The Art of Charm

3 Traits of Rainmakers: What Top Performers Do Differently | Matt Dixon

29 snips
May 19, 2025
In this engaging discussion, Matt Dixon, co-author of The Challenger Sale, dives into the traits of top-performing 'activators' in business. He shares insights from extensive research revealing that proactive professionals, not the most credentialed, dominate the market. Discover how activators maintain client relationships, manage networks like pipelines, and turn rejections into opportunities. Matt also introduces a four-step framework for effective client engagement and emphasizes the importance of pruning stale connections to enhance impact.
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INSIGHT

Activator Persona Outperforms Others

  • The activator persona is the highest performer among business developers studied.
  • Activators proactively engage clients and collaborate across teams, unlike traditional expert or trusted advisor types.
ADVICE

Consistency in Biz Dev is Key

  • Carve out consistent time for business development like a gym routine.
  • Protect this time from other tasks to build a strong book of business.
ADVICE

Prioritize Relationships Ruthlessly

  • Manage network like a pipeline, prioritizing reciprocal and high-impact relationships.
  • Deprioritize stale or one-sided connections to make room for better opportunities.
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