Ted McKenna Speaker Biography
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.
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.
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