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 boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. He has held numerous leadership roles at Russell Reynolds Associates as well as the sales practice of CEB. He is a sought-after speaker and advisor to sales and customer experience teams around the world.
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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... SEE MORE