Ted McKenna
Sales researcher and business author
Ted McKenna is a sales and customer experience researcher and co-author of The JOLT Effect. He co-founded the training and advisory firm SellingInnovations.
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About Ted McKenna
Ted McKenna is a researcher and business leader focused on sales, business development and customer experience. He co-wrote The JOLT Effect with Matt Dixon, and Portfolio/Penguin released it in 2022. He also co-wrote The Activator Advantage. The JOLT Effect has been translated into many languages. He is Co-Founder and CEO of SellingInnovations, a firm that offers training, enablement and advisory help grounded in research to business-to-business commercial organizations. He is also a founding partner of DCM Insights, which helps professional services firms improve their business development. His research has appeared in Harvard Business Review several times, including the 2023 article "What Today's Rainmakers Do Differently". Earlier in his career he held senior leadership posts at Tethr, Russell Reynolds Associates and CEB (now part of Gartner), covering areas such as product, strategy and research. He has also spoken at industry conferences and shared his findings with senior executive teams around the world.