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
Aug 5
We need to rein in Silicon Valley unicorns, says law prof
In Silicon Valley, a "unicorn" is a private startup with a net worth of $1 billion. As the term suggests, these were once incredibly rare creatures. Most startups would go public within 4-7 years, long before they had a $1 billion valuation. But two key pieces of legislation made ... Show More
53m 35s
Jul 31
Summer Reading and Still Perplexed About AI?
For this year's summer reading recommendations, host Lee Rawles shares three recommended reads, three books on her to-be-read pile, and three TV shows she's enjoyed. The recommended reads are all fiction this time around, ranging from a spooky contemporary, to a historical novel ... Show More
54m 45s
Jul 23
Alexander Hamilton, Aaron Burr, and the body in the well
In January 1800, Elma Sands's dead body was found in a New York City well. The case has captivated people ever since, not least because in the resulting trial, defendant Levi Weeks was represented by Alexander Hamilton, Aaron Burr, and a future Supreme Court justice. The Girl fro ... Show More
56m 49s
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
Nov 2025
How to Go From Expert to 'Activator' and Future-Proof Your Firm with Matt Dixon
In today's market, there are two types of consultants: those who passively wait for the phone to ring, hoping their reputation brings in the next deal, and those who proactively shape their clients' thinking and create their own opportunities. One is struggling; the other one is ... Show More
1h 2m
Oct 2022
Beyond the Challenger Sale Part 2: Focus on Value & Make your Product Easy to Buy (with Brent Adamson, Author ”The Challenger Sale” & ”The Challenger Customer”)
Brent Adamson is a former Harvard professor turned Wall Street Journal award-winning author and sales researcher. He co-authored "The Challenger Sale" and "The Challenger Customer" with my former guest Matt Dixon, and these days is challenging us to concentrate on making products ... Show More
43m 10s
May 2024
The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
<p><strong>Matt Dixon</strong> is one of the world’s foremost experts in sales and the author of <em>The Challenger Sale</em>, which sold over a million copies worldwide and was a #1 Amazon and <em>Wall Street Journal</em> bestseller. His most recent book, <em>The JOLT Effect</em ... Show More
56m 39s
Jul 2023
The JOLT Effect with Matt Dixon
<p><span class="yt-core-attributed-string--link-inherit-color">In this podcast episode, Roger Dooley chats with Matt Dixon, author of The JOLT Effect and founding partner of DCM Insights, about the concept of effortful experiences and the impact of customer indecision on sales. T ... Show More
28m 24s
Dec 2021
How "The Practice" and Being Different Can Help Sellers Connect With More Prospects | Seth Godin - 1514
We could spend hours discussing the importance of honing your craft. But, whether it’s perfecting your golf swing, mixing the perfect cocktail, and of course, making sales, practice is what leads to a better result. Today’s episode of The Sales Evangelist features NYT bestselling ... Show More
34m 55s