Cover art for podcast Sales Is King

Sales Is King

140 EpisodesProduced by Dan Sixsmith Website

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 numb… read more

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Episode 139: Winning The Deal On The First Call

April 26th, 2022

25:39

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!

Episode 138: Why You Should Be Closing Faster!

January 2nd, 2022

17:54

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 …

Episode 137: The Big Shift Coming In 2022

December 12th, 2021

27:10

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, …

Episode 136: Stories + Momentum + People: The Formula For Sales Excellence

September 5th, 2021

17:02

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

In this episode, we analyze what these 3 ingredients of sales success …

Episode 135: The Art Of The Pivot

August 1st, 2021

27:16

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 …

Episode 134: Winning Over The C-Suite(New Research)

July 17th, 2021

32:41

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 …

Episode 133: Mastering The Sales Experience

July 10th, 2021

24:29

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 …

Episode 132: How To Become A 'Mega Dealer'

May 16th, 2021

25:45

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 …

Episode 131 Credibility: Your Ace In The Hole

March 18th, 2021

20:36

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 …

Episode 130 Wanting It More

March 7th, 2021

16:41

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 …

Episode 129: The Growing Buyer-Seller Disconnect

February 21st, 2021

31:03

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 …

Episode 128: Nailing The Job Interview(Hint: It's a Sales Call!)

February 13th, 2021

28:37

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 …

Episode 127: Selling Urgency

January 23rd, 2021

22:19

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 …

Episode 126: The Psychology Of CLOSING

December 13th, 2020

44:34

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 …

Episode 125: Thinking BIG For 2021

November 22nd, 2020

26:10

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 …

Episode 124: Elite Or Mediocre?

November 1st, 2020

18:22

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 …

Episode 123: Advancing The Sale With Jerry Acuff

October 11th, 2020

37:22

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, …

Episode 122: Unstoppable Selling In the ZOOM Economy

October 2nd, 2020

26:37

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.

Episode 121: In The Spotlight: James Muir and The Perfect Referral

August 23rd, 2020

46:39

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 …

Episode 120: In the Spotlight: Equinox's Michael Macchiarelli

July 19th, 2020

29:10

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 …

Episode 119: Here's What Happened To The B2B Buyer

July 11th, 2020

28:03

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 …

Episode 118: Sellers vs. Closers

July 5th, 2020

10:22

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

Episode 117: Top 7 Reasons Prospects Go Dark

June 27th, 2020

26:43

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 …

Episode 116: Sales Redefined...Again

June 16th, 2020

16:56

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 …

Episode 115: Playing The Long Game

June 1st, 2020

13:43

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 …

Episode 114: Buyers: "So What?!"

May 16th, 2020

21:43

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, …

Episode 113: Time For A New Game Plan

April 18th, 2020

27:53

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 …

Episode 112: Sales Reps Will Lead Us Back

April 11th, 2020

24:28

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. …

Episode 111: What You Do Now

March 30th, 2020

23:03

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 …

Episode 110: Selling Through A Crisis

March 14th, 2020

20:58

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. …

Episode 109: Pressure!

February 13th, 2020

8:56

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! ⛽️

Episode 108: Transform Your Selling NOW 💰

February 5th, 2020

21:37

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 …

Episode 107: Kobe Bryant

January 30th, 2020

11:02

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

Episode 106: Sprint Selling + The Easiest Way To Increase Sales

January 26th, 2020

9:09

Research shows that more intense and shorter bursts of physical activity are more powerful than the long arduous workouts and similarly in Sales …

Episode 105: Blueprint For Success in 2020

December 14th, 2019

25:26

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.

Episode 104: Breaking Out Of A Slump 🥊

November 10th, 2019

16:08

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 …

Episode 103: In The Spotlight- Sheevaun Thatcher's RingCentral Success Story

October 30th, 2019

20:36

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 …

Episode 102: A Good Rep Is Hard To Find

October 19th, 2019

18:50

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 …

Episode 101: In The Spotlight- Tom Pisello's Evolved Selling

October 3rd, 2019

26:58

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 …

Episode 100: Buyer Confidence Is Your Greatest Challenge

September 27th, 2019

19:02

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 …

Episode 99: In The Spotlight: The New Rules Of Growth with Kristin Luck

September 16th, 2019

26:04

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 …

Episode 98: The Digital Cold Call

September 14th, 2019

14:50

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 …

Episode 97: In the Spotlight: The UnAmerican Dream with Carlos Hidalgo

September 3rd, 2019

47:42

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 …

Episode 96: Hey Sales Leaders, WTF?!

August 25th, 2019

20:26

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 …

Episode 95: In the Spotlight: The Empathy Effect with Dr. Helen Riess, MD

August 11th, 2019

29:41

[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 …

Episode 94: Enough Already!

August 2nd, 2019

16:35

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 …

Episode 93: 5 Proven Ways To Differentiate

July 14th, 2019

10:16

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

1. Engage in effective discovery- around …

Episode 92: COLD CALLING LIVES!!

July 7th, 2019

17:44

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 …

Episode 91: Destroy The Competition

July 5th, 2019

8:13

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 …

Episode 90: Visualization + Certainty = 💰💰

June 23rd, 2019

13:49

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 …

Episode 89: Prescriptive Selling WINS

June 15th, 2019

13:04

Elite Sales Reps both "describe + prescribe." They take control of the sales process by asking intelligent questions, highlighting the consequences …

Episode 88: Dude, Why Did You Give Up?

May 31st, 2019

19:20

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 …

Episode 87: Proactive Closer or Passive Facilitator?

May 19th, 2019

11:06

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 …

Episode 86: NEVER ACCEPT GHOSTING

May 1st, 2019

16:46

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 …

Episode 85: STOP Caring If People Like You!

April 18th, 2019

22:10

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 …

Episode 84: Lights, Camera...The Power Of ACTION!

March 23rd, 2019

25:46

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 …

Episode 83: The More You LEARN, The More You EARN

March 20th, 2019

20:11

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 …

Episode 82: Are You Playing To WIN?

March 15th, 2019

26:46

Winning in Sales requires deploying some old school techniques, tried and true for decades and combining them with newer school approaches; those …

Episode 81: Mastering Multi-Channel Connections

March 2nd, 2019

16:38

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 …

Episode 80: Admiration + Appreciation + Inspiration = 💰

February 19th, 2019

14:27

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 …

Episode 79: Magnetic Storyteller Or Pushy Sales Rep?

February 9th, 2019

21:01

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 …

Episode 78: Stop Bitching About Leads And Learn How To Sell

January 27th, 2019

12:24

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 …

Episode 77: Selling In A Constant State Of Flux

January 20th, 2019

26:28

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, …

Episode 76: Problem Solving? Check. Storytelling? Check.

January 15th, 2019

26:28

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 …

Episode 75: Deeper Conversations=Greater Results

January 3rd, 2019

14:38

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 …

Episode 74: Wolf Of Wall Street Selling

December 18th, 2018

21:37

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 …

Episode 73: Sales Leaders In Denial? Dan's Guest Appearance on SLMA Radio

December 9th, 2018

28:33

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 …

Episode 72: Creating A Reason To Buy

November 30th, 2018

23:55

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 …

Episode 71: How To Sell Money 💰

November 28th, 2018

23:40

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 …

Episode 70: [RANT] If You Can't Take The Heat....

November 17th, 2018

22:29

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 …

Episode 69: The Surprising Weakness Plaguing 58% Of Reps

November 11th, 2018

16:20

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 …

Episode 68: Are Buyers Driving Without A License?

October 22nd, 2018

19:29

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 …

Episode 67: Dude, What Happened To Your Leverage?

October 17th, 2018

27:53

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 …

Episode 66: Excuses Are Killing You

September 30th, 2018

21:09

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" …

Episode 65: Why Only 17% Get A Second Meeting

September 24th, 2018

35:14

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 …

Episode 64: There Are No Shortcuts In Modern Selling

September 18th, 2018

18:19

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 63: Always Be Closing?

September 7th, 2018

17:45

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, …

Episode 62: Game Plan To Nail 2018

September 2nd, 2018

17:30

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 …

Episode 61: EQ+IQ=Breakthrough Selling

August 26th, 2018

20:54

A new Fast Company Article, http://ow.ly/aleN101e2iw contends that Sales is rapidly becoming a STEM(science, technology, engineering, mathematics) …

Episode 60: Are You Committed?

August 17th, 2018

17:58

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. …

Episode 59: Desperately Seeking A Culture Of Coaching

August 11th, 2018

30:20

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 …

Episode 58: The Connection 70% Of Reps Are Missing

August 5th, 2018

25:00

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 …

Episode 57: [RANT] Narcissists Need Not Apply

July 29th, 2018

21:21

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 …

Episode 56: Marketing and Sales In the #FakeNews Era

July 22nd, 2018

35:01

Fortune 500 CMO Peter Horst joins Dan to discuss the challenges marketers and sellers face in a rapidly evolving business landscape. Of specific …

Episode 55: Marketing + Sales Alignment : A Non Traditional Approach

July 14th, 2018

32:29

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 …

Episode 54: Science and The B2B Sales Revolution

July 8th, 2018

27:41

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 …

Episode 53: Key Attributes Of the 21st Century B2B Seller

June 30th, 2018

17:57

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 …

Episode 52: CIOs Sound Off On Sales Reps

June 10th, 2018

14:39

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:

Episode 51: Cure For The "DO NOTHING" Virus

June 10th, 2018

10:40

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 …

Episode 50: What Are You Doing About JOB SECURITY?

May 29th, 2018

19:37

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 …

Episode 49: [Interview] Stop Dreaming And Start DOING! with Michael Alden

May 15th, 2018

1:05:30

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 …

Episode 48: Finesse + Grit = 💰

May 5th, 2018

26:50

In addition to the 'foundational' elements of sales success, (the grit skills like determination, follow up, rejection proofing, asking for the …

RANT: HEY BUYERS, GET OVER YOURSELVES! 😡

April 29th, 2018

5:32

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

Episode 47: A Closing Primer For The Modern Seller 👊✍️

April 22nd, 2018

33:08

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 …

Episode 46: DIFFERENTIATE! 👊🔥

April 16th, 2018

16:01

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 …

Episode 45: [Interview] Modern Selling With LinkedIn's Samantha McKenna

April 9th, 2018

49:26

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 …

Episode 44: [Interview] Lessons From World's Top Networkers

April 2nd, 2018

50:03

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 …

Episode 43 : Selling To MILLENNIALS

March 24th, 2018

18:56

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 …

Episode 42: Stop BITCHING and Start Selling With SOCIAL

March 18th, 2018

22:50

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 …

Acing C-Suite Selling: Interview with James Muir

March 11th, 2018

37:53

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 …

The Top 4 Difference Makers in B2B Group Decision Making

March 3rd, 2018

25:55

Dan is back with another episode based on new research from gryo marketing group. With a growing number of stakeholders involved in complex B2B …

WHAT YOU KNOW Or WHO YOU KNOW?

February 18th, 2018

10:05

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 …

“I Need To Think About It”

February 18th, 2018

15:46

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 …

Strike Early And Persevere 👊🏻

February 8th, 2018

12:50

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 …

Sales Winners Are Doing This

January 30th, 2018

24:33

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 …

Selling Against FEAR

January 23rd, 2018

19:55

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 …

Disrupted Or Transformed?

January 19th, 2018

36:07

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!

Preparation + Execution = 💰💰

January 7th, 2018

11:16

Dan discusses the critical importance of preparing for each meeting and what is involved in doing that successfully. In addition he covers how to …

The Beatles: Lessons For Sales

December 28th, 2017

20:38

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 …

Expertise + Relationships = 💰💰

December 26th, 2017

12:29

The synergy of expertise with relationships is critical to successful selling in 2018. Dan reviews how to develop expertise and then put it into …

Selling With EMPATHY

December 19th, 2017

13:12

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

Intro To Gap Selling

December 19th, 2017

25:34

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 …

Blueprint: Transforming Sales

December 10th, 2017

49:40

Global Sales Effectiveness Leader, Paul Bickford joins Dan to discuss his successful formula for helping organizations transform the selling process …

The Power Of CONSISTENCY

December 5th, 2017

14:57

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: Top Skill For 2018

November 24th, 2017

16:09

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

The POWER of GIVING

November 17th, 2017

9:33

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 …

RAISE YOUR GAME 💪

November 10th, 2017

9:01

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

Jerry Acuff Joins Dan

November 6th, 2017

42:11

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 …

Technology’s Role in Sales

October 30th, 2017

7:58

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

Aligning Marketing and Sales

October 29th, 2017

19:14

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.

Changing Sales Execs Behavior

October 29th, 2017

11:53

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

Changing Selling Conversations

October 29th, 2017

11:25

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

Keys To High Performance Sales

October 16th, 2017

16:34

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

Connecting To Buyers Emotions

October 8th, 2017

7:26

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 Sales

October 7th, 2017

7:54

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

Why You Need A Mentor

October 3rd, 2017

7:30

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.

Reassuring Your New Customers

September 27th, 2017

5:52

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 Michelle Killebrew

September 26th, 2017

34:29

CMO, thought leader, influencer Michelle Killebrew joins us for a thought provoking conversation about her role @ IoT start up Nomiku and the …

Virtual vs. In-Person Selling

September 16th, 2017

10:49

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.

An Essential New Skill

September 9th, 2017

4:36

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

Checklist For Sales Success!

September 9th, 2017

10:45

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

Hey Sales,Take Back Control!

September 5th, 2017

6:35

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

The Wealthiest Sellers...

September 4th, 2017

8:03

Dan Sixsmith discusses the Top 5 habits of the wealthiest salespeople

A Big Idea For Social Selling

September 2nd, 2017

9:09

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

Ya Gotta Network, Baby!

August 30th, 2017

9:23

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

It's All In The Prep!

August 30th, 2017

15:27

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

Why Deals Don't Close

August 21st, 2017

13:36

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

Only 55% Made Quota in 2016

August 11th, 2017

9:29

Why Are So Many Sales Execs Missing Their Numbers?

Interview with Matt Heinz

August 3rd, 2017

19:35

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

Sales is King

July 24th, 2017

18:04

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?

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