Cover art for podcast Sales Is King

Sales Is King

142 EpisodesProduced by Dan Sixsmith Website

In Season 2, AI is emerging as a game changer for Sales Reps. But how will it effect us? Will it propel us to greater numbers or will it make us expendable? Here is what you need to do to succeed in the AI Era.

142 Episodes | 2017 - 2023

149: Why Should I Care?

December 3rd, 2023


Key Points covered by Dan is this new episode:

- Potential opportunities for sales professionals in 2024

- Embracing new technologies, such as AI, in …

148: Dr. Stephen Timme's Journey from Professor to B2B Sales Influencer

November 19th, 2023


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 …

147: Unleashing Your Career Potential: Expert Insights from Sonja Price

November 18th, 2023


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 …

146: The Future Is Here: Embracing Value Automation for Exponential Growth.

November 18th, 2023


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 …

141 AI Unleashed: Reshaping The Sales Landscape

October 25th, 2023


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 …

145: The Secret Sauce: Unveiling The Habits Of Top Revenue Teams(Pt1)

October 25th, 2023


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 …

144: [Special Edition] How U2 Rocked the Business World in Vegas

October 1st, 2023


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

✔️The Experience …

The Million Dollar Meeting: Secrets Of C-Suite Sales Success

September 18th, 2023


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 …

C-Suite Conversations: Winning Trust and Business(Part 1)

September 10th, 2023


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

Episode 140: A Tale of 3 Car Sales Reps

October 19th, 2022


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!

Episode 139: Winning The Deal On The First Call

April 26th, 2022


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


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


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


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 133: Mastering The Sales Experience

July 10th, 2021


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 131 Credibility: Your Ace In The Hole

March 18th, 2021


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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

October 30th, 2019


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


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


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


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


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


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


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


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


[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


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


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 …


July 7th, 2019


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


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 88: Dude, Why Did You Give Up?

May 31st, 2019


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


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 …


May 1st, 2019


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


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


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


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


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


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


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


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


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


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


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 74: Wolf Of Wall Street Selling

December 18th, 2018


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


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


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


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


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


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


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


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


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


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


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


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


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


A new Fast Company Article, contends that Sales is rapidly becoming a STEM(science, technology, engineering, mathematics) …

Episode 60: Are You Committed?

August 17th, 2018


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


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


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


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


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


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


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


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


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


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


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


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


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


April 29th, 2018


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


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


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


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


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


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


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


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


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


February 18th, 2018


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


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


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


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


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


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


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

Expertise + Relationships = 💰💰

December 26th, 2017


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


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


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


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


December 5th, 2017


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




November 17th, 2017


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 …


November 10th, 2017


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

Jerry Acuff Joins Dan

November 6th, 2017


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


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

Aligning Marketing and Sales

October 29th, 2017


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


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


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


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

Connecting To Buyers Emotions

October 8th, 2017


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


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

Why You Need A Mentor

October 3rd, 2017


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


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


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


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


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


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


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

The Wealthiest Sellers...

September 4th, 2017


Dan Sixsmith discusses the Top 5 habits of the wealthiest salespeople

A Big Idea For Social Selling

September 2nd, 2017


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


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

It's All In The Prep!

August 30th, 2017


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

Why Deals Don't Close

August 21st, 2017


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


Why Are So Many Sales Execs Missing Their Numbers?

Interview with Matt Heinz

August 3rd, 2017


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


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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