Illinois
Ted McKenna is an accomplished sales and customer experience researcher whose work has appeared in the pages of Harvard Business Review. He is a founding partner of DCM Insights, a customer understanding lab focused on using data and research-backed frameworks to help companies attract, engage, retain, and grow customer relationships. Prior to co-founding DCMi, Ted held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds, and CEB (now, a part of Gartner).
Ted is an expert in analyzing behaviors - of customers, frontline sellers / service agents, leaders, and board members - and applying analytics in various forms of content, products, and services. At Tethr, he worked on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioral frameworks (the most well-known model is the Tethr Effort Index). Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and jobs data (including research contained within the bestselling book, The Challenger Sale).
Ted is also a co-author, with Matt Dixon, of the upcoming book, The JOLT Effect: How High Performers Overcome Customer Indecision, and is a sought-after speaker and advisor to sales and customer experience teams around the world.
The Jolt Effect: How High Performers Overcome Customer Indecision
From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales.
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.
Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.
We work with a lot of speaking organizations... Let me tell you - ESB is the best! Matt Meyer is by far the best agent to work with!
Everyone on the ESB team (Matt, Sheryl, etc.) has been great to work with for our events. Looking forward to keep working with ESB!
We had a positive experience with ESB. Matt Meyer is a great communicator and easy to get a hold of. He helped us through the process to make..
ESB was patient, thorough, and responsive during the planning process. Thank you for making this such a great experience for us!
ESB supported our needs and the needs of our speaker throughout the entire process. I highly recommend working with ESB to find your next spe..
"It's always a pleasure to work with ESB. Very professional and personable staff. Thanks!"
"Excellent! Thank you for being a true partner to our organization and its development."
"They are the only speakers bureau I will even consider using!"
A wonderful bureau to work with! Big ups to everyone who helped make our event a success. Fingers crossed we get the chance to collaborate fo..
"As always, you are the best most responsive speaker bureau I've ever worked with!"
Call to discuss how we can you help find the right speaker(s) for your organization.
© 2024 Executive Speakers Bureau. All Rights Reserved.
Design and Developed by eBiz Solutions
Executive Speakers Bureau consistently receives praises about our speed and efficiency. From the beginning of your event planning, our extensive online speaker database and resourceful staff allow us to quickly equip you with the best speaker for your event.
Need a last minute speaker? No worries. Our speed and efficiency help us give you ideas for speakers in one hour or less.
October 24, 2023
Ted did an amazing job at our sales kickoff. Our entire team was trained on The JOLT Effect prior to this event and Ted's conversation with us will most certainly be a key component in our long-term adoption of JOLT in our organization.
Brightly Software Helpful 0