Coaching for Leaders

MATT DIXON: THE ACTIVATOR ADVANTAGE Matt Dixon is Founding Partner of DCM Insights, a global training and advisory firm, and a leading expert in business development and client experience. His first book The Challenger Sale was a #1 Amazon and Wall Street Journal bestseller, and translated in a dozen languages. His newest book with colleagues Rory Channer, Karen Freeman, and Ted McKenna is The Activator Advantage: What Today’s Rainmakers Do Differently [https://bookshop.org/a/90226/9798892790574]*. At lot of us know the traits of the kind of person who’s successful at attracting new business. What many of us don’t know, is that what’s working today is actually different than what we traditionally think. In this conversation, Matt and I a take a detailed look at the professionals who are landing the most new business – and what they’re doing that works. KEY POINTS * The loyalty that once existed between professionals and their clients has changed substantially in recent years. * A type of professional called an activator represents the highest performance in business development. * Activators assume their best clients will leave at some point and are consistently working to build a pipeline of opportunities. * Many professionals tend to protect client relationships. In contrast, activators actively bring colleagues into these relationships. * Activators don’t wait for inquiries. They make opportunities happen by building relationships before paid work begins. * Activators go way past birthdays and factual knowledge about others. They discover what’s important to their clients as individuals. * Activators go way past “as is” content and work hard to thoughtfully connect it to a prospect or client’s situation. RESOURCES MENTIONED * The Activator Advantage: What Today’s Rainmakers Do Differently [https://bookshop.org/a/90226/9798892790574]* by Matt Dixon, Rory Channer, Karen Freeman, and Ted McKenna INTERVIEW NOTES Download my interview notes [https://coachingforleaders.com/mp-files/matt-dixon-how-high-performers-land-new-business.pdf/] in PDF format (free membership required). RELATED EPISODES * The Surprising Truth About Influencing Others, with Daniel Pink [https://coachingforleaders.com/podcast/to-sell-is-human/] (episode 84) * How to Become the Person You Want to Be, with James Clear [https://coachingforleaders.com/podcast/376/] (episode 376) * The Way to Earn Attention, with Raja Rajamannar [https://coachingforleaders.com/podcast/advertising-to-engagement-raja-rajamannar/] (episode 521) EXPERT PARTNER Finding it hard to make an impression in a noisy marketplace? Many listeners have reached out to David Hutchens to help their organizations get traction through the power of story. If you’re planning an offsite or training to get better, get in touch with us to start the conversation [https://coachingforleaders.com/partners/] with David or any of our other expert partners. DISCOVER MORE Activate your free membership [https://coachingforleaders.com/free] for full access to the entire library of interviews since 2011, searchable by topic. To accelerate your learning, uncover more inside Coaching for Leaders Plus [https://coachingforleaders.com/plus].

WES ADAMS: MEANINGFUL WORK Wes Adams is the CEO of SV Consulting Group, a firm partnering with Fortune 500s and scaling companies to develop high-impact leaders and support high-performing teams. He is also a positive psychology researcher at the University of Pennsylvania, where he studies the leadership practices and organizational structures that help employees thrive. He’s the author, along with Tamara Myles, of Meaningful Work: How to Ignite Passion and Performance in Every Employee [https://bookshop.org/a/90226/9781541704534]*. A generation ago, work was just work for a lot of folks. Today, we expect more out of our careers than past generations ever did. That means leaders need to be better at helping people find meaning at work. In this conversation, Wes and I discuss how leaders can do better at being catalysts for connection. KEY POINTS * We expect so much more from work than we did a generation ago. Work is increasingly a place where people seek belonging, purpose, and meaning. * Supporting community in the workplace is a combination of building trust and designing shared experiences. * Just like a balanced investment portfolio, community is a combination of diverse avenues that build a strong foundation. * Consider a simple structure for synchronized breaks to help people connect more intentionally during work. * Invite team members to share a story of them at their best or reflect on a photo/story that has meaning for them at the start of team meetings. * When responding to a joy that a colleague shares, ask a follow-up question that engages and elevates. * Higher difficulty (yet strongly meaningful) activities include shared volunteer work and funding or support for community activities. * By occasionally sharing personal plans, stories, reading lists, or other activities, the leader sets the tone for others feeling safe to connect in this way. RESOURCES MENTIONED * Meaningful Work: How to Ignite Passion and Performance in Every Employee [https://bookshop.org/a/90226/9781541704534]* by Wes Adams and Tamara Myles INTERVIEW NOTES Download my interview notes [https://coachingforleaders.com/mp-files/wes-adams-how-to-help-people-connect-at-work.pdf/] in PDF format (free membership required). RELATED EPISODES * How to Create Meaningful Gatherings, with Priya Parker [https://coachingforleaders.com/podcast/395/] (episode 395) * The Beliefs of Inspirational Leaders, with Stephen M. R. Covey [https://coachingforleaders.com/podcast/beliefs-of-inspirational-leaders-stephen-mr-covey/] (episode 707) * The Way to Notice People Better, with Zach Mercurio [https://coachingforleaders.com/podcast/notice-people-better-zach-mercurio/] (episode 733) EXPERT PARTNER Are you a talent development or human resources leader seeking a coach for an internal client? Coaching for Leaders has partnered with some of the top coaches in the world, including a number of past podcast guests. Help us make an introduction by visiting our Expert Partners Page [http://coachingforleaders.com/partners] and telling us what you’re seeking in a coach. DISCOVER MORE Activate your free membership [https://coachingforleaders.com/free] for full access to the entire library of interviews since 2011, searchable by topic. To accelerate your learning, uncover more inside Coaching for Leaders Plus [https://coachingforleaders.com/plus].

JUDITH JOSEPH: HIGH FUNCTIONING Judith Joseph is a Columbia-trained psychiatrist and the founder of and chief investigator at Manhattan Behavioral Medicine, New York City’s premier clinical research site. She’s also a clinical assistant professor in child and adolescent psychiatry at NYU Langone Medical Center in Manhattan, and chairwoman of the Women in Medicine Board at Columbia University’s Vagelos College of Physicians and Surgeons. She is the author of High Functioning: Overcome Your Hidden Depression and Reclaim Your Joy [https://bookshop.org/a/90226/9780316577298]*. When we think about successful leaders, we often admire those who are loving towards others, can tolerate painful times, and know how to delay gratification. Those are all such important traits – and when we overindex on them, can become counter-productive. In this conversation, (Judith and I explore) when it’s no longer working and how to find the joy again. KEY POINTS * Many people who are experiencing high-functioning depression don’t realize it. * High-functioning depression is often triggered by trauma. That can be major trauma, but it can also be more common forms of trauma like divorce, workplace conflict, legal issues, and many more. * Anhedonia is one of the most common ways high-functioning depression reveals itself. It looks like not seeking out joyful activities and also not experiencing joy in activities that used to bring joy. * Masochism is the other common way high-functioning depression shows up. It manifests as a pattern of self-defeating, people-pleasing behavior. * The “superpowers” that come with high-functioning depression are viewed by others and society as strengths. However, over-indexing on being loving, tolerating pain, and delayed gratification are counter-productive over time. * Validation is a starting point for healing. Each person is unique and sometimes it’s helpful to begin with movies or other creative works that help you recognize yourself. RESOURCES MENTIONED * High Functioning: Overcome Your Hidden Depression and Reclaim Your Joy [https://bookshop.org/a/90226/9780316577298]* by Judith Joseph INTERVIEW NOTES Download my interview notes [https://coachingforleaders.com/mp-files/judith-joseph-the-path-towards-more-joy-in-your-work-and-life.pdf/] in PDF format (free membership required). RELATED EPISODES * What to Do With Your Feelings, with Lori Gottlieb [https://coachingforleaders.com/podcast/with-your-feelings-lori-gottlieb/] (episode 438) * The Mindset Leaders Need to Address Burnout, with Christina Maslach [https://coachingforleaders.com/podcast/mindset-to-address-burnout-christina-maslach/] (episode 608) * Transcend Leadership Struggles Through Your Strengths, with Lisa Cummings [https://coachingforleaders.com/podcast/transcend-leadership-struggles-through-strengths-lisa-cummings/] (episode 692) DISCOVER MORE Activate your free membership [https://coachingforleaders.com/free] for full access to the entire library of interviews since 2011, searchable by topic. To accelerate your learning, uncover more inside Coaching for Leaders Plus [https://coachingforleaders.com/plus].

ZACH MERCURIO: THE POWER OF MATTERING Zach Mercurio is an author, researcher, and speaker specializing in purposeful leadership, mattering, meaningful work, and positive organizational psychology. He teaches a course with past guest Simon Sinek on how leaders can show everyone how they matter. He is the author of The Power of Mattering: How Leaders Can Create a Culture of Significance [https://bookshop.org/a/90226/9798892790123]*. When you ask people what mattered in their careers, few cite the bonus, or the stock options, or the employee of the month award. What they do talk about are the times they were remembered, supported, thanked, and seen. In this conversation, Zach and I discuss how to do that better. KEY POINTS * When people are asked about when they mattered, they recall small moments of being remembered, helped, thanked, or seen. * The behavior of a leader accounts for half of the increased feelings of mattering and meaningfulness at work. * Rather than identifying with a person’s behavior, identify first with the person. * Look for the positive traits in a person or identify something that you love. * Music is the space between the notes. In our informal interactions, we have the choice to turn against, turn away, or turn towards. * Leaders who notice people well consistently follow three steps: observe, note, and share. RESOURCES MENTIONED * The Power of Mattering: How Leaders Can Create a Culture of Significance [https://bookshop.org/a/90226/9798892790123]* by Zach Mercurio INTERVIEW NOTES Download my interview notes [https://coachingforleaders.com/mp-files/zach-mercurio-the-way-to-notice-people-better.pdf/] in PDF format (free membership required). RELATED EPISODES * Start With Why, with Simon Sinek [https://coachingforleaders.com/podcast/223/] (episode 223) * How to Shift Behavior for Better Results, with Mitch Warner [https://coachingforleaders.com/podcast/shift-behavior-for-better-results-mitch-warner/] (episode 690) * How to Bring Out the Best in People, with Donna Hicks [https://coachingforleaders.com/podcast/bring-out-the-best-in-people-donna-hicks/] (episode 724) EXPERT PARTNER Are you noticing people communicating in such a way that feels boring or robotic to stakeholders – or perhaps just losing them in the data? David Hutchens, one of our expert partners, helps leaders and organizations develop a more human, engaging voice through the power of storytelling. To discover more about how his work may support your organization, get in touch on our expert partners page [https://coachingforleaders.com/partners/]. DISCOVER MORE Activate your free membership [https://coachingforleaders.com/free] for full access to the entire library of interviews since 2011, searchable by topic. To accelerate your learning, uncover more inside Coaching for Leaders Plus [https://coachingforleaders.com/plus].

JEFF WETZLER: ASK Jeff Wetzler is co-Founder of Transcend, a nationally recognized innovation organization, and an expert in learning and human potential. His experience spans 25+ years in business and education, as a management consultant to top corporations, a learning facilitator for leaders, and as Chief Learning Officer at Teach For America. He’s the author of Ask: Tap Into the Hidden Wisdom of People Around You for Unexpected Breakthroughs in Leadership and Life [https://bookshop.org/a/90226/9780306832697]*. We place our organizations at risk when we miss stuff. Often, the things we miss aren’t what we don’t know. Instead, they are the assumptions we don’t even question. In this conversation, Jeff and I explore the practices that work to find what’s missing. KEY POINTS Hidden feedback cues: * Repeated questions or suggestions about seemingly small details. * Increased involvement in tactical decisions. * Unexpected decreases in engagement. Benefits of curiosity: 1. When We’re Curious About People, They Like Us More 2. Curiosity begets curiosity. 3. Curiosity creates empathy. 4. Curiosity makes us more resilient. Curiosity sparks: * What might I be missing? * How else might someone interpret the situation? * How might I be impacting them? * What can I learn from this person? RESOURCES MENTIONED * Ask: Tap Into the Hidden Wisdom of People Around You for Unexpected Breakthroughs in Leadership and Life [https://bookshop.org/a/90226/9780306832697]* by Jeff Wetzler * Ask Approach [https://www.askapproach.com] * How to Recognize “Hidden Feedback” [https://hbr.org/2025/04/how-to-recognize-hidden-feedback] (Harvard Business Review) by Jeff Wetzler * The Curiosity Coach In Your Pocket [https://www.psychologytoday.com/us/blog/unexpected-breakthroughs/202408/the-curiosity-coach-in-your-pocket] (Psychology Today) by Jeff Wetzler RELATED EPISODES * How to Inspire More Curiosity, with Shannon Minifie [https://coachingforleaders.com/podcast/inspire-more-curiosity-shannon-minifie/] (episode 520) * How to Help Others Be Seen and Heard, with Scott Shigeoka [https://coachingforleaders.com/podcast/help-others-be-seen-and-heard-scott-shigeoka/] (episode 654) * Make it Easier to Discuss Hard Things, with Jeff Wetzler [https://coachingforleaders.com/podcast/easier-to-discuss-hard-things-jeff-wetzler/] (episode 679) DISCOVER MORE Activate your free membership [https://coachingforleaders.com/free] for full access to the entire library of interviews since 2011, searchable by topic. To accelerate your learning, uncover more inside Coaching for Leaders Plus [https://coachingforleaders.com/plus].