Coffee is still for closers, yes, but Dan returns to the studio to discuss what modern sellers are doing to CLOSE deals and it's not what may have worked in the past. The 2018 Sales Rep is leveraging a new set of skills and tools to get deals on the books. Dan discusses 10 reasons why closers fail and what can be done to assure that your sales numbers keep rising in the face of a changing buyer and buying process.
How will you stand out in the "Sea of Sameness" that every Buyer faces today when deciding on which solution to purchase? Dan returns with a new studio episode(some new music as well ✌️) and a 7 Point Plan for Effective Differentiation. It's about Learning and Listening first, Empathizing and Educating second, Personalizing Your Pitch, Adding Value, Selling Yourself, And then Differentiating Follow Up. Tune in as Dan bangs out another kick-ass episode! Also don't forget to check Dan out with his...
Samantha McKenna is the new Head of Sales for LinkedIn's Enterprise and Mid Market, NYC. She joins Dan for a hard hitting interview on what it takes to succeed in Sales including the strategy, the motivation, and how to effectively leverage technology. Sam is a rising star in the world of Sales and she tells her story of early achievement, rapid and frequent promotions and the journey that has led her to Linkedin. Dan and Sam dive deep into what it means to be a "modern' sales exec in 2018 and h...
Travis Chappell, host of the popular podcast, Build Your Network, joins Dan for a frank discussion on the topic of Networking in 2018. Travis, a dyed in the wool salesman, recently launched a podcast on Networking and has lured some of the top business minds on to his program to discuss their secret sauce - guests such as Ed Mylett, Brad Lea, Kevin Harrington, Jordan Harbinger, Elena Cardone and a great cross section of business leaders and entrepreneurs. One thing is for sure: Just as Sales and...
Millennials are growing in importance in B2B purchasing decision-making. What are they looking for in vendors, partners and relationships? We have heard so much about personalizing our approach to buyers, but are we personalizing around age? The "Digital Natives" as a recent HBR article refers to them(20-35 year olds) [link here: http://ow.ly/MEPV1010Nm0], approach the selection process in a very different way than their older colleagues and a growing percentage of these Digital Natives have sol...
Dan is back in the studio with a Rant and some timely tips for Sales Execs looking to generate more demand and to more effectively prospect. Social selling is undeniably the most effective way to increase demand and bolster your Pipeline: 76% of Buyers are open to engaging with providers on social channels; 62% of Buyers actually want to connect with sales execs on social; and a whopping 92% of buyers want to connect with thought leaders on social!! So how do we take advantage of this? How do we...
The new dynamics in the B2B world today require that Sales Execs are able to connect with and influence many different stakeholders in order to be successful. Senior executives are becoming more involved in these decisions today and therefore Sales Execs more frequently find themselves in front of members of the C-Suite. But according to Forrester only 20% of salespeople are meeting the expectations of these senior execs. In this episode, Dan interviews the author of "The Perfect Close" and sell...
Dan is back with another episode based on new research from gryo marketing group. With a growing number of stakeholders involved in complex B2B purchases, the dynamics have shifted dramatically and sales people need to shift their approach in order to succeed. Link to research here: https://www.gyro.com/thinking/ Highlights include: 97% of buyers already have a preferred vendor coming into the decision committee; a 'champion leads the way for the winning team in 84% of the cases; 66% chose thoug...
Success in 2018 means having the “goods”, the knowledge, the subject matter expertise but it also means building an effective distribution network of connections who can learn from you, improve their situation from you and pass you on to others. Both are critically important not only in Sales but in Business and Life!
How Many times have you heard a prospect say that he or she needs to think about it or another classic line: “send me some information” These are classic blowoffs and in today’s podcast episode Dan outlines a plan for turning these around into revenue conversations. Follow Dan on Twitter @digitaladvantg; On Instagram:dan6smith Or send Dan an email dan.sixsmith@gmail.com to set up a free consult.
Connecting with Buyers early in the process, counter to what we have heard, is required by 71% Of Buyers who are actually looking to SALES to help with idea generating and brainstorming. In addition, Perseverance is crucial to winning more business. How long do you typically hang in? 44% of you quit after 1 “No” and another 22% bail after the second “No”
Dan leads a discussion around new research from RAIN which outlines what Buyers are saying sets the sales winners apart from the runners up. The winners according to the study sell RADICALLY different than the second and third place finishers. The results are surprising. The report uncovers some new approached that Buyers require in 2018.
Dan is back with a new in-studio segment and he talks about how to sell against fear: How to not be crippled by inaction and a game plan to disable fear both from the perspective of the seller and the buyer. Buyers also wrestle with fear today and choose to stay in their comfort zones. Effective sellers today know how to defeat that fear and win more business.
Mario Martinez Jr a Digital Sales expert joins Dan for an action packed segment to discuss how Sales Execs can win with the Modern Buyer!
Dan discusses the critical importance of preparing for each meeting and what is involved in doing that successfully. In addition he covers how to successfully execute and carry out the game plan. The big difference between high performers and the unsuccessful salespeople is how they execute and take action.
The synergy of expertise with relationships is critical to successful selling in 2018. Dan reviews how to develop expertise and then put it into practice through growing an active network of engaged followers.
Empathy builds an emotional connection with buyers and increases trust. Dan reviews how to deploy this very important skill.
Keenan joins Dan for a sneak peak of his forthcoming book. If you can effectively expose and uncover a significant gap between your prospect’s current state and his desired state, the more value will be placed on your product or solution.
Global Sales Effectiveness Leader, Paul Bickford joins Dan to discuss his successful formula for helping organizations transform the selling process including what’s required and some of the incredible results you can expect!
Dan tells the incredible story of ex felon Weldon Long and his road from the prison yards to becoming one of the top Sales experts in the world.
CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018
Dan is back to discuss the secret of successfully developing a high value network. The book “Give and Take” is a phenomenal resource as you seek to deepen connections and build a bridge to success in Sales, Business and Life.
Dan is back with the Top 5 ways to take your Sales Game to the next level!
He has been ranked in the Top 50 Salespeople in the world, a best selling author, a Top 5 Sales Consultant: Jerry Acuff joins the podcast for an eye opening session with Dan.
Chris Kingman Of TransUnion riffs on technology’s role in driving Sales excellence.
Nicole O Brien of Sage Payment Systems connects in with us to deliver her perspective on how Marketing and Sales can align around the customer.
Liz McCormick of Pegasystems joins me to talk about the process of managing change internally and leading a behavioral shift in how Salespeople sell
Sheevaun Thatcher, Global Sales Enablement leader joins me in Dallas TX to discuss RingCentral’s new approach to Sales.
Dan reviews the 5 traits of high performers and how to bring it to your Sales Game.
There is an emotional component in B2B Buying decisions. Buyers are consumers at heart and expect a B2C like experience. As a world class Sales Exec, you need to create that emotional connection.
