Brainfluence

In this episode of Brainfluence, host Roger Dooley welcomes back Matt Dixon, founding partner of DCM Insights and co-author of the bestselling "The Challenger Sale." Dixon shares insights from his latest book, The Activator Advantage: What Today's Rainmakers Do Differently, which is rooted in groundbreaking research on how top professionals win and grow client relationships in the increasingly competitive world of professional services. Dixon unpacks the five distinct profiles that partners in fields like law, accounting, and consulting tend to fall into, with a particular focus on the "Activator"—a proactive, well-networked rainmaker who brings new ideas to clients and promotes deep collaboration within firms.

Dixon explains that while only about 15–20% of partners naturally exhibit strong activator traits, everyone can learn to adopt key behaviors that set activators apart: maintaining a regular business development cadence, building broad and deep networks, and proactively creating value for clients. He reveals that the biggest client complaint isn’t over-contact; instead, it’s wishing they heard more from their trusted advisors with fresh insights and opportunities. The conversation offers practical takeaways for both leaders and individuals in professional services who want to move beyond waiting for the phone to ring and instead, become indispensable partners in their clients’ success.

The Activator Advantage on Amazon - https://amzn.to/3FjUSED

Connect with Matt:
Website - https://www.dcminsights.com/
LinkedIn - https://www.linkedin.com/in/matthewxdixon/

Show notes, audio, text, links - https://www.rogerdooley.com/activator-advantage-matt-dixon/

Connect with Roger:
https://www.linkedin.com/in/dooley/
https://twitter.com/rogerdooley
https://www.threads.net/@rogerdooley
https://www.facebook.com/roger.dooley
https://www.instagram.com/rogerdooley/

Roger’s Stuff:
Website: https://www.rogerdooley.com
Neuromarketing: https://www.neurosciencemarketing.com/blog
Forbes: https://www.forbes.com/sites/rogerdooley/

About Matt Dixon:
Matt Dixon is an acclaimed business researcher and author best known for co-writing "The Challenger Sale," published in 2011. After the book’s release, he spent years traveling internationally to share its groundbreaking B2B sales insights with teams across the globe. Early in his journey—around 2012 or 2013—Dixon was invited to present his research to one of the world’s top strategy consulting firms, marking the start of his influential role in shaping sales practices for leading professional organizations.

Brainfluence host Roger Dooley sits down with marketing thought leader and bestselling author Mark Schaefer, who returns to the show with insights from his latest book, Audacious. Mark shares his unique approach to writing—how each of his books is inspired by real problems facing marketers—and discusses the existential challenges and opportunities posed by AI-driven marketing. Discover how both brands and individuals can stand out in an age of overwhelming content, why out-humaning AI is the key to survival, and what it means to be “audacious” in a world often dominated by the dull and predictable. From tangible examples, like the unforgettable fiberglass pig in a barbecue joint and Liquid Death’s disruptive branding, to innovative uses of AI and QR codes, Mark offers practical strategies for earning attention, regardless of budget. He also tackles the importance of organizational culture, the role of fear in stifling creativity, and the critical connection between personal branding and professional audacity. Whether you’re a marketer, entrepreneur, or just hungry for the latest thinking on breaking through the noise, this episode is packed with inspiration and actionable advice you won’t want to miss.

Audacious on Amazon - https://amzn.to/4k55iqp

Connect with Mark: 
Website - https://businessesgrow.com/
X - https://x.com/markwschaefer
LinkedIn - https://www.linkedin.com/in/markwschaefer

Show notes, audio, text, links - https://www.rogerdooley.com/audacious-mark-schaefer/

Connect with Roger: https://www.linkedin.com/in/dooley/ 

Website: https://www.rogerdooley.com

Mark W. Schaefer is a globally recognized keynote speaker, educator, business consultant, and bestselling author of ten books. With over 30 years of experience in global sales, PR, and marketing, he serves as the Executive Director of Schaefer Marketing Solutions and holds faculty positions at Rutgers University and the University of Tennessee. Known for insightful and practical books like Audacious, which addresses navigating the AI world, and KNOWN, considered the world's number one book on personal branding, his work is used as textbooks at over 70 universities and translated into 15 languages. Schaefer's blog {grow} is hailed as one of the top marketing blogs in the world, and he is the founder and co-host of The Marketing Companion, one of the top 10 marketing podcasts. He consults for diverse clients from successful start-ups to global brands. His work often focuses on helping marketers rise above the noise by emphasizing humanity and finding ways to stand out in the digital age and amidst the rise of AI.

This episode features Peter Hartzbech of iMotions, who discusses the company's biosensor software platform for studying human behavior. Key points:

• iMotions provides a software platform that uses biosensors like eye tracking, galvanic skin response, EEG, voice analysis, and facial expression analysis to study human behavior in both academic and commercial research.
• The company serves diverse sectors including academia, consumer insights, and human factors, offering tools for understanding human-to-human and human-to-machine interactions.
• Imotions helps brands with early-stage R&D, packaging design, and shopper insights using techniques that go beyond traditional surveys to measure emotional responses.
• By integrating Affectiva's technology, iMotions can now offer scalable solutions for market research, including facial expression analysis, head pose, and attention metrics.
• Imotions is working towards a SaaS model where clients can easily conduct online studies with features like webcam-based eye tracking and respiration measurement.
• The company focuses on providing high-quality raw data and proven methodologies, allowing clients to integrate various behavioral science concepts into their research.
• iMotions has a strong global foothold in academia, working with more than 70 of the world’s top 100 universities.

Show notes, text and video: https://www.rogerdooley.com/imotions-affectiva-hartzbech/

Peter Hartzbech is the Founder & CEO of iMotions, a company based in Copenhagen that specializes in biosensor software designed for the analysis of complex human behaviors. Driven by a desire to use technology to improve the world, Hartzbech established iMotions at the age of 25. The iMotions platform is used by over 1,300 organizations to study human behavior and cognition, diagnose neurological diseases, improve customer experiences and learning environments, and enhance overall human well-being. In October 2021, iMotions joined Smart Eye, a leader in Human Insight AI. Hartzbech is also a Business Angel Investor in start-ups and a founding member of the ByFounders Fund.

In the latest episode of the Brainfluence podcast, I had the pleasure of sitting down with Lisa Lutoff-Perlo, then Vice Chairman of External Affairs at Royal Caribbean Group and former CEO of Celebrity Cruises. Since then, Lutoff-Perlo became Chairwoman of the Board of the Hornblower Group and serves on the Board of Directors for AutoNation, AHC Group, and Amerant Bank. Lisa's journey from a low-level salesperson to a top executive is inspiring. Her latest book is Making Waves: A Woman’s Rise to the Top Using Smarts, Heart, and Courage.

We covered a wide range of topics including the resurgence of the cruise industry post-pandemic, the innovative use of technology onboard, and her unique leadership philosophy.

Key Takeaways:

• Technology-Driven Customer Experience: Lisa highlighted how the cruise industry is leveraging technology to enhance customer experiences, making everything from booking to onboard interactions more seamless and efficient. Celebrity Cruises, for instance, introduced stateroom automation—allowing guests to control their environment with just a touch of a button.
• Inclusive Pricing Strategies: We discussed the evolution of cruise pricing, moving towards comprehensive packages that reduce the "pain of paying." Lisa emphasized that offering choices—whether all-inclusive packages or à la carte options—caters to the diverse needs of customers, providing a more tailored and satisfying experience.
• Leadership and Trust: Lisa shared valuable insights into building trust and credibility within an organization. From admitting her own limitations and asking for help, to fostering a team-oriented culture, her leadership approach is all about honest communication and mutual respect.

Show notes, video, resources: https://www.rogerdooley.com/lisa-lutoff-perlo/

Join world-renowned executive coach Marshall Goldsmith as he explores his groundbreaking AI venture - MarshallBot. After decades of coaching Fortune 500 CEOs and writing 40 bestselling books, Goldsmith is now democratizing his leadership wisdom through an AI that thinks and responds just like him. In this fascinating conversation, he shares insights about training his AI, discusses the challenges top executives face with "winning too much," and explains why he's giving away his lifetime of knowledge for free. Whether you're a leader, coach, or just curious about the future of AI-powered mentorship, this episode offers a unique glimpse into how artificial intelligence is transforming executive development.

Marshall Goldsmith's Free MarshallBot: https://marshallgoldsmith.ai/

Show notes, audio, text, resources: https://www.rogerdooley.com/marshall-goldsmiths-ai-marshallbot/

Here's a departure from the usual Brainfluence format: Are you ready for AI podcasts? Roger does a solo introduction and explanation of NotebookLM, and then turns the show over to two AI hosts, AI Greg and AI Eva, who talk about pricing psychology. Their discussion is based on the pricing section in Roger's book, Brainfluence.

Show notes, videos, resources: https://www.rogerdooley.com/ai-podcasts-notebooklm/

Discover how the airline industry is transforming and how airlines are beginning to reverse a long decline in customer experience. In this wide ranging interview, customer experience expert Mario Matulich reveals the impact of new government regulations, AI advancements, and evolving call center strategies on your future travel experiences. Learn about:

• New airline refund policies and what they mean for you
• How AI is revolutionizing customer service interactions
• The changing role of human agents in call centers
• Surprising ways airlines may compete for your loyalty

Whether you're a frequent flyer or a leader focused on customer experience and call centers, this discussion offers valuable insights into the future of air travel and customer service across industries.

Show notes, video, transcript, resources: https://www.rogerdooley.com/airline-cx-matulich/ 

As President and Managing Director, Mario Matulich oversees overall business operations and strategic growth initiatives for CMP, a leader in delivering market research, events, and communities to organizations that value customer centricity. With 17+ years of experience, Mario has helped transform an events company into a leading provider of market analysis and industry connections by developing a winning culture built on confidence, innovation, poise, collaboration, and “customer first” quality standards.

In this episode of Brainfluence, host Roger Dooley welcomes back Richard Shotton, a marketing expert with 23 years of experience working with major brands like Google and Mondelez. Shotton specializes in applying behavioral science to marketing and is the author of two books, including his latest, "The Illusion of Choice: 16.5 Psychological Biases That Influence What We Buy."

LIsteners will learn about the reliability of behavioral science findings in marketing, the power of precise numbers in advertising, and how to use psychological principles like the "generation effect" to make marketing messages more memorable. Shotton also discusses the importance of reducing friction in customer experiences while explaining when a little friction can actually enhance perceptions of quality. Throughout the conversation, he provides practical examples and insights that marketers can apply to improve their strategies and better understand consumer behavior.

Show Notes, Audio, Text, Resources: https://www.rogerdooley.com/richard-shotton-illusion-choice/

"Illusion of Choice" on Amazon: https://amzn.to/3WWgD2a

Richard Shotton specializes in applying behavioral science to marketing. He has worked in marketing for 23 years and helps brands such as Google, Mondelez and BrewDog with their challenges. He is the author of The Choice Factory, a best-selling book available in 15 languages, which explains how behavioural science can solve business challenges. His latest book, The Illusion of Choice came out in March 2023. He's the founder of Astroten, a behavioral science consultancy. In 2021 he became an associate of the Moller Institute, Churchill College, Cambridge University.

In this Brainfluence episode, we discuss some surprising customer experience findings from a Harvard Business Review study. Our guest, Mauro Carobene, VP and Global Head of Customer Interaction Suite at Tata Communications, sponsor of the study, joins me to share insights on how enterprises are managing and improving customer interactions today. Mauro notes that despite the high priority placed on improving customer interactions—emphasized by 94-97% of global CXOs and decision-makers—only a minority feel they are doing enough. Tune in as we explore the challenges posed by data silos, the evolving landscape of AI in customer service, and how businesses can leverage technology to provide faster, more useful interactions for their customers. He discusses the important role employee experience plays in creating positive customer interactions and highlights the transformative potential of AI and chatbots in enhancing efficiency and effectiveness.

Show notes, resources, links: https://www.rogerdooley.com/customer-interactions-hbr/ 

HBR Study: https://www.tatacommunications.com/press-release/nearly-6-10-say-their-businesses-arent-very-successful-at-consistently-delivering-positive-customer-experiences-finds-new-cx-survey/

Playlist - Full episodes: https://www.youtube.com/playlist?list=PLWpwOpolJGdKD3qDnQ6SPuXcGSI-WBo_4

Mauro Carobene is Vice President of Customer Interactions Suite at Tata Communications. He joined Tata Communications as part of the Company’s Kaleyra acquisition, where he was the Chief Business Officer. In the last 25+ years, Mauro has held a number of executive roles in the Software/Telecom Industry in companies like DigitalRoute, Comptel and Nokia. Mauro has also served on multiple boards/advisory boards as a telecom software industry expert.