# Ted Mckenna
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מְעוּדכָּן:
Edward McKenna (10 March 1950 – 19 January 2019), was a Scottish drummer who played with The Sensational Alex Harvey Band, Rory Gallagher, The Greg Lake Band, and The Michael Schenker Group. He also toured with Ian Gillan for a short period in 1990, alongside fellow former SAHB member, bassist Chris Glen. He lectured in Applied Arts at North Glasgow College from 1996–2011.
Tom Russell with Alter Bridge (2019)
Tom Russell's next rummage turns up an interview with Scott "Flip" Phillips, drummer with Alter Bridge.
The interview focuses first and foremost on drumming and life on the road. Phillips talks about the craft and the role of the drummer, with discussion ranging from Neil Peart and John Bonham to…
Carson V. Heady on Moneyball Sales, AI, and Building Trusted Relationships
For the short video summary, please click here.Watch the full video here.
In this episode of Enabling Buying: A B2B Sales and Revenue Podcast, host Paul Kirch speaks with Carson V. Heady, Managing Director at Microsoft and author of Moneyball Sales. Together, they explore how Moneyball sa…
Episode 59 - Ted McKenna on The JOLT Effect and Overcoming Buyers' Fear of Messing Up
Stop Losing Deals to Buyer Indecision: How to Apply the JOLT Effect in B2B Sales - Ted McKenna on Episode 59 of the Industrial Growth Institute Podcast
Summary
Ted McKenna, coauthor of The JOLT Effect and founding partner of DCM Insights, joins Ed Marsh to dissect why B2B deals often die not fro…
325. Harvard Business Review Writer: The Goal You Just Set Only Has a 34% Chance of Success | Kyle Austin Young
Most people think there are two ways to succeed: be talented, or get lucky — but there are two more no one talks about.
Kyle Austin Young is a strategy consultant and author of Success Is a Numbers Game, which outlines his probability hacking framework for achieving your goals. He's spent a decade…
How to Future Proof Against Getting Ghosted | Donald C. Kelly - 2041
Nearly half of all B2B sales conversations end with no decision at all, and that number keeps climbing. This solo episode breaks down the discovery call framework built over years of carrying a bag as a software sales rep, now taught to clients to stop deals from going quiet.
The Real Cost of No D…
The Jolt Effect: How High Performing Sellers Overcome Customer Indecision
Most lost deals are not lost to a competitor. They are lost to nothing at all, the buyer who agrees with everything, nods through the business case, and then goes quiet. Ted McKenna's research puts a number on it: a large share of pipeline dies not from preference for the status quo, but from fear…
NALSC Podcast Recruiter Stories Episode 40: Ted McKenna, post-Keynote; interview by Jordan Abshire
Episode 40, featuring Ted McKenna; interview by Jordan Abshire.
Ted McKenna, best-selling co-author of The JOLT Effect and The Activator Advantage, returns to Recruiter Stories following his keynote at the NALSC Symposium in Austin. Ted expands on his research into successful rainmakers, emphasiz…
B2B Sales Prospecting: Why Cold Calling Still Works
Is email prospecting real, or just a comfortable fantasy? In this sales topics conversation, Ed Marsh and Derek Baer of Kurlan & Associates argue that the phone is still the most reliable way to start a B2B sales conversation. They also cover five topics every sales leader should be thinking about…
B2B Sales Prospecting: Why Cold Calling Still Works
Is email prospecting real, or just a comfortable fantasy? In this sales topics conversation, Ed Marsh and Derek Baer of Kurlan & Associates argue that the phone is still the most reliable way to start a B2B sales conversation. They also cover five topics every sales leader should be thinking about…
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