In Part 1 of this podcast episode, Dan Sixsmith discusses a new research study by Mediafly that explores the key drivers of success for high-performing revenue teams. The study reveals that most organizations invest heavily in their sales tech stack and plan to reinvest headcount savings into innovative sales technology. It highlights the importance of data, engaging content, and personalized buyer experiences for success. Sixsmith also discusses the emergence of digital sales rooms in B2B marke...
Oct 25, 2023•26 min
U2 Rocked The Sphere in Vegas last night with an unbelievable concert experience. What can we learn from this as B2B Sellers: ✔️The Experience Economy is in full swing ✔️Customer Centricity Rules ✔️Embrace and Early Adopt Latest Technology ✔️Storytelling Works ✔️Foster Emotional Connections(Be Unforgettable) ✔️Think Beyond The Deal ✔️Immersion Is King
Oct 01, 2023•14 min•Season 2Ep. 1
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 to be able to impress and convince these executives that their solution is the best choice. Don't forget to subscribe to our podcast for more valuable insights and expert interviews. If you enjoyed this episode, please leave a review and share it with your colleagues in the B2B s...
Sep 18, 2023•26 min•Season 2Ep. 3
Dan Sixsmith discusses the importance of understanding what CEOs care about in order to effectively engage with them. He emphasizes the need to focus on driving top-line growth, technology-related issues, the workforce, corporate financial products and services, customer satisfaction, environmental stability, cost, and sales. Dan highlights that environmental concerns, the workforce, and customer satisfaction are particularly significant to CEOs. He also emphasizes the importance of providing va...
Sep 10, 2023•18 min•Season 2Ep. 1
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!
Oct 19, 2022•26 min
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!
Apr 26, 2022•26 min
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 Buyer is 70-80% of the way through the cycle when they contact you, they just handed you the ball on the 20 yard line. You need to call the right plays to take it the rest of the way for the score. With all of that work already completed, and if you deploy the right approach, your time to close should be going down, resulting in hitting your numbers fa...
Jan 02, 2022•18 min
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, Dan outlines the key components for success in the coming year. Sneak preview: #Adaptability, #ValueSelling, #HybridMeetings #Differentiation, #Content, #PersonalBrand. Finish out strong in 2021 and propel yourself into a fast start in the new year with Sales Is King!
Dec 12, 2021•27 min
Buyers are buying into Stories, Momentum and People more than anything else. In this episode, we analyze what these 3 ingredients of sales success can mean for you in a rapidly evolving and shifting business landscape. Also, the power of "compound interest" and consistency in sales. Be there or Be Square.
Sep 05, 2021•17 min
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 details what Buyers are looking for coming out of the pandemic and at the top of the list is "Sales Experience". But what does that mean exactly and how do we in Sales leverage this to our advantage. Tune in to Win!
Jul 10, 2021•24 min
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 a crushing defeat. Reps today need to win the intangibles game to succeed. One such intangible is Credibility. On this new episode, you will learn all of the components of credibility as it relates to your sales game and how to leverage these elements to win more business; build a...
Mar 18, 2021•21 min
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 competition? Do you want it more than the rest of the reps in your company, on your team? Fortune favors the BOLD. Are you bold? Do you ask for the order? Or are you worried about offending the buyer, your new friend? Hogwash! C'mon! Listen in for a bucket of cold water to wake you up to n...
Mar 07, 2021•17 min
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 needs to be done to rectify this and improve as 2021 take shape. The 5 key areas: 1) Sellers Ability To Demonstrate Unique Insights (-53%) 2) Seller Helps Me Come To A Decision (-34%) 3) Sellers understands and addresses the diverse needs of stakeholders(-41%) 4) Sellers help champio...
Feb 21, 2021•31 min
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 working so hard to get on your target companies' radar, it's game time! Time to shine. But many struggle to connect. They play defense instead of taking charge of the meeting. The reality is that a job interview is nothing more than a Sales Call . In this episode, Dan walks through the critical steps required to ace the job interview by leveraging ...
Feb 13, 2021•29 min
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 top challenges sellers face in 2021. According to a recent Objective Management Group study, only 12% of sellers are proficient at making the case for urgency. Why is that? Because it is not easy and requires an expertise to make this happen consistently. It requires navigation techniques, a closing mindset and organization skills that we will cover i...
Jan 23, 2021•22 min
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 covers the Top reasons why sellers don't close deals and what you do about it. To Your Success!
Dec 13, 2020•45 min
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 covers 5 areas of focus: 1) Pre Call Research - we often talk about the power of doing the homework prior to a call. But are we doing the right research and enough of it? What major initiative is the company undertaking? Cloud? Digital Transformation? AI? How are they going to grow ne...
Nov 22, 2020•26 min
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 inflection point where the Elite rise and the average reps fumble it away. Don't miss this one!
Nov 01, 2020•18 min
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.
Oct 02, 2020•27 min
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 make Referrals a key part of their success.
Aug 23, 2020•47 min
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 COVID economy and some of the keys to Michael's sales success which has resulted in rapid promotions during his seven-year tenure at Equinox. With over 27,000 followers on Linkedin, Michael gives us the G2 on building audience on social and leveraging it to build credibility and r...
Jul 19, 2020•29 min
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 walk through some of the eye-opening changes in Buyer Behavior and outline the steps you need to take to keep winning business in the COVID economy. Here is the link to our new blog https://dansixsmith.blogspot.com/ Sign up to join our mailing list: https://view.flodesk.com/pages/5e...
Jul 11, 2020•28 min
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 https://dansixsmith.blogspot.com/ Peace ✌️
Jul 05, 2020•10 min
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 only 17% of reps are invited back to a second meeting. These initial meetings are disasters for a large chunk of sellers. Why? Today we review the Top 7 Reasons Why Prospects Go Dark, according to USC Business School.
Jun 27, 2020•27 min
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 be conducted during and after this monumental crisis. Just like high profile companies that faced disruption and lost(Blockbuster, Sears, ToysrUs), we in sales cannot afford to be a spectator while the cataclysmic shift occurs. The world just picked up its pace and we need to keep ...
Jun 16, 2020•17 min
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, shouldn't we be 100% focused on the here and now? Not so fast. Your long game, your long term plan, connecting with those key contacts that can be helpful to you and get you to your longer term goals is key. Staying 2 or 3 moves ahead of your competition, ahead of the market is going to be a key barometer of how well you are going to fare in th...
Jun 01, 2020•14 min
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, only 33% of reps can connect the benefits of their solution to the prospects stated challenges and priorities. What? And more troubling is that 12%, that's right 12% are skilled in convincing the Buyer to take action NOW. With budgets on lockdown, and projects being trimmed and cut, ...
May 16, 2020•22 min
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 an entirely new game plan. Your success is going to depend on how quickly and effectively you adjust. As we have said on this program from the beginning, change is constant and those who adapt and reposition themselves will come out on top. In this episode, we review a great new article. https://www.linkedin.com/pulse/how-secure-budget-age-covid-19-d...
Apr 18, 2020•28 min
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. They know what it is like to be down to their last out. They know that you do not win every deal. They know that you have to find a way to the goal line. They know what its like to take one on the chin; to get off the canvas and continue to fight. They know that a bad day can be fo...
Apr 11, 2020•24 min
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 launch, the fight you need to wage to get back in the game and fast. If you are still on the playing field, there are actions you need to take to insure you don't miss a step in your quest for success. Books Dan refers to: Never Eat Alone- Keith Ferrazzi Friend of a Friend- David Bi...
Mar 30, 2020•23 min
