Ted McKenna

A proven approach used by today's best professional service partners to win, retain, and grow client relationships. There is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients, even long-standing ones for whom firms have consistently delivered unquestioned value, are much less loyal to those firms and partners than they once were. This...

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 to think about it." When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the...