Ted Mckenna Email & Phone Number

We study how high performing sellers think, act, and behave, helping sales teams all over the world to reduce "no decision" losses.

We exist for one reason: helping organizations better understand the changing landscape of customer behavior. This understanding is used to attract, engage, retain and grow healthy commercial relationships.We bring to bear several decades of research and data science expertise which results in an ever-evolving, insight-based point of view about customer behavior.Our insights are applied through a set of compelling services we deliver in a unique way. We don’t guess. We study, we learn, and we share. In doing so, we help organizations grow through science.

Austin, Texas, Us

Tethr is a cloud-based conversation intelligence platform that combines powerful AI, machine learning and decades of customer experience research to surface contextual insights from phone calls and other customer interactions. Customers are using Tethr to quickly, easily and accurately turn large amounts of unstructured voice of customer conversation data into insights that fuel smarter decisions and improved business performance, enabling them to become Listening Enterprises.As SVP of Research and Innovation, my job is to ensure Tethr continually delivers innovative new products that reflect market demand, clarify commercial differentiation, and solve unique customer problems. Our team conducts research using advanced data science models and I work to codify that research within our products/services and content that helps the market (prospects, customers, and partners) better understand customer and agent/rep behavior and sentiment.

Austin, Texas, Us

My job is to make sure Tethr continually delivers innovative new products that reflect market demand, clarify commercial differentiation, and solve unique customer problems. Executing this means I spend time with all parts of the company - helping plan and execute our roadmap, enable our sales team, price our products, collect customer feedback, and build new data models to reflect our latest strategic positioning. Our most well-known model is an algorithm we call the Tethr Effort Index that predicts customer-perceived effort and friction across the customer journey.

Austin, Texas, Us

My team, with responsibility for insight creation and translation, worked to help Tethr customers take action on identified insights - whether through application of Tethr categories/concepts, quantitative models that help make sense of conversation data, or playbooks for moving along our maturity model.

New York, Ny, Us

-Lead a Knowledge team working with RRA's leadership consulting and assessment teams to generate new insights, market our findings, and improve firmwide collaboration, helping to grow non-search services.-Develop processes and tools aimed at improving sales process efficiency and effectiveness, with focus across the U.S. region-Identify growth opportunities and work with teams to create high-quality coverage plans-Build deeper understanding of purchase obstacles and help teams create urgency for solving underappreciated customer problems

New York, Ny, Us

-Lead a team across two global practices, enabling sales efforts for senior client executives to deepen customer relationships and achieve growth targets.-Generate new insights and apply findings to provide analytic, data-driven support for strategic planning, go-to-market strategies, and business development opportunities.-Partner with sector leaders, marketing and corporate center teams to maximize growth opportunities. This often includes executing and distributing research projects - at times, drawing from a proprietary database on leadership attributes - on topics such as board performance, best practices in selecting new board directors, and global trends impacting CEO succession, corporate governance, functional leadership and executive development.

New York, Ny, Us

-Lead a global team, partnering with sector leaders, executing research projects that produce data-driven, proprietary insights on key global trends and issues in the CEO/Board space -Apply insight findings to help achieve practice growth targets, providing analytic, data-driven support for strategic planning, go-to-market strategies, and business development opportunities-Partner with sector and marketing leadership to design and execute insight-rich content platforms

Arlington, Va, Us

-Owned the P&L, with responsibility for achieving growth targets and setting operational strategy for the Sales Leadership Roundtable, CEB's offering for SMB sales organizations.-Grew the business by 200% over a four year period.-Crafted and translated a vision of products/services to customers by coaching research, advisory, and commercial teams on ways to improve products and services to match emerging customer needs and helping conduct daily sales and service interactions.-Contributor to the research highlighted in The Challenger Sale and The Challenger Customer and, as an expert in Insight Selling, advised small and medium-sized companies on how to transform commercial strategies and differentiate when selling and marketing to highly informed, consensus-driven buyers.-Built and brought to market new premium products with total incremental bookings of $2 million. These products helped serve and grow a membership of senior sales, sales operations, and sales training executives at more than 300 organizations.-Presented best practice insights to audiences ranging up to 1,000 people.

Arlington, Va, Us

-Manage the P&L and set operational strategy for the Sales Leadership Roundtable, the Corporate Executive Board's offering for mid-market sales organizations (part of the Sales, Marketing, and Communications Practice).-Provide advice grounded in collected best practice examples and develop new research products to serve and grow a membership of sales, sales operations, and sales training executives at more than 300 organizations-Present best practice insights to sales audiences ranging up to 500

Arlington, Va, Us

-Advise and serve a membership of senior-level sales executives at Fortune 500 companies by leading insight-driven consultative discussions and providing strategic and tactical guidance based on best-practice findings and network observations.-Present original best-practice research on topics such as sales strategy, customer loyalty, and talent management.-Contribute to sales research efforts on critical decision areas including, customer loyalty, CRM, sales reporting and analysis, training/coaching, sales process and tools, compensation, coverage models, account management, and sales operations organizational structures.

Arlington, Va, Us

-Present original best-practice research on topics such as sales strategy, customer loyalty, and talent management.-Operationalize a new service model aligning product and service teams, creating better visibility on revenue outcomes.

Arlington, Va, Us

Position Overview: Solve complex sales operations challenges for a membership of senior-level sales executives by employing analytical tools to identify and author best practice case studies and decipher teachable insightsKey Responsibilities and Accomplishments:-Develop and document insights pulled from large data sets (qualitative and quantitative) by cleaving best- from common-practice using analytical tools such as root-cause analysis, problem reframing, and thought models-Project manager and significant contributor to major research studies, leading hundreds of primary customer interviews. Lead author on the Anatomy of a World-Class Sales Operations Organization, organizational profiles, a CRM measurement methodology, and case studies profiling solutions in such areas as: driving tool adoption, developing sales analysis skills, improving CRM data quality, lifting sales process adherence, and managing sales force capacity.

Arlington, Va, Us

Arlington, Va, Us

-Demonstrated entrepreneurial skills as a key player on the product launch team—engaging in market analysis, product training, and customer-facing product support—contributing to one of the fastest growing products in company history.

Arlington, Va, Us

Responsibility for researching property tax histories, examining land parcels, and forecasting economic development potential. Daily activities included creating pro forma analysis for real estate developers and writing financial reports for municipal clients across the Tri-State Chicagoland area.

Education record

Education record