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 Selling Innovations, a customer understanding lab focused on using data and research-backed frameworks to help companies attract, engage, retain, and grow customer relationships.

Ted is a co-author, with Matt Dixon, of the book, The JOLT Effect: How High Performers Overcome Customer Indecision. The book is based on cutting edge research mining unstructured conversational data using advanced data science and leading AI/ML tools to build a model of sales excellence from the behaviours of outstanding sellers.

What motivates customers to do nothing? And how do outstanding sellers overcome customer indecision? This is a not to be missed episode for any seller looking to take their game to the next level.