What can a 3,000-person study teach us about the habits of top performers? Which of the five professional types do you most resemble – and how can you shift toward the winning profile? How can therapists adopt an “Activator mindset” to commit, connect, and create successfully?

In this podcast episode, Joe Sanok discusses the 3 habits of top performers from the 3,000-person study with Dr. Matt Dixon.

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Meet Dr. Matt Dixon







Matt Dixon is the co-founder of DCM Insights and a leading thinker on sales, service, and business development. He’s the co-author of five bestselling books, including The Challenger Sale, The Effortless Experience, The Challenger Customer, The JOLT Effect, and his latest, The Activator Advantage.

Drawing on research with thousands of professionals across law, consulting, accounting, and other fields, Matt shows what sets today’s top rainmakers apart and how firms can evolve their client-growth strategies. A former research leader at CEB and Gartner, he’s a frequent contributor to Harvard Business Review and a sought-after keynote speaker for senior executives around the world.

Visit DCM Insights and connect with Matt on LinkedIn.

In This Podcast



* The 3000-person study 

* The five types of professionals 

* How to move into the Activator mindset 

* Dr. Dixon’s advice to private practitioners 



The 3000-person study

Dr. Matt Dixon and his team collected data on 3000 professionals who were coming from different industries and professions, like lawyers, accountants, consultants, investment bankers, public relations professionals, and executives. 

Dr. Dixon and his team interviewed them, specifically on the ins and outs of how they meet and convert prospective clients into satisfied customers. 



Then we did a bunch of analyses on it, and the most interesting thing that came out [was] we did something called “Factor analysis”, which looks at statistical clumping or grouping of variables … What that told us is that there are five types of professionals out there when it comes to winning the market. (Dr. Matt Dixon)