a sale not to a competitor—but to the dreaded “no decision.” 

No matter how big or small your bu...

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5 Base-level Skills Every Salesperson Should Have challenger sale indecision jolt effect skills trust Oct 10, 2023
By the DCMi Marketing Team

In the evolving world of B2B sales, success is often a game of inches, with wins against competitors by the smallest of margins. Customers are overloaded wi

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What is the FOMU Report?

A blog dedicated to examining customer indecision. Our research is clear that buyers fear messing up more than they do missing out. Follow along as we explore how FOMU affects sellers and sales organizations.

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All Categories ai buyer indecision challenger sale customer feedback customer indecision how to handle indecisive customers indecision intentional listening jolt effect lost deals raconteur skills sko speaking study synopsis technology top sales traits top seller skills trust types of difficult customers wbd