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Beyond Potential is an entertaining, informative, and immersive podcast about how individuals, teams, and organisations, can maximise their performance and be at their absolute best. If you’re a CEO, Chief HR Officer, senior leader, or just aspire to become more effective, and happier in your role, then this is the podcast for you. Hosted by Tom Emery of HEX and Tom Mason of Potentia, we provide our own observations and expertise, and hear from diverse and interesting guests with great stories. Hit subscribe and join us for insights, inspiration, and hopefully a few laughs along the way. We have a website dedicated to Beyond Potential at www.beyond-potential.co.uk and you can email us at info@beyond-potential.co.uk. You can also find out more about HEX and Potentia at www.hex-development.com and www.potentia-leadership.com. However you’d like to contact us, we’d love to hear from you.
Episodes
Friday Jul 11, 2025
Friday Jul 11, 2025
We welcome sales expert Matt Dixon to Beyond Potential. Co-author of multiple bestselling books, including The Challenger Sale, The Challenger Customer, The Effortless Experience and The JOLT Effect, he joined us to discuss the research from his new book, The Activator Advantage.
Using findings from a comprehensive study of almost 3,000 service partners, Matt discussed the five types of partners found across professional services and how the attributes of one of them, 'The Activator', consistently drives growth.
He discussed the decline in client loyalty, the reasons why, and how the Activator still succeeds, giving real examples of ways they outshine other types, including in the art of the pitch.
It's a must-listen for anyone focused on engaging and winning clients.
Follow Matt on LinkedIn.
Find out more about Matt's work on his website and DCM Insights website
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