The Challenger Sale + The JOLT Effect

Apply Matt Dixon's research-based sales frameworks — The Challenger Sale (2011, with Brent Adamson) and The JOLT Effect (2022, with Ted McKenna) — together with the Challenger Customer's Mobilizer work. Use this skill when the user is doing sales work — writing or critiquing a sales pitch, running a deal review, diagnosing why a deal stalled, coaching a rep, redesigning a sales playbook, reading a lost-deal post-mortem, or asking things like "why did we lose this deal?", "why do deals keep going to no-decision?", "how do we get consensus in this account?", "how do we get past the champion?", "should we discount to close?", "is my rep a Challenger?". Also use whenever the …