Matthew Dixon, co-founder of DCM Insights, is a researcher who’s spent much of his career studying the shared characteristics and behaviors of successful B2B salespeople. In 2011, he released a study called “The Challenger Sale.” While giving a keynote on his findings at an annual partner retreat, an audience member stood up and challenged him.
“He said, ‘D ... Show More
Feb 19
Meet the 'inscrutable' SCOTUS justice who made the Nuremberg trials possible
Robert H. Jackson was not an easy man to know, but "I found being in Robert Jackson's company on the whole a great pleasure," says G. Edward White, author of the new biography Robert H. Jackson: A Life in Judgement. A longtime ally of Franklin Delano Roosevelt, Jackson served as ... Show More
55m 59s
Nov 2024
MI376: Why Do Great Companies Fail? The Innovator’s Dilemma w/ Shawn O’Malley
In today’s episode, Shawn O’Malley (@shawn_OMalley_) discusses why great companies fail, as outlined by Clayton Christensen in his timeless book, The Innovator’s Dilemma, which was first published in 1997. The Economist actually named it one of the six most important business boo ... Show More
45m 4s
May 2025
3 Traits of Rainmakers: What Top Performers Do Differently | Matt Dixon
In this episode of The Art of Charm, we sit down with Matt Dixon, co-author of The Challenger Sale and The Activator Advantage. In today’s conversation, Matt Dixon reveals why the professionals dominating in today’s market aren’t necessarily the most credentialed, but the most pr ... Show More
1h 15m
Sep 2021
How Is Luxury Customer Service Evolving? | Transforming Luxury
In recent decades, the race to attract and retain customers saw dizzying amounts of money spent on clienteling — the industry term for building a 1 on 1 relationship with customers. Today, for major players of scale with the resources to invest in it, successfully digitising pers ... Show More
36m 54s
Nov 2024
How a Lead Designer Researcher got a 35% salary increase
In this episode, Sarah shares the story of a Lead Design Researcher who got hired with a 35% salary increase. This person, an alumni of Career Strategy Lab, said a that major factor in securing the role was relationships. In the episode, you'll learn the role of relationships in ... Show More
6m 17s
