Podcast appearances and mentions of Matthew Dixon

In this episode, Kris speaks with Matthew Dixon, founding partner of DCM Insights and bestselling author, about his latest research on business development in professional services. Drawing on a global study of 3,000 partners, Dixon outlines five distinct sales profiles and highlights the “Activator” as the only approach consistently linked to higher revenue performance. Key insights: - Traditional models of client loyalty are eroding, with fewer clients returning automatically to the same firm. - Top performers distinguish themselves by proactively delivering value, leveraging internal and external networks, and consistently committing time to business development. - Effective firms drive adoption of these behaviors not through mandates, but by enabling teams with tools, mentorship, and a culture of collaboration. - Technology, including AI and network management tools, reduces the time required to execute these strategies, but success ultimately relies on human relationships and judgment. Dixon's upcoming book, The Activator Advantage, provides a practical guide for partners and leaders seeking to future-proof client engagement strategies in a more competitive and fast-changing market.   Matthew Dixon is the Founding Partner of DCM Insights. Matthew is a frequent contributor to Harvard Business Review and a WSJ bestselling author, with his books translated in a dozen languages.   Get Matthew's book here: https://rb.gy/a6ygc7 The Activator Advantage: What Today's Rainmakers Do Differently   Here are some free gifts for you:   Overall Approach Used in Well-Managed Strategy Studies free download: www.firmsconsulting.com/OverallApproach   McKinsey & BCG winning resume free download: www.firmsconsulting.com/resumepdf   Enjoying this episode? Get access to sample advanced training episodes here: www.firmsconsulting.com/promo

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, ‘Dr. Dixon, you've been talking for 45 minutes about sales effectiveness and salespeople and selling and sales process, and it's all very fascinating and I'm sure our clients would be very interested in this,'” Dixon recounts to the ABA Journal's Lee Rawles in this episode of The Modern Law Library. “‘And after all, we do a lot of consulting around go-to-market strategy. But what maybe you don't recognize is that we are partners at our firm. We are not salespeople. In fact, there's not a single salesperson in this audience. I might go so far as to say we don't sell anything here.'” Dixon was taken aback. “What I realized was this world of partnerships, of professional services, of doer-sellers is actually quite a bit different from the world of sales and what we had written and all this research we'd done over the years.” In 2022, he tackled this population with the Rainmaker Genome Project, a study that became the basis for The Activator Advantage: What Today's Rainmakers Do Differently, co-written by Dixon, Rory Channer, Karen Freeman and Ted McKenna. The Rainmaker Genome Project surveyed 3,000 partner-level professionals in 41 firms across law, public relations, accounting and investment banking. About 39% of respondents were lawyers. Each received a score for effectiveness in business development and were analyzed for how they provided client services. And it turns out that partner was correct: What makes a lawyer an effective rainmaker is not necessarily what makes a salesperson effective. After doing a vector analysis on the data, “what we found was that every one of those 3,000 professionals could be placed into one of five business development profiles,” says Dixon. The five profiles were the expert, the confidant, the debater, the challenger and the activator. Dixon stresses that the five categories are not about personality. While personalities are immutable, behaviors can be changed. “These are about the things we can all learn to be better at,” says Dixon. “It's about how we spend our time, how we engage clients, how we use resources, how we collaborate with colleagues—and those are things we can all get better at with the right training, coaching and support from our firms.” In this episode, Dixon expands on each type, but the most effective performers in business development were the activators. “The reason we chose the term ‘activator' instead of ‘connector'—people have asked—is that they're not about collecting business cards and letting them collect dust or just hoarding LinkedIn connections,” Dixon tells Rawles. “What these folks do is try to turn these relationships into paying client relationships. They activate those relationships by proactively bringing new ideas—ways to mitigate risk, make money, save money—to clients.” Dixon offers practical advice on how to behave like an activator, including the most effective ways to use LinkedIn. Lawyers and other client-servicing professionals can't just sit back and wait for business to find them, he warns. “Whether we like to admit it or not, clients are less loyal today than they once were,” he says. “They're less likely to come back automatically to their incumbent provider. No matter how great the relationship or the value you've delivered, they're forcing us to compete in ways we didn't have to in the past. So activators want a backup plan. They know today's great client might not be a client tomorrow, no matter what you've done. So you need a backup plan.”

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, ‘Dr. Dixon, you've been talking for 45 minutes about sales effectiveness and salespeople and selling and sales process, and it's all very fascinating and I'm sure our clients would be very interested in this,'” Dixon recounts to the ABA Journal's Lee Rawles in this episode of The Modern Law Library. “‘And after all, we do a lot of consulting around go-to-market strategy. But what maybe you don't recognize is that we are partners at our firm. We are not salespeople. In fact, there's not a single salesperson in this audience. I might go so far as to say we don't sell anything here.'” Dixon was taken aback. “What I realized was this world of partnerships, of professional services, of doer-sellers is actually quite a bit different from the world of sales and what we had written and all this research we'd done over the years.” In 2022, he tackled this population with the Rainmaker Genome Project, a study that became the basis for The Activator Advantage: What Today's Rainmakers Do Differently, co-written by Dixon, Rory Channer, Karen Freeman and Ted McKenna. The Rainmaker Genome Project surveyed 3,000 partner-level professionals in 41 firms across law, public relations, accounting and investment banking. About 39% of respondents were lawyers. Each received a score for effectiveness in business development and were analyzed for how they provided client services. And it turns out that partner was correct: What makes a lawyer an effective rainmaker is not necessarily what makes a salesperson effective. After doing a vector analysis on the data, “what we found was that every one of those 3,000 professionals could be placed into one of five business development profiles,” says Dixon. The five profiles were the expert, the confidant, the debater, the challenger and the activator. Dixon stresses that the five categories are not about personality. While personalities are immutable, behaviors can be changed. “These are about the things we can all learn to be better at,” says Dixon. “It's about how we spend our time, how we engage clients, how we use resources, how we collaborate with colleagues—and those are things we can all get better at with the right training, coaching and support from our firms.” In this episode, Dixon expands on each type, but the most effective performers in business development were the activators. “The reason we chose the term ‘activator' instead of ‘connector'—people have asked—is that they're not about collecting business cards and letting them collect dust or just hoarding LinkedIn connections,” Dixon tells Rawles. “What these folks do is try to turn these relationships into paying client relationships. They activate those relationships by proactively bringing new ideas—ways to mitigate risk, make money, save money—to clients.” Dixon offers practical advice on how to behave like an activator, including the most effective ways to use LinkedIn. Lawyers and other client-servicing professionals can't just sit back and wait for business to find them, he warns. “Whether we like to admit it or not, clients are less loyal today than they once were,” he says. “They're less likely to come back automatically to their incumbent provider. No matter how great the relationship or the value you've delivered, they're forcing us to compete in ways we didn't have to in the past. So activators want a backup plan. They know today's great client might not be a client tomorrow, no matter what you've done. So you need a backup plan.” Learn more about your ad choices. Visit megaphone.fm/adchoices

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, ‘Dr. Dixon, you've been talking for 45 minutes about sales effectiveness and salespeople and selling and sales process, and it's all very fascinating and I'm sure our clients would be very interested in this,'” Dixon recounts to the ABA Journal's Lee Rawles in this episode of The Modern Law Library. “‘And after all, we do a lot of consulting around go-to-market strategy. But what maybe you don't recognize is that we are partners at our firm. We are not salespeople. In fact, there's not a single salesperson in this audience. I might go so far as to say we don't sell anything here.'” Dixon was taken aback. “What I realized was this world of partnerships, of professional services, of doer-sellers is actually quite a bit different from the world of sales and what we had written and all this research we'd done over the years.” In 2022, he tackled this population with the Rainmaker Genome Project, a study that became the basis for The Activator Advantage: What Today's Rainmakers Do Differently, co-written by Dixon, Rory Channer, Karen Freeman and Ted McKenna. The Rainmaker Genome Project surveyed 3,000 partner-level professionals in 41 firms across law, public relations, accounting and investment banking. About 39% of respondents were lawyers. Each received a score for effectiveness in business development and were analyzed for how they provided client services. And it turns out that partner was correct: What makes a lawyer an effective rainmaker is not necessarily what makes a salesperson effective. After doing a vector analysis on the data, “what we found was that every one of those 3,000 professionals could be placed into one of five business development profiles,” says Dixon. The five profiles were the expert, the confidant, the debater, the challenger and the activator. Dixon stresses that the five categories are not about personality. While personalities are immutable, behaviors can be changed. “These are about the things we can all learn to be better at,” says Dixon. “It's about how we spend our time, how we engage clients, how we use resources, how we collaborate with colleagues—and those are things we can all get better at with the right training, coaching and support from our firms.” In this episode, Dixon expands on each type, but the most effective performers in business development were the activators. “The reason we chose the term ‘activator' instead of ‘connector'—people have asked—is that they're not about collecting business cards and letting them collect dust or just hoarding LinkedIn connections,” Dixon tells Rawles. “What these folks do is try to turn these relationships into paying client relationships. They activate those relationships by proactively bringing new ideas—ways to mitigate risk, make money, save money—to clients.” Dixon offers practical advice on how to behave like an activator, including the most effective ways to use LinkedIn. Lawyers and other client-servicing professionals can't just sit back and wait for business to find them, he warns. “Whether we like to admit it or not, clients are less loyal today than they once were,” he says. “They're less likely to come back automatically to their incumbent provider. No matter how great the relationship or the value you've delivered, they're forcing us to compete in ways we didn't have to in the past. So activators want a backup plan. They know today's great client might not be a client tomorrow, no matter what you've done. So you need a backup plan.”

Matthew Dixon, managing partner of Archer Hotel Management, owner of The Palace Hotel Madrid, talks with James Shillinglaw of Insider Travel Report about how the luxury hotel has been completely renovated, including all rooms, public spaces and restaurants. With an enviable location in the heart of the city, The Palace Hotel, part of Marriott's Luxury Collection, is close to major art museums, gardens and other attractions. For more information, visit www.thepalacehotelmadrid.com.  All our Insider Travel Report video interviews are archived and available on our Youtube channel  (youtube.com/insidertravelreport), and as podcasts with the same title on: Spotify, Pandora, Stitcher, PlayerFM, Listen Notes, Podchaser, TuneIn + Alexa, Podbean,  iHeartRadio,  Google, Amazon Music/Audible, Deezer, Podcast Addict, and iTunes Apple Podcasts, which supports Overcast, Pocket Cast, Castro and Castbox.  

Vill du vara med på Closers Only Event 3 april och få tillgång till erbjudandet på 50% rabatt under en begränsad tid? Läs mer och boka dina biljetter här! I veckans avsnitt pratar jag om The Challenger Sale, som skrevs av Matthew Dixon och Brent Adamson och gavs ut 2011. Boken bygger på en omfattande studie av CEB med över 6 000 B2B-säljare, där Challenger-säljarna visade sig prestera bäst. Jag går igenom varför just denna säljstil är så framgångsrik och hur du kan använda samma teknik för att öka din försäljning. In och lyssna nu kör vi!   

It's the season 4 finale of Getting Dafoe You, and the Dafoe Daddies are joined by ALL THREE hosts of Drunken Horror - Alice, Luna and Rebecca!We discuss our Dafoe 'Hear Me Outs', play Pokemon 'Smash or Pass', and Darryl and Petros try desperately not to get cancelled!Drunken Horror - Twitter | InstagramGetting Dafoe You on Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

We are quite literally aboard The Dafoecomotion Train this week for the mystery MURDER ON THE ORIENT EXPRESS (2017)!The Dafoe Daddies are joined by Paul from the SP Filmviewers Podcast to get our sleuth on and talk Willem ‘The Rat Wrangler' Dafoe, comparisons to Knives Out, and we ‘Gerhard or Go Home' ...SP Filmviewers - ALL LINKS HEREGetting Dafoe You on Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

Episode Summary In this episode of OnBase, host Chris Moody talks with Scott Clark about transforming B2B sales through a buyer-centric, data-driven approach. Drawing from his 30 years of experience in enterprise sales and marketing, Scott shares insights on aligning sales and marketing, leveraging data for efficiency, and integrating CRM and AI tools to enhance customer engagement. He emphasizes the importance of understanding buyer behavior, fostering collaboration, and adapting to digital transformation to drive growth and competitiveness. This conversation offers actionable advice for anyone navigating the evolving sales landscape. About the guest Scott Clark, Vice President of America Sales at CTG, is a 30-year industry veteran helping clients achieve digital transformation. Mr. Clark earned a bachelor's degree in Marketing from Butler University, a master's degree in Management from Harvard University, and is a National Association of Corporate Directors member. Prior to Computer Task Group, Inc. (Nasdaq: CTG), he was the VP of Sales at Ensono, a technology adviser and managed service provider. Before Ensono, he was the Vice President of Sales for the Managed Services Division at NTT Limited (NTT). Before NTT, he served as the Chief Marketing Officer at ConvergeOne. Connect with Scott Key takeaways - Shift to Buyer-Centric Sales: Organizations must adapt to buyers' preferences for self-research and personalized experiences, focusing on being consultative rather than seller-driven. - Data-Driven Strategies: Leveraging data for better forecasting, decision-making, and personalization is essential for reducing sales cycles and improving customer engagement. - Sales and Marketing Alignment: Collaboration between sales and marketing is critical to achieving consistent messaging, targeting, and driving efficiency in the customer journey. - Adopting Technology: Tools like CRMs, marketing automation platforms, and AI-driven insights are foundational for enhancing sales processes and creating competitive differentiation. - Change Management: Successfully navigating sales transformation requires leadership skills to manage mindset shifts, processes, and emotions associated with organizational change. - Focus on Growth Metrics: Understanding and optimizing conversion rates, customer lifetime value, and demand generation efficiency are vital for sustainable growth. - Importance of Data Literacy: Sales teams must be adept at interpreting and applying data insights to make informed decisions and strengthen customer relationships. Quotes On Buyer-Centric Models: "Buyers expect to be taught, to learn something, and to gain knowledge in their decision-making process—not to be told what to do." On Personalization: "Personalize it to me, align it with my organization and my role. Buyers today demand relevance at every step." Books:- The Challenger Sale by Matthew Dixon and Brent Adamson: This book explores the importance of teaching, tailoring, and taking control in sales conversations. - Building a StoryBrand by Donald Miller: It emphasizes the power of storytelling in marketing to clarify messages and engage customers. - Predictable Revenue by Aaron Ross: This guide offers insights into building scalable sales processes and generating consistent revenue. Blogs: - HubSpot Blog: A comprehensive resource covering topics in marketing, sales, and customer service. - Sales Hacker: Provides practical advice and strategies for modern sales professionals. Newsletters:The Lean Startup Newsletter: Offers insights into agile methodologies and innovative business strategies. ⁠Connect with Scott⁠ ⁠| ⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠| ⁠⁠⁠Website

This week, the Dafoecomotion Train heads to China for the monster film, THE GREAT WALL (2016)!The Dafoe Daddies are joined by Sam Clements (90 Minutes or Less Film Fest) to discuss why The Great Wall is a glorified Doctor Who episode, how this film was really made by accountants, and Dafoe being wasted in his role ...90 Minutes or Less - Website | Twitter | InstagramGetting Dafoe You on Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

This week, the Dafoecomotion Train enters the second half of Season 4 as we discuss the 1996 drama, VICTORY!Helping us Get To Know Dafoe a little better is the returning Matt "Slop Daddy" Brothers! We talk Sam Neill's very odd character, how no-one has seen this film and what else was going on in 1996, and the massive indifference we felt throughout ...MATT BROTHERS - TwitterIs Paul Dano OK? on SPOTIFY | APPLE | Twitter | InstagramSpocklight - SPOTIFY | APPLE | Twitter | Instagram!Getting Dafoe You on Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

This week, we try to fight the tiredness as we check out 1992's LIGHT SLEEPER!We are joined by Apryl from THE THIRST podcast to discuss how much we still don't understand Paul Schrader, the sitcom vibe and the baffling sex dialogue!APRYL - Twitter | The ThirstGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

This week, we put our parkas for the 2019 historical drama, TOGO!We are joined by DAISY EDWARDS of the W-Rated Podcast to pitch our ideas for a Willem DaPhoto shoot, share our animal stories, and discuss the Disney-fication of story telling!DAISY EDWARDS - Twitter | Letterboxd | W-RatedGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

The Dafoe Daddies take things to the extreme this week as Christian and Spencer from THE DIESEL SYSTEM podcast join to talk xXx: STATE OF THE UNION!We chat hair metrics in movies, Making America Crunk Again, The X-Games and, of course, Pimp My Ride!THE DIESEL SYSTEM - Twitter | Instagram | ListenGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

This week, the Dafoe Daddies are joined by critic, editor and co-host of the Let's Jaws For A Minute podcast and Let's Party With Marty podcast, Sarah Buddery, to talk about the neo-noir thriller, NIGHTMARE ALLEY!We launch HOT RAT SUMMER, talk Dafoe's pickled creature collection, and discuss Bradley Cooper's hunt for an award ...LINKS:SARAH BUDDERY - TwitterLET'S JAWS FOR A MINUTE - LinktreeLET'S PARTY WITH MARTY - LinktreeGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

Your Dafoe Daddies are back as we set sail for Season Four with THE LIFE AQUATIC WITH STEVE ZISSOU (2004)!Darryl and Petros are joined by LIAM H. DEMPSEY of the Spocklight Podcast to about our ongoing relationships with Wes Anderson, Anderson's relationships with dogs, and what might just be one of Dafoe's greatest supporting roles!LIAM H. DEMPSEY - TwitterSPOCKLIGHT - Twitter | Apple | SpotifyGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

In the complex world of enterprise and B2B sales, the importance of following a structured process cannot be overstated. Discovery, often underemphasized, plays a pivotal role in identifying not only the problems customers face but also the best solutions tailored to their needs. A disciplined approach to discovery helps sales professionals dig beyond surface-level concerns and better understand the true impact, economics, and urgency behind a prospect's problem. Without a solid framework, discovery quickly devolves into an interrogation, making it harder to build trust and uncover the real motivators behind a deal. Structuring discovery around a clear process allows sales leaders to forecast deals more accurately and optimize the path to closing with minimal friction. Don Hicks brings over two decades of sales expertise to his role as the Area VP of Sales for Venture Employer Solutions. Before venturing into the world of sales, Don served eight years in the United States Marine Corps, where he earned the distinguished honor of Marine of the Year. Transitioning into sales, he started his career selling life insurance and mortgages, eventually moving into enterprise software and HR services. As a sales leader, Don focuses on coaching, training, and deal strategy, using his experience to guide his team of two leaders and 30 sales professionals toward consistent success. His superpower? Turning a deep understanding of discovery into a tool for sales excellence. What you'll learn: Why is having a structured process for discovery essential in enterprise sales? What specific framework can sales leaders use to improve their team's discovery process and deal strategy? How does focusing on buyer problems over personal sales goals change the trajectory of a sale? Resources: Buyer First: Grow Your Business with Collaborative Selling - by Carole Mahoney The JOLT Effect: How High Performers Overcome Customer Indecision - by Matthew Dixon, Ted McKenna --- Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/ Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando Fathom: https://fathom.video/invite/72CZPA Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

Getting Dafoe You - Season Four - begins 2 October 2024!Follow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

Welcome to Episode 2 of Above the Fold! This episode features a special guest: Mark Galvez, Head of Customer Experience at Taste Salud—a wellness brand that brings the vibrant flavors of traditional Mexican agua frescas to the modern wellness space.From discussing confidence and emotional regulation in leadership to sharing career journeys, we explore the critical role of community in brand success, the challenges of integrating AI tools, and the value of premium ingredients. Mark also shares Salud's unique customer care strategies, including free samples and no-questions-asked returns, which help build a loyal, engaged community.Join me as we dive into Mark's story, the magic behind Taste Salud, and the strategies that drive their success. Don't forget to subscribe, sign up for my weekly newsletter, and follow along on Instagram and YouTube. This is Above the Fold, and I can't wait to share these insights with you.Books mentioned on the episode:- The Making of a Manager by Julia Zhug- The Effortless Experience: Conquering the New Battleground for Customer Loyalty by Matthew Dixon, Nicholas Toman and Rick DeLisi- Radical Candor by Kim Scott- The Imposter Syndrome: How to Stop Feeling Like a Fraud at Work, Build Your Confidence and Stop the Inner Critic" by Phil Roberts---------------------------Join the Conversation: 00:00 Wellness Meets Mexican Agua Frescas06:59 Dream Job: Games, Kegs, Vibes12:38 CX: Seamless Across Channels16:13 From Defense to Offense with Jess17:55 Tackling a Confidence-Boosting Book21:24 Career-Changing Moment26:53 Teaching Problem Solving & Mentorship29:58 Networking & Community: Key to Growth35:42 Word-of-Mouth through Customer Care36:06 Team's Content Creation Power41:07 Core Team's Brand Passion—----------------------------Enjoying Above the Fold? Keep the insights coming by subscribing to my newsletter, Sunday Postcards. Each week, I share tips, stories, and strategies that help you unlock the secrets to brand success. Written from my experience in the marketing world, it's your go-to source for staying ahead of the curve. Subscribe at www.sundaypostcards.co and join the community!—-------------------------------Connect with Jess on:LinkedIn: https://www.linkedin.com/in/jess-cervellon/ Twitter: https://twitter.com/justjessssss Instagram: https://www.instagram.com/jess.cervellon/

In this episode of Entrepreneurial Impact, hosts Joe Martin and Dave Donaldson dive deep into the evolving real estate landscape, discussing the essential need for agents to adapt to change and focus on providing value beyond the transaction. They explore the psychology behind change resistance and how embracing change can lead to significant growth and opportunities. This episode is packed with insights on how real estate professionals can position themselves as trusted advisors, build long-term client relationships, and navigate the challenges of a shifting market.Joe and Dave open the conversation by highlighting the ongoing changes in the real estate industry, especially the shifts in buyer representation and agent compensation. They emphasize the importance of understanding these changes and positioning oneself as a professional advisor who adds value at every step of the client journey. The discussion also covers the resistance many agents face when adapting to new circumstances, offering practical advice on how to overcome these challenges. Finally, they stress the significance of building deep, lasting relationships with clients by focusing on their needs and being there for them during pivotal moments in their lives.Main Talking Points:

This episode is also available on YouTube: https://youtu.be/y_j9kYl_dq8 Life is unpredictable, and opportunities can arise unexpectedly. Preparing your business for sale, even if you don't plan to sell anytime soon, is a strategic move. It's akin to maintaining your house for potential buyers; you fix the leaky roof, repaint the walls, and tidy up the garden. Rick Fox, an experienced Chief Revenue Officer at Brightway, emphasizes the importance of this proactive approach. Running your business as if it's always on the market not only enhances its value but also ensures smooth operations and financial health. By maintaining thorough records, optimizing processes, and keeping your team aligned with business goals, you can attract potential buyers and investors. Plus, this level of preparedness often results in a more efficient, profitable, and enjoyable business to run. Rick Fox, currently the Chief Revenue Officer at Brightway, brings a wealth of experience to the table. With a career that began in sales and insurance, Rick built his own successful independent insurance agency. Recognizing the importance of formal education, he paused his career to complete his degree before returning to expand his business. He later transitioned to the technology side of insurance, holding significant roles such as Head of Agency Sales at Vertifor and President of Agency Revolution. Rick's expertise lies in scaling operations, enhancing customer experiences, and driving revenue growth through innovative product offerings. His deep understanding of both the insurance and technology sectors makes him a sought-after leader and strategist. What you'll learn: How can businesses maintain operational efficiency while preparing for a potential sale? What are the critical steps in aligning a sales team with the overarching goals of the company? Why is it essential to maintain passion and enthusiasm in sales, and how can leaders impart this to their teams? We want to hear from you! Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.  Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta Resources:  Emotional Intelligence 2.0 - by Travis Bradberry, Jean Greaves The Challenger Sale: Taking Control of the Customer Conversation - by Matthew Dixon, Brent Adamson --- Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/ Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando Fathom: https://fathom.video/invite/72CZPA Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

Acquisitions can be a whirlwind of emotions and uncertainty for sales teams. It's essential to maintain focus and clarity to ensure a smooth transition and continued success. David Farrell, a seasoned sales leader with over 24 years of experience, shares invaluable insights on what to do and not do when your company is about to be acquired. Key strategies include maintaining a replicable process that is attractive to potential buyers and ensuring your team is performing at its best to secure job security. Transparency and honest conversations with your team about their career paths and the organization's future can help mitigate anxiety and maintain morale. Above all, it's crucial to focus on your results and reputation—these will be your strongest assets during and after an acquisition. David Farrell brings a wealth of experience in the human resources technology space, having sold to companies ranging from one employee to 125,000 employees. Starting his career in media and entertainment, David shifted to sales to better support his lifestyle. He quickly excelled, moving up from selling to small businesses to leading large market sales teams. His career includes roles such as Chief Sales Officer, where he successfully navigated multiple acquisitions, ultimately becoming a leader of leaders at his current organization, overseeing three different divisions, including one in Canada. David's journey is a testament to the importance of adaptability, continuous learning, and strategic thinking in sales leadership. What you'll learn: How can you maintain team focus and performance when rumors of an acquisition start circulating? What are the key considerations for a sales leader during the middle of an acquisition process? What should sales leaders do post-acquisition to ensure their team and themselves are positioned for success? We want to hear from you! Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.  Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta Resources:  Who Moved My Cheese - by Spencer Johnson The JOLT Effect: How High Performers Overcome Customer Indecision - by Matthew Dixon, Ted McKenna --- Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/ Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando Fathom: https://fathom.video/invite/72CZPA Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

Season 3 is officially DaDone and DaDusted, so it's time for your Dafoe Daddies, Darryl and Petros, to take a look back at all the DaHighs and DaLows of Season Three, discuss our Best DaFriend of the season, and reveal what is coming up in Season Four!LINKS:GETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

It's a very special DaOdds & DaEnds as the Dafoe Daddies chat with BAFTA and Oscar award-winning make-up and special effects artist, JOSH WESTON!We delve into Josh's background and career, and ask him all about working directly with Willem Dafoe during POOR THINGS!This episode originally debuted over on our Patreon page, so go check it out for more exclusives!JOSH WESTON - Instagram | Website | EtsyGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

It's the Season Three finale of Getting Dafoe you, and Darryl and Petros are joined by Scott and Steve from 'The Cheeky Basterds' and 'Dropping A Bruce' podcasts!We pitch a Soft boiled detective, talk Ed Norton's love of playing characters with disabilities and try to comprehend Willem Dafoe's beard!THE CHEEKY BASTERDS - Twitter | SpotifyDROPPING A BRUCE - Twitter | AppleGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

It's the penultimate episode of Getting Dafoe You - Season Three - and the Dafoe Daddies are joined by GRAHAM JONES, one-half of THE PODCAST NOBODY ASKED FOR!In what may be the most Wild (At Heart) episode of the show to date, we discuss Darryl's absurd business idea, the difficulty in discussing David Lynch and one of Dafoe's most iconic roles!THE PODCAST NOBODY ASKED FOR - Twitter | Instagram | Apple | SpotifyGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

In today's episode, Brent Adamson and I explore what works and what doesn't work on sales teams, and Brent's ideas for how we should arm sales teams to go out and win in the market. My guest today is Brent Adamson, a researcher, author, presenter, and thinker with a passion for “productive disruption.”You will learn: * The origins of the Challenger Sale concept and how the term "challenger" refers to salespeople who teach customers about their industries and challenge their assumptions, rather than simply telling them what to do.* Challenging customers to think differently.* Customer context has changed radically in the last 10 years, making large-scale decisions more complex.* Why some customers are overwhelmed by internal complexity, information, inability to align on goals, marketing, conflicting messages, etc. * Why many marketers misunderstand the customer journey. * The supplier selection is a critical problem to solve, but often occurs after the sales side has already been solved for.* Helping customers feel more confident in their decision-making abilities, rather than simply presenting them with new information.* How the Challenger Sales approach involves both frame breaking and frame making, with the goal of helping customers navigate their own internal complexity and alignment with colleagues.* Understanding the buyer's journey. * Using value to demonstrate customer confidence, not the other way around.—If you want to skip ahead: (3:22) Sales research findings, including the Challenger Sale study. (6:12) Sales profiling, with a focus on the Challenger Sale approach. (11:31) Challenging customers to think differently. (14:27) Sales strategies. (18:05) How buying decisions have become more complex and involve more stakeholders, creating challenges for sellers. (23:04) Marketing strategies. (28:10) Navigating complex decision-making in business. (38:17) Customer confidence and alignment in B2B sales. —Connect with Brent Adamson on LinkedIn: https://www.linkedin.com/in/brentadamson/ Get Brent's books from Amazon: https://amzn.to/3wlHOu4 —Connect with April Dunford and learn about practical positioning that accelerates marketing and sales: Work with April: https://www.aprildunford.com/contact April's newsletter: https://aprildunford.substack.com/ April's LinkedIn: https://www.linkedin.com/in/aprildunford/ April's Twitter/X: https://twitter.com/aprildunford —Mentioned in this episode: * Brent Adamson and Matthew Dixon's book, The Challenger Sale: Taking Control of the Customer Conversation: https://amzn.to/3UsTcfG * Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman's book, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results: https://amzn.to/3Ut41y2 * “Sensemaking for Sales,” Brent Adamson's article in The Harvard Business Review:

This week, the Dafoe Daddies are joined by one-third of The Souler Realm podcast, Kattburglar, to discuss the 2008 drama, Fireflies in the Garden!We talk Dafoe's Dangerous Daddy, the confused tones of the movie, and the completely left-field incest angle!KATTBURGLAR - Twitter | The Souler Realm | GETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

This week, the Dafoe Daddies are joined by the W-Rated Podcast's very own Clare to talk about the 2014 coming-of-age romance, THE FAULT IN OUR STARS!We discuss why 2014 may have been the best year of our lives, the Trolley Problem, the book vs movie adaptation and, of course, the Anne Frank house ...LINKS:CLARE - Twitter | W-RATED Podcast |GETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

Join your host Joe Martin in this insightful episode of Entrepreneurial Impact, featuring guest Marcus Green, a serial entrepreneur deeply rooted in the real estate industry. Marcus is not only managing multiple business ventures but also leading his podcast, The Whole Enchilada, which focuses on strategic business insights.Episode Summary: In today's discussion, Marcus shares his innovative approaches to real estate lead generation, reflecting on how traditional methods have evolved. The conversation dives into the psychology of consumer decisions and the importance of aligning marketing strategies with consumer behaviors to stay relevant in the ever-changing real estate landscape.Main Talking Points:[00:02:31] Marcus discusses the future of lead generation for agents and brokers, emphasizing the need to understand consumer experiences and expectations.[00:09:51] The role of modern sales techniques and the impact of consumer research on purchasing decisions.[00:12:40] How creating a curated experience rather than just delivering a service can significantly enhance client engagement and satisfaction.Quotes from the Episode:[00:06:09] "Who needs my A game? It's not about what I need to get done today, it's about who needs the best version of me." – Marcus Green[00:12:40] "Selling is no longer about the perfect script or the perfect word; it's about a curated experience." – Joe MartinResources Mentioned:The Challenger Sale by Matthew Dixon and Brent Adamson: Purchase on AmazonThe Whole Enchilada Podcast by Marcus Green: Listen HereIf this discussion inspired you, make sure to subscribe to our podcast for more episodes on transforming challenges into business opportunities. Don't forget to visit Marcus's podcast, The Whole Enchilada, for more deep dives into business strategies.

This week, the Dafoe Daddies are joined by BETHANNE TARPLEY to chat the 1983 erotic horror, THE HUNGER!In what was a very late record for Darryl and Petros, we talk how the movie is carried on its vibes alone, Phone Booth Youth Dafoe, and our political ambitions!LINKS:BETHANNE TARPLEY - Twitter | She Will Rock You PodcastGETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

As the saying goes, not to decide is to decide. And, as April Dunford explains in this episode of Product Momentum, ‘not to decide' — that is, the customer's own inability to make a decision — swipes 40-60% of the average B2B salesperson's revenue pipeline. (source: The JOLT Effect, by Matthew Dixon). B2B selling is … The post 133 / From Positioning to Sales Pitch: How to Make the Buying Process Easier, with April Dunford appeared first on ITX Corp..

Join Ben and Sam as they interview surgeon/musician Dr. Matthew Dixon to see what insights he has on the parallels between the medical specialty of surgery and various musical genres!Mentions in the episode:-Dr. Matthew Dixon (@mebdixon)-Master of Puppets by Metallica-Kind of Blue by Miles Davis-Seasons in the Abyss by Slayer-Horacio Hernández-Deliberate practice, coined by K. Anders Ericsson

It's the midway point of season three as PETE ABEYTA (Middle Class Film Class Podcast) joins to chat THE CLEARING (2004)!The Dafoe Daddies discuss reserving tables at KFC, figuring out which Helen was in this movie, and deciphering what Dafoe's characters endgame actually was!LINKS:PETE ABEYTA - Twitter | MCFC Podcast (YouTube) | MCFC Podcast (Website)GETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

We introduce phi-3-mini, a 3.8 billion parameter language model trained on 3.3 trillion tokens, whose overall performance, as measured by both academic benchmarks and internal testing, rivals that of models such as Mixtral 8x7B and GPT-3.5 (e.g., phi-3-mini achieves 69% on MMLU and 8.38 on MT-bench), despite being small enough to be deployed on a phone. The innovation lies entirely in our dataset for training, a scaled-up version of the one used for phi-2, composed of heavily filtered web data and synthetic data. The model is also further aligned for robustness, safety, and chat format. We also provide some initial parameter-scaling results with a 7B and 14B models trained for 4.8T tokens, called phi-3-small and phi-3-medium, both significantly more capable than phi-3-mini (e.g., respectively 75% and 78% on MMLU, and 8.7 and 8.9 on MT-bench). 2024: Marah Abdin, Sam Ade Jacobs, A. A. Awan, Jyoti Aneja, Ahmed Awadallah, H. Awadalla, Nguyen Bach, Amit Bahree, Arash Bakhtiari, Harkirat Singh Behl, Alon Benhaim, Misha Bilenko, Johan Bjorck, Sébastien Bubeck, Martin Cai, C. C. T. Mendes, Weizhu Chen, Vishrav Chaudhary, Parul Chopra, Allison Del Giorno, Gustavo de Rosa, Matthew Dixon, Ronen Eldan, Dan Iter, Abhishek Goswami, S. Gunasekar, Emman Haider, Junheng Hao, Russell J. Hewett, Jamie Huynh, Mojan Javaheripi, Xin Jin, Piero Kauffmann, Nikos Karampatziakis, Dongwoo Kim, Mahoud Khademi, Lev Kurilenko, James R. Lee, Yin Tat Lee, Yuanzhi Li, Chen Liang, Weishung Liu, Eric Lin, Zeqi Lin, Piyush Madan, Arindam Mitra, Hardik Modi, Anh Nguyen, Brandon Norick, Barun Patra, D. Perez-Becker, Thomas Portet, Reid Pryzant, Heyang Qin, Marko Radmilac, Corby Rosset, Sambudha Roy, Olli Saarikivi, Amin Saied, Adil Salim, Michael Santacroce, Shital Shah, Ning Shang, Hiteshi Sharma, Xia Song, Olatunji Ruwase, Xin Wang, Rachel Ward, Guanhua Wang, Philipp Witte, Michael Wyatt, Can Xu, Jiahang Xu, Sonali Yadav, Fan Yang, Ziyi Yang, Donghan Yu, Cheng-Yuan Zhang, Cyril Zhang, Jianwen Zhang, Li Lyna Zhang, Yi Zhang, Yunan Zhang, Xiren Zhou https://arxiv.org/pdf/2404.14219.pdf

We are joined by Mark Hofmeyer of Movies, Films & Flix Podcast and Deep Blue Sea Podcast to discuss the 2014 crime drama, BAD COUNTRY!We chat Dafoe's Delicious Double Denim and Moustache combo, our iea for a sequel starring Austin Butler, and how Louisiana definitely doesn't exist!LINKS:MARK HOFMEYER - Twitter | Movie, Films & Flix |GETTING DAFOE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

This week, Darryl and Petros are joined by stand-up comedian and host of 'Nick and Nat Control The Airwaves', Nathaniel Metcalf!We talk Walter Hill's career, Nathaniel schools us in the art of the Western, and Darryl and Petros get Twelve Angry Men'd!LINKS:Nathaniel Metcalf - TWITTER | Nathaniel Metcalf's website HERE!Find all socials and links for Nick and Nat Control The Airwaves!GETTING DAOFE YOU - Twitter | Instagram | TikTok | BlueskyEmail us at dafoeyoupod@gmail.com--------------------------------------------------------------------------------------Sign up to our PATREON to help support the podcast, gain early access to episodes and exclusive content that won't be released anywhere else!--------------------------------------------------------------------------------------Be a true DaFriend of the podcast by following, subscribing and a giving it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

Season Three roles on as the Dafoe Daddies discuss the 1996 biographical drama, BASQUIAT!We are joined by IAN HARRIES from THE PODCAST NOBODY ASKED FOR to talk Dafoe's sexy electrician, our issues with biopics, the stacked cast and David Bowie's Warhol wigs!Find THE PODCAST NOBODY ASKED FOR on Twitter, Instagram and their website!Follow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

We kick off our third season with a bang as we cover PLATOON (1986), the movie that earned Dafoe his first Oscar nomination!We are joined by Alice Taylor-Matthews to discuss Vietnam, Dafoe's Christ-like character, and strange video game tie-ins!Find Alice Taylor-Matthews over on instagram - @alicetaylormatthewsFollow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

In episode 375 of The Brainy Business podcast, Yves Boudreau, head of technical sales at Google Cloud, provides valuable insights into the intersection of generative AI, language models, and behavioral science in business. Yves, with a background in technology and a keen interest in applied behavioral science, emphasizes the responsible adoption and application of AI and large language models. He highlights the importance of understanding the social science perspective to ensure responsible usage and discusses the benefits and limitations of AI in improving performance.  The conversation delves into various aspects, including the potential risks of relying on AI-generated content, the significance of proper training in using AI tools, and the role of behavioral science in conjunction with AI. Yves' expertise and experience make this episode a must-listen for business professionals interested in AI and behavioral science, as it offers valuable insights for more responsible and effective AI implementation in businesses. In this episode: Implementing AI in call centers revolutionizes customer support efficiency. Elevate user satisfaction by refining the search experience with AI. Streamline operations with self-service mechanisms for enhanced efficiency. Mitigate adverse effects of perverse incentives in call center operations. Elevate customer service standards through strategic AI integration. Show Notes: 00:00:00 - Introduction Yves Boudreau, head of technical sales at Google Cloud, discusses the intersection of AI and behavioral science, emphasizing responsible adoption and usage of AI technology. 00:05:44 - AI's Impact on Business Performance Yves mentions a study showing that consultants using AI outperformed those who didn't. AI can increase efficiency, improve outcomes, and provide valuable insights when used effectively in business operations. 00:09:05 - Responsible AI Adoption Yves highlights the negative impact of using AI without proper understanding and training. Google Cloud provides free workshops to ensure customers understand the technology and use it responsibly. 00:11:52 - Ethical Usage of AI Yves discusses the ethical considerations of using AI, emphasizing the need to prevent misuse, privacy infringement, and manipulation of AI models. Responsible AI usage is crucial in both consumer and business contexts. 00:13:22 - Preventing Nefarious Use of AI Yves explains the measures taken by Google Cloud to prevent malicious activities, such as attacks, reverse engineering, and tricking AI models. The focus is on using AI for good and closing loopholes to ensure responsible usage. 00:14:37 - AI and Show Notes Optimization The conversation delves into the use of AI in creating show notes and the challenges of optimizing the process. There is a discussion about the limitations and potential errors in AI-generated summaries. 00:16:21 - Teaching Effective AI Use The focus shifts to the importance of teaching effective AI usage, particularly in educational settings. The guest emphasizes the need to guide students in discerning accurate information from AI-generated content. 00:18:18 - Impact of AI on Performance The conversation explores the impact of AI on consultants' performance, with a focus on how AI can elevate those with less expertise. An analogy is drawn between AI and tools that revolutionize manual tasks. 00:19:27 - Evolving Podcast Summary Creation The discussion touches on the variability in podcast summary creation and the importance of adapting to changing norms. It emphasizes the need for prompt engineers to guide effective use of AI in search queries and content creation. 00:25:08 - Behavioral Economics and AI The conversation shifts to the intersection of behavioral economics and AI in influencing consumer behavior. It highlights the role of AI in analyzing customer interactions and optimizing customer service processes. 00:28:42 - Evolution of Customer Support Departments Yves discusses the evolution of customer support departments, including the combination of three departments into one and the transition from 24-hour call centers to more efficient hours. 00:30:58 - Impact of Digital Transactions on Call Centers Yves shares insights from Matthew Dixon's research, indicating that over 80% of phone calls to contact centers are due to failed digital transactions, showcasing the impact of technology on customer service. 00:32:13 - Power of AI in Contact Centers Yves emphasizes the potential of AI technologies in contact centers to improve customer experiences and empower agents. He discusses the need for behavioral scientists to guide the adoption and usage of AI tools. 00:34:24 - Leveraging Contact Center Data Yves highlights the valuable insights hidden in call recordings and chat transcripts, advocating for their use to gain a competitive edge in business. He emphasizes the need for companies to embrace and leverage this data. 00:38:34 - Improving Customer Experience Yves stresses the importance of providing efficient and effective customer service, aiming to minimize the need for customers to contact the business. He underscores the role of AI in enhancing the overall customer experience. 00:43:12 - Improving User Experience on Delta.com Yves discusses the challenges of finding trip credits and flight credits on delta.com and the importance of making the search experience more user-friendly. The conversation delves into the need for more information in search prompts and the importance of user feedback for product improvement. 00:44:55 - The Challenging Call Center Environment Melina shares her experience working in a call center and discusses the behavioral aspects of call center interactions. They explore the impact of incentives and metrics on call center agents and customers, emphasizing the importance of understanding human behavior in customer service. 00:46:55 - Behavioral Insights in Call Centers The conversation continues with a focus on the behavioral aspects of call center operations, including the impact of incentives and customer behavior on call center performance. They highlight the challenges of logic and empathy in customer interactions and the importance of understanding human behavior in service delivery. 00:49:17 - Embracing AI and Technology Melina discusses the increasing role of AI in call centers and business operations, emphasizing the need to embrace AI for time-saving and optimization. They highlight the potential of AI to improve self-service aspects and customer experience, emphasizing the importance of incorporating technology and human behavior in business operations. 00:50:52 -  Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Yves: LinkedIn X Learn and Support The Brainy Business: Check out and get your copies of Melina's Books.  Get the Books Mentioned on (or related to) this Episode: Magic Words, by Jonah Berger Predictably Irrational, by Dan Ariely The Behaviour Business, by Richard Chataway The Human Experience, by John Sills The Voltage Effect, by John List Top Recommended Next Episode: Manuj Aggarwal Interview (ep 192) Already Heard That One? Try These:  Marco Palma Interview (ep 374) Shapa (ep 101) Status Quo Bias (ep 376) Rory Sutherland Interview (ep 373) Warren Berger Interview (ep 340) Jonah Berger Interview (ep 301) Richard Chataway Interview (ep 134) John Sills Interview (ep 277) John List Interview (ep 190) Habits (ep 256) Herding (ep 264) Time Discounting (ep 328) Lucie Buisson (ep 339) Cobra Effect (ep 220) Dunning-Kruger Effect (ep 266) Other Important Links:  Brainy Bites - Melina's LinkedIn Newsletter Centaurs and Cyborgs on the Jagged Frontier Bard Rebrands as Gemini

Getting Dafoe you - Season Three - begins 27 March 2024!Follow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

The landscape for professional services business development is changing. Clients are less loyal to firms and individual fee earners, and strong relationships are no longer enough to guarantee repeat business.  These are just some of the insights that have recently come out of research conducted by DCM Insights, published in the Harvard Business Review.  Today, on this special episode of the CMO Series Podcast, Will Eke welcomes founding partner of DCM Insights, Matthew Dixon, to discuss the highlights of the study and delve into the key characteristics that today's most successful rainmakers all have in common. Matt and Will discuss: How the research came about and the impetus behind it The key findings from the study and the most surprising results The 5 business development profiles of lawyers the research revealed The characteristics that set the ‘Activator' profile apart What lawyers can work on to develop some of the key ‘Activator' attributes  Advice for BD managers looking to develop the business development skills of their lawyers

It's time to put Season Two of GETTING DAFOE YOU (The Sexy Season) to bed once and for all, so join Darryl and Petros aboard the Dafoecomotion Train as we recap the DaHighs, DaLows and all things Willem Dafoe before we return with Season Three, baby!Follow Getting Dafoe You on Twitter, Instagram, TikTok and bluesky!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon. Hosted on Acast. See acast.com/privacy for more information.

It's the second episode of DaOdds & DaEnds, and this time we are downward dogging straight into Willem's Wonderful World of YOGA!We are joined by film/TV critic and yoga teacher, Cassie Hager, to chat Wisconsin, our personal experiences with yoga and assess Dafoe's poses!If you want to see the Willem Dafoega slideshow and join along during the episode, click HERE!Follow Cassie Hager on TWITTER!Follow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

Jim Kraus is the President of Buyer Persona Institute (BPI) and a leading authority on buyer personas and buying insights. BPI's buyer persona research and workshop methodologies have become a gold standard for thousands of marketers in hundreds of companies worldwide that rely on these studies to reveal everything a prospective buyer needs to know and experience to have confidence in their solution. Marketers use these insights to develop strategies and messaging that drive more leads, improve conversion rates, and help sales hit their numbers.  In addition to his work at BPI, Jim is an avid blogger, author of the Buyer Persona Buzz newsletter, and is currently working on a second edition of the book Buyer Personas with BPI's founder, Adele Revella. He also frequently speaks at events and podcasts to advanced thinking around buyer personas and buyer insights more broadly.  Outside of work, Jim enjoys travel, reading, sports, and spending time with his family.    Questions  ·      I always love to give our guests an opportunity for them to share in their own words, a little bit about how you got from where you were to where you are today. ·      You mentioned that you just completed your manuscript for your second book, which should be released later this summer. Could you share a little bit with our listeners what can they expect? And maybe how it is that you decided to even write a second manuscript as a follow up to your first book. ·      Could you share with us maybe two to three things that you believe are critical for an organisation to achieve that trust with customers if it is that you're trying to attract that buyer and gain their trust? ·      Now, as it relates to the buyer persona and the different aspects that make up that whole process. Apart from trust, what do you think is the key most important step or component in that process that can never be eliminated regardless of the industry that you're in? ·      Now, Jim, could you also share with our listeners what's the one online resource, tool, website or app that you absolutely can't live without in your business? ·      Now, could you also share with our listeners, Jim, maybe one or two books that you've read, it could be a book that you read recently, or even one that you read a very long time ago, but it has had a great impact on you. ·      Now, Jim, can you share with our listeners what's the one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people. ·      Where can listeners find you online? ·      Now before we wrap our episodes up, we always like to ask our guests, do you have a quote or a saying that during times of adversity or challenge you'll tend to revert to this quote if for any reason you got derailed or you got off track, this quote kind of helps to get you back on track. Do you have one of those? Highlights Jim's Journey Me: Now, I know we've read a little bit about your journey. And I always love to give our guests an opportunity for them to share in their own words, a little bit about how you got from where you were to where you are today.   Jim shared that his entire career has really been spent on understanding markets, understanding customers, understanding buyers, really just trying to provide market insights that help organizations make more informed decisions. He's done it in a variety of places, both on the client side and as a consultant over the past three decades or so. Over the past 15 years, he has been a principal at a KS&R which is a full service market research firm. And they are working with Buyer Persona Institute, he's leading by Buyer Persona Institute as division of KS&R right now. And they're 100% focused on understanding buyers and more specifically, understanding the buying decisions that your prospective buyers make so that you can make more informed decisions around your marketing and sales strategies. So, his whole career has been focused on insights, right now it's over the last couple of years in particular, been really focused on understanding prospective buyers to help marketing and sales.    What Customers Can Expect from Second Book? Me: Now, in our pre interview conversation, you mentioned that you just completed your manuscript for your second book, which should be released later this summer. Could you share a little bit with our listeners what can they expect? And maybe how it is that you decided to even write a second manuscript as a follow up to your first book.   Jim shared that the first book, Buyer Personas was written by Adele Revella, who is the founder of Buyer Persona Institute about 9 years ago. And him and her co-authored the second edition, this updated and expanded edition. And the main reason that they decided to update it is one, a lot has changed over the last 8 to 9 years.   But the foundation of Buyer Personas, they can talk a little bit about what a buyer persona is perhaps really hasn't changed. At the end of the day, you're trying to really understand buyers, what their wants and needs are and what experiences that they expect so they have full confidence buying from you, that's essentially what you're competing on, you're competing on trust.  So, they developed the second edition of the book that will be out this summer, and they're adding some things to it that they think will be really valuable for readers, even those that have picked up the first book many years ago. So, they've added more information about how to design a buyer persona study. They've added a lot of information about how to add to do quantitative survey research to get even more insight outside of your buyer persona. They're spending more time in the second edition about how to use buyer persona insights and very tangible ways to improve marketing and sales performance and win more business.  The other place obviously, the fourth place that they're spending more time on this second edition is just defining what a buyer persona is and isn't, a lot of people have kind of a pre-conceived notion about a buyer persona is, they spent a little more time in this second book explaining why a buyer persona focus on understanding the buying decision is so much more powerful for marketers than just understanding a particular individual or role in the buying decision, which is kind of the traditional definition of a buyer persona.   Trust as a Critical Factor  Me: Now, in your review just know as it relates to the book, one of the things you mentioned that jumped out at me is that we're all competing as it relates to the buyers that we're trying to attract on trust. And so trust is a very big, and it's a critical theme that I believe in customer experience is critical if you want to build retention, higher retention, and high loyalty in your business. So, could you share with us maybe two to three things that you believe are critical for an organization to achieve that trust with customers if it is that you're trying to attract that buyer and gain their trust?   Jim shared that one of the things to think about is, a lot of times when you say the word buyer persona, people associate it with profiling a particular role in the decision process, right. Like maybe you have a buyer persona for a CIO if you sell tech products, or a finance manager if you sell financial products or services, etc. The challenge with that is, if you profile those roles, it doesn't give you a lot of information about how do you actually gain the trust of the buyer who's making a buying decision for a particular product and service.  So, let's say he's selling a CRM system, that's his offering and he has a CIO buyer persona and it tells him information about certain demographics about what a typical CIO looks like maybe their overall challenges and priorities. But that doesn't do very much once a CIO, for example, is involved in purchasing a CRM solution, because when they're purchasing a CRM solution, what they care about most is two things, they care number one, that they're going to achieve all the outcomes and benefits that they want from this investment, right. It's an important investment. So, they care about, “Am I going to get everything that I want out of this?”  The second big thing, which is often overlooked is, “How do I avoid making a mistake?” Because again, a lot of times, particularly when you're talking about higher consideration buying decisions where you're looking at multiple options, there's multiple influencers involved, it's not just a transaction sale. A lot of times buyers are buying something like that for the first time, or they haven't bought it in a long time, so they're going to be anxious, they don't want to make the wrong decision. They don't want to go with something where something goes wrong.  So, what this all comes down to when you think about the whole thing, both elements of that, how do you give them what they need, reduce the risk of something going wrong.  Essentially, what you're competing on is trust. Price aside. Who do they feel is going to do the best job of making them feel secure, that they're going to get the outcomes that they really need and that nothing is going to go wrong?  So, that's kind of the key and the buyer persona is that the methodology that they'd like to talk about defined is really based on understanding the buying decision and specific components of the buying decision in order to build that trust.   Key Elements/Steps in the Buyer Persona Process Me: Now, as it relates to the buyer persona and the different aspects that make up that whole process, based on your experience and the fact that you've been in this industry and you're a subject matter expert as it relates to that. Apart from trust, what do you think is the key most important step or component in that process that can never be eliminated regardless of the industry that you're in?   Jim shared that when you're talking about understanding the buying decision, there's five different areas of insight that you really want to understand about the buying decision that your prospective buyers are making. So, whoever's listening out there, think about your particular product or service or solution, and you may have multiple products and services, and that's fine, but pick one and think about it.  There's five things you really want to know about buyers that are making a buying decision about something that you offer and that your competitors offer too. Number one is you want to understand what they call the Priority Initiatives. Another way to think about priority initiatives, these are the triggers, these are the things that are getting buyers to initially start either looking for a solution like the one that you have. The reason that's so important to understand what those are is because you want to meet buyers where they are. So, when they're first starting, and they're anxious, and they're learning about this whole category of whatever you offer, what is the starting point. So, when you talk about how you approach them, and your marketing and your sales approaches, any kind of way you interact with them, you want to know those triggers, so that you can really create that quick sense that, “Hey, here's a company that really understands me.” That's the first tick of the box as far as trust.  The second thing that you want to understand about this buying decision is they call it Success Factors. And these are outcomes, these are benefits, these are at the end of the day, what results do these buyers need from this important investment that they're making. And you want to know that because obviously, you want to be talking about those. You want to be developing use cases, customer references, thought leadership, all kinds of things that you can do that speak to these key outcomes that they want. So, you want to know what those are implicitly.  The third thing you really want to understand is, they call it Perceived Barriers. The way to think about this one is, it is all the concerns and fears that buyers have buying your solution, not just yours, but all the alternatives you're looking at, because they're going to be anxious, they're going to have trepidations. ·      What are those things that are getting them nervous? ·      What are the things that are eliminating providers and consideration? So, you want to know what those are ahead of time so you can proactively address those things.  The fourth area insight, there's five altogether, the fourth area is called Decision Criteria. And decision criteria is the traditional sales cycle. This is kind of middle later stages of the sales cycle when buyers are getting smarter about the category. And they're starting to ask really specific questions, because now they're really starting to make comparisons across the different alternatives that they're looking at. So, decision criteria or deals, all the questions that your buyers are going to be asking you in some shape or fashion.  And the fifth and final one is Buyers Journey. So, everything he said earlier is kind of the mindset, it's the needs, the fears, the attitudes, the buyers journey is ·      What are the actual steps that your buyers take to identify who they're going to consider? ·      How do they whether down on their options? ·      How do they make a final decision? ·      What are those steps? ·      Who are the influencers involved? ·      And what are the information sources they use to really develop an opinion, and an evaluation of what they're ultimately going to do? If you take those five things, those five areas, they call them The Five Rings of Buying Insight that is so powerful, because if you would know those five things, you have everything you need to develop marketing and sales strategies to give buyers what they need to get to make very competent buying decisions and ultimately select you, which is the goal.    Me: For sure. So, give me that coin again, The Five Rings of buying Insight.    Jim shared, The Five Rings of buying Insight, they talked about it a lot in the book. It's just a name they gave to it. But the five things that they talked about are really important.   App, Website or Tool that Jim Absolutely Can't Live Without in His Business When asked about online resource that he can't live without in his business, Jim stated that that's a good one. Well, he'll say a couple of things come to mind. One is, by the way, the way to develop your buyer persona, and that's going to lead to the answer to the question which will make more sense.  The best way to develop your buyer persona get those insights is to talk to recent buyers. What he means by recent buyers is buyers that have recently made the exact same buying decision that you're trying to influence, these aren't necessarily your current customers, these are individuals that have been involved buying a solution could be yours, could be a competitors in the past 6-12 months, and do in depth interviews with them so you understand their entire buying story from the moment they have a need for that particular solution until the time they make a final decision. The interviews are typically 30 to 40 minutes.  So, the reason number one it's an important point because buyers are the experts, the only ones that can give you that information. And then that leaves him to answer the question which is they have an app that helps them analyze all those interviews.  So, when you're doing those interviews, you often have 10-15 pages of unstructured data, right, text data. And they have an app that helps them make sense of all that data so that they can develop those insights. So, that's a pretty critical app for them to use he would say.  The other really important one for them is they've been using different Gen AI tools more and more much like many of the listeners are using. They use a lot of common ones, they've actually developed one that they're kind of using internally using major providers, they kind of use it as a testbed for their own and that's been invaluable to help them analyze interviews a little bit better, it's help them develop deeper profiles of buyers. It's not the end all be all, it's a supplemental thing. It's enables them to do some things quicker, but he would say those are the two that come to mind.   Me: Would you mind sharing the app that helps you do the interview analysis?   Jim shared that that's a proprietary app, so that's one that they actually built in house so that they can analyse interviews through to The Five Rings of Buying Insight.   Me: Do you know if there's any on open market that the listeners could tap into if they wanted to utilize such an application?   Jim shared that not that he's aware of. So, The Five Rings of Buying Insight is something that they've developed and he doesn't think there's any tool that's available to do that. He will say that you can use and they actually have this in the book, the second book, you can use any one of the commonly, whether it's Chat GPT, or another one, you can use those to develop insights from these interviews to analyze across The Five Rings.  And in the book, that'll be out in the summer, actually, they give some instructions for different queries that you can use to help you do that.   Me: Very good. So, the mere fact that you said there's nothing on open market, I see that as an opportunity for all the listeners out there for anybody who wants to develop that tool, because we all know people are buying to solve their problems and clearly this seems like a problem that needs to be solved.   Jim agreed and shared that they're looking at that too as well.   Books that Have Had the Biggest Impact on Jim When asked about books that have had the greatest impact, Jim shared that one book that he's read about that he really liked a lot, they actually reference it in their book is called The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna, the book's about a year and a half old about this point. And it's really neat what they were able to do, COVID hasn't had many silver linings, the one silver lining in this case was that they were able to work with a couple of other firms to record literally millions of sales interactions between sales people, and prospective buyers over a certain period during COVID because a lot of those conversations were taking place on Zoom, and WebEx and, and Microsoft Teams, and just different ways that they were able to record these conversations where they could never be recorded before.  What that allowed them to do is this great analysis on all this data. And they just found out a lot of really cool things that we intuitively know. One of the major things they write about in the book is, what high percentage of one of the biggest obstacles that salespeople face is the dreaded no decision where you're working with a prospect, they go through this lengthy sales process, and then the prospect ends up buying nothing. Traditionally, there was always this belief that when somebody didn't buy something, it was purely because they wanted to stick with the status quo, they said, “Hey, we did our assessment. And we said, you know what, we think what we're doing now is better.”   What the study that Dixon and McKenna did that they described in The JOLT Effect showed was that that's not really the case, that's part of the time that's true. The other majority of time is that buyers just can't make a decision, they're struggling to make a decision because it's so hard to, it's very difficult. And they're very nervous about something going wrong, they don't want to be the one to screw it up, saying, “What we have now may not be great, we all know it has problems, but I just feel like it's a little bit too risky to buy anything.”  So, their analysis cast a light on this with hard data for the first time and the book also goes into different ways that you can get around that. And the reason it was so perfectly timed for them at Buyer Persona Institute, is it lines with the fact that you are competing on gaining a buyer's trust and competence is the most important thing that you really need to do. So, that's why that was a pretty important book for them in the last couple of years.   Me: As you were talking, just know, before I actually read my next question, just again, from the conversation flow. You mentioned that buyers sometimes don't know, like they're confused, the anxiety of making a decision. Would you find and I'm asking this question as a buyer myself, especially when it comes to food. Would you find that for example, in a restaurant business, if there are too many items on the menu, it's harder to make a decision or do you believe that the less options that exist make it easier for the buyer to make a decision? What has your research shown where that is concerned?   Jim shared that it really depends on the category. So, you mentioned food, which is a very, very different category than if you're buying a software solution for your company, for example.  So, the answer is it really depends. What he can tell you and what The JOLT Effect showed very clearly is that they've seen in all the research and all the interviews that they've done is that buyers are trying to make sense of the world, right. Whether you have a lot of choices or not, and a lot of choices exasperate the problem. But if you're making a decision, especially one that you haven't made in a while or in your case, if it's a restaurant you haven't been to in a while, you're trying to orient yourself, so how can you educate the buyer as quickly and confidently as you can about this is what this world looks like right now, here's your alternatives. Let me help you make sense of this. And then once he's educated you and help you make sense of it, how can he help you confidently make a decision to purchase something. So, it's not always the number of choices, a lot of it is how those choices are communicated and how much effort is put into advising the prospective buyer and really helping them and guiding them making the decision. Because you could go walk in a restaurant that has 30 menu choices and they do things that make it very easy for you to understand what those are, you go into another restaurant using your example and it's just kind of chaotic and they don't make it easy for you to figure out what your choices are.   What Jim is Really Excited About Now! When asked about something that he's excited about, Jim stated that we mentioned that the book was a huge one, they just got the manuscript in about a week and a half ago. So, that was a really huge one that took a lot of his time over the last three months or so. So, that's a big one that they're really excited about. Aside from that, he would say one of the things that their team is working on that he's excited about is it's kind of practising what they preach. So, a lot of what they do is providing insights so that companies can make more informed marketing and sales decisions, and more focused relevant content and messaging for their prospective buyers.  They're doing the same thing, you can always improve your value proposition, you can always make it easier for buyers to understand what is your differentiated value, what is the unique thing that you provide. Number one is helping buyers understand what are the options out there. And then number two, helping them understand very quickly, how are you different, there's this world of whatever you're offering is, how do you make it easier for them to figure out how you're different and what does it mean for them? What is the value for them in that?  So, that's something he's kind of excited that they're working on for their own business and just sharpening the saw, so to speak, as far as how they talk about their business, deliverables, proposals, all those kinds of things, they're really taking a fresh look at all of that.   Where Can We Find Jim Online Website – http://www.buyerpersona.com/ LinkedIn - https://www.linkedin.com/in/jimkraus LinkedIn – Buyer Persona Buzz   Quote or Saying that During Times of Adversity Jim Uses When asked about a quote that he tends to revert to, Jim shared that he has one that is probably a little dramatic. But it's the point that he's a big a huge history buff from Big World War II, Winston Churchill isn't one of his favourite historical characters, historical figures and he has a quote that says, “When you're walking through hell, keep walking.”  And he loves that quote because it's so simple and it just basically means that from a business perspective, nothing we're doing is hell right. But the point is, if you are going through times of adversity, or something's not working out exactly how you want it, just keep walking down the path, if you have to divert the path a little bit, that's fine. But don't get stuck, just keep moving it along and things will get better, you will figure out there's a solution to every problem, right. Just keep working the problem, you'll arrive at it. So, that's one he likes just because again, he's a history buff, it's a very simple one and it just says so much. So, of the bunch he can think of, that'd be the one he'd probably pick.   Me: Thank you so much for sharing, Jim. Now, we would like to extend our deepest level of gratitude to you, Jim, for taking time out of your very busy schedule and hopping on this podcast, and sharing with us your journey as it relates to developing the key elements of the buyer's persona, talking about your new book that you've revamped along with your co-author and just really delving into what are some of the key aspects when you're trying to attract the right type of buyer to ensure that the trust is there and to ensure that you are truly feeding into the specific needs and desires that that buyer is looking for and limiting as much anxiety that they may have as it relates to making that decision. So, I really enjoyed this conversation, I just want to say thank you so much.   Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Links •     The JOLT Effect: How High Perfomers Overcome Customer Indecision by Matthew Dixon and Ted McKenna    The ABC's of a Fantastic Customer Experience Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners  Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.” The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

It's time for a BIG finale to Season Two, and we're setting sail with 1997's action-thriller, SPEED 2: CRUISE CONTROL!Darryl and Petros are joined by Dave and Rich, the hosts of the UNEQUAL SEQUEL podcast! We try to figure out what John Geiger's grand plan actually was, if a movie can give you Stockholm Syndrome, and discuss how all roads lead back to Sean Bean!Follow UNEQUAL SEQUEL on TWITTER and INSTAGRAM!Listen to UNEQUAL SEQUEL on APPLE and SPOTIFYFollow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon (@mattperspective) Hosted on Acast. See acast.com/privacy for more information.

It's the penultimate episode of Season Two, and we're heading out to the desert for 1992's crime-thriller, WHITE SANDS!Darryl and Petros are joined by the host of the New Horror Express and All 90s Action, All The Time podcasts, Scott Murphy! We discuss Dafoe's hat, the convoluted plot holes and how a a film can be saved by 'The Strokes Defence'!Follow Scott Murphy on TWITTER!Listen to All 90s Action, All The Time HERE!Listen to New Horror Express HERE!Follow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon. Hosted on Acast. See acast.com/privacy for more information.

This week, we get our reading glasses on to take a look at the 2017 live-action adaptation, DEATH NOTE!We are joined by the host of the Third Window Films podcast, Ben Challenor, to discuss the difficulties of a live action adaptation of a Manga/Anime with a devoted fanbase, the controversy surrounding the movie and the backlash it received, and how every Japanese movie should have its own musical!Follow THIRD WINDOW FILMS on TWITTER and INSTAGRAM!Listen to THIRD WINDOW FILMS on SPOTIFY and APPLE!Follow BEN CHALLENOR on TWITTER!Follow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon. Hosted on Acast. See acast.com/privacy for more information.

This week, we stick around in 1988 to visit the follow-up to Dafoe's biblical epic with MISSISSIPPI BURNING!Comedian and host of The Best Movie 2 Podcast, Jamie Allerton, joins to talk about the tour-de-force of acting that is Gene Hackman (as well as the absolute rogues gallery of supporting talent), the real events that inspired the film, and how this movie may actually be a prequel to the SAW movies ... Follow Jamie Allerton on TWITTER!Follow The Best Movie 2 Podcast on TWITTER!Listen to The Best Movie 2 Podcast HERE!Follow Getting Dafoe You on Twitter, Instagram and TikTok!Email us at dafoeyoupod@gmail.comIf you want to be a true DaFriend of the podcast, then like, subscribe and a give it a 5-star rating. It massively helps the pod grow!Getting Dafoe You is edited by Matthew Dixon. Hosted on Acast. See acast.com/privacy for more information.

Episode OverviewIn this episode, ​​learn how to elevate your outbound game using AI tools. Discover the critical steps in vetting potential clients and establishing a robust sales process before diving into outbound strategies, ensuring your foundation is solid for success. We explore the power of LinkedIn for forging genuine connections and utilizing AI tools for personalized engagement. Collin also shares insights into various sales tools and strategies and the importance of personal branding for sales professionals. Don't miss out on these valuable lessons to transform your outbound sales efforts!About Collin MitchellCollin Mitchell is a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. He is the VP of Sales at Leadium, where they are helping sellers personalize the entire sales process to build more rapport and close more deals.Collin is also the host of Sales Transformation. He started with nothing but grew his first business from 0 to 5M ARR in 26 months!Collin has been in 13 years in Sales and Serving SaaS Industry and currently managing 5 salespeople.Resources and Links505 - Show NotesLeadium.comCollin's LinkedIn profileSales Transformation podcastLinkedIn Sales NavigatorHumantic AIChat GPTCrystal KnowsBuiltwithZoominfoApollo.ioThe Jolt Effect by Matthew Dixon and Ted McKennaThe Paul Higgins ShowScaling Blueprint Join our newsletterPaulhigginsmentoring.comConnect With PaulOn LinkedIn