About the Authors

Matt Dixon

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 was 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 





Ted McKenna

Ted has held executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds Associates, and CEB (now, a part of Gartner). An accomplished sales and customer experience researcher whose work has appeared in the pages of Harvard Business Review, Ted’s most recent work focused on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioral frameworks. Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and jobs data.  He is also a co-author, with Matt Dixon, of The JOLT Effect: How High Performers Overcome Customer Indecision, and is a sought-after speaker and advisor to sales and customer experience teams around the world.

Ted holds a B.A. in Economics from the University of Iowa and resides with his family in the Chicago, Illinois area.