The minds behind the research.

Selling Innovations is built by the researchers and operators who defined the modern sales playbook — and the practitioners who put that research to work inside the world’s most demanding sales organizations.

The Challenger Sale · The Challenger Customer · The Effortless Experience · The JOLT Effect

Leadership

The people running the firm.

Between them, our founders authored the research that reshaped how enterprise teams sell — from the Challenger model to the science of buyer indecision.

Ted McKenna

Co-Founder & Chief Executive Officer

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Dave Anderson

Co-Founder & Chief Operating Officer

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Matt Dixon

Co-Founder & Strategic Research Advisor

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Rory Channer

Co-Founder & Strategic Commercial Advisor

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The Team

The people behind the work.

Research, operations, client delivery, and analytics — the team that turns 2.5 million analyzed sales calls into what your team does next.

Leigh Ann Johnson

Senior Director, Client Development

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Tamsen Webster

Global Lead, Sales Messaging Lab

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Darcey Bennett

Head of Commercial Operations

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Kevin Acker

Head of Quantitative Research

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Tom Shepherd

Head of Data & Analytics

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Facilitator Network

The people leading the workshops and engagements.

Our facilitators have carried a number and led teams before they ever led a room. We match them to your region, industry, and sales motion — delivering across North America and EMEA, in English, French, German, and more.