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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...
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45 results for "Matthew Dixon"
- Managing yourself
What Today’s Rainmakers Do Differently
Business development at professional services firms is outdated. Here’s what works now.
- Business management
How AI Can Help Sales Teams Craft More Personalized Pitches
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
- Business management
Stop Losing Sales to Customer Indecision
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
- Technology and analytics
Reinventing Customer Service
How T-Mobile achieved record levels of quality and productivity
- Business management
How to Fix Customer Service
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
- Business management
If the Customer Is Always Right, You're in Trouble
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
- Business management
Stop Trying to Delight Your Customers
Reprint: R1007L The notion that companies must go above and beyond in their customer service activities is so entrenched that managers rarely examine...
- Business management
The End of Solution Sales
In recent decades sales reps have become adept at discovering customers' needs and selling them "solutions." This worked because customers didn't know...
- Business management
Dismantling the Sales Machine
Reprint: R1311H Sales leaders have long fixated on process discipline, monitoring reps' conformance to "optimal" behaviors and their performance of specified...
- Business management
Why Individuals No Longer Rule on Sales Teams
Today, the best players are team players.
Jan 09, 2014
- Business management
Call Length Is the Worst Way to Measure Customer Service
Being helpful is more important than being fast.
Feb 22, 2017
