Sales Is King: Recent Episodes

Dan Sixsmith

Sales reps are facing a crossroads. The Zoom Economy has empowered buyers and forced sales reps to change the way they sell. The choice is simple: evolve and thrive or cling to the past and struggle. This podcast delivers the high impact content that sales execs need to consistently crush their numbers.

Summary

Jon Miller, pioneer, market maker, thought leader and the OG of MarTech joins Dan for over 60 minutes of engaging dialogue and new revelations.

The conversation covers the journey of Marketo, the emergence of marketing automation solutions, the challenges faced, and the eventual merger with Demandbase. It also delves into the creation of Engagio and the lessons learned from early success. The themes include Marketo's market entry, product development, category expansion, leadership impact, and the evolution of ABM solutions. The conversation covers Jon Miller's career journey, the merger of DemandBase and Engagio, the changing landscape of marketing, the impact of AI on marketing, and the definition of success. Jon shares insights on thought leadership, personal branding, and the evolving role of marketing in the modern era.

Takeaways

Marketo's success was driven by the right positioning, a good product, and strong sales and marketing execution.

Early success can lead to an overly rosy signal of product-market fit, and it's important to be cautious of early signals.

The evolution of ABM solutions and the need for a full ABM platform that covers the entire spectrum of ABM capabilities.

The impact of leadership changes on marketing performance and the importance of having the right leadership in key positions.

Lessons learned from the creation of Engagio and the challenges faced in building a new company after early success.

The eventual merger of Engagio with Demandbase and the vision of combining the strengths of both platforms to create a comprehensive ABM solution. Jon Miller's career journey and the merger of DemandBase and Engagio

The changing landscape of marketing and the impact of AI

Insights on thought leadership and personal branding

The evolving role of marketing in the modern era

Jon Miller's definition of success

Chapters

00:00 The Market Entry and Success of Marketo

03:30 Product Development and Category Expansion

07:03 The Impact of Leadership and Early Success

13:45 Lessons Learned from Engagio and Building a New Company

27:14 Navigating the Marketing Landscape: Jon Miller's Career Journey

30:49 The Impact of AI on Marketing: Changing the Game

34:30 Thought Leadership and Personal Branding in the Modern Era

41:03 Redefining Marketing: The Evolving Role and Future

53:30 Defining Success: A Moving Bar

Summary

Tom Pisello, the ROI Guy and serial entrepreneur and David Yockelson, senior fellow at Gartner and Value Selling expert join Dan on this episode. The conversation covers a wide range of topics related to B2B marketing and sales, including the challenges of subscription fatigue, the impact of AI on decision-making, the role of value engineering in sales, and the importance of post-sale value and customer success. The speakers discuss the need for an orchestrated approach to value execution, the impact of technology on customer success, and the challenges of renewing customers in the current market landscape.

Takeaways

The impact of subscription fatigue on B2B marketing and sales.

The role of AI in decision-making and its impact on buyer behavior.

The importance of an orchestrated approach to value execution in sales.

The challenges and opportunities in post-sale value and customer success.

The impact of technology on customer success and the renewal of customers.

Chapters

00:00 Introduction and Technical Setup

06:13 Challenges of Subscription Fatigue in B2B Marketing and Sales

11:13 The Impact of AI on Decision-Making and Buyer Behavior

43:34 Post-Sale Value and Customer Success

50:03 Renewing Customers and the Impact of Technology on Customer Success

Summary

Usman Sheikh, CEO and founder of XIQ, discusses the changing dynamics of B2B sales and the impact of generative AI on sales productivity. He shares his journey from architecture to software and the founding of XIQ. The conversation delves into the core solution of XIQ, its target audience, and the use of behavioral science to decode human buying behavior. The conversation explores the use of AI in sales engagement and the impact of personalized communication on email open and click-through rates. It delves into the role of AI in building and cementing relationships with prospects and clients, as well as the importance of personalization in engaging customers. The discussion also touches on the significance of family support in entrepreneurship and the key factors to consider when evaluating AI solutions for sales.

Takeaways

The changing dynamics of B2B sales and the impact of generative AI on sales productivity

Usman Sheikh's journey from architecture to software and the founding of XIQ

The core solution of XIQ and its use of behavioral science to decode human buying behavior AI can significantly enhance the personalization of email communication, leading to higher open and click-through rates.

The use of AI in sales enables the building and cementing of relationships with prospects and clients, contributing to improved engagement and trust.

Family support is crucial in entrepreneurship, providing a stable background and perspective amidst the stress and time-consuming nature of the journey.

When evaluating AI solutions for sales, B2B buyers should consider the solution's ability to meet their use case, its potential to accelerate processes, and its intuitive nature for easy adoption.

The shift in buyer dynamics and the importance of credibility in sales and marketing collaboration are key factors driving the adoption of AI solutions in the sales space.

Chapters

00:00 The Changing Dynamics of B2B Sales

07:33 From Architecture to Software: The Journey of XIQ's Founder

13:47 Decoding Human Buying Behavior: The Core of XIQ

21:14 Building and Cementing Relationships with AI in Sales

22:59 The Role of Family Support in Entrepreneurship

29:21 Key Factors in Evaluating AI Solutions for Sales

31:09 Shifting Buyer Dynamics and the Importance of Credibility

Summary

In this episode, Dan Sixsmith provides updates on recent articles and publications, introduces a new Facebook group, and discusses a HubSpot study on B2B sales in 2024. He highlights the importance of AI-related resources, self-service tools, customer referrals, customer education, and thorough preparation in B2B sales. He also shares strategies for success, including being likable, selling oneself, asking for referrals, and conducting market research. Additionally, he emphasizes the significance of face-to-face meetings, closing deals, tracking results, subscribing to prospects' content, and selling actual business results.

Takeaways

AI-related resources and automation tools are increasingly popular and essential in B2B sales.

Offering self-service tools to buyers can improve sales performance.

Customer referrals account for a significant percentage of B2B leads.

Educating customers and providing personalized content can enhance the sales process.

Thorough preparation and research are crucial for successful sales interactions.

Being likable, selling oneself, and asking for referrals are effective strategies in B2B sales.

Improving lead targeting and conducting market research can optimize sales efforts.

Meeting face-to-face with decision makers builds trust and increases chances of closing deals.

Standing behind premium pricing and focusing on actual business results are key in value selling.

Keeping emotions in check, providing options in proposals, and tracking results contribute to sales success.

Chapters

00:00 The Latest Updates and Introductions

03:22 Key Trends and Strategies in B2B Sales

07:15 Enhancing the Buyer's Journey with Self-Service Tools

09:42 Educating Customers and Personalizing Content

12:43 Strategies for Success in B2B Sales

20:36 The Value of Face-to-Face Meetings

22:50 Subscribing to Prospects' Content and Selling Actual Business Results

Summary

In this conversation, Dan Sixsmith interviews Cliff Simon, a subject matter expert on go-to-market and revenue operations. They discuss the rapid changes in the B2B industry, the role of AI, and the importance of unified data structures. Cliff emphasizes the need for individuals to stay connected with AI possibilities and advises senior and mid-level executives to play with AI tools and stimulate their imagination. They also discuss Cliff's background and how he transitioned from wanting to be a lawyer to working in sales and revenue operations. They touch on the challenges faced by sellers today and the importance of preparation, qualification, and building relationships with buyers. Cliff shares insights on how to differentiate in a crowded market and the value of in-person interactions. Finally, they discuss Cliff's work at Carabiner Group, where they help companies solve complex problems related to the customer buying journey and go-to-market processes. In this conversation, Dan Sixsmith and Cliff Simon discuss the challenges of managing tech stacks, the importance of process documentation and internal taxonomy, and the evolving landscape of B2B marketing. They also touch on personal branding and the balance between personal and professional life. Cliff shares his insights on the role of marketing in generating leads and building trust, as well as the need for pattern disruption and engaging content. They conclude by discussing the impact of mentors and the importance of continuous learning.

Takeaways

The B2B industry is experiencing rapid changes, and companies are trying to keep up with AI and unified data structures.

Individuals should stay connected with AI possibilities by playing with AI tools and stimulating their imagination.

Sellers need to focus on preparation, qualification, and building relationships with buyers to overcome challenges and hit their numbers.

In a crowded market, differentiation can be achieved through in-person interactions and providing value beyond the product or service.

Carabiner Group helps companies solve complex problems related to the customer buying journey and go-to-market processes. Managing tech stacks can be challenging, with the proliferation of new tools and the lack of integration between them. A piecemeal approach is often necessary to balance the need for streamlined processes with the reality of existing systems.

Process documentation and the establishment of an internal glossary or taxonomy are crucial for effective change management. They provide clarity and consistency in communication and help align teams around common definitions and goals.

B2B marketing is evolving, with a focus on building trust and engaging potential customers early in their buying journey. Intent data and buying signals can be valuable, but a holistic view of the customer and a deep understanding of the market are essential.

Personal branding is becoming increasingly important, as individuals can have a greater impact and reach than companies. Consistent content creation and engagement can help build trust and attract potential customers.

Mentors and role models can play a significant role in personal and professional development. Learning from others' experiences and seeking guidance can help navigate challenges and accelerate growth.

Chapters

00:00 Introduction and Rapid Changes in the B2B Industry

05:00 Cliff Simon's Background and Transition to Sales and Revenue Operations

08:52 Overcoming Challenges and Building Relationships with Buyers

13:49 Differentiating in a Crowded Market

23:13 Managing Tech Stacks and Balancing Streamlined Processes

27:40 The Evolving Landscape of B2B Marketing

33:11 Personal Branding and the Power of Content Creation

39:35 The Impact of Mentors and Continuous Learning

Summary

Jean Marie Richardson, CEO of iFolio, discusses the challenges faced by sales teams in today's digital age and the importance of appreciating their hard work. She explains how iFolio helps sales leaders tell their story and influence buyers with personalized, real-time analytics. Jean Marie shares her journey of building iFolio, including funding the company and acquiring clients. She also highlights the competition in the market and the value of enabling sales teams with effective marketing content. Jean Marie Richardson, CEO of iFOLIO, discusses the importance of engaging with customers early on and leveraging content to build relationships. She emphasizes the need for personalized and targeted outreach, focusing on customers and prospects that have already been met with. Richardson also highlights the value of personal branding for sellers and the role of thought leadership in building trust and attracting buyers. She shares her thoughts on the future of AI in sales and the importance of legacy and problem-solving in defining success.

Takeaways

Sales teams work hard and deserve appreciation for their efforts.

The digital age has made it more challenging for sales teams to break through the noise and engage buyers.

iFolio helps sales leaders tell their story and influence buyers with personalized, real-time analytics.

Building a company requires funding, perseverance, and acquiring paying customers.

iFolio competes with companies like Salesforce Marketing Cloud and Seismic, offering more flexibility and higher utilization rates.

Timing and understanding buying seasons are crucial in sales.

Enabling sales teams with effective marketing content is essential for success. Engage with customers early on and provide them with targeted content to build relationships and move them through the sales funnel more quickly.

Focus on customers and prospects that have already been met with, leveraging personal connections and follow-ups to drive sales.

Personal branding is crucial for sellers, as it builds trust and establishes thought leadership in the industry.

AI has the potential to make work easier for sellers, freeing up time for higher-value tasks and providing valuable sales intelligence.

Success is defined differently for each individual, but it often involves leaving a legacy, solving meaningful problems, and prioritizing personal relationships.

Chapters

00:00 Introduction and Appreciating Sales Teams

02:23 Challenges in the Digital Age

05:04 Enabling Sales Leaders with Personalized Content and Real-Time Analytics

10:35 The Importance of Timing and Buying Seasons in Sales

28:02 Engaging Customers and Moving Them Through the Funnel

31:09 The Importance of Content and Personal Branding

36:13 Thought Leadership and Trust in Sales

38:36 The Impact of AI in Sales

47:15 Defining Success: Legacy, Problem-Solving, and Personal Relationships

Summary

In this episode, Dan Sixsmith reviews the key learnings from three recent episodes focused on AI and its impact on business. The guests included Irshad Raiham, Vice President of Product Marketing at FICO, Ryan Staley, an AI consultant, and Dr. Lisa Palmer, an AI expert. The main takeaways include the importance of inspiring and initiating conversations in marketing, the need for B2B websites to provide B2C-like experiences, the potential of AI to revolutionize marketing and sales processes, and the importance of continuous learning and upskilling in the AI landscape.

Takeaways

Marketing needs to focus on inspiring and initiating conversations rather than just selling

B2B websites should provide B2C-like experiences to captivate buyers

AI has the potential to revolutionize marketing and sales processes

Continuous learning and upskilling are crucial in the AI landscape

Chapters

00:00 Inspiring and Initiating Conversations in Marketing

06:53 B2B Websites: Providing B2C-like Experiences

08:22 The Potential of AI in Marketing and Sales

09:48 Continuous Learning and Upskilling in the AI Landscape

Summary

In this episode, Dan Sixsmith discusses the power of thought leadership and its impact on B2B buyers. He shares insights from a study by Edelman, a social media and PR firm, highlighting the importance of thought leadership in driving demand, influencing sales and pricing, and protecting existing customers. Dan emphasizes the need for organizations and individuals to provide thought leadership that offers expertise, guidance, and a unique point of view. He also explores the challenges and opportunities in measuring the effectiveness of thought leadership and provides tips for creating high-quality content.

Takeaways

Thought leadership is content that offers expertise, guidance, and a unique point of view on a topic or in a field.

Thought leadership can spur business leaders to rethink their challenges, influence sales and pricing, and protect existing customers.

Organizations and individuals should strive to produce high-quality thought leadership that references strong research and data, helps buyers understand their business challenges, and offers concrete guidance.

Most organizations are not resourcing or measuring thought leadership effectively, presenting an opportunity for differentiation.

Thought leadership can prompt B2B buyers to question the status quo, seek alternative solutions, and identify new business opportunities or threats.

Chapters

00:00 Introduction and Overview of Thought Leadership

05:03 Thought Leadership that Spurs Business Leaders to Rethink Challenges

06:28 Thought Leadership's Impact on Sales and Pricing

07:25 Thought Leadership as a Tool to Protect Existing Customers

14:11 Prompting B2B Buyers to Question the Status Quo with Thought Leadership

Summary

In this episode of Sales is King, Dan Sixsmith interviews Irshad Raihan, the VP of Product Marketing at FICO. They discuss the state of B2B marketing and the need for marketing to disrupt itself. Irshad shares his background and how he got into marketing, emphasizing the importance of storytelling and customer engagement. They also talk about the future of digital marketing, including immersive and interactive content, account-based marketing, and the role of AI. AI can help marketers understand customer behavior by analyzing vast amounts of data. It can assist in content personalization, predictive analytics, dynamic pricing optimization, lead scoring, and churn analysis. However, AI should be seen as an enabler, not a replacement for human decision-making. Marketers should focus on using AI to make their teams more efficient and effective, allowing them to innovate and provide better customer experiences. The consumption of marketing is changing, with voice search and platforms like TikTok and podcasts gaining popularity. Marketers should adapt their content to meet customers where they are. Marketing and sales alignment is crucial, and both teams should work together to build the sales funnel and achieve common goals. CMOs should pay attention to next-generation CRM platforms and data management to drive better insights and results. Success is defined by leaving a lasting impact and making a difference in the lives of others.

Takeaways

Marketing needs to disrupt itself and focus on inspiring, informing, and initiating customers rather than just selling to them.

B2B marketing should strive to provide B2C-like experiences by personalizing the brand, having an opinion, and engaging customers in a meaningful way.

The future of digital marketing includes immersive and interactive content, account-based marketing, and the use of AI for personalization and optimization.

AI has the potential to add more value than harm in marketing, but it requires careful consideration and application. AI can help marketers understand customer behavior by analyzing vast amounts of data

AI should be seen as an enabler, not a replacement for human decision-making

Marketers should focus on using AI to make their teams more efficient and effective

The consumption of marketing is changing, with voice search and platforms like TikTok and podcasts gaining popularity

Marketing and sales alignment is crucial for building the sales funnel and achieving common goals

CMOs should pay attention to next-generation CRM platforms and data management

Success is defined by leaving a lasting impact and making a difference in the lives of others

Chapters

00:00 Introduction and Background

08:42 Current Role and FICO's Focus

24:29 The Role of AI in Marketing

32:21 The Role of AI in Reducing Toil

43:10 Achieving Marketing and Sales Alignment

49:10 Defining Success Beyond Personal Achievements

Summary:

Ryan Staley, CEO of an AI transformation company, shares his journey in sales and how he got interested in the field. He started as a busboy and then got into sales jobs, eventually becoming a top performer in door-to-door advertising. He transitioned into management and strategy roles, leading teams and turning around underperforming offices. Ryan also discusses his involvement in communities like Pavilion and Revgenius, as well as his podcast, The Scale Up Show. He plans to rebrand the podcast to focus more on AI. The biggest challenges companies face in AI include feeling overwhelmed, not knowing where to start, and navigating the vast number of apps and technologies available. The conversation focuses on the challenges and opportunities of integrating AI into businesses and the impact on sales. Ryan Staley emphasizes the importance of skill transformation and leveraging AI to enhance specific tasks rather than replacing human workers. He compares the potential of AI to the industrial revolution and the introduction of the assembly line. Staley highlights the need for individuals to embrace AI and develop their skills to stay relevant in the changing landscape. He also discusses the current state of B2B sales and the importance of personalization and emotional connection in sales strategies.

Takeaways

Ryan Staley started his sales journey as a busboy and transitioned into door-to-door advertising, where he became a top performer.

He later moved into management and strategy roles, leading teams and turning around underperforming offices.

Ryan is involved in communities like Pavilion and Revgenius, and he hosts The Scale Up Show podcast.

He plans to rebrand the podcast to focus more on AI and help companies navigate the challenges of AI implementation, such as feeling overwhelmed and not knowing where to start. Integrating AI into businesses requires skill transformation and leveraging AI to enhance specific tasks rather than replacing human workers.

Individuals need to embrace AI and develop their skills to stay relevant in the changing landscape.

The current state of B2B sales requires personalization and emotional connection to differentiate from competitors.

Success in the AI era involves balancing personal and professional goals and finding fulfillment in both areas.

Chapters

00:00 Ryan Staley's Sales Journey

08:45 Leading Teams and Turning Around Underperforming Offices

30:23 Getting Started with AI

37:52 Challenges in B2B Sales

44:44 Defining Success in the AI Era

Summary

Dr. Lisa Palmer, an expert in AI, discusses her career journey and the importance of embracing AI in sales. She emphasizes the need for continuous learning and upskilling to stay ahead in the rapidly evolving AI landscape. Dr. Palmer also highlights the role of AI in sales acceleration and the potential for AI to revolutionize the sales process. She shares insights on training sales teams to leverage AI effectively and the importance of creating a culture of continuous learning. Dr. Palmer's upcoming book on generative AI aims to demystify AI and provide actionable strategies for organizations.

Takeaways

Continuous learning and upskilling are essential to stay ahead in the rapidly evolving AI landscape.

AI has the potential to revolutionize the sales process and accelerate sales.

Creating a culture of continuous learning and curiosity is crucial for sales teams to leverage AI effectively.

Dr. Palmer's upcoming book on generative AI aims to demystify AI and provide actionable strategies for organizations.

Chapters

00:00 Introduction and Career Journey

04:17 The Next Big Thing: AI in Sales

06:55 Being Credible and Meeting Buyers Where They Are

15:37 Investing in AI: Creating Winners and Losers

23:21 The Risk of Waiting: Embracing AI for Business Success

26:02 Demystifying AI: Visual Communication and Actionable Strategies

Summary

B2B buyers doors are essentially closed to emailing, so what is the former #1 SDR at Zoominfo doing to crack the code?

In this episode, Dan Sixsmith interviews Justin Chi, the founder and CEO of Cold Email Hackers, about prospecting and SDRs. Justin shares his journey into sales and how he leveraged email to book meetings and grow his business. They discuss the importance of email deliverability and how to personalize messages at scale. Justin also shares his thoughts on AI in sales and the benefits of outsourcing the SDR function to an agency. The episode concludes with a discussion on the importance of putting in the work and constantly adapting to the changing landscape of sales.

Takeaways

Email can be a powerful tool for prospecting and booking meetings.

Email deliverability is becoming more challenging, and it's important to use alternate domains to improve deliverability rates.

Personalization is key in email outreach, but it's important to strike a balance between personalization and scalability.

AI in sales is still evolving and requires a human component to create relevant and effective messaging.

Outsourcing the SDR function to an agency can provide consistency and expertise, especially for startups with limited resources.

To improve outbound campaigns, talk to happy customers, understand their pain points, and reverse engineer successful messaging.

Constantly adapt and stay up-to-date with the changing landscape of sales to remain successful.

Chapters

00:00 Leveraging Email for Prospecting and Booking Meetings

08:50 Personalization at Scale: Striking the Right Balance

14:39 Reverse Engineering Successful Messaging

Summary

In this light hearted episode of Sales Is King, Dan Sixsmith introduces a new segment called the Top 10 list, where he reviews a list of the top 10 sales mistakes that reps make. He discusses each mistake and shares his thoughts on them. The mistakes include not listening and talking too much, offering too much for nothing, not focusing on the solution, focusing on price instead of value, making promises you can't keep, not being ready to overcome objections, arguing with potential customers, not doing your homework, and not getting access to decision makers.

Summary

In this episode, Dan Sixsmith discusses the importance of differentiation in sales and provides a step-by-step approach to successfully differentiate from the competition. He emphasizes the need to sell yourself first and foremost, understand the prospect's issues, actively listen and empathize, create dis-ease with the status quo, add value through education, talk about your differentiating value, establish yourself as vital to the process, and differentiate through follow-up. The key takeaway is that differentiation is crucial in sales and can be achieved by focusing on the prospect, adding value, and establishing yourself as a trusted advisor.

Takeaways

Differentiation is crucial in sales to stand out from the competition.

Sell yourself first and foremost, as the prospect is buying you.

Actively listen and empathize with the prospect's issues.

Create dis-ease with the status quo to highlight the need for change.

Add value through education and insights.

Talk about your differentiating value openly.

Establish yourself as vital to the process of solving the prospect's problem.

Differentiate through personalized and value-focused follow-up.

Chapters

00:00 Introduction and the Importance of Differentiation

03:49 Establishing Yourself as Vital to the Process

Summary

Chris Orlob, a B2B sales influencer, shares his journey into sales and his experiences at Gong. He discusses the importance of updating sales skills to meet changing market conditions and the need for business acumen in sales. He emphasizes the significance of effective discovery as the hub of all sales skills and highlights the importance of going beyond surface-level questions to understand the need behind the need. Chris also introduces P Club, an online education platform for technology sales, and the value it provides in offering specific and targeted sales training. In this conversation, Chris Orlob discusses the importance of advanced, deeper level discovery in sales. He emphasizes the need to understand if there is a problem to solve and if the prospect truly cares about it. He advises against trying to convince buyers that they have a problem and instead focuses on offering insights and helping them crystallize their thoughts. Chris also shares his thoughts on coaching, the value of face-to-face meetings, and the role of AI in sales.

Takeaways

Sales skills need to be updated to meet changing market conditions.

Business acumen is crucial for effective sales conversations.

Discovery is the most important sales skill, as it forms the hub of all other sales skills.

Effective discovery goes beyond surface-level questions to understand the need behind the need.

P Club offers targeted sales training for technology sales professionals. Advanced, deeper level discovery is crucial in sales to understand if there is a problem to solve and if the prospect truly cares about it.

Instead of trying to convince buyers that they have a problem, offer insights and help them crystallize their thoughts.

Coaching is essential for skill development, and salespeople should take ownership of their own improvement.

Face-to-face meetings can still be valuable in building relationships and making a lasting impression.

AI is likely to replace inbound SDR roles but will augment outbound SDR and account executive roles.

Success is defined as the progressive realization of a worthy goal.

Chapters

00:00 Introduction and Background

03:00 Early Interest in Sales

04:26 First Official Sales Job

07:08 Joining Gong

10:43 Crowning Achievement at Gong

13:31 Transition to P Club

15:18 P Club's Online Education Platform

19:25 The Need for Business Acumen in Sales

22:03 The Importance of Effective Discovery

23:26 P Club: Targeted Sales Training

25:53 Offering Insights and Helping Buyers Crystallize Their Thoughts

27:43 Making Discovery Calls Valuable for Customers

35:10 The Importance of Face-to-Face Meetings

37:24 The Role of AI in Sales

43:39 Defining Success

Summary: In this episode, Dan Sixsmith interviews Bryon Coro, the SVP of Global Sales at Pendo, about his journey in sales and the changes he has seen in the industry. They discuss the importance of value selling, the convergence of PE and VC business approaches, and the need to tie products to key initiatives within an organization. They also talk about building pipeline, the role of marketing, and the importance of personal branding for sellers. Finally, they touch on the current state of the sales talent market. The conversation covers topics such as talent acquisition and management, the role of AI in sales, and personal success.

Coro emphasizes the importance of protecting and developing existing talent while also seeking out highly skilled players from the job market. He discusses the use of AI in sales and highlights the need for data availability and personalization. He also shares his personal experiences and mentors who have influenced his career. Success is defined as passionately pursuing and achieving one's own defined goals.

Takeaways

Value selling is back and companies are focusing on profitability and business impact
Sales reps need to tie their products to key initiatives within an organization to have a successful deal
Building pipeline requires a combination of inbound and outbound strategies
Personal branding is important for sellers to establish credibility and trust with their audience
The sales talent market is competitive, with a focus on protecting and retaining top talent Protect and develop existing talent while also seeking out highly skilled players from the job market.
AI can be a powerful tool in sales, but data availability and personalization are key challenges.
Personal success is defined as passionately pursuing and achieving one's own defined goals.
Mentors and personal experiences play a significant role in career development.
The Competitive Sales Talent Market
The Importance of Personal Branding for Sellers Defining Personal Success
The Role of AI in Sales and the Challenges
"Value selling is a hundred percent back."
"If you can't tie to a key initiative within an organization, you do not have a deal."
"Shifting the mindset of sellers to be responsible for their own pipeline."
"How do we make sure they don't go get an NIL deal at Colorado for a million five more next year?"
"How can I bring them in, inject them into my culture and get a boost in productivity, a boost and obviously growth rate."
"You need to treat your team like you manage the Yankees."

Sound Bites:

Chapters

00:00 Introduction and Background

02:59 The Resurgence of Value Selling

06:13 Tying Products to Key Initiatives

11:05 Building Pipeline: Inbound and Outbound Strategies

16:23 The Importance of Personal Branding

26:58 Talent Acquisition and Management

32:41 The Role of AI in Sales and the Challenges

35:01 Defining Personal Success

36:31 The Influence of Mentors and Personal Experiences

Summary:

In this conversation, Dan Sixsmith and Doug May discuss value selling and its importance in today's business landscape. They explore Doug's career journey and his new role at Harness. The conversation covers the definition of value selling and the concept of slowing down to speed up. They also discuss the reasons for the increased interest in value selling and the impact it can have on sales success. Overall, the conversation highlights the value of value selling in driving business growth and differentiation. In this conversation, Doug May and Dan Sixsmith discuss the power of belief in value selling and the impact it can have on sales outcomes. They also explore the challenges of scaling value programs and the importance of data and analytics in demonstrating the value of a product or service. They emphasize the need to embed value selling in the sales process and the role of automation in making it easier for sales reps to incorporate value into their pitches. They also discuss the importance of gaining executive buy-in for value programs and the evolution of value teams.

Takeaways

Value selling focuses on the customer's business problems and quantifies the value that can be gained from a solution.
Slowing down to speed up is a key aspect of value selling, as it involves doing the necessary work to justify the financial investment and gain buy-in from decision-makers.
The increased interest in value selling is driven by economic forces, changes in buyer behavior, and the need to differentiate in a crowded market.
Value selling can have a significant impact on sales success, including higher win rates, accelerated sales cycles, and the transformation of buyers into champions. Belief in the value of a product or service is crucial for sales success.
Value selling can have a significant impact on sales outcomes, including win rate, sales cycle time, and average order size.
Scaling value programs requires embedding value selling in the sales process and leveraging automation.
Data and analytics are essential for demonstrating the impact of value programs and gaining executive buy-in.
A value office charter can help ensure that value teams are strategic value orchestrators rather than just business case factories.
Segmentation of roles and responsibilities between value consultants and sales reps is important for scaling value programs.

Sound Bites

Chapters

00:00Introduction and Background

01:31 Doug May's Career Journey

05:18 Introduction to Harness and Doug's NewRole

06:15 Webinar Flow and Poll

08:13 Definition of Value Selling

10:08 Slowing Down to Speed Up

12:36 Reasons for Increased Interest in Value Selling

22:08 Impact of Value Selling

28:22 The Power of Belief in Value Selling

30:44 The Impact of Value Selling

32:40 Scaling Value Selling Across the Sales Ecosystem

33:35 Challenges in Scaling Value Programs

34:36 Importance of Data and Analytics in Value Programs

38:16 Embedding Value Selling in the Sales Process

41:38 The Role of Automation in Value Selling

43:05 Gaining Executive Buy-In for Value Programs

45:30 The Evolution of Value Teams

47:25 The Importance of a Value Office Charter

51:06 Segmentation of Roles and Responsibilities in Value Programs

B2B marketing is under fire(again). IBM alum, Ted Talk(er), and CMO, Michelle Killebrew is back on SIK!

00:00:30 (Michelle'a Career Summary) Guest discusses her roles at CA Technologies, Broadcom, PwC, and NTT Limited, detailing her experiences and challenges.

00:05:13 (Evolution of CMO Role) Discussion about the evolving role of the CMO in the post-pandemic world, emphasizing the need for AI knowledge and performance measurement.

00:11:26 (Focus on Customer Success) Focus on the importance of customer success, the shift in demand from new logos to current customer base, and the role of customer success in revenue growth

00:16:51 (Breaking Through B2B Marketing Noise) Addressing the challenges of breaking through the clutter in B2B marketing, the demand for personalized experiences, and the need for authenticity.

00:22:06 (Future of Remote Work) Discussion on the future of remote work, emphasizing the need for intentional gatherings and the importance of personal relationships in remote working environments. Discussion about the challenges and changes in the role of the Chief Marketing Officer in the tech and marketing industry.

Challenges of B2B marketing (00:26:43) Exploration of the declining quota attainment and the impact of market consolidation on sales cycles in the B2B sales arena.

Impact of the pandemic on marketing strategies (00:29:10) Analysis of the macroeconomic conditions and the changing dynamics of buying behavior in the B2B market due to the pandemic.

The future of remote work (00:30:23) Discussion on the impact of remote work on sales and marketing teams, and the challenges of rebuilding institutional knowledge and relationships.

The evolving relationship between sales and marketing (00:31:53) Insights into the changing dynamics of sales and marketing operations, resource allocation, and the increasing complexity of the buying committee.

The role of AI in marketing (00:35:37) Exploration of the potential of AI in marketing, including its impact on team collaboration, optimization, and its role in operationalizing revenue flow.

The CMO's position in the C-suite (00:39:47) Analysis of the position of the Chief Marketing Officer in the C-suite and the challenges in contextualizing marketing impact in business language.

Marketing accountability and business outcomes (00:44:32) Discussion on the accountability of marketing for profitable growth and the challenges in predicting ROI accurately.

Sales Influencer/Rock Star/ Trainer/ Needle Mover Keenan is back on SIK for a return visit and an 'everything is on the table' NO BS convo on the sorry state of B2B selling.

Chapters

The state of B2B selling today [00:00:35]
Discussion on the challenges in B2B sales, including the impact of sales enablement tools and the alienation of buyers.

Lack of effective sales training and methodology [00:02:23]
Exploring the decline in sales skills and the disconnect between sales training and actual sales performance.

Challenges in coaching and opportunity management [00:07:23]
Highlighting the need for coaching at the opportunity layer and the importance of evaluating sales skills in live opportunities.

Disconnect between sales enablement and sales teams [00:13:26]
Addressing the disconnect between sales enablement and sales teams, and the lack of understanding of key sales metrics.

Diagnosing sales problems [00:17:58]
Emphasizing the importance of diagnosing root causes of sales issues and the need for effective problem-solving in sales organizations.

Jennifer's Problem [00:20:34]
Jennifer's challenge in selling to the business side and the importance of diagnosing sales problems effectively.

The Disconnect in Sales Enablement [00:21:33]
The lack of teaching salespeople to diagnose problems and the disconnect between sales enablement and sales teams.

Challenges in Adopting New Sales Techniques [00:22:32]
The difficulty in getting technical sellers to adopt new sales techniques and the importance of asking insightful questions.

The Buyer's Perspective [00:23:40]
The significance of proper discovery and diagnosis before talking about the product, understanding the buyer's perspective, and educating salespeople on the buyer's environment.

Understanding the Buyer's Needs [00:25:03]
A discussion about the challenges faced by sports organizations in uniform selection and the need for salespeople to understand the buyer's perspective.

Marketing Challenges in B2B [00:32:54]
The disconnect between marketing and sales, lack of understanding of buyer challenges, and the need for creativity in B2B marketing.

Keenan's Journey [00:36:28]
Keenan's journey from sales to consulting, the transition to training, and the goal of changing the way the world sells.

Leveraging AI [00:40:56]
Discussion on leveraging AI in business and the challenges faced.

Salesforce Integration [00:41:29]
Explanation of a software application for sales reps and the benefits it offers.

AI for Sales [00:42:51]
Challenges and limitations of using AI for sales, including difficulties in interpreting data.

Quality of AI Output [00:46:14]
Discussion on the downside of using AI, including the decline in the quality of output.

Parting Words [00:47:35]
Expressing gratitude and admiration for the guest, Keenan, and his work in sales.

In this episode of the Sales King podcast, host Dan and guest expert Rocky LaGrone explore the challenges in sales hiring and the evolution of the field. They delve into a case where cost-cutting led to a significant business loss, highlighting the importance of overcoming objections and taking control of the sales process. Rocky emphasizes consultative selling, the value of coaching, and embracing failure as part of growth. The discussion also covers the informed buyer's market, the necessity of preparation, and the role of personal development in sales success. Rocky concludes by offering a white paper on sales hiring trends and invites listeners to connect for more insights.Timestamps:

Rocky's Background (00:01:16) Rocky discusses his accidental entry into sales and his experience in sales development and management.

Evolution of Sales Hiring (00:04:39) Rocky talks about the challenges in sales hiring, the current job market, and the difficulties in attracting and qualifying candidates.

Attracting Top Talent (00:07:08) Rocky emphasizes the importance of writing attractive job ads and targeting the right candidates to ensure a better quality pool.

Qualities of Successful Salespeople (00:11:04) Rocky discusses essential qualities, such as grit and adaptability, for successful salespeople, and the importance of effective onboarding plans.

Challenges in Hiring and Training (00:17:31) Rocky explains the challenges in hiring and training salespeople, emphasizing the lack of proper training and the presence of unqualified individuals in the sales profession.

Impact of AI on Sales Hiring (00:19:44) Rocky discusses the impact of AI on sales hiring, emphasizing the need for interviewers to be more astute in evaluating candidates' qualifications and experiences.

The supply chain challenges (00:23:26) Struggles with sales due to supply chain issues and price-based objections.

Overcoming sales objections (00:24:47) Discussing the need to push through failure and finding ways to make a difference in sales.

Taking control of the sales situation (00:25:29) Empowering salespeople to lead buyers and pivot in the face of objections.

Advice for new salespeople (00:26:21) Emphasizing the importance of consultative selling skills and continuous learning.

Dealing with failure and coaching new salespeople (00:28:18) Encouraging failure, finding mentors, and addressing the challenges of the new generation in sales.

Personal development and reaching out to the guest (00:31:05) Encouraging self-driven personal development and providing contact information for the guest.

Guest's white paper on sales hiring trends (00:32:14) Announcement of a white paper on sales hiring trends for 2024 and future predictions

Can't believe this is the 150th episode of the Sales King podcast! Time flies when you're having fun talking about sales and B2B topics. Here's to many more episodes and fresh perspectives coming your way in 2024. 🎉 #SalesKing150

Timestamp:

The importance of leveraging AI (00:03:53)

AI is reshaping the sales landscape and sellers must leverage it to stay ahead and succeed in 2024.

Next-gen virtual selling (00:06:20)

Exploring tools and skills to take virtual selling to the next level, including advanced whiteboarding and engaging the audience effectively.

Value-based selling taking center stage (00:07:29)

The significance of value-based selling, personalized and quantified, to connect with C-suite executives and achieve business outcomes.

The importance of personalizing the sales experience (00:14:00)

Discusses the need to leverage data, analytics, AI, and machine learning to gain deeper insights into customer preferences and behaviors for personalized sales strategies.

Enhancing content quality in sales (00:15:37)

Emphasizes the need for high-quality content that engages buyers, both before and after sales meetings, using video game-like interfaces and interactive content.

The integration of 5G and the Internet of Things in sales (00:18:53)

Explores the potential impact of 5G networks and IoT devices on faster data transmission, quicker decision-making, and creating a self-guided buying experience for B2B buyers.

Key Points covered by Dan is this new episode:

Potential opportunities for sales professionals in 2024
Embracing new technologies, such as AI, in sales strategies
Winners and losers in the AI landscape
Selling in tough times
Gaining and maintaining buyers' attention
Importance of personalized content and value selling
Power of storytelling in engaging buyers
Starting with the "why" in content
Speed and capturing attention quickly
Leveraging data and AI for customer insights and tailored content

In this podcast episode, Dan Sixsmith hosts Dr. Stephen Timme, author of "Insight-Led Selling" and CEO of Finlistics. They discuss the challenges of B2B sales, including economic uncertainty, lack of understanding of buyers' businesses, and resistance to change. Dr. Timme emphasizes the importance of aligning solutions with buyers' goals, providing new information, and fostering a unified team effort. He also highlights the need for clear objectives and metrics in sales enablement programs. The conversation covers the shift from traditional selling to a more strategic approach, the value of Dr. Timme's book, and the role of his company in helping businesses navigate omnichannel solutions.

-

The state of B2B sales (00:01:20)

Discussion on the challenges and struggles in B2B sales, including the impact of economic uncertainty and the need for sellers to better understand the goals and strategies of their customers.

Buyers preferring a rep-free experience (00:06:09)

Exploration of why many buyers prefer not to engage with sales reps and the importance of sellers providing new and valuable insights that buyers don't already know.

Ingredients for successful sales initiatives (00:10:54)

Insight into the key factors that contribute to successful sales initiatives, including executive support, defining measurable goals, and creating a collaborative team effort.

Marketing and Sales Alignment (00:11:52)

The importance of aligning marketing and sales in the go-to-market strategy, using marketing materials as examples.

The Role of Research and Discovery in Sales (00:13:37)

The significance of conducting research and validation before engaging with prospects, to establish credibility and provide strategic advice.

Moving from Vendor to Strategic Partner (00:19:44)

The evolution of a salesperson from being a vendor to becoming a trusted advisor and strategic partner, with a seat at the table in decision-making processes.

Falling in love with your customer (00:22:36)

Understanding the importance of building strong relationships with customers and aligning solutions with their needs.

Selling to the c-suite (00:25:24)

Discussing strategies for engaging senior executives and understanding their goals and strategies.

Creating urgency in the sales process (00:30:26)

Exploring the importance of tying benefits and solutions to challenges and driving urgency to move deals forward.

The Omnichannel Solution (00:33:22)

The speaker discusses how they came up with a solution for omnichannel and the need to communicate with various departments like store ops and marketing.

Financial Benefits and Confidence (00:34:11)

The speaker talks about the importance of showing potential financial benefits early on and the need for confidence when talking to executives.

Insight-Led Selling Platform (00:35:11)

The speaker introduces the platform, which provides insights into finance performance and helps with account planning and QBRs.

Career expert Sonja Price joins Dan for a conversation on the state of the job market in a crazy economy. Is it a Buyer's or Seller's market, are we all going back to the office, how can you exponentially increase your income are just a few of the questions we ask. You'll love this interview.

The job market today (00:01:26) Discussion on the current state of the job market, whether it's a buyer's or seller's market, and the impact of the pandemic on hiring.

Remote work and its impact on the job market (00:04:26) Exploration of how remote work has affected the job market, including companies transitioning back to the office and the preferences of employees.

Hot positions and the importance of AI skills (00:07:57) Focus on the demand for developer positions and the increasing importance of AI skills in various functional roles.

Job Hopping and Career Advancement (00:11:09) Sonja discusses the importance of switching jobs every few years for career growth and market rate pay.

Explaining Employment Gaps (00:14:08) Sonja advises job seekers to address gaps in their work history on their resume and provide explanations for gaps longer than one year.

Optimizing Resumes and LinkedIn Profiles (00:16:24) Sonja provides tips on formatting resumes and LinkedIn profiles to make them easily readable for both ATS systems and human readers. She emphasizes the importance of tailoring messaging to specific job roles.

The problem-solving approach (00:21:13) Sonja explains the importance of understanding the problems the employer is trying to solve and showcasing oneself as a problem solver during an interview.

Asking clarifying questions (00:22:20) Sonja advises asking clarifying questions throughout the interview process, similar to how a consultant would, to understand the job requirements and customize responses accordingly.

Customizing language and showcasing results (00:23:18) Sonja discusses the importance of customizing language and highlighting past work success stories that align with the employer's problem, connecting the dots for them and demonstrating how one can be a top candidate.

The timestamp's title (00:30:40) Career advancement services offered by Dynamo Careers. Sonja explains how she helps professionals gain clarity on their career goals and offers services like resume building, job search assistance, networking, and salary negotiation.

The timestamp's title (00:31:48) Duration and outcomes of working with Dynamo Careers. Sonja discusses the typical engagement length, which can vary but is usually six months or less. She also mentions success stories of clients finding jobs within one month or achieving significant income increases.

The timestamp's title (00:35:01) How to connect with Sonja and Dynamo Careers. Sonja provides information on how to reach out to her through her website, where she offers a free career assessment. She also mentions her LinkedIn profile as another way to connect and mentions the availability of testimonials from satisfied clients.

Dan was recently interviewed on the Value Coffee Talk Podcast. Here are some of the highlight:

The importance of automating value in B2B organizations (00:00:11) Discussion on the significance of automating value in B2B organizations and the need for value automation platforms.

Challenges of implementing value programs and best practices for value automation platforms (00:02:37) Exploration of the challenges faced in implementing value programs and the best practices for designing and rolling out value automation platforms.

Key factors for successful value automation platform implementation (00:08:10) Discussion on the key factors that contribute to the success of value automation platform implementation, including simplicity, senior management buy-in, integration with existing workflows, user experience, full cycle value, and buyer enablement training.

The impact of value automation platforms (00:13:28) Discusses the dramatic results seen when companies use value automation platforms and the ability to measure average selling price and cycle time.

The evolution of value programs (00:14:38) Highlights the significant impacts of value automation platforms, such as win rates, deal acceleration, and growing deal size, as well as the shift from a program created by a team to a movement.

Different approaches to post-sale value (00:16:06) Explores the different messaging and methodologies used by organizations to tackle post-sale value, including measuring success through KPIs or comparing the value delivered to the original business case

In this podcast episode, Dan Sixsmith introduces Season 2 of his podcast, Sales King. He discusses the focus of this season on topics relevant to sellers, leaders, and entrepreneurs. Dan emphasizes the importance of staying updated on current events in sales and understanding buyer needs. He also mentions the inclusion of B2C topics and interviews with industry leaders. Dan encourages listeners to share the podcast and leave reviews. The main topic of the episode is the impact of generative AI on sales. Dan explains the different stages of AI integration and highlights its benefits in automating tasks, assisting decision-making, and crafting personalized value messaging. He also discusses the concept of "mentalism" and how AI can enhance salespeople's understanding of buyer behavior. Lastly, Dan discusses the challenges faced by sales professionals and how AI can help address them. He concludes by emphasizing the importance of maintaining momentum and confidence in sales.

Timestamps:

[00:03:28]*Topic: Introduction to Season 2 and the importance of keeping up with current events in sales.

[00:04:49]*Topic: The impact of AI in sales and how it can be leveraged to improve sales performance.

[00:09:32]*Topic: The different stages of AI integration in sales, from simple automation to autonomous selling.

[00:15:12]*Topic: AI in Sales Discusses the use of AI in sales, including data scraping, solution design, and deal closing.

[00:16:49]*Topic: Mentalism in Sales Explains the concept of mentalism in sales, which involves inferring unspoken beliefs and intentions to predict and influence buyer behavior.

[00:18:16]* Topic: Leveraging AI in Sales Highlights the benefits of leveraging AI in sales, such as active listening, perspective taking, empathizing, and cognitive decoding.

In Part 1 of this podcast episode, Dan Sixsmith discusses a new research study by Mediafly that explores the key drivers of success for high-performing revenue teams. The study reveals that most organizations invest heavily in their sales tech stack and plan to reinvest headcount savings into innovative sales technology. It highlights the importance of data, engaging content, and personalized buyer experiences for success. Sixsmith also discusses the emergence of digital sales rooms in B2B marketing, which allow for collaborative value creation and efficient content performance tracking. He emphasizes the need for data congruence, pipeline management, and the use of conversational intelligence tools for sales rep training

U2 Rocked The Sphere in Vegas last night with an unbelievable concert experience. What can we learn from this as B2B Sellers:

✔️The Experience Economy is in full swing

✔️Customer Centricity Rules

✔️Embrace and Early Adopt Latest Technology

✔️Storytelling Works

✔️Foster Emotional Connections(Be Unforgettable)

✔️Think Beyond The Deal

✔️Immersion Is King

Dan Sixsmith outlines 13 steps to closing more deals and winning over senior executives. With senior executives participating in the buying process twice as much than before the pandemic, sellers need a C-Suite playbook to be able to impress and convince these executives that their solution is the best choice.

Don't forget to subscribe to our podcast for more valuable insights and expert interviews. If you enjoyed this episode, please leave a review and share it with your colleagues in the B2B sales world. Until next time, happy selling!

Dan Sixsmith discusses the importance of understanding what CEOs care about in order to effectively engage with them. He emphasizes the need to focus on driving top-line growth, technology-related issues, the workforce, corporate financial products and services, customer satisfaction, environmental stability, cost, and sales. Dan highlights that environmental concerns, the workforce, and customer satisfaction are particularly significant to CEOs. He also emphasizes the importance of providing value to CEOs rather than simply delivering a sales pitch. In upcoming episodes, Dan promises insightful interviews with authors on value selling and financial selling. Understanding what CEOs care about and providing valuable insights and solutions is key to successful engagement.

A walkthrough of my visits to 3 car dealerships and a brutally honest account of the sales experience. Who did well? Who blew it? Who really cared? A lesson for us all!

We are back 🎧 and coming at you hard with what you need to do on your first call with a prospect to set yourself up for the WIN. It's Discovery Reimagined for the Zoom Economy. Listen up. Listen NOW!

A New Year means goals and resolutions and Dan is back in the studio to outline a 5 point plan for closing deals faster than ever before. If your Buyer is 70-80% of the way through the cycle when they contact you, they just handed you the ball on the 20 yard line. You need to call the right plays to take it the rest of the way for the score. With all of that work already completed, and if you deploy the right approach, your time to close should be going down, resulting in hitting your numbers faster and making more money. Here are the steps: 1. Understand 2. Simplify 3. Differentiate/Position 4.Build Trust 5. Closing Mindset Hey 2022, look out!

If you thought 2021 was a challenge, grab your seatbelt and crash helmet for the #B2B Selling in 2022. The Zoom Economy has hit the accelerator on the pace of change and buyer requirements. In this last episode of 2021, Dan outlines the key components for success in the coming year. Sneak preview: #Adaptability, #ValueSelling, #HybridMeetings #Differentiation, #Content, #PersonalBrand. Finish out strong in 2021 and propel yourself into a fast start in the new year with Sales Is King!

Buyers are buying into Stories, Momentum and People more than anything else.

In this episode, we analyze what these 3 ingredients of sales success can mean for you in a rapidly evolving and shifting business landscape.

Also, the power of "compound interest" and consistency in sales. Be there or Be Square.

It is not the strongest that survive, but rather those who ADAPT. Being able to PIVOT successfully over and over is one of the most important traits of Elite Sellers. We go deep on the art of pivoting, whether in our careers, industries, company, or even on a sales call. Adjusting and changing course is now the norm. If you hate change and love stability, you may be in for a rough go of it. Learn what is meant by adaptability and how to effectively pivot especially in the game of Sales and Business. How do you get better at it, to the point of expecting it and thriving in the chaos, where problem solvers reign supreme. Hit "Play" now :)

According to new research from Chorus AI, senior executives are 86% more involved in B2B sales conversations. This is a massive shift and great news for sellers. But how do we engage with these execs to effectively move the buying process forward vs. going down in flames. It is up or out after a CXO conversation and on this episode we walk through the 12 Steps for Winning Over these key stakeholders!

It is a Buyer's market in the B2B Selling world. The expectations of Buyers continue to evolve and place demands on Sellers today. A recent study details what Buyers are looking for coming out of the pandemic and at the top of the list is "Sales Experience". But what does that mean exactly and how do we in Sales leverage this to our advantage. Tune in to Win!

Are you a "Mega Dealer?" Mega Dealers are enterprise reps that find and close at least one massive deal in their careers--much larger than typical for their company, solution set, and industry. What does it take to elevate your game to Mega Dealer status? Tune in for the 6 essential skills you need to acquire and develop to make this happen.

The growing level of competition out on the 'field' of Sales today requires making sure every box is checked and then some. Intangibles are those categories that can put one company over the top and send another one to a crushing defeat. Reps today need to win the intangibles game to succeed. One such intangible is Credibility. On this new episode, you will learn all of the components of credibility as it relates to your sales game and how to leverage these elements to win more business; build a stellar reputation and a growing list of connections that you have helped. These connections can be leveraged in the future as you create a 'book of business' throughout your career.

Elite Sellers do many things correctly to keep ringing the cash register. But it may boil down to the basics. Do they just want it more than the mediocre reps? How about you? Do you want success more than your competition? Do you want it more than the rest of the reps in your company, on your team? Fortune favors the BOLD. Are you bold? Do you ask for the order? Or are you worried about offending the buyer, your new friend? Hogwash! C'mon! Listen in for a bucket of cold water to wake you up to new methods of success!

New research from Challenger shows the reps took a step back last year in meeting the needs of Buyers and their process. Dan covers the key areas in which we slipped, the potential reasons why this occurred and what needs to be done to rectify this and improve as 2021 take shape.

The 5 key areas:

1) Sellers Ability To Demonstrate Unique Insights (-53%)

2) Seller Helps Me Come To A Decision (-34%)

3) Sellers understands and addresses the diverse needs of stakeholders(-41%)

4) Sellers help champion build support across the organization(-49%)

5) Seller is easy to do business with(-30%)

With so many professionals on the hunt for new positions as a result of the pandemic, it's time to dissect the Job Interview and how to ace it. After working so hard to get on your target companies' radar, it's game time! Time to shine. But many struggle to connect. They play defense instead of taking charge of the meeting. The reality is that a job interview is nothing more than a Sales Call. In this episode, Dan walks through the critical steps required to ace the job interview by leveraging the skills of modern selling covered on the Sales Is King Podcast.

The cost of prospects delaying their purchases is taking a toll on B2B sellers. Getting buyers to make a commitment now versus later is one of the top challenges sellers face in 2021. According to a recent Objective Management Group study, only 12% of sellers are proficient at making the case for urgency. Why is that? Because it is not easy and requires an expertise to make this happen consistently. It requires navigation techniques, a closing mindset and organization skills that we will cover in this episode, the first of 2021!

On the 2020 Sales Is King Finale, Dan dives deep into the playbook for improving your CLOSE RATE in 2021. The mental aspects of closing are critical, but so are the tactical steps required for success. Lastly, Dan covers the Top reasons why sellers don't close deals and what you do about it.

To Your Success!

With 2020 ticking down, it is time to look forward to 2021 and year most people have been wishing for since March. Well, with that said, our sales game needs to shift into high gear to make 2021 your best ever.

Dan covers 5 areas of focus:

1) Pre Call Research - we often talk about the power of doing the homework prior to a call. But are we doing the right research and enough of it? What major initiative is the company undertaking? Cloud? Digital Transformation? AI? How are they going to grow next year? What has COVID done to their business and what do they need to do to succeed in 2021? Has their customer base changed? Should it? How do their customers make money and how have they been impacted? What new methods of distribution can be leveraged? In short, the research needs to be conducted with these types of questions in mind. The financial reports, the recent interviews with the company CEO, the industry publications are all key.

2) Having a Point Of View- while we are all on new ground in the Zoom Economy, we need to formulate a POV on the state of affairs in our industry. What do you see happening in the short and long term? What are the trends and how are successful companies tackling these key issues? What do you recommend based on what you have seen? There has never been a better time to bring ideas and insights to the table. The status quo is weaker than it has been in a long time. And while your prospects like to hold onto comfort, they know now that change is the key to not only success but basic survival.

3) Selling Change - By posing the questions around the prospect's current state and leading them to discuss the consequences are staying the course, we open the door to change. We need to be able to then connect our offering to that large initiative(but only 33% of reps can effectively make this leap according to Objective Management Group). How does what we bring to the table help our prospect lead that paradigm shift? Not just how it works, but what it will do for the company strategically. The impact it will have long term. Why vs How.

4) Selling Urgency- There is no time to waste in the Zoom economy. Not only do we need to sell change, but we need to sell urgency, action, execution. The reps that can demonstrate conviction, and highlight the cost of standing still and the benefits of swift action are succeeding, but according to OMG, only 12% can do this effectively. Thinking Big means turning on these skills.

5)Finding the Money -How do you tap into the largest buckets of dollars that your prospect has set aside for immediate action vs. the nice to have, "we'll come back to you" solutions? There are only a handful of these initiatives at your prospect's organization. Tap into them, discuss your ideas to help. What initiatives are being funded aggressively and how does your solution fit? Companies are spending billions on change, on reinvention, on new business models, on paradigm shifts. Be there.

There is a thin line between the top reps and the average reps. But why do the Elite reps outshine everyone else? And where in the sales process does this occur? Dan hits you between the eyes as he reveals the inflection point where the Elite rise and the average reps fumble it away. Don't miss this one!

Jerry Acuff is one of the Top 3 Sales Trainers in the world and he returns for a second visit to Sales Is King. We discuss a wide range of subjects including how to effectively advance a sale, selling through adversity, and how to build relationships in the Zoom Economy. Jerry pulls no punches and gives us the straight scoop on how to improve your sales game!

Dan returns to the studio with a blueprint for becoming an elite seller in the new "Zoom Economy'

Listen in for what is now a requirement for finishing out the year strongly and blasting in 2021 with a vengeance.

It is by far the most effective method of prospecting, yet leveraged less in the sales process than any other channel. James Muir returns to Sales Is King with a new book and incredible advice for sellers looking to make Referrals a key part of their success.

Sales Leader, Michael Macchiarelli joins the podcast to discuss how Equinox has pivoted to maintain it's superior service to its customers in a challenging environment. We also discuss how selling needs to shift in the COVID economy and some of the keys to Michael's sales success which has resulted in rapid promotions during his seven-year tenure at Equinox. With over 27,000 followers on Linkedin, Michael gives us the G2 on building audience on social and leveraging it to build credibility and revenue. Don't miss this interview!

A new study from Demand Gen Report validates what we have been experiencing over the past 3 months. The purchasing process has become more complex with buyers dramatically raising their expectations of sales reps. We walk through some of the eye-opening changes in Buyer Behavior and outline the steps you need to take to keep winning business in the COVID economy. Here is the link to our new blog https://dansixsmith.blogspot.com/ Sign up to join our mailing list: https://view.flodesk.com/pages/5ef11d5b877ab5002773f840

Peace

Dan discusses the critical differences between Sellers and Closers, with a focus on the requirements for increasing win rates in the COVID economy.

Check out Dan's new blog: The New Normal: Selling In The COVID Economy

https://dansixsmith.blogspot.com/

Peace ✌️

In my recent Linkedin Poll, the #1 challenge Sales Reps face today is Prospects Going Dark and the research backs this up as according to Forrester only 17% of reps are invited back to a second meeting. These initial meetings are disasters for a large chunk of sellers. Why? Today we review the Top 7 Reasons Why Prospects Go Dark, according to USC Business School.

Once again, the profession of Sales is being disrupted. First it was the rise of the digital buyer gaining more knowledge and power and now it is the COVID19 economy and the transformation of the way business needs to be conducted during and after this monumental crisis. Just like high profile companies that faced disruption and lost(Blockbuster, Sears, ToysrUs), we in sales cannot afford to be a spectator while the cataclysmic shift occurs. The world just picked up its pace and we need to keep up or face displacement. On the flip side, change of this magnitude brings massive opportunity. How can we become the Amazons and Ubers of this BusinessQuake? Follow Dan's steps to getting out ahead of change, to embrace change and lead change versus getting swallowed up and left behind. Here is how you become the Netflix of Selling; the Amazon of Selling versus the Blockbuster's and Macy's of Selling. Are you talking about the good ole days or paving the new path of success in a radically different world?

Are you making the moves now that will contribute to your success in the future? How far in advance are you playing? With a crisis in our laps right now, shouldn't we be 100% focused on the here and now? Not so fast. Your long game, your long term plan, connecting with those key contacts that can be helpful to you and get you to your longer term goals is key. Staying 2 or 3 moves ahead of your competition, ahead of the market is going to be a key barometer of how well you are going to fare in the future. This pandemic is driving some executives farther away from their goals, while motivating others to double down, work harder, get more specific on their objectives and improve all aspects of their sales and business game. Which one are you?

Here is that great Alex Rodriguez(ARod) interview:https://www.linkedin.com/posts/dansixsmith_how-to-turn-rejection-into-a-home-run-motivation-activity-6657988379289899008-Cxhb

Now more than ever, we need to engage Buyers with value, with a buying experience and process that shows them WHY NOW, why you are a MUST HAVE as opposed to a 'nice to have.' According to Objective Management Group, only 33% of reps can connect the benefits of their solution to the prospects stated challenges and priorities. What? And more troubling is that 12%, that's right 12% are skilled in convincing the Buyer to take action NOW. With budgets on lockdown, and projects being trimmed and cut, you need to approach selling completely differently if you want to have a shot. Tune in for the Sales Is King Playbook for Success. Tough times call for another gear and a smarter way. Peace!

You worked your tail off to become successful in Sales. But things changed almost overnight. New rules are upon us and with that comes the need for an entirely new game plan. Your success is going to depend on how quickly and effectively you adjust. As we have said on this program from the beginning, change is constant and those who adapt and reposition themselves will come out on top. In this episode, we review a great new article. https://www.linkedin.com/pulse/how-secure-budget-age-covid-19-devin-reed We walk you through each point: 1) Think like a CFO 2) Lead with Empathy 3) Move from email to phone/video 4) Prep your champion to grab the money ...and we talk through this multi-step approach to doing this successfully, Other reference material to which we refer: The Empathy Effect, with Dr. Helen Reiss: https://anchor.fm/dan-sixsmith/episodes/Episode-95-In-the-Spotlight-The-Empathy-Effect-with-Dr--Helen-Riess--MD-e4tvkm Jerry Acuff Joins Dan: https://anchor.fm/dan-sixsmith/episodes/Jerry-Acuff-Joins-Dan-eut93

Sales Reps know how to face hardship. They know how to challenge people's thinking. They know how to overcome obstacles. They know what it takes to succeed at all costs and against all odds. They are built for battle. They know what it is like to be down to their last out. They know that you do not win every deal. They know that you have to find a way to the goal line. They know what its like to take one on the chin; to get off the canvas and continue to fight. They know that a bad day can be followed by an amazing day. Most importantly, they know that their success is in their own hands. They know that you have to take the wheel and steer in life. They know action is critical. That is why, we , in sales, will step forward to keep our companies alive, to keep the money coming in. To your success. It is hopefully almost over.

Book we discussed: Brendon Burchard: High Performance Habits

Podcast we to which we referred:

What Are You Doing About Job Security?

https://anchor.fm/dan-sixsmith/episodes/Episode-50-What-Are-You-Doing-About-JOB-SECURITY-e1i6i0

Things are getting tougher for us. Times of immense challenge bring out the best in the winners and worst in most of the others. If you lost your sales job, listen to this show. Dan discusses the campaign you need to launch, the fight you need to wage to get back in the game and fast. If you are still on the playing field, there are actions you need to take to insure you don't miss a step in your quest for success.

Books Dan refers to:

Never Eat Alone- Keith Ferrazzi

Friend of a Friend- David Birkus

Build Your Network Podcast- Travis Chappel.

Dan's Linkedin article: https://www.linkedin.com/pulse/fall-american-textile-industry-bitter-fight-survival-dan-sixsmith/

Dan's website: http://salesisking.net

In seemingly a matter of weeks, the world economy has been thrust into chaos. Times have suddenly gotten way tougher. But no one is going to tell you that you have quota relief or that you don't have to sell as much. Dan shares some tips to not only weather but thrive in a crisis environment. Do not miss this episode.

It comes with the job. And it is always staring you in the face.

Dan discusses the every day pressures of being in sales and in business and how to turn that pressure into fuel for success! ⛽️

Take a ride with Dan on a 20 minute riff on what it takes to completely transform your sales game. From the heart and unscripted as always, Dan walks you through the key ingredients of a successful sales rep transformation program. Learn what the Elite Sellers are doing to keep the checks cashing. Hear the latest research on buyer preferences and the steps you need to take to stand out from the crowd of uneducated and unsophisticated sales reps.

Dan discusses his thoughts on the unspeakable and tragic death of Kobe Bryant.

Research shows that more intense and shorter bursts of physical activity are more powerful than the long arduous workouts and similarly in Sales today, are you able to benefit more from fast targeted bursts of super- engaged activity? Dan returns to the studio to discuss the benefits of "Sprint Selling", capitalizing on peak segments of the day to register more efficient activity and driving your sales up!

In addition, Dan discusses the most overlooked method of adding to your numbers. You'll be surprised!

Tune in for a quick hitting episode.

There are 5 Actions you MUST take to WIN in 2020. Dan is back from the road to tell you what's in store for SALES in 2020.

It happens to even the elite sellers. A slump. A lull. You are pressing, antsy, frustrated, angry, concerned...need we go on? Here is a 5 step plan guaranteed to get you back in the WIN column and FAST! 💲✍️ Do not miss this episode 🤟

Sheevaun Thatcher returns to the podcast for another engaging interview! We discuss the foundational elements of RingCentral's(one of the hottest tech companies and leader in the Unified Communication space) success as an organization, specifically around enabling sellers to maximize their effectiveness. In addition, Sheevaun gives us a preview as to what the future may hold for selling success moving into 2020 and beyond. Don't miss this one!

How do you find great Sales Talent? In this episode, we talk about why it is so difficult to find and hire elite sellers and what the successful companies are doing to identify and predict the future success of potential new hires. For more compelling stats and information, see the following White Paper:

https://info.objectivemanagement.com/page/Whitepaper-Salesperson-Selection.aspx?DistNum=494

The main reason why Sales has failed to close deals the past 7 years in a row? They didn't show the prospects the money. The inability to effectively sell value is the main thing holding you back from crushing quota, make a ton of cash and turning losses and stalls into green. Tom Pisello wrote the book on selling value. In fact, he's written two: The Frugalnomics Survival Guide and his most recent best seller, Evolved Selling. Tom draws from his wealth of knowledge and experience working with hundreds of companies and thousands of sales teams to tell us how we can leverage value selling to change the face of our Sales game! Don't miss this one 🎙

Buyer confidence is cited as the #1 issue facing sales reps in B2B deals(new Gartner report) But it is not what you think. It is not the Buyer's confidence in the sales rep, but it is the buyer's confidence in themselves! Confidence to make the right decision. Buyer enablement and the sales rep's ability to help the Buyer navigate through the massive amounts of information that they are wrestling with is paramount to sales success. Dan details 5 steps to successfully engage with Buyers and show them the most prudent way to tackle the decision making process.

Garter article: http://ow.ly/vFbj101NWfn

Growth Guru, Data Monetization Expert, Serial Entrepreneur, and now Investment Banker, Kristin Luck returns to the Sales Is King Spotlight to discuss the NEW RULES FOR SUCCESS in business today. Do not miss this conversation!

Relationships used to be all you needed in Sales. Today, with dramatically reduced attention spans, complicated buying decisions, executives doing more selling and buying, and buyers placing a diminished value on Sales Reps- the dynamics of relationships are changing. Dan explores this and discusses what you need to succeed in this increasingly transactional digital economy.

Do you feel guilty taking vacation from your job? Is the Hustle mentality detrimental to your health and wellness? Does it have a negative impact on your personal and family life? Does your company really care about your 'work-life' balance? If these questions interest you, tune into our interview with Carlos Hidalgo, who personally has felt the sting of the Hustle Culture. He almost lost his family in the process of 'hustling' at all costs. His new book, The UnAmerican Dream, describes the rollercoaster ride that Carlos experienced and the story of how we jammed on the brakes and changed his life. It also provides a blueprint for putting some sanity back in your life!

74% of Sales Managers are poor communicators? What? Yes, a MHI study confirms our worst fears about sales leaders. Dan details some of the other critical issues plaguing sales leaders today and what needs to be done about it and FAST 🤔

[New Interview] Empathy expert, Dr. Helen Riess joins Dan in the Sales Is King Spotlight to discuss her outstanding book, The Empathy Effect. We have spoken so frequently about the importance of Empathy not only in sales and in business but in Life. Being able to establish deeper connections with your customers, your co-workers, your direct reports, your family and friends is paramount to feeling satisfied in your day to day activities. In business, buyers can see through the people who only cares about themselves. The people who show a genuine interest in their friend, prospect, or customer are succeeding in connecting and differentiating. But can Empathy be learned? Or is it just part of our DNA? You better believe you can learn how to be more empathetic and Dr. Reiss explains how in this high impact episode. Too many folks have only a surface level understanding of empathy. In this interview, we get deep into what empathy really means, how you can improve your ability to be more empathetic and why it is becoming so important in the workplace today. Visit Dr. Reiss' organization here if you want to train and coach your team to be more empathetic: http://empathetics.com/ Do it 👊

Sales is being disrupted. There, I said it. What are you doing to evolve your sales game? Dan reviews the latest evidence that the chasm between the Haves and Have Nots in Sales is growing. The Elite Sellers are kicking the piss out of everyone else in the following areas:

Trustworthiness
Timeline of the deliverable(s)
Referrals
Expertise
Credibility
Personality
Understanding Buyer needs
Fit
Price
Chemistry
Ease of working with
Capabilities
Your comfort level
Reputation
Proximity
Flexibility

Enough Already! It is GO TIME!

If you find yourself slugging it out with the competition, here are 5 powerful steps to win the deal.

Engage in effective discovery- around strategic objectives and business priorities
Us! How do we deliver a different experience?
Show them the money! Can you show the ROI?
Get deeper into the decision making process!
Talk about the post-sale experience.

Take a listen and share your thoughts. What would you add?

I cannot believe it took 92 episodes to get down in the mud and talk cold calling. And we do it a big solid in this high energy episode.

Everything you need to succeed is here. Give a listen NOW

Take out your competitors early and often. Waiting for a prospect to bring up your competition is a misstep. Proactively address your competition, expose their weaknesses and highlight your strengths. Do this early in the process. Dan walks through a couple of recent examples from his sales conversations. Beat their *sses today!!🥊

Self belief is a foundational component of Sales Excellence, but how do you create and maintain this bedrock confidence through the ups and downs of the deal battlegrounds? Dan discusses the power of visualization as a way to drive certainty and then how to leverage that certainty in every aspect of your business and sales life. DO IT 👊

Please subscribe :) and share with your friends and colleagues if this podcast delivers value for you. Peace ✌️

Elite Sales Reps both "describe + prescribe." They take control of the sales process by asking intelligent questions, highlighting the consequences of inaction and tying back their solution to the challenges they uncovered. Too many reps though rely on describing what the solution does, how it works, the features, the intricacies-staying in the weeds and leaving the prospect to say 'SO WHAT?" The Elite Sellers 'prescribe' the actions that the prospect MUST take to solve their stated issues. Do it 👊

48% of reps do not EVER call a lead. Most reps, if they do call, GIVE UP after 1 or 2 attempts. A new study shows that being persistent, prompt and personalizing your outreach can increase the chances of a lead turning into a qualified opportunity by over 300%. So, next time you find yourself complaining about not enough leads or bad leads, ask yourself how many times, if ever, you reached out to your current lead base and how quickly after you receive the lead you reply. Greatest success = minutes after receipt and it only goes down hill from there. This is a massive money making opportunity. Listen in for more eye opening stats and what to do about it.

DO IT 🤟

Too many reps sit back and wait for the prospect to buy. The Elite Sellers take control of the process, tell a compelling story, create a differentiated and exceptional buying experience. They convince the prospect that the solution or product is a 'must have' and that the purchase needs to happen now. Don't sit back. Take control. Sell, don't facilitate. Close, don't expect and hope. A high impact and quick hitter on the new Sales Is King 🤴

Dan is back on a RANT. The concept of Ghosting is becoming more commonplace in the digital world. People's attention spans are shrinking and they are bombarded with messages from God knows where.

Dan delivers a short and NOT SWEET episode:

Some highlights:

*Ghosting is on you. Look at yourself in the mirror if the rate of Ghosting is going up for you. Your are not delivering enough value.

*Don't accept it. Stay with the prospect and make sure you are following up with value and not harassing messages. If you do not get an answer, you need to deploy tactics which are designed to elicit a reply from your prospect.

Tune in to listen to Dan's recommendations on ways to reduce and even eliminate being Ghosted.

The top sellers in the game today do NOT care if people like them. They do not need anyone's approval. But isn't sales about getting the buyer to like us? NO IT ISN'T and the research backs this up. The need to be liked is the #1 weakness of the underperforming sales rep. Read it again. And think about it. According to the Objective Management Group which surveys and assesses sales teams and sales leaders:

Sales reps that need to be liked:

-Are 148% less effective

-Are 147% less likely to reach a decision maker

-Their probability of closing is 151% smaller

-Are less comfortable talking about money and less confident in their price(this one is according to me :) )

-Have more stalled deals in their pipeline(me, again)

-Usually get emotional when things get testy

-Btw 58% of all sellers need to be liked

Elite Sellers do not need anyone's approval and therefore are 329% more effective at creating URGENCY

Dan goes through the research and along the way delivers a high impact approach to overcome the need to be liked and to improve your sales game.

Buy a ticket, now 😉🎟

Are you stuck in your head? Many of us are left frustrated when deals don't go our way and we sometimes get into bad habits in our sales game. Dan explains that while it is normal to experience frustration once in a while, we run the risk of a prolonged slump if we don't get out of our heads and back onto the 'field.' Dan explains how the book, UnF*ck Yourself by Gary John Bishop was a game changer for him in 2018 and he takes us through some of the book's key points including:

People spend their lives waiting for the cavalry all the while never realizing they are the cavalry
You have the life you are willing to put up with
Your brain is wired to win
You shouldn’t let what happens in one area of your life affect your outlook on the whole
Uncertainty is where things happen
Certainty is a complete illusion
Doing is the quickest way to change your thoughts
You can always change something when you take ownership and responsibility for it
Don’t expect victory or defeat. Plan for victory, learn from defeat
Love the life you have, not the one you expected to have
Successful people don’t wait
Stop blaming your past

You simply can't rely on your company to deliver all of the training, coaching and mentoring required for you to achieve massive success. You CANNOT. You must INVEST in yourself. Real money. Decide which areas of your game you need to improve and then hire a coach, immerse yourself in sales content, attend conferences, subscribe to ongoing learning/courses, learn from those who already play on the field on which you want to play. Lastly, you need to create a personal brand and not only that you need to build audience. Yes, the elite sellers have personal brands and leverage these brands to market themselves and grow their audience. The larger your audience, the more influence you have. The more people you can help, the more money you will make. LEARN to EARN, my friends.

Winning in Sales requires deploying some old school techniques, tried and true for decades and combining them with newer school approaches; those that reflect the way buyers want to buy and that work in the Digital Economy.

In this new lively episode, Dan takes us through this approach. Are you back on autopilot? Or are you ahead of last year by a lot?

Old School:

positive mindset/foundation

determination

confidence

hustle

follow up

building rapport/connection

ask for the business

New School:

deep subject matter expertise

detailed research available now to us in digital economy

curiosity

being able to ask thoughtful questions

empathize

tell a story

follow a process- what is the approval process, who has the budget, how do you get a champion to promote you in the org and how to come right out and ask that individual if he or she will support you

leverage the right folks in your organization and prepare them properly

sell the value /focused on the prospects challenges or initiatives or opportunities

show them the money/ROI

Do IT!!!! 💰

Where is the best path to connect with your prospects or customers? Via phone? email? text? Video email? Video text? Linkedin? Twitter? Facebook? Instagram? Snapchat, maybe? The answer is: all of the above and it's on you to find in which channel or channels your prospects like to hang out! Today's digital selling approach gives you more opportunity than ever to learn about your prospects and to develop an e-relationship based on what you learn about them.

Dan describes the 4 keys for multi-channel connection mastery:

Creating Engaging and Interesting Social Profiles which includes producing original content
Conducting detailed research on your prospect and customer targets across all channels
Delivering a 'diversified portfolio' approach to prospecting
Consistently executing this approach EVERY DAY

Grab your boombox and turn this episode up LOUD :) 🎙

Modern Sellers leverage these three critical traits in creating deeper connections with their prospects and customers. These traits are being leveraged by Sellers to effectively differentiate, deliver a top notch customer experience and win more business. Dan walks us through a new book by Ted McGrath, "Never Be Closing" and his fresh and unique approach to Sales which touches on some of this new philosophy.

Admiration- do you know your prospect so well from your research and through your discovery that you actually admire what he or she has accomplished. After all, your prospects want to be respected and liked just as much as you do.

Appreciation-As part of your connection development, do you demonstrate a true understanding of your prospect, an appreciation for what they are working towards? Their goals, visions, dreams? Similarly, are you appreciative of the opportunity to connect and become a valued member of their team-co creating value, co -creating a solution, a plan of action.

Inspiration- Do you inspire prospects and customers to take action? Are they so moved by your understanding of their goals and desires, and your ability to get creative and collaborate, that they are driven to move forward and become a client?

Elite Sellers are gifted storytellers and that doesn't mean they spin a yarn about the good ole days, college exploits or last night's ballgame. They follow a well thought out approach to selling that connects emotionally with their prospects and customers. Dan walks us through the formula used by sales expert John Livesay.

A Few Highlights:

Your happy client, the one whose problems you solved, is the hero of the story(not you).

What do you solve?

Paint a picture

"And what this means to you is...."

"Does that sound like the type of journey you'd like to go on with me?"

Check in moments

Creating Intrigue

Tune in for groundbreaking tactics to telling compelling stories and making selling easier than it has ever been before 🎧

Dan switches it up and reads his popular new LinkedIn article which implores reps to stop complaining about a lack of leads and to take on greater accountability- in short, transforming themselves into modern sellers. This episode focuses on the following key areas:

Personal Brand/POV
Giving a sh*t/Empathy
Always Adding Value
Creating Your OWN Demand

Don't miss this new spin on modern selling 🎙

A new Forbes article says it all: the game of Sales is in a constant state of flux with sales reps grappling with a myriad of new techniques, approaches and methodologies to follow. Ask questions, don't ask questions, the prospects already know what they want, the prospects need to be led, deliver insights, connect problems to your solution, differentiate, add value, be persistent, but not pushy...need I say more? The state of Selling today requires a close connection between sales leaders and reps. Dan boils it down(with the help of an Inside Sales article) to the 5 key traits needed for success in sales today.

🎙Listening Skills

🎙Resilience and Grit

🎙Empathy

🎙Preparation

🎙Motivated + Competitive

🎙Product Knowledge/Subject Matter Expertise

Let's face it, Selling is in a state of disruption, which means that we've hit a fork in the road. Will you choose the path the leads to riches or the one that will take you to mediocrity and potential extinction?

Stated over and over and over lately: Sales Reps need to be problem solvers. Easy right? Nope. While 83% of Reps are proficient in asking discovery questions, the number plummets to only 33% of Reps that can actually connect their solution to solving the problem. Even more on issue, only 12% of Reps can create a sense of urgency in Buyers. Dan breaks down the key characteristics of effective problem solving in Sales today.

Furthermore, Reps need to be accomplished storytellers, say the experts. Well, that's great but what the bejesus does this mean? Dan walks us through a new article by the folks from the Challenger Sale for some guidance.

These are two pivotal skills for success in 2019, so grab your walkman and listen NOW, damnit 🏅

Dan kicks of 2019 with a blueprint for reviewing your results. First, break down 2018 and analyze all of the wins and losses and also the no decisions. Why did you win? Can this be replicated? Why and in which situations did you lose? Which skills do you need in 2019 to drive better numbers? What element of your sales game needs work and how will you improve?

Next, moving forward into 2019, Dan discusses the importance of deep conversations with prospects. Understanding their motivations, the reasons why issues are important, why they haven't been addressed, what's at stake. Dan references a Men's Health article where a famous mountain climber broke down his fear into more detail, making the fear more specific and solvable. We need specificity and depth in 2019 vs superficial, trivial, chats. Will you do it? There is a sh*tload of money to be made in 2019. Go deep and grab your share ✊

Are you capable of making millions as an elite seller? Are you a Wolf? Or a lamb? Dan puts a bow on 2018 with a killer program which details the motivation and tactics in step by step fashion of Jordan Belfort, the Wolf Of Wall Street's Straight Line Selling methodology. Don't miss the last episode of the season! 🤟

Dan is interviewed by Mari Anne Vanella on her program "Outstanding Outbound" and comes out swinging in a harsh criticism of sales leaders and later outlines the 3 steps required to maximize sales leaders' success in 2019: 1. Decide which skills are important and hire the right sales reps that demonstrate those skills 2. Learn how to COACH 3. Hold yourself accountable Grab your popcorn, get comfy and hit PLAY.

While 74% of the wins in B2B Sales go to those reps that engage early and helping to set the buying agenda(vs only 26% occur in the late stage RFP/bake off/feature fight), many sales execs struggle with asking the right questions and uncovering a reason for the prospect to move along the sales cycle. Thus only 17% of reps get invited to a second meeting. Dan takes a look at the reasons why people BUY, their motivations from a psychological perspective which is key to understanding what drives decision-making. There are dozens of reasons why a buyer will pull the trigger on a purchase. If, as a modern seller, you can engage and uncover one or more of these motivations, there is a great chance you are going to be in the drivers seat. But you need to be skilled to unlock this path to success. Tune your dial to the latest Sales Is King and learn how to CONVERT more meetings into $$$. 🎙

In How To Become A Rainmaker, by Jeffrey J. Fox, the author talks about the need to sell money rather than products or services. You are not selling medical devices, stocks, software, technology, services, etc. If you are doing it right, you are selling MONEY. What Fox is saying is to sell value instead of widgets. Dan, in this new episode, uses this as the launching point for this eye opening episode where he details the steps Sales Reps need to take to effectively sell value. Dan walks us through a new report by the RAIN group which states that nearly 60% of buyers find meetings with sales people useless. There are 5 key areas to where sales reps and sales leaders need to focus and improve to adequately grow in 2019: 1. Sell With Value 2. Train and Coach 3. Grow Existing Accounts 4. Improve Sales Management Effectiveness 5. Improve Time Management(e.g spend more time selling, man!) Turn on your CarPlay and listen now! 🚗

Sales is a pressure game. Hero one day, goat the next. What have you done for me lately. Quotas, disappearing prospects, price pressure, objections, bitching, lying, deadlines, wild goose chases. New research shows that only 50% of sales reps will make quota. The 10th year in a row this metric has taken a dive. Can you handle this? 50% of us can. What about the other half? Do you use pressure as fuel or do you fold up tent and go into your excuse routine? Dan discusses what sales reps need to do in looking back on 2018 and prepping for 2019. He also calls out sales leadership for a poor job in 2018. Those quota numbers are on them too. Another RANT to help us shift into high gear and crush our numbers! Can you take it?

Like-ability, which used to be at the top of the list of sales rep requirements in the pre digital era is now turning into one of the biggest weaknesses for sales reps today. A new study by the Objective Management Group confirms this. Those reps that find themselves needing to be liked by the prospect or customer and that work in a producer role in a consultative, longer selling cycle role are outperformed by a wide margin by their counterparts who do not care about being liked. Tune in as Dan takes us through each of the categories and the score comparisons, the consequences for reps, and what we reps need to do to avoid this common downfall and turn things around.

A buyer calls up and says he has thoroughly researched all of the solutions available and believes you and your company may be just what he is looking for. He just needs a demo and a quote and he'll be good to go. Good news? Not really. Only 26% of deals are won in this scenario. In this episode, Dan reveals that some buyers may think they know what they need but the sales rep's job is to take a step back and diagnose the situation much like a medical doctor would with a patient that comes in asking for a particular drug. One of the most difficult sales moves is to pull(gently) the buyer potentially out of his 'journey' and into your sales process. There is a multi point approach that is required when a sales exec encounters this type of buyer: 1. Find out where the buyer is in the process 2. Uncover his motivations and reasons for believing you can help him 3. Shift/pivot into Discovery/Assess mode uncovering motivations/issues 4. Validate that you can in fact help 5. Use phrases like, 'help me understand..." and "have you considered...?" 6. Value/Gap Sell based on your Discovery

Dan returns from a short break with a high impact episode designed to give the power back to salespeople. With so much conversation around the power of the Buyer and the challenges facing Sales, it is easy to cede control of leverage in our sales process. Dan outlines a multi step approach for taking control and grabbing back the leverage from the buyers including: -highlight what the problem costs them today. what happens if this remains an issue? -turn the tables on risk -deliver info they did not previously know -sell value -differentiate -sales is an exchange-they benefit(mindset) -mine your current and happy customers -other income streams -principle of least interest -antenna always up -make sure this is a deal/client you want Grab your victrola and listen 🤴

Making excuses is the fastest way to derail your sales career. Making excuses is essentially giving yourself a pass for poor performance. Dan returns to the studio to detail the dangers of what he calls "excuse selling" which focuses on all of the reasons why you can't close more business; why you missed quota; your bad marketing department, etc. Dan delivers a passionate plea to drop your excuse selling and delivers a multi point plan to do just this: 1. get your head right 2. know there will be obstacles 3. create your plan to overcome obstacles 4. become self aware 5. own the losses as well as the wins 6. learn from both the wins and losses 7. take 100% responsibility

Get you headphones on now and listen 🎧

Less than 2 out of 10 of us ever get invited back to a prospect for a second meeting. That means we are fumbling the first meeting. Our first chance is going to be our last chance if we don't get the first meeting right. Dan delivers a first meeting blueprint which will ensure that we dramatically improve our chances of a prospect moving through the buying process with us and ultimately doing business with us. The following key steps are required for success in the first meeting: - RESEARCH/HOMEWORK - YOUR SOCIAL PROFILE - SME - AGENDA - EARN RIGHT TO ASK QUESTIONS/CREDIBILITY - CONVERSATION OR MONOLOGUE - UNEXPECTED VALUE - INSIGHTS - UNCOVER A NEED - MINIMIZE RISK OF MOVING FORWARD - STATUS QUO BUSTER - BUYING PROCESS - RAPPORT The bottom line is that having success in a first prospect meeting requires a ton of upfront work and then executing against a well orchestrated game plan. Grab your 🎧 now!

It's not sexy, but patience is rising to the top of the key traits of the successful modern seller. Dan returns with another high impact studio episode which highlights the changing buyer requirements and increased complexity of the selling process which are pushing sellers to evolve and adjust their approach. There are no short cuts or quick fixes in the modern sellers toolbox and patience with the process, looking at the bigger picture and playing the long game are major keys to success in this Next Wave of Digital Commerce.

Really? We all remember Glengarry Glen Ross when Alec Baldwin rips his sales team for being weak, and how they should follow the ABC's of selling, specifically Always Be Closing. Fast forward to 2018. Should we be heeding this advice? Dan jumps headlong into the debate on what Sales needs to be focusing on to be most successful. What does closing actually mean in the modern buying process? Some believe we need to modify this phrase to Always Be Helping. I think Alec Baldwin and your sales manager would laugh you out of the room if you posed that back in the early 90's. Today it is certainly more appropriate but Dan creates his own definition of what we should always be doing in Sales today. Warning: Don't listen just before bed 🎧😉

Flash forward to December 31, 2018. You are at a New Year's Eve party with your spouse and closest friends. How will you feel about your 2018 sales performance? Think about it. In this bare knuckled episode, Dan delivers the blueprint for success during the remaining months of 2018. We all have time to add on to our current success so far this year and turn around our disappointments. Successful competitive runners typically call on a 'kick' to get them to dig deep and finish strong even when their bodies are tired. Similarly, in Sales, with 4 months to go, now is not the time to ease up. You are almost home, but much work needs to be done. Follow Dan's guidelines and make sure that New Year's Eve 2018 is a great night 👊 Get those headphones on! 🎧

A new Fast Company Article, http://ow.ly/aleN101e2iw contends that Sales is rapidly becoming a STEM(science, technology, engineering, mathematics) job. Dan takes us through the highlights of that article and then asks the question, which is more important, EQ or IQ? Or is it both? What do the brains of the top Sellers look like today. Dan walks us through his formula for what he calls "breakthrough selling", a place where the most sophisticated sellers live. Click play now for another comfort zone ruining episode. Don't miss it. 🎧

Commitment is foundational to your success in the Digital Era. Commitment means dedication over a long period of time. You must commit to making yourself better right now if you are to succeed in a changing environment. Dan rocks another episode and takes us through a blueprint for success, whether you are in sales, marketing, finance or any job right now. How are you changing the way you approach your job in 2018 and beyond? Are you creating change or waiting for change to show you the door at your current job? Are you committed to learning new skills or simply hoping that your current skills have enough juice to carry you the rest of the way. Are you digging in for the long haul or flipping on autopilot and letting the chips fall? Your mindset needs to change and if it doesn't, you may be putting yourself in harm's way. The biggest risk in business today is standing pat; clinging to the status quo. Don't believe that? Go rent a movie at your local Blockbuster tonight.

Sales Coaching when done correctly reaps tremendous benefits on organizations. Unfortunately, the majority of companies either do not provide sales coaching to their reps or deliver half assed attempts at coaching. In addition, there are some glaring gaps and disconnects here. 82% of Sales leaders say they 'coach' their reps, yet only 48.2% of reps say they are actually coached. Sales leaders score themselves 79/100 on coaching prowess, yet their reps give them a score of 49/100 Geez!! The benefits of coaching are many: 112% increase in deal size 32% reduction in cycle time 3x increase in wins 20% reduction in attrition 64% greater chance reps will meet quota

So why the hell isn't this a bigger priority for organizations !!

Dan dives into two new articles on sales coaching and rants his way through the implications delivering some much needed answers on how we solve this critical issue. Get your headphones on and turned up! 🎧

A new study from SiriusDecisions shows that quota performance for Sales Reps is still not improving and in danger of dropping yet again in 2018. There are 3 key takeaways from the report: 1. Over 70% of sales leaders say that their reps are not connecting their solution to the business issues of buyers 2. Sales Cycle Times are increasing with over 64% saying they are facing longer lead times to get deals done. 3. Only 27% of a sales team's time is spent on core selling activities. Dan dissects these issues and delivers some valuable insight into why he thinks these problems are occurring and what sales leaders and reps can do to improve in each of these areas. Listen Now 🎧

Dan starts off this brand new studio episode with a RANT about Narcissistic salespeople and why this trait is a surefire way to sink to the bottom of your peer group. From there, Dan covers a new study by the Objective Management Group(link here: http://www.omghub.com/salesdevelopmentblog/elite-salespeople-are-200-better-sales-competencies) which details those activities that Sales All Stars are best at when compared to average or poor sellers. Hint: it all has to do with how you speak about MONEY 💰 Don't miss this wild ride 🏄‍♂️

Fortune 500 CMO Peter Horst joins Dan to discuss the challenges marketers and sellers face in a rapidly evolving business landscape. Of specific focus is a conversation around how brands are tackling social issues(e.g The NFL, Pepsi) in the "Fake news" era and how sitting on the sidelines is actually the most dangerous strategy an organization can deploy. Peter is an engaging speaker who brings the credibility of 30 years of leading some of the world’s most iconic brands at companies like Hershey, Capital One, and General Mills. Drawing on his experience that spans B2B, B2C, technology, consumer packaged goods and financial services, Peter is one of the highest-rated keynoters at conferences around the world and brings humor, authenticity, and compelling content to his engagements.

Kristin Luck sits down with Dan for a fun and lively interview on just how we finally solve the marketing-sales alignment issue. Kristin is one of the Top 100 Influencers on Twitter for Marketing and Sales. She is an expert in marketing measurement and growth hacking in addition to being a serial entrepreneur and a globetrotting keynote speaker on marketing, branding, storytelling, startups and innovation. She also regularly contribute to both the commercial (Fast Company, Forbes) and academic press (Research World, Journal of Brand Strategy). Lastly, she is the founder of Women In Research, a non-profit with over 5,000 members globally. Buckle your seat belts👊

McKinsey's latest article sets the B2B Sales world on fire and Dan is back in the studio to take you through it including why science is leading the charge in this "B2B Sales Revolution." There are disruptive changes being brought on by advanced analytics and machine learning in conjunction with a more content- focused and digital savvy Buyer, all leading to a new look B2B organization: one in which the CEO drives sales transformation by making sure the Marketing, HR and IT are all looped in and singing from the same sheet of music. The link to the article can be found here: http://ow.ly/qt8m101a0MX Other big changes Dan discusses include new research on when Buyers really need a salesperson and understanding the 'How, What And Why' of your prospect and customer. Lastly, Dan discusses the war for talent but also the rising importance and changing nature of sales coaching and training in this equation. It is a MUST Listen 👊

Forrester is in the process of outlining the key characteristics of the Modern/21st B2B Seller and Dan returns to the studio to break it down for you. A successful B2B sales rep needs to be/have the following: 1. Empathetic Partner 2. Flexible and Adaptive Behavior 3. Storytelling Mastery 4. Advocacy Focus 5. Operational Mindset 6. Digital Adeptness

Dan delivers a high energy overview of what acing each of these categories will mean for your success.

A recent survey of CIO's(Chief Information Officers) shows that only 1 out of 10 sales reps leaves them 'highly satisfied" when meeting with a salws rep to evaluate a company's services. The study from article: http://ow.ly/g1T510179Be goes on to say that CIO's expect the sales reps to do a better job of connecting their solution to the CIO's priorities and strategic roadmap. They need to do a better job of discovery in the meeting but also need to come into the meeting more prepared, doing the homework and the research to build trust. Secondly, they need to be more patient and be willing to hang in there with the CIO as he/she goes through the buying process. Lastly, show them the $$$. What is the economic value that you will deliver? Who else is using your solution and have you solved these issues successfully with other organizations. Listen to Dan's colorful spin on this report now 👊

58% of potential deals in B2B today end in what is being referred to as "No Decision." The buyer/buying committee chose to keep things as is. We call this "status quo bias." Buyers are risk averse, so it appears easier and less risky to not spend the money on your product or solution. But you did such a great job 'pitching' -talked about all of the great benefits we could provide-why didn't they buy? Because you did not effectively help the buyer see the risk of inaction. Because you didn't spend enough time discussing the current state, and the ramifications/the impact of not dealing with the challenges the buyer currently faces. Dan is back in the studio to talk about his CURE for the DO NOTHING VIRUS. Don't miss it!

Dan is back in the studio with a new episode and news about a new podcast series. Companies don't care about us anymore. Are you exposed right now if you lost your job? Are you ready? How have you prepared? No one cares about you but you. Loyalty is a thing of the past. How do you gain leverage? How do you take back control? Dan discusses strategies you can deploy to improve your job security. Don't leave things to chance. LISTEN NOW 🎧

Author, Speaker, Attorney and Serial Entrepreneur, Michael Alden joins Dan for an hour of hard hitting, straight talk on what it takes to succeed in business today. Michael's new book, Blueprint To Business, is a strategic, tactical and motivational playbook for making things happen and overcoming obstacles. If you want the honest truth, you came to the right place 👊🔥

In addition to the 'foundational' elements of sales success, (the grit skills like determination, follow up, rejection proofing, asking for the business, hustle), the successful seller in 2018 also needs what Dan calls 'finesse' skills, like strategic thinking, financial literacy, creativity, recalibrating, expertise, simplifying, problem solving, idea generation, curiosity and more...give it a listen 👊 Do it!

Dan goes off on an Rant in response to a new Hubspot Study.

Coffee is still for closers, yes, but Dan returns to the studio to discuss what modern sellers are doing to CLOSE deals and it's not what may have worked in the past. The 2018 Sales Rep is leveraging a new set of skills and tools to get deals on the books. Dan discusses 10 reasons why closers fail and what can be done to assure that your sales numbers keep rising in the face of a changing buyer and buying process.

How will you stand out in the "Sea of Sameness" that every Buyer faces today when deciding on which solution to purchase? Dan returns with a new studio episode(some new music as well ✌️) and a 7 Point Plan for Effective Differentiation. It's about Learning and Listening first, Empathizing and Educating second, Personalizing Your Pitch, Adding Value, Selling Yourself, And then Differentiating Follow Up. Tune in as Dan bangs out another kick-ass episode! Also don't forget to check Dan out with his Sales Is King Video Tips Of The Day on LinkedIn and Facebook. Also Follow Dan on Twitter @digitaladvantg.

Samantha McKenna is the new Head of Sales for LinkedIn's Enterprise and Mid Market, NYC. She joins Dan for a hard hitting interview on what it takes to succeed in Sales including the strategy, the motivation, and how to effectively leverage technology. Sam is a rising star in the world of Sales and she tells her story of early achievement, rapid and frequent promotions and the journey that has led her to Linkedin. Dan and Sam dive deep into what it means to be a "modern' sales exec in 2018 and how social selling is pushing up quota attainment and impacting sales excellence.

Travis Chappell, host of the popular podcast, Build Your Network, joins Dan for a frank discussion on the topic of Networking in 2018. Travis, a dyed in the wool salesman, recently launched a podcast on Networking and has lured some of the top business minds on to his program to discuss their secret sauce - guests such as Ed Mylett, Brad Lea, Kevin Harrington, Jordan Harbinger, Elena Cardone and a great cross section of business leaders and entrepreneurs. One thing is for sure: Just as Sales and Selling have changed dramatically, so has Networking. Successful networking in 2018 and beyond is not at all what you think and nothing like the old school depiction of the person busily handing out business cards at events. Travis' podcast can be found on all podcast platforms. Here is a link to the iTunes/Apple Podcast version: https://itunes.apple.com/us/podcast/build-your-network-john-lee-dumas-patrick-bet-david/id1268488944?mt=2 Enjoy👊

Millennials are growing in importance in B2B purchasing decision-making. What are they looking for in vendors, partners and relationships? We have heard so much about personalizing our approach to buyers, but are we personalizing around age? The "Digital Natives" as a recent HBR article refers to them(20-35 year olds) [link here: http://ow.ly/MEPV1010Nm0], approach the selection process in a very different way than their older colleagues and a growing percentage of these Digital Natives have sole decision making authority with a whopping 73% involved in influencing the decision. Dan covers what you need to know including 3 surprising criteria that many companies and sales execs may be overlooking. Thanks for listening 👊

Dan is back in the studio with a Rant and some timely tips for Sales Execs looking to generate more demand and to more effectively prospect. Social selling is undeniably the most effective way to increase demand and bolster your Pipeline: 76% of Buyers are open to engaging with providers on social channels; 62% of Buyers actually want to connect with sales execs on social; and a whopping 92% of buyers want to connect with thought leaders on social!! So how do we take advantage of this? How do we do it the correct way? Dan outlines the 6 key steps for social selling success. Listen UP 👊

The new dynamics in the B2B world today require that Sales Execs are able to connect with and influence many different stakeholders in order to be successful. Senior executives are becoming more involved in these decisions today and therefore Sales Execs more frequently find themselves in front of members of the C-Suite. But according to Forrester only 20% of salespeople are meeting the expectations of these senior execs. In this episode, Dan interviews the author of "The Perfect Close" and selling visionary, James Muir. Dan and James discuss what sellers are doing wrong today; what these senior execs are looking for and how Sales Execs need to shift their approach in order to impress and influence more of these key decision makers. A link to James Muir's outstanding book can be found right here: http://ow.ly/TXXG100YVH5

Dan is back with another episode based on new research from gryo marketing group. With a growing number of stakeholders involved in complex B2B purchases, the dynamics have shifted dramatically and sales people need to shift their approach in order to succeed. Link to research here: https://www.gyro.com/thinking/ Highlights include: 97% of buyers already have a preferred vendor coming into the decision committee; a 'champion leads the way for the winning team in 84% of the cases; 66% chose thought leaders; 89% chose teams that understood them and energized them; 83% chose those with similar values and culture. Listen in for the Top 4 Difference Makers that put the winners over the top.

Success in 2018 means having the “goods”, the knowledge, the subject matter expertise but it also means building an effective distribution network of connections who can learn from you, improve their situation from you and pass you on to others. Both are critically important not only in Sales but in Business and Life!

How Many times have you heard a prospect say that he or she needs to think about it or another classic line: “send me some information” These are classic blowoffs and in today’s podcast episode Dan outlines a plan for turning these around into revenue conversations. Follow Dan on Twitter @digitaladvantg; On Instagram:dan6smith Or send Dan an email dan.sixsmith@gmail.com to set up a free consult.

Connecting with Buyers early in the process, counter to what we have heard, is required by 71% Of Buyers who are actually looking to SALES to help with idea generating and brainstorming. In addition, Perseverance is crucial to winning more business. How long do you typically hang in? 44% of you quit after 1 “No” and another 22% bail after the second “No”

Dan leads a discussion around new research from RAIN which outlines what Buyers are saying sets the sales winners apart from the runners up. The winners according to the study sell RADICALLY different than the second and third place finishers. The results are surprising. The report uncovers some new approached that Buyers require in 2018.

Dan is back with a new in-studio segment and he talks about how to sell against fear: How to not be crippled by inaction and a game plan to disable fear both from the perspective of the seller and the buyer. Buyers also wrestle with fear today and choose to stay in their comfort zones. Effective sellers today know how to defeat that fear and win more business.

Mario Martinez Jr a Digital Sales expert joins Dan for an action packed segment to discuss how Sales Execs can win with the Modern Buyer!

Dan discusses the critical importance of preparing for each meeting and what is involved in doing that successfully. In addition he covers how to successfully execute and carry out the game plan. The big difference between high performers and the unsuccessful salespeople is how they execute and take action.

Dan is back with a special episode of Sales Is King and discusses the success of the Beatles and how it relates to marketing and selling in the digital age. The band that is known as the number one band of all time did not have it easy and when they did make it big ,their lessons of success are very relevant to us today

The synergy of expertise with relationships is critical to successful selling in 2018. Dan reviews how to develop expertise and then put it into practice through growing an active network of engaged followers.

Empathy builds an emotional connection with buyers and increases trust. Dan reviews how to deploy this very important skill.

Keenan joins Dan for a sneak peak of his forthcoming book. If you can effectively expose and uncover a significant gap between your prospect’s current state and his desired state, the more value will be placed on your product or solution.

Global Sales Effectiveness Leader, Paul Bickford joins Dan to discuss his successful formula for helping organizations transform the selling process including what’s required and some of the incredible results you can expect!

Dan tells the incredible story of ex felon Weldon Long and his road from the prison yards to becoming one of the top Sales experts in the world.

CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018

Dan is back to discuss the secret of successfully developing a high value network. The book “Give and Take” is a phenomenal resource as you seek to deepen connections and build a bridge to success in Sales, Business and Life.

Dan is back with the Top 5 ways to take your Sales Game to the next level!

He has been ranked in the Top 50 Salespeople in the world, a best selling author, a Top 5 Sales Consultant: Jerry Acuff joins the podcast for an eye opening session with Dan.

Chris Kingman Of TransUnion riffs on technology’s role in driving Sales excellence.

Nicole O Brien of Sage Payment Systems connects in with us to deliver her perspective on how Marketing and Sales can align around the customer.

Liz McCormick of Pegasystems joins me to talk about the process of managing change internally and leading a behavioral shift in how Salespeople sell

Sheevaun Thatcher, Global Sales Enablement leader joins me in Dallas TX to discuss RingCentral’s new approach to Sales.

Dan reviews the 5 traits of high performers and how to bring it to your Sales Game.

There is an emotional component in B2B Buying decisions. Buyers are consumers at heart and expect a B2C like experience. As a world class Sales Exec, you need to create that emotional connection.

4 Simple Keys To Winning The Sales Game • 4 Simple Keys To Winning The Sales Game

We discuss the value of a mentor and/or a Sales Coach. Also motivation is more important than ever and we review some amazing podcasts to keep you pumped.

More than 50 percent of buyers report that they have second thoughts after making a purchase with a new supplier. What are you doing to reassure new customers? This is a major opportunity.

CMO, thought leader, influencer Michelle Killebrew joins us for a thought provoking conversation about her role @ IoT start up Nomiku and the evolving role of Marketing and Sales.

Virtual selling has increased by 89% over the last 4 years. We discuss how to a) to push back against this trend but also b) the skills set required for more effective virtual selling.

We discuss a brand new skill that successful sales people are using to get buyers to pull the trigger faster.

We discuss a critical checklist for Sales success in the changing selling environment. We also skewer a recent podcast dissing Sales.

Here's a big idea that will help Sales take back control of the buying process!

Dan Sixsmith discusses the Top 5 habits of the wealthiest salespeople

We discuss a BIG IDEA: that your offline personality should be reflected in how you engage on social media.

Networking is easier than ever before if you follow these simple rules.

Prepping for sales calls is critical. Here's a checklist!

Dan sixsmith discusses a new USC study of b2b buyers talking about why they didn't move forward with a particular sales person

Why Are So Many Sales Execs Missing Their Numbers?

Matt Heinz of the Heinz marketing group joins me to discuss the latest in B2B marketing and sales strategies

B2B Buyers: Empowered of Confused v1 • B2B Buyers: Empowered or Confused? v2 • v3 B2B Buyers: Empowered Or Comfused? • v4 The B2B Buyer: Empowered or Confused?