Shows
Sales Is King204: The CIO's Role In Modern Selling | FICO's Mike TrkayIn this episode of Sales is King, Dan Sixsmith interviews Mike Trkay, the Chief Information Officer at FICO. They discuss the evolving role of a CIO, the importance of customer engagement, and how technology decisions are made in a collaborative environment. Mike shares insights on differentiating in a competitive market, the significance of building trust with customers, and the lessons learned throughout his career. The conversation also touches on the changing expectations of buyers in the B2B space, particularly in relation to technology and AI.TakeawaysMike Trkay...2025-07-0745 minSales Is King203: Revolutionizing Customer Success | Gainsight CMO Keith PearceIn this episode of Sales is King, Dan Sixsmith interviews Keith Pearce, CMO of Gainsight, at the Gainsight Pulse Conference. They discuss the evolution of customer success, the impact of AI on the industry, and the importance of marketing in driving demand. Keith shares insights from his personal journey, leadership style, and his definition of success in the current market landscape.TakeawaysGainsight is a leader in customer success and AI integration.AI is enhancing rather than replacing customer success roles.The post-sale journey is...2025-07-0119 minSales Is King201: Unlocking Business Value @RedHat | Anurag GoelSummaryIn this episode, Dan Sixsmith interviews Anurag Goel, the Global Head of Business Value and Realization at Red Hat and one of the highest profile experts in the value engineering world. They discuss the importance of shifting the conversation from product features to business outcomes, the challenges of scaling business value, and the role of AI in enhancing value propositions. Anurag shares insights on navigating buyer confidence, the significance of customer success, and the value of partnerships. He also reflects on his personal journey and leadership style, emphasizing the importance of relationships and team growth in...2025-06-0439 minSales Is King200: The Art and Science of Modern Marketing | Evanna KearinsIn this episode, Dan Sixsmith interviews Evanna Kearins, CMO for Europe at UiPath, discussing the evolving landscape of marketing, the integration of AI, and the importance of brand identity. Ivana shares insights on the dual nature of marketing as both an art and a science, the necessity of aligning marketing with sales, and her personal journey into the marketing field. The conversation also touches on leadership styles, team engagement, and defining success in a marketing role.TakeawaysAI is essential for modern marketing efficiency.Marketing now requires a balance of...2025-04-2840 minSales Is King198: Branding and Storytelling | Bruno Bertini of 8x8In this engaging conversation, Dan Sixsmith interviews Bruno Bertini, the CMO of 8x8, discussing the evolving role of the CMO in today's business landscape. Bruno shares insights on branding, storytelling in B2B, and the importance of customer experience. He emphasizes the need for CMOs to be business operators, bridging gaps between marketing, sales, and customer success. The discussion also touches on leadership styles, personal growth, and the significance of mentorship in shaping one's career. Bruno concludes with a powerful mantra: 'Enjoy being while becoming.'TakeawaysBruno Bertini emphasizes the importance of storytelling in...2025-03-1051 minSales Is King197: Salesforce.com's Patty Hager | 5 Keys To Success in 2025In this engaging conversation, Dan Sixsmith interviews Patty Hager, the Vice President of Solutions for SMB at Salesforce. They discuss the evolving landscape of B2B sales, the importance of AI in enhancing sales processes, and the critical skills needed for success in sales. Patty shares her journey from wanting to be a flight attendant to becoming a leader in tech sales, emphasizing the significance of mentorship, structure in sales, and understanding client needs. The discussion also touches on leadership strategies, personal growth, and defining success in both professional and personal contexts.Takeaways2025-02-1046 minSales Is King196: Maranda Dziekonski | Creating A Customer Success Growth Engine2025 Premiere Episode:
Dan Sixsmith speaks with Maranda Dziekonski, VP of Customer Success at ID.me, about the challenges faced in the tech industry during 2024, her transition to a larger organization, and the evolving role of customer success. Maranda shares insights on implementing change, enhancing collaboration between teams, and effective stakeholder management strategies. The discussion highlights the importance of a commercial mindset in customer success and the need for organizations to adapt to a more scrutinized financial environment. In this conversation, Maranda Dziekonski and Dan Sixsmith explore the importance of building trust with stakeholders, the value cycle in...2025-01-1551 minSales Is King195: The Year In ReviewIn this episode, Dan Sixsmith reflects on the significant growth and achievements of the Sales Is King podcast in 2024, introduces a new podcast called Power Fam focusing on the intersection of family and work life, and reviews key insights and guest highlights from the past year. He discusses the evolving landscape of sales and marketing, the importance of value selling, and the ongoing challenges in aligning sales and marketing efforts. Dan concludes with a look ahead to 2025 and expresses gratitude to listeners and guests.
Takeaways
The podcast saw a 675...2025-01-0620 minSales Is King193: Relationships Or Process? | Andy Paul vs Frank PerkinsIn this engaging 'debate', Dan Sixsmith hosts Andy Paul and Frank Perkins to explore the complexities of sales methodologies, the importance of individuality in sales, and the evolving landscape of buyer-seller interactions. They discuss the balance between following a sales process and allowing for personal expression, the significance of understanding buyer needs, and the role of curiosity and business acumen in achieving sales success. The conversation emphasizes the need for sales professionals to adapt and think critically, moving beyond rigid processes to foster genuine connections with buyers.
Takeaways
Sales is fundamentally an individual pursuit, and...2024-11-2957 minSales Is King190: Microsoft's Black Belt | Miles SovellSummary
In this conversation, Dan Sixsmith speaks with Miles Sovell, Director of Business Value Management at Microsoft, about the current state of B2B sales, the challenges faced by sales professionals, and the importance of delivering value to customers. They discuss the evolving landscape of sales, particularly in the context of generative AI, and how Microsoft is positioning itself as a leader in this space. Miles shares his journey at Microsoft, the significance of mentorship, and his personal definition of success.
Takeaways
Customers are focused on cost reduction and optimization.
Sales...2024-10-1451 minSales Is King189: ZoomInfo CRO James Roth | Skills + Expectations For High PerformersSummary
In this conversation, Dan Sixsmith speaks with James Roth, the CRO of ZoomInfo, about the evolving landscape of sales, particularly in the SaaS industry. They discuss the importance of understanding the buying committee, the challenges of longer sales cycles, and the need for sellers to be well-prepared and knowledgeable. Roth shares insights on selling to the C-suite, the skills required for a successful CRO, and his personal journey from musician to sales leader. The discussion emphasizes the significance of data-driven sales strategies and the role of technology in enhancing sales effectiveness.
...2024-10-071h 10Sales Is King188: The New Sales Landscape | Datadog's Frank PerkinsIn this conversation, Dan Sixsmith and(Chief Of Staff to) Datadog CRO Frank Perkins discuss the evolving landscape of sales, particularly in the tech industry. They explore the impact of COVID-19 on buyer behavior, the importance of emotional connections in sales, and the role of AI in enhancing sales processes. Frank shares insights from his career, including his experiences at Apple and Salesforce, and emphasizes the significance of personal branding for sellers. The discussion also touches on the challenges of measuring sales success and the importance of integrity and trust in sales relationships.
Takeaways
Sales today is influenced heavily by...2024-10-011h 07Sales Is King187: Verizon's Winning Mindset | CRO Aparna KhurjekarSummary
In this engaging conversation, Dan Sixsmith interviews Aparna Khurjekar, the Chief Revenue Officer of Verizon Business. They discuss the dynamic challenges and opportunities in the telecom market, the importance of innovation, and how to drive a positive culture within a large organization. Aparna shares her insights on the role of AI in enhancing sales efficiency, the significance of mentorship, and her personal journey in the tech industry. The conversation emphasizes the value of authenticity in sales, the need for continuous learning, and the importance of defining success on one's own terms.
...2024-09-231h 02Sales Is King186: The Only Way To Fix B2B Sales | Andy PaulIn this conversation, Dan Sixsmith interviews Andy Paul, a sales expert and author, about the state of affairs in sales and the key issues that sellers face. They discuss the impact of technology on building relationships, the importance of focusing on outcomes rather than pain, and the role of responsiveness in creating a positive buyer experience. They also highlight the need for sellers to differentiate themselves in a crowded market and the significance of first impressions and perceptions in sales. Overall, the conversation emphasizes the importance of understanding buyers and helping them make informed decisions. In this conversation, Andy...2024-09-1655 minSales Is King182: Influencer Marketing | Zoe Hartsfield and Leandra FishmanSummary
In this episode of Sales is King, Dan Sixsmith interviews Leandra Fishman and Zoe Hartsfield from Apollo. They discuss the current state of B2B sales and the challenges faced by sellers today. They emphasize the importance of personalization and relevance in sales outreach, as well as the need to meet buyers where they are. The conversation also delves into the power of personal branding and influencer marketing in B2B sales. Leandra and Zoe share their experiences and insights on building a personal brand and leveraging it to generate inbound leads. They...2024-08-191h 00Sales Is King181: Burn The Box | Top50 HR Leader Anthony OnestoIn this conversation, Dan Sixsmith interviews Anthony Onesto, Chief People Officer at Suzy, about the importance of personal branding and building a strong professional network. They discuss the concept of 'who knows you' and how it can impact career success. They also explore the changing dynamics of the job market and the skills and qualities that are in demand. Additionally, they touch on the issue of employee burnout and the need for personalized recognition and support. In this conversation, Anthony Onesto discusses the importance of recognition and work-life integration in the workplace. He emphasizes the role of AI in...2024-08-1256 minSales Is King176 Leandra Fishman's Road To The C-SuiteSummary
The conversation between Dan Sixsmith and Leandra Fishman explores the challenges and changes in B2B sales and marketing. They discuss the importance of productivity and efficiency, the role of AI in sales, and the need for thoughtful solutions that provide value and ROI. They also touch on the difficulties of selling and buying in today's market, the importance of building relationships, and the need for personal development and continuous learning in sales. In this conversation, Leandra Fishman and Dan Sixsmith discuss various aspects of sales, including negotiation, effective communication, and personal branding...2024-07-2255 minSales Is King174 The Modern CMO with David Keene
The conversation between Dan Sixsmith and David Keene explores the state of B2B marketing today and the challenges faced by marketers. They discuss the importance of aligning sales, marketing, and customer success to provide a cohesive and integrated experience for buyers. They also touch on the impact of AI in marketing and the need for more practical use cases. David shares his career journey and highlights the skills required for modern CMOs, including being a people person, having technical knowledge, and being able to navigate various aspects of marketing. In this conversation, Dan and David...2024-07-0857 minSales Is King172 Elite Selling with Omri AvdiIn this conversation, Dan Sixsmith interviews Omri Avdi, the Chief Sales Officer at Grant Thornton, about the current trends in B2B sales and the challenges faced by sellers. They discuss the increased scrutiny over spend, the involvement of CFOs and C-level executives in the purchasing process, and the importance of building enduring relationships with clients. They also touch on the decline in quota attainment, the need for coaching and continuous learning, and the impact of culture on hiring and retaining top talent. Omri shares his personal journey and his approach to hiring elite salespeople. In this conversation, Omri...2024-07-0455 minSales Is King167 Closing Deals and Tracking Results with DanSummary
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
2024-05-2729 minSales Is King166 Building Relationships with Buyers: Cliff SimonSummary
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...2024-05-2246 minSales Is King164 What I Learned Last Week #1Summary
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.
2024-05-0725 minSales Is King163 The Power Of Thought Leadership: A New StudySummary
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.
2024-05-0630 minSales Is King162 Disruptive Marketing in the AI Era with Irshad RaihanSummary
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...2024-04-3054 minSales Is King159 Prospecting That Works With Justin ChiSummary
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...2024-04-2218 minSales Is King158 Fun Friday: Top 10 ListSummary
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.2024-04-1213 minSales Is King157 Dan Rant: Here's How To Beat The Other RepsSummary
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...2024-04-1205 minSales Is King155: Finding Top Sales Talent with Bryon CoroSummary: 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...2024-04-0847 minSales Is King154 Here Is How To 5x Your Win Rate: Doug MaySummary:
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...2024-04-0156 minSales Is King148: Dr. Stephen Timme's Journey from Professor to B2B Sales InfluencerIn 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...2023-11-1937 min
Sales Is King141 AI Unleashed: Reshaping The Sales LandscapeIn 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...2023-10-2629 min
Sales Is King145: The Secret Sauce: Unveiling The Habits Of Top Revenue Teams(Pt1)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...2023-10-2526 min
Sales Is KingThe Million Dollar Meeting: Secrets Of C-Suite Sales SuccessDan 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!
2023-09-1825 min
Sales Is KingC-Suite Conversations: Winning Trust and Business(Part 1)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...2023-09-1018 min
Sales Is KingEpisode 126: The Psychology Of CLOSINGOn 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!2020-12-1344 min
Sales Is KingEpisode 118: Sellers vs. ClosersDan 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 ✌️2020-07-0510 min
Sales Is KingEpisode 116: Sales Redefined...AgainOnce 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...2020-06-1616 min
Sales Is KingEpisode 113: Time For A New Game PlanYou 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...2020-04-1827 min
Sales Is KingEpisode 112: Sales Reps Will Lead Us BackSales 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...2020-04-1124 min
Sales Is KingEpisode 111: What You Do NowThings 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...2020-03-3123 min
Sales Is KingEpisode 110: Selling Through A CrisisIn 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.2020-03-1420 min
Sales Is KingEpisode 109: Pressure!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! ⛽️2020-02-1308 min
Sales Is KingEpisode 108: Transform Your Selling NOW 💰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. 2020-02-0521 min
Sales Is KingEpisode 107: Kobe BryantDan discusses his thoughts on the unspeakable and tragic death of Kobe Bryant.2020-01-3011 min
Sales Is KingEpisode 106: Sprint Selling + The Easiest Way To Increase SalesResearch 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. 2020-01-2609 min
Sales Is KingEpisode 105: Blueprint For Success in 2020There 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 2020.2019-12-1425 min
Sales Is KingEpisode 100: Buyer Confidence Is Your Greatest ChallengeBuyer 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.
2019-09-2719 min
Sales Is KingEpisode 98: The Digital Cold CallRelationships 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.2019-09-1414 min
Sales Is KingEpisode 96: Hey Sales Leaders, WTF?!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 🤔2019-08-2520 min
Sales Is KingEpisode 95: In the Spotlight: The Empathy Effect with Dr. Helen Riess, MD[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...2019-08-1129 min
Sales Is KingEpisode 94: Enough Already!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!2019-08-0216 min
Sales Is KingEpisode 91: Destroy The CompetitionTake 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!!🥊2019-07-0608 min
Sales Is KingEpisode 90: Visualization + Certainty = 💰💰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 ✌️2019-06-2313 min
Sales Is KingEpisode 86: NEVER ACCEPT GHOSTINGDan 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...2019-05-0116 min
Sales Is KingEpisode 85: STOP Caring If People Like You!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
2019-04-1822 min
Sales Is KingEpisode 84: Lights, Camera...The Power Of ACTION!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...2019-03-2425 min
Sales Is KingEpisode 82: Are You Playing To WIN?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 th...2019-03-1526 min
Sales Is KingEpisode 81: Mastering Multi-Channel ConnectionsWhere 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:
1. Creating Engaging and Interesting Social Profiles which includes producing original c...2019-03-0216 min
Sales Is KingEpisode 80: Admiration + Appreciation + Inspiration = 💰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...2019-02-1914 min
Sales Is KingEpisode 79: Magnetic Storyteller Or Pushy Sales Rep?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...."
"D...2019-02-0921 min
Sales Is KingEpisode 78: Stop Bitching About Leads And Learn How To SellDan 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:
1. Personal Brand/POV
2. Giving a sh*t/Empathy
3. Always Adding Value
4. Creating Your OWN Demand
Don't miss this new spin on modern selling 🎙2019-01-2712 min
Sales Is KingEpisode 77: Selling In A Constant State Of FluxA 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...2019-01-2026 min
Sales Is KingEpisode 76: Problem Solving? Check. Storytelling? Check.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 ar...2019-01-1526 min
Sales Is KingEpisode 75: Deeper Conversations=Greater ResultsDan 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...2019-01-0314 min
Sales Is KingEpisode 74: Wolf Of Wall Street SellingAre 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! 🤟2018-12-1821 min
Sales Is KingEpisode 73: Sales Leaders In Denial? Dan's Guest Appearance on SLMA RadioDan 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.2018-12-0928 min
Sales Is KingEpisode 72: Creating A Reason To BuyWhile 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...2018-11-3023 min
Sales Is KingEpisode 71: How To Sell Money 💰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...2018-11-2823 min
Sales Is KingEpisode 70: [RANT] If You Can't Take The Heat....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...2018-11-1722 min
Sales Is KingEpisode 69: The Surprising Weakness Plaguing 58% Of RepsLike-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...2018-11-1116 min
Sales Is KingEpisode 68: Are Buyers Driving Without A License?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...2018-10-2219 min
Sales Is KingEpisode 67: Dude, What Happened To Your Leverage?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...2018-10-1727 minSales Is KingEpisode 66: Excuses Are Killing YouMaking 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...2018-09-3021 min
Sales Is KingEpisode 65: Why Only 17% Get A Second MeetingLess 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...2018-09-2435 min
Sales Is KingEpisode 64: There Are No Shortcuts In Modern SellingIt'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.2018-09-1818 min
Sales Is KingEpisode 63: Always Be Closing?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...2018-09-0717 min
Sales Is KingEpisode 62: Game Plan To Nail 2018Flash 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...2018-09-0217 min
Sales Is KingEpisode 61: EQ+IQ=Breakthrough SellingA 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. 🎧2018-08-2620 min
Sales Is KingEpisode 60: Are You Committed?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...2018-08-1717 minSales Is KingEpisode 59: Desperately Seeking A Culture Of CoachingSales 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...2018-08-1130 min
Sales Is KingEpisode 58: The Connection 70% Of Reps Are MissingA 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...2018-08-0525 min
Sales Is KingEpisode 57: [RANT] Narcissists Need Not ApplyDan 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 🏄♂️2018-07-2921 min
Sales Is KingEpisode 56: Marketing and Sales In the #FakeNews EraFortune 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, co...2018-07-2235 min
Sales Is KingEpisode 55: Marketing + Sales Alignment : A Non Traditional ApproachKristin 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...2018-07-1532 min
Sales Is KingEpisode 54: Science and The B2B Sales RevolutionMcKinsey'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...2018-07-0927 minSales Is KingEpisode 53: Key Attributes Of the 21st Century B2B SellerForrester 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.2018-06-3017 min
Sales Is KingEpisode 52: CIOs Sound Off On Sales RepsA 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...2018-06-1014 min
Sales Is KingEpisode 51: Cure For The "DO NOTHING" Virus58% 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...2018-06-1010 minSales Is KingEpisode 50: What Are You Doing About JOB SECURITY?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 🎧2018-05-2919 minSales Is KingEpisode 49: [Interview] Stop Dreaming And Start DOING! with Michael AldenAuthor, 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 👊🔥2018-05-151h 05Sales Is KingEpisode 48: Finesse + Grit = 💰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!2018-05-0626 minSales Is KingEpisode 47: A Closing Primer For The Modern Seller 👊✍️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.2018-04-2233 minSales Is KingEpisode 46: DIFFERENTIATE! 👊🔥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.2018-04-1616 minSales Is KingEpisode 45: [Interview] Modern Selling With LinkedIn's Samantha McKennaSamantha 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...2018-04-0949 minSales Is KingEpisode 42: Stop BITCHING and Start Selling With SOCIALDan 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...2018-03-1822 minSales Is KingAcing C-Suite Selling: Interview with James MuirThe 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...2018-03-1137 minSales Is King“I Need To Think About It”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.2018-02-1815 minSales Is KingJerry Acuff Joins DanHe 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.2017-11-0642 minSales Is KingThe Wealthiest Sellers...Dan Sixsmith discusses the Top 5 habits of the wealthiest salespeople2017-09-0408 minSales Is KingWhy Deals Don't CloseDan sixsmith discusses a new USC study of b2b buyers talking about why they didn't move forward with a particular sales person2017-08-2113 min