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The Activator Advantage: What Today's Rainmakers Do Differently
A proven approach used by today's best professional service partners to win, retain, and grow client relationships. There is a growing problem in the...
45 results for "Matthew Dixon"
Book
A proven approach used by today's best professional service partners to win, retain, and grow client relationships. There is a growing problem in the...
Business development at professional services firms is outdated. Here’s what works now.
In the past, hours of leg work and research were required to create relevant and resonant sales interactions. With seller time at a premium, this sort...
Nov 28, 2023
For decades, salespeople have been taught that there is only one possible reason for lost sales: that salespeople have failed to defeat the customer's...
Jun 24, 2022
How T-Mobile achieved record levels of quality and productivity
Featuring Matthew Dixon, group leader, CEB, and co-author of multiple Harvard Business Review articles, including “Kick-Ass Customer Service: Customers Want Results—Not Sympathy”.
Dec 14, 2016
Our article in the current issue of HBR, "The End of Solution Sales," has created quite a stir among B2B sales professionals and pundits alike. While...
Aug 02, 2012
Reprint: R1007L The notion that companies must go above and beyond in their customer service activities is so entrenched that managers rarely examine...
In recent decades sales reps have become adept at discovering customers' needs and selling them "solutions." This worked because customers didn't know...
Reprint: R1311H Sales leaders have long fixated on process discipline, monitoring reps' conformance to "optimal" behaviors and their performance of specified...
Today, the best players are team players.
Jan 09, 2014
Being helpful is more important than being fast.
Feb 22, 2017