https://www.sellinginnovations.com/tedmckenna daily 0.75 2026-02-18 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/1720722482877-W8NPGFC0EON8CW10JOJJ/Ted-McKenna+%281%29.jpg Ted McKenna - Ted McKenna Co-Founder and Chief Executive Officer Ted McKenna is a co-founder and CEO of SellingInnovations and is one of the world’s leading experts in sales, business development, and customer experience. A co-author of the bestselling book The JOLT Effect: How High Performers Overcome Customer Indecision and the upcoming book The Activator Advantage: What Today’s Rainmakers Do Differently (April 2025), Ted’s research frequently appears in the pages of Harvard Business Review . He is also a founding partner of DCM Insights, a company that uses data and research-backed frameworks to help professional services firms improve business development. An experienced business leader—having held numerous executive positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds Associates, and CEB (now, a part of Gartner)—Ted is an expert in analyzing behaviors and applying analytics in various forms of content, products, and services. As part of a large-scale study of 2.5 million sales calls, Ted worked on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioral frameworks (the most well-known model is the Tethr Effort Index). Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and jobs data (including research contained within the bestselling book, The Challenger Sale). Ted holds a B.A. in Economics from the University of Iowa and resides with his family in the Chicago, Illinois area. https://www.sellinginnovations.com/rorychanner daily 0.75 2024-08-22 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/1720722488888-835CZ43XC2NMHZVTOCBT/IMG_5555.jpeg Rory Channer - Rory Channer Co-Founder + Strategic Commercial Advisor Rory has held executive leadership positions in Marketing, Business Development and Sales at McDermott Will & Emery, Ruffalo Noel Levitz, BehaVR, CEB, Portrait Software and Business Genetics. His work at McDermott was pioneering for the legal sector. He helped grow McDermott by 50% in just four years, earning its place back in the Amlaw 25, ending a decade of growth decline. Rory’s consistent track record of helping companies improve their growth curve is second to none. Originally trained as an Industrial Psychologist, he brings science and his 25 plus years of commercial experience to the legal sector. Not only has he helped numerous law firms improve their growth trajectory, he has also personally trained several hundred law firm partners to improve their client engagement skills. Rory holds a BSc (Hons) in Industrial Psychology and post graduate diploma in Industrial Psychology from the University of Hull and postgraduate qualifications in Leadership Coaching and Counselling from George Washington University in DC and Regents University in London. He and his family currently reside in Northern Virginia. https://www.sellinginnovations.com/researchlibrary daily 0.75 2025-07-18 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/902f691b-7eb5-4822-bafb-7d4ddc61af55/JOLT+book+cover.jpg Full Research Library https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/55327b43-fea0-4a70-9b93-9e10eea0ccab/Challenger+book+cover.jpg Full Research Library https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/e60b592f-fce3-45a7-9768-f53334a6c587/Challenger+customer+book+cover.jpg Full Research Library https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/2996671b-fdab-476a-9027-dba7a4a673a8/Effortless+Experience+book+cover.png Full Research Library https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/af72b57a-9700-4606-b8c7-847880a995c5/artofsalesrebuttals.png Full Research Library 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https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/169bf309-02f4-4261-9142-ab2dc0ec7ce7/Ted-McKenna+%281%29.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/00907900-d43b-4158-b1d3-66b10095a1f5/HiRes-Dave_Anderson-1813-Edit3+copy+%281%29.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/4b94f254-86b5-46ba-888f-c531c06ff4f8/Matt-Dixon.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/8e1db887-4b2a-4432-9e44-731b5a12a203/IMG_5555.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/51cd17e4-76a4-4058-844c-c22bd6c42236/kevin%2Backer%2B2.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/e07d262d-70b5-465e-972b-0cfcb4b7e000/Olivia+Dec+2021.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/fe719a89-64df-4e38-b90b-fce8159ef867/Doug+Ferreira+Headshot.jpg Our Team 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https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/726494ed-d40d-4cd4-ba1e-a2d4d64b994e/Jerome+Johnson.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/a7f2fa79-8fc8-412c-b5ce-4258f615494b/jinah-2.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/da62e34c-24e6-4f0e-9406-3cf9f5764017/Headshot_BW_EA.jpg Our Team https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/a3328e03-b3ed-4817-bbe1-d0211931b3c4/C.+Richter+Headshot+2026+%281%29.jpg Our Team https://www.sellinginnovations.com/privacy daily 0.75 2024-08-19 https://www.sellinginnovations.com/contact daily 0.75 2025-06-16 https://www.sellinginnovations.com/mattdixon daily 0.75 2024-08-22 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/1720722498800-HCXWIQF4RMXJQ14ZTTLQ/Matt-Dixon.jpg Matt Dixon - Matt Dixon Co-Founder + Strategic Research Advisor Matt has held executive leadership positions in product, research and consulting for Tethr (an Austin-based AI and machine learning venture), Korn Ferry and CEB (now Gartner) where he ran the global Sales and Service research group. An accomplished business researcher, he is a sought-after advisor to corporate leadership teams around the world on topics ranging from sales and marketing effectiveness to customer experience and customer service strategy. Matt is the author of three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review with more than 20 print and online articles to his credit. His latest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was co-authored with Ted McKenna and will be released in September 2022. Matt holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh as well as a B.A. in International Studies from Mount Saint Mary’s University in Emmitsburg, Maryland. He and his family currently reside in the Washington, D.C. area. To inquire about speaking opportunities, please visit dixonspeaks.com or www.executivespeakers.com/Speaker/Matt_Dixon/ https://www.sellinginnovations.com/daveanderson daily 0.75 2026-02-18 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/7c2dba51-e4cd-4389-b158-7bfb6335a78f/Dave+Anderson+Headshot.jpg Dave Anderson - Dave Anderson Co-Founder and COO Dave is a Go-To-Market executive with a wide range of experiences – from carrying a bag at CDW, to advising GTM executives at CEB, to leading a business unit at CEB, to scaling a business for growth post-acquisition at Gartner. His last 5.5 years prior to SI were spent at Vista Equity Partners, where he had multiple roles. His primary role was partnering with Vista Equity Partners portfolio company CEOs and their teams to build and execute their plan to scale their GTM teams for growth. His secondary role was helping lead and manage the GTM practice and talent to grow and scale operations and ensure successful company outcomes. He draws from a range of experiences, including leading product teams, delivery teams, professional services teams, new logo sales teams, and account management teams at CEB, Gartner, and Vista Equity Partners. Dave brings practical perspective from his time as a new logo sales rep and account manager at CDW and blends that with over a decade’s worth of work in the research space. He was an Advisor and then Practice Leader at CEB during The Challenger Sale and The Challenger Customer research, helping companies adapt and apply the research as well as contributing to the research process. He even co-wrote part of the Mobilizer chapter in the Challenger Customer, which apparently isn’t enough to get your name on the front of the book (but it is in the back of both books). When it comes specifically to methodology, Dave brings deep expertise from building and implementing homegrown sales methodologies at three companies as an operator, and countless more helping GTM leaders implement methodologies as both an Advisor at CEB and Executive Director at Vista Equity Partners. Decades of experiences, including hard lessons learned, have helped shape his playbook for what drives true adoption and outcomes. Dave has led everything from small strategy workshops to keynotes as big as 9,900 attendees; from individual company revenue kickoffs to industry events such as Dreamforce. At Vista, Dave oversaw a Vista’s annual GTM conference of ~400 portfolio company execs, including building the agenda, building and delivering keynotes and breakouts, hiring and preparing external speakers, and managing internal teams. He can work with you to match the right content, format, and level of interaction for your audience and event’s needs. Dave earned a B.S. in Marketing and International Business from the Kelley School of Business at Indiana University with a minor in Spanish (and spent 9 months at the University of Seville in Spain). After then moved to the city of Chicago for 14 years where he met his wife Katie, got married, and had their first child. They are now a family of five (six if you count the dog) and reside in Kansas City, Missouri. https://www.sellinginnovations.com/ericaarias daily 0.75 2025-11-10 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/174fb25c-1b02-4012-b4e6-7d81ae60cd69/240220-VHS-Erica-Arias-156373-0021.jpg Erica Arias - Erica Arias Senior Director, Client Experience and Operations Erica is an accomplished operations and client services leader with more than 13 years of experience optimizing performance, strengthening client relationships, and driving strategic growth. She is known for building high-performing teams, improving organizational efficiency, and fostering collaborations across departments to deliver exceptional client outcomes. Before joining SellingInnovations, Erica held senior leadership roles overseeing operations, customer success, and strategic initiatives for national client portfolios. Her work consistently resulted in stronger partnerships, measurable growth, and improved client satisfaction. Erica holds a B.A. in Interdisciplinary Studies and Business from University of Iowa. Outside of work, she is enjoys reading, cheering at her children’s activities, and fostering rescue dogs — or rather failing at fostering dogs as they tend to become permanent family members. https://www.sellinginnovations.com/olivialockwood daily 0.75 2024-10-29 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/de833361-e19a-4967-b81b-1cf8ce79b182/Olivia+Dec+2021.jpg Olivia Lockwood - Olivia Lockwood Facilitator Olivia is a sales consultant specializing in learning and performance. She is an independent contractor who brings credibility, candor, and compassion to help the people she works with make their good lives great. Her enduring interest in developing human potential – from obtaining a degree in Management Science, to becoming a certified executive coach, to post graduate courses in the neuroscience of leadership – allows Olivia to match her passion for performance with her desire to pursue possibilities. She is a Certified Professional of Talent Development with the Association for Talent Development, a Professional Certified Coach with the International Coach Federation, a Master Certified Trainer of the Challenger TM Selling Model, a Master Coach with The Mind Gym, and previously a Coach, Trainer, Mentor and Assessor with the Neuroleadership Institute. She is a global citizen who has lived for over a year in 6 countries and travelled to many more! Experience An experienced consultant, facilitator and coach, Olivia works with organizations in behavioral change, combining the latest findings from sales effectiveness and neuroscience to help improve thinking. Her current focus is on driving revenue, reducing costs, and avoiding risk throughout the organizational or individual learning journey. She has worked for and with global organizations for over 30 years in various sales, learning and development capacities. She has trained 100’s of individuals on International Coach Federation (ICF) Accredited coaching programs using the Results Coaching Systems methodology, and 100’s more on the PAUSE methodology from Challenger, Inc. Olivia is also a Professional Certified Coach with the ICF and is an active member of both the Washington, DC and Richmond, VA chapters. Olivia has worked with four consultancies to create or improve their sales management development training offerings. As Subject Matter Expert (SME), Product Development Consultant, Instructional Design Support or Pilot Facilitator, she enhances both the content and delivery of brand new or tried and tested materials. Her natural curiosity and breadth of experience provide opportunities for useful advice and entertaining anecdotes. As a keynote presenter, Olivia is prepared and thorough off-stage, charismatic, and candid on stage. Her ability to encourage participants to opt in to rather than opt out of further learning by signing up for additional workshops has become legendary at one tech company she continually works with. Taking ideas that everyone thinks they understand and pointing out where misunderstandings hide and assumptions live lead to great moments of learning in larger groups. Before becoming self-employed in 2004, Olivia worked at increasingly demanding positions from flight attendant to retail store manager through inside sales onto regional sales manager at Arthur Andersen. She has a zest for life and an addiction to fun which has allowed her to live in 8 countries for more than a year each! Client Profile Olivia has experience in the non-profit and for-profit sectors and clients include: Amazon, American Express, AmerisourceBergen, Apple, Avery Dennison, Astra Zeneca, Boston Scientific, BP, Cameron, Cox Automotive, Dentsply, Ellison, Glacier Media, Google, Haas Jr. Fund, Halyard Healthcare, Hitachi Data Systems, IHG, Kelly Services, Microsoft, NCR, Pearson, Staples, Tata Consultancy Limited, Thomson Reuters, and Xerox, among others. She has worked at the senior management level for Global 1000 companies around the globe, including clients in UK, USA, France, Germany, Norway, Spain, Czech Republic, Russia, Dubai, Bahrain, India, Singapore, Malaysia, Philippines, Hong Kong, Macau, China, South Africa, New Zealand and Australia. Sadly, she only speaks three versions of English – American, British and Jamaican Patois! For-profit sector Industries include FMCG, Technology, IT, Professional Services, Manufacturing, Oil & Gas, Healthcare, Retail, Financial, Travel and Hospitality. https://www.sellinginnovations.com/dougferreria daily 0.75 2024-10-29 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/9d79b99e-dda8-4ffe-bbf1-159a70b7de0e/Doug+Ferreira+Headshot.jpg Doug Ferreira - Doug Ferreira Facilitator Experience: Over 30 years of experience in sales and executive leadership positions 15+ years of experience in facilitation of workshops in sales, coaching, leadership, and customer service. 10+ years working as a consultant to help organizations of various sizes achieve maximum effectiveness Industries: Financial Services Technology (H/W, S/W, SaaS, Services, etc) Manufacturing CPG Chemicals Hospitality Healthcare (Payer, Provider, Services, etc) Pharma Medical Device K-12 and Higher Education Education & Professional Certifications: University of Illinois, Urbana-Champaign, B.A. in English Certified Master Facilitator for The Challenger Sale Certified Master Facilitator for The Effortless Experience HBDI Certified Facilitator https://www.sellinginnovations.com/tomdisantis daily 0.75 2024-11-11 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/28d404a1-1c0d-4616-86df-6865dc856796/TD%2BHeadshot%2B%281%29.png Tom Disantis - Tom Disantis Facilitator Over the last 20 years, Tom has worked with sellers, managers, and executives to help improve revenue growth – both as a strategic consultant and as an operating executive doing the job. Tom is also a recognized expert and relied upon resource in the fields of sales, sales operations, marketing, and operational effectiveness. Tom’s experience has spanned multiple industries and he has worked with companies across North America, Europe, Asia, and Australia. In 2020, Tom started his own consulting firm, Cherry Street Advisors, and currently lives in the Washington, D.C. area. Tom earned his Bachelor of Arts Summa cum Laude from the University of Connecticut and his Masters of Business Administration from the Darden School of Business at the University of Virginia. When he’s not helping clients, you can find Tom spending time with his family, riding on the local bike trails, or reading a book about history. https://www.sellinginnovations.com/jonathandietrich daily 0.75 2024-10-30 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/7dab971f-156e-4d3f-9cbe-75fc929667bd/Jonathan-Dietrich-JD-e1617641224235.jpg Jonathan Dietrich - Jonathan Dietrich (JD) Facilitator With over 20 years experience, JD works primarily with companies and business executives to improve their communication skills across a wide range of industries and business functions – including Sales, Strategy, Market Insights and Internal Communications, as well as TED speaker coaching. To span such a diverse terrain, JD focuses on becoming a student of the client’s business and their key outcomes in order to best advise them on how to apply proven tactics, tools and techniques to help them achieve their desired results. His previous experience also includes advising Fortune 500 companies globally–including a four year stint in Sydney, Australia working with Asia Pacific organizations–where JD brought a balance of business savvy and youthful passion to all of his client engagements. The most critical of those engagements are with his wife, Jennifer, who is a communications consultant. From Washington, D.C. to Sydney and back to D.C. again, they now live in Saint Michaels, Maryland-on the Chesapeake Bay’s Eastern Shore. They’ve enjoyed a life well-traveled. Adventure, both personal and professional, is often just a plane or car ride away. https://www.sellinginnovations.com/ramseyjayjr daily 0.75 2024-10-29 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/77803832-8fd3-4c3f-a36a-d00c84fb5146/Ramsey%2BJay.jpg Ramsey Jay Jr - Ramsey Jay, Jr. Facilitator Ramsey Jay, Jr. is a Wall Street trained global investment management executive, and Founding Principal of Ramsey Jay, Jr. and Associates, a strategic consultancy specializing in institutional sales solutions, corporate communications, diversity and inclusion programming, enterprise leadership development, and executive talent management. Additionally, Mr. Jay is a self-improvement author of the best-selling book “Empowering Dreamers To Become Achievers”, an international subject matter keynote lecturer, and empowerment motivational speaker. Notably, Mr. Jay made opening remarks at the White House where Former President Barack Obama hosted an event honoring the philanthropic legacy of Ray Charles. Mr. Jay earned a BS in Business Administration-Finance from California State University, Fresno, where he was a five-time all-conference Division 1 track and field athlete. Mr. Jay also earned an MBA from the Tuck School of Business at Dartmouth College where he was voted ‘Commencement Speaker’ of the 105th graduating class. https://www.sellinginnovations.com/edfranowicz daily 0.75 2024-11-04 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/9b3a1cc2-a941-4ee0-9449-eb8f06612ad8/Franowicz+Headshot.jpg Ed Franowicz - Ed Franowicz Facilitator Ed Franowicz is a founding member of Leaderboard Development, a leadership development firm, where he was responsible for their sales function. He is certified in the Challenger sales methodology and in Vista value selling and has facilitated for both groups for a number of years. Prior to Leaderboard, Ed was a founder and Head of the Leadership Academies at CEB now Gartner where his responsibilities involved considerable work in the areas of business development and sales support. He also served as the business unit’s Head of Global Faculty. He later established 21st Century Thinking where he was responsible for the creation and successful implementation of several evidence-based social and emotional learning programs at the elementary and high school levels. REPRESENTATIVE CLIENTS SERVED Google, LinkedIn, Microsoft, Salesforce.com, Cox Automotive, Caterpillar, Diiachi Sankyo, Chevron, Union Pacific, Capital One, Workrite, Omnitracs, Mindbody, and Powerschool. EDUCATION Dartmouth University MASTERS IN BUSINESS ADMINISTRATION Princeton University UNDERGRADUATE PERSONAL As a much younger man, he taught Ancient Roman History a stone’s throw from the Colosseum and Circus Maximus. He now lives in Los Angeles. https://www.sellinginnovations.com/christinarichter daily 0.75 2026-03-13 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/366a5e8f-ed75-4d18-b2fe-4278b6d08cb8/C.+Richter+Headshot+2026.jpg Christina Richter - Christina Richter Facilitator Christina is a former sales executive with more than 20 years of experience in business development, operations, and sales management across both Fortune 500 and high-growth organizations. She has recruited, trained, mentored, and led multiple sales, customer services, and operational teams throughout North America, supporting clients including GE, Dow Chemical, Amgen, Nestlé USA, Intuit, Edward Jones, and General Dynamics. A certified Executive Sales Coach and Trainer, Christina founded Inspiritus, a professional coaching and training firm dedicated to developing high-performing sales leaders and teams. She is certified in the Challenger Sales methodology, Vista Value Selling, and SPIN Selling, and has strong working knowledge of MEDDPICC and DiSC. Over the past decade, Christina has facilitated sales training and leadership development programs across wide range of industries throughout North America, South America, Western Europe, and the Asia-Pacific region. Her clients have included global organizations such as Johnson & Johnson, Amazon, Tiffany & Co., Xerox, Merck, Microsoft, SAP, Siemens, Apple, Medtronic, and JPMorgan Chase. Originally from Southern California, Christina now resides in Dallas, Texas. She enjoys traveling and is an avid dog lover. https://www.sellinginnovations.com/marksweetko daily 0.75 2025-01-28 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/3318c210-2923-45dd-b725-60aee6b9d5a9/Sweetko.png Mark Sweetko - Mark Sweetko Facilitator Mark has over 25 years experience working with global Fortune 500 sales teams in sales, sales management & sales enablement leadership roles. As a sales performance consultant, he has also worked with range of clients from Global 500 to their partner organizations in EMEA, APAC and North America, inspiring them to adopt effective approaches such as JOLT Effect to dramatically improve their sales effectiveness and win rates. His industry focus has spanned from Information Technology (IT) where he worked with companies such as Oracle and SAP, to delivering sales consulting to the finance/banking, healthcare, telco, professional services and manufacturing industries. Mark earned his MBA in Montreal, Canada, and is certified in Challenger Sales as well as Go to Market sales & marketing strategy/tactics and Solution Engineering presentation skills. Having lived in Canada, US and Europe and now Dubai, Mark speaks Italian and French and is passionate about success driven from multicultural diversity and inclusion. https://www.sellinginnovations.com/katarinacoppe daily 0.75 2025-09-09 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/15e4f5e3-be7e-4486-80c3-c05728714809/Katarina+Coppe_mid.jpg Katarina Coppe - Katarina Coppé Facilitator Katarina Coppé is a multi-lingual facilitator with over 25 years of international experience in sales, HR consulting, commercial enablement, and learning and development. At CEB and Gartner, she worked with leading-edge research in sales and HR, applying and testing best practices across diverse audiences and industries. She has led the development of go-to-market strategies, enablement programs, and digital product innovations for national and international organizations in different industries. Certified in several sales methodologies (e.g. Challenger™ and Miller Heiman™), Katarina specializes in driving behavioral change in B2B Sales, Marketing, and Service teams to accelerate both people and business growth. In 2025, she published a book Customer Improvement Selling: Unlocking Commercial Potential in Technical Experts, which offers practical strategies rooted in behavioral science, commercial best practices, and her own global research to help technical professionals enhance their commercial impact. Katarina is currently the Chief Commercial Officer at Welliba, a technology and insights provider that won the global UNLEASH Startup Award in 2024. https://www.sellinginnovations.com/home-1 daily 1.0 2026-03-04 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/69c210e1-9968-49b7-9be3-0bf52a81c311/Artboard+1.png Selling Innovations — Research-backed B2B Sales Training https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/7a2d0635-701a-4695-8bef-7ce8dd88ec0a/Artboard+2.png Selling Innovations — Research-backed B2B Sales Training https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/c84802b4-6e3d-4012-b468-84025ed27436/Artboard+3.png Selling Innovations — Research-backed B2B Sales Training https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/b377af5c-6f3e-4454-9c4c-03c8b1cde502/Artboard+4.png Selling Innovations — Research-backed B2B Sales Training 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https://www.sellinginnovations.com/whoweserve daily 0.75 2025-10-29 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/79406076-d142-4943-9ecc-cfb29cc19a73/logo-map.png https://www.sellinginnovations.com/allservices daily 0.75 2025-07-21 https://www.sellinginnovations.com/jolteffect daily 0.75 2026-02-18 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/2c3d2e69-8827-4f68-b76d-93589acf989b/JoltEffect_hc_upright+%282%29.png https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/a147824a-488b-4b14-a5f8-1538497e32ea/1.png https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/c6152df6-8f28-4ec1-8d2d-f740fe1b40e3/2.png https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/017f2171-6925-47ff-b7de-fe766c28f94f/3.png https://www.sellinginnovations.com/jinahsuh daily 0.75 2025-06-30 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/b0cb9c27-d052-4dc4-b037-b8bfb944a9bc/jinah-2.jpg Jinah Suh - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.sellinginnovations.com/tamsenwebster daily 0.75 2025-06-05 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/d7d5b3e3-f147-441d-a51c-a9f4514a6ca4/Tamsen+Webster Tamsen Webster - Tamsen Webster Global Lead, Sales Messaging Lab Tamsen Webster helps leaders craft their case for large-scale change. A sought-after speaker and consultant, she’s spent more than 25 years developing the field and practice of persuasive message design, with a particular focus on the principles and processes that build buy-in that lasts. In addition to her work in and for major organizations such as Harvard Medical School, Fidelity Investments, and Klaviyo, she built and delivers the message design curriculum for Elemental Impact, a leading investor in impact startups. She’s a judge and mentor for the Harvard Innovation Labs and a professional advisor at the Martin Trust Center for MIT Entrepreneurship. She’s also spent over 10 years as the Idea Strategist for one of only nine legacy-level TEDx events and was named to the Thinkers50 Radar in 2022. She's the author of two best-selling books, Find Your Red Thread: Make Your Big Ideas Irresistible, and Say What They Can't Unhear: The 9 Principles of Lasting Change which was named one of the top 10 management books of the year by Canada's Globe and Mail newspaper. Tamsen was a reluctant marathoner… twice; is a champion ballroom dancer (in her mind); and learned everything she knows about messages, people, and change as a Weight Watchers leader. True story. She lives in Boston with her husband, two sons, and her two brindle Greyhounds, Hazel and Walnut. https://www.sellinginnovations.com/activatoradvantagewebinar daily 0.75 2025-06-05 https://www.sellinginnovations.com/winningmoredealswebinar daily 0.75 2025-07-18 https://www.sellinginnovations.com/jeromejohnson daily 0.75 2025-06-12 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/c4236adb-c184-4081-8b3d-d96e77c24e1f/Jerome+Johnson.jpg Jerome Johnson - Jerome Johnson Facilitator Jerome has more than thirty years of experience working with enterprise sales teams in the automotive, aerospace, consumer electronics, and retail industries. In his career, he has helped senior sales leaders identify opportunities to align their sales strategies with evolving market demands. His approach emphasizes the importance of sellers engaging prospects and customers with insight, connecting them to expertise and knowledge relevant to their business situation, and helping them make confident purchasing and investment decisions which lead to improved business performance. Selling skills documented in The JOLT Effect are the playbook which drives Jerome’s approach. Jerome holds a Bachelor of Science degree in Mechanical Engineering. In addition to his work with SellingInnovations, he has been a certified Challenger facilitator for more than ten years. He was a featured speaker in a Challenger webinar and has been highlighted in a well-regarded video book on Challenger Selling. In his personal time Jerome is an accomplished photographer of shorebirds and wading birds and owns a growing collection of Nikon film cameras. He resides near Cincinnati, Ohio. https://www.sellinginnovations.com/clientimpact daily 0.75 2025-07-09 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/3aef0287-1339-4c8f-9131-07b22b5b6d1a/Motus+Logo+2.jpg https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/a4857d00-8116-4a17-bc36-675726a3d891/Casepoint_Full_Horizontal_Color_Logo.jpg https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/d97887c8-a3c7-44ff-98c1-1e30dcfeba4a/digitalai.jpg https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/3c7f6393-521e-4eac-976a-88a72fd0454f/LinkedIn+Assets.jpg https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/f23f867c-0498-4a2e-bb47-0bdbf3cf1853/DanielPink.jpg https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/79406076-d142-4943-9ecc-cfb29cc19a73/logo-map.png https://www.sellinginnovations.com/media daily 0.75 2025-07-18 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/1754f0ef-62b5-439e-b74e-2e2dd8bbed39/HBR+logo.png https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/9917d9f3-ea0f-4e9b-9233-5361d33aa487/forbes-magazine-logo-pkvos04qcq5w7ycv-2.png https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/1754f0ef-62b5-439e-b74e-2e2dd8bbed39/HBR+logo.png https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/b26e2a99-5b57-448b-b28f-0999477d868e/download.png https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/b26e2a99-5b57-448b-b28f-0999477d868e/download.png https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/c048ae03-0abe-4709-af41-7370c3105fe6/revenue-logo_639x200.jpg https://www.sellinginnovations.com/joltpreorderevent daily 0.75 2025-07-18 https://www.sellinginnovations.com/sellerdevelopment daily 0.75 2025-10-13 https://www.sellinginnovations.com/unlinked-downloads daily 0.75 2025-10-28 https://www.sellinginnovations.com/willcottrell daily 0.75 2025-11-10 https://images.squarespace-cdn.com/content/v1/669024324b3f2c77c2a29958/21a7ac2f-7aee-4d43-8276-4924432a195b/wc+2016+-+Edited+-+Edited.jpg Will Contrell - Will Cottrell Managing Director, Technology With more than 18 years of experience in consulting, sales, and sales leadership, Will Cottrell has built a career helping organizations drive sustainable, profitable growth. He began his career with CEB, where he played a key role in building and scaling the firm’s Sales Consulting practice—ultimately acquired by Gartner and later spun out into Challenger Inc. During this time, Will held client delivery, sales, and leadership roles focused on helping technology companies improve their commercial execution. Following his success at CEB and Challenger, Will went on to hold senior sales leadership roles at OneTrust and Sourcepoint, leading teams through periods of rapid growth in the evolving data privacy market. Across all of his roles, he’s been recognized for his ability to align go-to-market strategy with execution and to develop high-performing teams that deliver measurable results. Will holds a B.A. in Economics from the University of Virginia and resides with his family in Richmond, VA. https://www.sellinginnovations.com/faq daily 0.75 2026-03-04 https://www.sellinginnovations.com/llms-txt daily 0.75 2026-03-04 https://www.sellinginnovations.com/llmstxt daily 0.75 2026-03-04 https://www.sellinginnovations.com/test daily 0.75 2026-03-26