Have you ever wondered how your phone recognizes your face, or how Netflix always seems to know what you want to watch next? That's Artificial Intelligence (AI) at work! It's not just science fiction anymore; it's changing everything around us. As a public speaker and someone deeply invested in understanding the impact of technology, I've been exploring the fascinating world of AI, and I want to share what I've learned with you.

In the dynamic world of sales, staying ahead of the game is essential. Salespeople today face the formidable challenge of breaking through customer status quo and indecision. To conquer these obstacles, savvy sales professionals are employing two powerful playbooks: The Challenger Effect and The Jolt Effect.

In the fast-paced world of sales, where every interaction is a chance to win or lose a customer, one crucial element often stands out as a game-changer: feedback. It's no secret that customer indecision can be a formidable obstacle for salespeople, but getting to the heart of “why” or “how” a sale was won or lost (due to indecision or otherwise) is an important part of the sales training process.

What’s changed in the 11 years between The Challenger Sale and The JOLT Effect, and how has the research and learnings developed while writing the first book influenced the information provided in the newest one? This blog attempts to figure that out.