In this episode of The Rainmaking Podcast, host Scott Love speaks with Matt Dixon—bestselling author of The Challenger Sale and The Jolt Effect—about his latest research and book, The Activator Advantage: What Today’s Rainmakers Do Differently. Based on data from the Rainmaker Genome Project, Matt introduces five rainmaker profiles, highlighting the “Activator” as the most effective. Activators stand out by committing consistently to business development, building broad and deep networks, and proactively delivering value to clients before they even ask for it. Rather than relying on personality, Activators succeed through behavior—habits, systems, and deliberate outreach.
Matt explains that Activators aren’t just connectors; they transform insights and introductions into meaningful client engagements. They develop daily routines, use platforms like LinkedIn strategically, and focus on helping others as a way of building trust and generating future opportunities. This episode also breaks down three action steps for aspiring rainmakers: plan business development time weekly, expand and engage your network, and proactively share insights that clients didn’t know they needed. With data-driven insights and real-world examples, this conversation offers a powerful blueprint for professionals who want to become indispensable advisors.
Visit: https://therainmakingpodcast.com/
YouTube: https://youtu.be/jxIFBnWxZYU
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Matt Dixon is a Founding Partner of DCM Insights—a boutique consulting and training firm that uses research-backed methods to help organizations to better attract, retain and grow their client relationships. A noted business researcher and writer, Matt is a sought-after advisor to leadership teams around the world.
He is best known as the co-author of several of the most important business books of the past twenty years, including The Challenger Sale, which has sold more than a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller. His most recent book is The JOLT Effect: How High Performers Overcome Customer Indecision, which was released in September 2022. His next book, The Activator Advantage: What Today’s Rainmakers Do Differently, will be released by Harvard Business Review Press in the spring of 2025.
In addition to his books, Matt is a frequent contributor to Harvard BusinessReview on topics ranging from business development effectiveness to client experience.
He holds a Ph.D. from the University of Pittsburgh and currently resides in the Washington, DC area with his family.
Links:
https://www.dcminsights.com/activator-advantage
https://www.linkedin.com/in/matthewxdixon/
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