Sales Is King

Key Points covered by Dan is this new episode:

- Potential opportunities for sales professionals in 2024

- Embracing new technologies, such as AI, in …

In this podcast episode, Dan Sixsmith hosts Dr. Stephen Timme, author of "Insight-Led Selling" and CEO of Finlistics. They discuss the challenges of B2B sales, including economic uncertainty, lack of understanding of …

Career expert Sonja Price joins Dan for a conversation on the state of the job market in a crazy economy. Is it a Buyer's or Seller's market, are we all going back to the office, how can you exponentially increase your …

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

The importance of automating value in B2B organizations (00:00:11) Discussion on the significance of automating value in B2B …

In this podcast episode, Dan Sixsmith introduces Season 2 of his podcast, Sales King. He discusses the focus of this season on topics relevant to sellers, leaders, and entrepreneurs. Dan emphasizes the importance of …

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 …

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

✔️The Experience …

Dan Sixsmith outlines 13 steps to closing more deals and winning over senior executives. With senior executives participating in the buying process twice as much than before the pandemic, sellers need a C-Suite playbook …

Dan Sixsmith discusses the importance of understanding what CEOs care about in order to effectively engage with them. He emphasizes the need to focus …

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

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

A New Year means goals and resolutions and Dan is back in the studio to outline a 5 point plan for closing deals faster than ever before. 
If your …

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, …

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

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

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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, …

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

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

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

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 …

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 …

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

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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 …

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 …

Are you making the moves now that will contribute to your success in the future? How far in advance are you playing? With a crisis in our laps right …

Now 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, …

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 …

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. …

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 …

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. …

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

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

Take a ride with Dan on a 20 minute riff on what it takes to completely transform your sales game. From the heart and unscripted as always, Dan walks …

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

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

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.

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

[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 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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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

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 …

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 …

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 …

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 …

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, …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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" …

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 …

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 …

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, …

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 …

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

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. …

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 …

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 …

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 …

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

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 …

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 …

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 …

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: …

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 …

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 …

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 …

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

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

Coffee is still for closers, yes, but Dan returns to the studio to discuss what modern sellers are doing to CLOSE deals and it's not what may have worked in the past. The 2018 Sales Rep is leveraging a new set of skills …

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 …

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 …

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 …

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 …

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 …

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 …

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

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 …

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 …

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 …

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 …

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 …

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

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

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

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

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

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

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

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

Dan is back to discuss the secret of successfully developing a high value network. The book “Give and Take” is a phenomenal resource as you seek to …

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Dan Sixsmith discusses the Top 5 habits of the wealthiest salespeople

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

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

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

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

Why Are So Many Sales Execs Missing Their Numbers?

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

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