The Activator Advantage with Matt Dixon

Welcome to the What's Next! Podcast with Tiffani Bova.    I'm super excited to welcome Matt Dixon to the show. He is a Founding Partner at DCM Insights, a global training and advisory firm, and a leading expert in business development and client experience. He's a frequent contributor to HBR and an author of bestselling books, including The Effortless Experience, The Jolt Effect, and his most famous, The Challenger Sale which was a #1 Amazon and Wall Street Journal bestseller. We crossed paths in the CEB Gartner days and I’m just thrilled to have him back here today to talk about a new book he co-authored, The Activator Advantage.    THIS EPISODE IS PERFECT FOR…leaders, consultants, and business developers looking to stand out in a more competitive market.   TODAY’S MAIN MESSAGE…strong client relationships and quality work used to be enough to maintain loyalty, but not anymore. As buying behaviors shift and competition increases, leaders need a new approach. Matt shares what sets today’s top rainmakers apart: they’re not just experts, they’re activators—people who proactively offer insights, open doors, and create value long before the deal is signed.    KEY TAKEAWAYS… Great work alone no longer guarantees client loyalty. Activators are winning by being proactive connectors, not passive experts. Trusted advisors often box out colleagues and limit firm-wide growth. Internal collaboration makes client relationships more resilient.   WHAT I LOVE MOST…Matt’s insight that rainmakers of the past relied on reputation but today’s leaders build trust by sharing value before the sale even starts.   Running Time: 28:00    Subscribe on iTunes     Find Tiffani Online: LinkedIn Facebook X    Find Matt Online: LinkedIn   Matt’s Book: The Activator Advantage: What Today's Rainmakers Do Differently  

Welcome to the What's Next! Podcast with Tiffani Bova.    This week, we hear from Steve Lucas. Steve is a seasoned executive with nearly 30 years of experience in enterprise software leadership. As the CEO of Boomi, he spearheads efforts to connect the world through a transformative technology platform. Previously, he was the CEO of Marketo and iCIMS. At Marketo, he transformed the company's sales, marketing, and product strategies, culminating in its 2018 acquisition by Adobe. At iCIMS, he introduced the Talent Cloud, enabling 40% of the Fortune 100 to hire millions of employees annually. Earlier roles included senior executive positions at Adobe, SAP, Salesforce, and BusinessObjects.    THIS EPISODE IS PERFECT FOR…business leaders navigating digital transformation, especially those eager to understand how AI will reshape organizations.   TODAY’S MAIN MESSAGE…it’s easy to get swept up in the hype around AI, but what does transformation actually look like in practice? Steve explores the dramatic shift AI is bringing to enterprise software, from the rise of AI agents to the decline of traditional user interfaces. He shares how businesses can prepare for an agentic future where success will depend on collaboration between humans and AI.   KEY TAKEAWAYS: Human resistance to change is often about trust and not capability AI won’t replace humans but augment them (if we allow it) Leaders should focus less on tools and more on the business outcomes they unlock   WHAT I LOVE MOST…Steve’s reminder that in a world full of hype and disruption, trust is still the currency that matters most. No matter how powerful AI becomes, if people don’t trust it or the companies using it, it won’t deliver value.   Running Time: 28:44    Subscribe on iTunes     Find Tiffani Online: LinkedIn Facebook X    Find Steve Online: LinkedIn   Steve’s Book: Digital Impact: The Human Element of AI-Driven Transformation  

Welcome to the What's Next! podcast with Tiffani Bova.     This week, I’m reflecting on a conversation I had with Diane Hamilton. Diane is a nationally syndicated radio host, award-winning speaker, author, and educator. She is the MBA Program Chair at the Forbes School of Business and has a Ph.D. in Business Management. She is the creator of the Curiosity Code Index and the author of 4 books.    THIS EPISODE IS PERFECT FOR…if you have the desire to increase your desire to learn and become more curious in both your personal and professional lives, this episode is for you.    TODAY’S MAIN MESSAGE…how do we measure the “soft stuff?” How do we encourage, reward, and quantify the benefits of curiosity? Why is it that innovators throughout history–Einstein, Edison, Jobs–point to their curiosity as their most important contribution? Are you getting curious yet? In today’s episode, Dr. Diane Hamilton helps us answer these questions and explains why it is so vital that we stoke the flames of our own curiosity. She also shares with us her groundbreaking research and what exactly the F.A.T.E. of curiosity can tell us.    WHAT I LOVE MOST…I was fascinated by this whole concept of curiosity and how we can become more curious as leaders, as contributors, and as innovators. The soft stuff is so important to our success, not only as a company but for the people we lead and manage as well.    Running time: 33:30     Subscribe on iTunes   Find Tiffani Online: LinkedIn Facebook X   Find Dr. Hamilton Online: LinkedIn    Dr. Hamilton’s Book:  Cracking the Curiosity Code

Welcome to the What's Next! Podcast with Tiffani Bova.    This week I welcomed Bob Goodson to the show. Bob is President and Founder of Quid, a Silicon Valley–based company whose AI models are used by a third of the Fortune 50. Before starting Quid, he was the first employee at Yelp, where he played a role in the genesis of the like button and observed firsthand the rise of the social media industry. He also served a two-year term on WEF’s Global Future Council for Artificial Intelligence & Robotics.   THIS EPISODE IS PERFECT FOR…business leaders, product designers, and marketers curious about how digital behaviors shape innovation and strategy.   TODAY’S MAIN MESSAGE…have you ever thought about how the like button was created and how it ended up shaping the internet? Bob takes us behind the scenes of that pivotal innovation and reflects on what it means for how we build products, connect with customers, and navigate a world being reshaped by AI. This conversation is part tech history, part strategic lens into where we’re headed next.   KEY TAKEAWAYS: Innovation often starts with messy, unpredictable experimentation AI is already influencing strategy if you let it be your thought partner Agency is a crucial component to consider in the age of AI   WHAT I LOVE MOST… Bob’s insight that true agency, the human ability to take initiative and shape change, is something AI can’t replicate. It’s a powerful reminder of our value in an increasingly automated world.   Running Time: 30:08    Subscribe on iTunes     Find Tiffani Online: LinkedIn Facebook X    Find Bob Online: LinkedIn Website   Bob’s Book:  Like: The Button That Changed the World          

Welcome to the What's Next! Podcast with Tiffani Bova.    I’m excited to welcome Kevin Evers to the show. He is a Senior Editor at Harvard Business Review. He's written popular articles on brain science, Hollywood blockbusters, the art of persuasion, and the unpredictability of success. But what he is here to talk about today is his new book called There's Nothing Like This: The Strategic Genius of Taylor Swift.    THIS EPISODE IS PERFECT FOR…anyone (fan or not) who is curious about how bold creative decisions can shape brand success.    TODAY’S MAIN MESSAGE…Taylor Swift has undeniably built one of the most successful music careers of all time. But beyond the musical talent, she’s also a business mastermind. In this episode, Kevin unpacks how she’s built a brand so distinctive that it operates in a category of one. From rethinking product launches to redefining customer loyalty, her approach is a case study in aligning brand, audience, and experience.    KEY TAKEAWAYS: Longevity comes from bold, well-timed reinvention. Fan obsession is a growth strategy, not just a marketing strategy. You can’t fake authenticity; your audience will notice. Strategic shifts should follow your creative instincts, not the market’s expectations. Treat every product launch like an unforgettable experience.   WHAT I LOVE MOST…Kevin’s insight that Taylor Swift’s best strategies are rooted in her art, not the boardroom. Staying creatively true has become her business advantage.   Running Time: 28:46    Subscribe on iTunes     Find Tiffani Online: LinkedIn Facebook X    Find Kevin Online: LinkedIn Instagram   Kevin’s Book: There's Nothing Like This: The Strategic Genius of Taylor Swift

Welcome to the What's Next! podcast with Tiffani Bova.     This week, I’m looking back on a conversation I had with Emily Chang. Emily is a San Francisco-based anchor and an executive producer of “Bloomberg Technology.” Before joining Bloomberg in 2010, Chang served as an international correspondent for CNN in Beijing and London, as well as a reporter at KNSD, NBC’s affiliate in San Diego. While at KNSD, she won five regional Emmy Awards. She is also the author of Brotopia: Breaking Up the Boys' Club of Silicon Valley, which investigates and examines sexism and gender inequality in the tech industry.      THIS EPISODE IS PERFECT FOR…leaders, peers, and business owners who create professional environments and who want to foster more diverse and inclusive environments that thrive.   TODAY’S MAIN MESSAGE…Emily talks about her book Brotopia and shares small but brilliant ways to make sure you’re actively creating a diverse working environment that is inclusive and diverse in thought. It’s our responsibility as leaders, peers, and business owners to make sure that those around us feel that they are listened to, they are heard, and that they have the opportunity to share their stories.   WHAT I LOVE  MOST…it doesn’t take a lot to create a more diverse and inclusive environment, and Emily teaches us how small things can make a massive impact.   Running time: 33:39   Subscribe on iTunes   Find Tiffani Online: LinkedIn Facebook X   Find Emily Online: LinkedIn Instagram X   Emily on Bloomberg:  www.bloombergmedia.com   Emily’s Book:  Brotopia

Welcome to the What's Next! Podcast with Tiffani Bova.    I have the pleasure of welcoming Dr. Eric Cole to the show today. He has a really unique perspective, helping people understand how the principles of cybersecurity and problem-solving can be applied to personal and professional growth. His career has advanced him from a professional hacker for the CIA to commissioner on cybersecurity for the 44th president of the United States to currently advising companies and teaching professionals on how to implement security measures that serve as a business enabler. His eighth book, Cyber Crisis, debuted as number one on the Wall Street Journal's bestseller list.   THIS EPISODE IS PERFECT FOR…anyone looking to strengthen their digital security measures.   TODAY’S MAIN MESSAGE…we all know cybersecurity is important, but we often underestimate how these principles can enhance our decision-making, relationships, and leadership. Dr. Eric Cole shows us how adopting a hacker’s mindset can help us spot blind spots before they become problems.    KEY TAKEAWAYS: Friendly hackers can expose your weaknesses before adversaries do. Good user hygiene is more effective than relying only on technology. Pausing before reacting can prevent regret.  Privacy will be the biggest concern (and opportunity) in the AI era.    WHAT I LOVE MOST…Dr. Cole’s reminder that slowing down, asking questions, and being intentional can protect not just your data, but your relationships and reputation too.   Running Time: 25:30    Subscribe on iTunes     Find Tiffani Online: LinkedIn Facebook X    Find Eric Online: LinkedIn   Eric’s Book: Cyber Crisis: Protecting Your Business from Real Threats in the Virtual World

Navigating the Growth Dilemma with Ryan Hamilton   Welcome to the What's Next! Podcast with Tiffani Bova.    I’m thrilled to welcome Ryan Hamilton to the show this week. Ryan is an associate professor of marketing at Emory University's Goizueta Business School. He has consulted on branding with Walmart, FedEx, Home Depot, Caterpillar, ConAgra, Cigna, Visa, and Ipsos, among others, and has been a keynote speaker. He cohosts a podcast, called The Intuitive Customer, which applies the insights of behavioral science to customer experience. He has produced lecture series on both marketing and human decision making for The Great Courses. He is the co-author of a new book, The Growth Dilemma.    THIS EPISODE IS PERFECT FOR…anyone navigating brand growth and customer strategy decisions across evolving markets and customer segments.   TODAY’S MAIN MESSAGE…growth is a natural goal for businesses, but attracting new customers can unintentionally alienate the ones you already have. Ryan calls this the growth dilemma. As you expand your customer base, you risk creating conflicts between different groups of customers, conflicts that can undermine your success. Ryan outlines four kinds of customer conflict and how businesses can better anticipate and manage them before making big moves.   KEY TAKEAWAYS: Growth can backfire if you don’t manage customer conflicts Start by maximizing value from existing customers before chasing new ones The four common conflict types are functional, brand image, user identity, and ideological   WHAT I LOVE MOST…Ryan’s insight that brands often chase new customers without realizing the conflicts it creates, when the gold might already be in their existing customer base.   Running Time: 27:02    Subscribe on iTunes     Find Tiffani Online: LinkedIn Facebook X    Find Ryan Online: LinkedIn   Ryan & Annie’s Book: The Growth Dilemma: Managing Your Brand When Different Customers Want Different Things

Welcome to the What's Next! Podcast with Tiffani Bova.    This week, I’m eager to replay a conversation with Hal Gregersen. Hal is Executive Director of the MIT Leadership Center and Senior Lecturer at the MIT Sloan School of Management. His book, Questions Are the Answer, builds on 200+ interviews with renowned business, technology, education, government, social enterprise, and artistic leaders. Ranked one of the world’s 25 most influential management thinkers by Thinkers50, and winner of the 2017 Distinguished Achievement Award for leadership, Hal regularly delivers inspirational keynote speeches, motivational executive seminars and transformational coaching experiences. He has co-authored ten books and is the author of more than 50 articles, book chapters, and cases on leading innovation and change (with more than 10,000 citations by other scholars). His research has been highlighted in global media such as BBC, CNN, The Economist, Fast Company, Financial Times, Forbes, Fortune, The New York Times, and The Wall Street Journal. He is also the founder of  The 4-24 Project, an initiative dedicated to rekindling the provocative power of asking the right questions in adults so they can pass this crucial creativity skill onto the next generation.     THIS EPISODE IS PERFECT FOR… anyone who wants to get better and rekindle his or her curiosity!   TODAY’S MAIN MESSAGE… Hal teaches us all about asking questions and really listening to the answers. Are you stopping and reflecting on how many and what kinds of questions you ask? Are you getting and acting on good feedback? Hal helps us pause and take a moment to rediscover our child-like curiosity and move forward as better leaders, better employees, and better humans!   WHAT I LOVE MOST… Hal’s 24-hour question audit. We all should be doing this!   Running time: 36:02   Subscribe on iTunes   Find Tiffani Online: LinkedIn Facebook X   Find Hal Online: LinkedIn X    Hal’s Website:  halgregersen.com   Hal’s Book:  Questions Are the Answer

Welcome to the What's Next! Podcast with Tiffani Bova.    This week I’d like to share a conversation I had a while back with Liz Fosslien. Liz is the co-author and illustrator of the Wall Street Journal best-seller No Hard Feelings: The Secret Power of Embracing Emotions at Work. She’s also the Head of Content at Humu. Humu is a company that makes work better by using behavioral science and machine learning to make change easier. Liz's writing and illustrations have been featured on or by The New York Times, the Harvard Business Review, The Economist, WNYC, and NPR’s Marketplace. I am absolutely thrilled to have her as a guest!    THIS EPISODE IS PERFECT FOR…anyone experiencing burnout, remote workers, and those who have experienced a lack of belonging at work.   TODAY’S MAIN MESSAGE…Liz teaches us about the secret power of embracing your emotions in the workplace in an appropriate and productive way. She talks about creating an environment of belonging and preventing the infamous office blow-up. She breaks down emotion, expression, and burnout, and talks about how we can be more productive leaders when we are reflective by employing EQ to create a healthy and productive work environment. Becoming a more present leader can help keep you and your team from experiencing productivity-killing burnout! Liz also discusses practical strategies for efficiency and efficacy in the workplace.   WHAT I LOVE MOST…“You can’t pour from an empty cup.” Liz flags this analogy and its importance in the workplace, especially for leaders.   Running time: 37:26   Subscribe on iTunes   Find Tiffani Online: LinkedIn Facebook X   Find Liz Online: LinkedIn Instagram  X    Liz’s Website:  www.fosslien.com   Liz and Mollie’s Book:  No Hard Feelings    Liz and Mollie’s Website: www.lizandmollie.com