The conversation between Dan Sixsmith and David Keene explores the state of B2B marketing today and the challenges faced by marketers. They discuss the importance of aligning sales, marketing, and customer success to provide a cohesive and integrated experience for buyers. They also touch on the impact of AI in marketing and the need for more practical use cases. David shares his career journey and highlights the skills required for modern CMOs, including being a people person, having technical ...
Jul 08, 2024•58 min
[From a Linkedin Live Broadcast] Henry Cubillan, VP of Sales Strategy and Operations at Schneider Electric, discusses the challenges and changes in B2B sales today. He highlights the post-pandemic hangovers and macroeconomic challenges that have affected the sales industry. Cubillan emphasizes the need for sales professionals to transition from being bearers of information to becoming consultants who understand the customer's environment and challenges. He also discusses the importance of emotio...
Jul 04, 2024•55 min
In this conversation, Dan Sixsmith interviews Omri Avdi, the Chief Sales Officer at Grant Thornton, about the current trends in B2B sales and the challenges faced by sellers. They discuss the increased scrutiny over spend, the involvement of CFOs and C-level executives in the purchasing process, and the importance of building enduring relationships with clients. They also touch on the decline in quota attainment, the need for coaching and continuous learning, and the impact of culture on hiring ...
Jul 04, 2024•56 min
Ophelie Janus joins Dan. She is the Global Head of Thought Leadership at Siemens. The conversation explores the importance of trust and ROI in business decisions, the role of thought leadership in building trust, and the impact of thought leadership on buying decisions. It also delves into the types of thought leadership content, the journey to a thought leadership role, and the measurement of thought leadership success. In this conversation, Ophelie Janus discusses the importance of events, com...
Jul 01, 2024•44 min
Summary Jon Miller, pioneer, market maker, thought leader and the OG of MarTech joins Dan for over 60 minutes of engaging dialogue and new revelations. The conversation covers the journey of Marketo, the emergence of marketing automation solutions, the challenges faced, and the eventual merger with Demandbase. It also delves into the creation of Engagio and the lessons learned from early success. The themes include Marketo's market entry, product development, category expansion, leadership impac...
Jun 20, 2024•1 hr 9 min
Summary Tom Pisello, the ROI Guy and serial entrepreneur and David Yockelson, senior fellow at Gartner and Value Selling expert join Dan on this episode. The conversation covers a wide range of topics related to B2B marketing and sales, including the challenges of subscription fatigue, the impact of AI on decision-making, the role of value engineering in sales, and the importance of post-sale value and customer success. The speakers discuss the need for an orchestrated approach to value executio...
Jun 19, 2024•41 min
Summary Usman Sheikh, CEO and founder of XIQ, discusses the changing dynamics of B2B sales and the impact of generative AI on sales productivity. He shares his journey from architecture to software and the founding of XIQ. The conversation delves into the core solution of XIQ, its target audience, and the use of behavioral science to decode human buying behavior. The conversation explores the use of AI in sales engagement and the impact of personalized communication on email open and click-throu...
Jun 03, 2024•38 min
Summary In this episode, Dan Sixsmith provides updates on recent articles and publications, introduces a new Facebook group, and discusses a HubSpot study on B2B sales in 2024. He highlights the importance of AI-related resources, self-service tools, customer referrals, customer education, and thorough preparation in B2B sales. He also shares strategies for success, including being likable, selling oneself, asking for referrals, and conducting market research. Additionally, he emphasizes the sig...
May 27, 2024•29 min
Summary In this conversation, Dan Sixsmith interviews Cliff Simon, a subject matter expert on go-to-market and revenue operations. They discuss the rapid changes in the B2B industry, the role of AI, and the importance of unified data structures. Cliff emphasizes the need for individuals to stay connected with AI possibilities and advises senior and mid-level executives to play with AI tools and stimulate their imagination. They also discuss Cliff's background and how he transitioned from wanting...
May 22, 2024•46 min
Summary Jean Marie Richardson, CEO of iFolio, discusses the challenges faced by sales teams in today's digital age and the importance of appreciating their hard work. She explains how iFolio helps sales leaders tell their story and influence buyers with personalized, real-time analytics. Jean Marie shares her journey of building iFolio, including funding the company and acquiring clients. She also highlights the competition in the market and the value of enabling sales teams with effective marke...
May 17, 2024•53 min
Summary In this episode, Dan Sixsmith reviews the key learnings from three recent episodes focused on AI and its impact on business. The guests included Irshad Raiham, Vice President of Product Marketing at FICO, Ryan Staley, an AI consultant, and Dr. Lisa Palmer, an AI expert. The main takeaways include the importance of inspiring and initiating conversations in marketing, the need for B2B websites to provide B2C-like experiences, the potential of AI to revolutionize marketing and sales process...
May 07, 2024•26 min
Summary In this episode, Dan Sixsmith discusses the power of thought leadership and its impact on B2B buyers. He shares insights from a study by Edelman, a social media and PR firm, highlighting the importance of thought leadership in driving demand, influencing sales and pricing, and protecting existing customers. Dan emphasizes the need for organizations and individuals to provide thought leadership that offers expertise, guidance, and a unique point of view. He also explores the challenges an...
May 06, 2024•31 min
Summary In this episode of Sales is King, Dan Sixsmith interviews Irshad Raihan, the VP of Product Marketing at FICO. They discuss the state of B2B marketing and the need for marketing to disrupt itself. Irshad shares his background and how he got into marketing, emphasizing the importance of storytelling and customer engagement. They also talk about the future of digital marketing, including immersive and interactive content, account-based marketing, and the role of AI. AI can help marketers un...
Apr 29, 2024•54 min
Summary: Ryan Staley, CEO of an AI transformation company, shares his journey in sales and how he got interested in the field. He started as a busboy and then got into sales jobs, eventually becoming a top performer in door-to-door advertising. He transitioned into management and strategy roles, leading teams and turning around underperforming offices. Ryan also discusses his involvement in communities like Pavilion and Revgenius, as well as his podcast, The Scale Up Show. He plans to rebrand th...
Apr 25, 2024•49 min
Summary Dr. Lisa Palmer, an expert in AI, discusses her career journey and the importance of embracing AI in sales. She emphasizes the need for continuous learning and upskilling to stay ahead in the rapidly evolving AI landscape. Dr. Palmer also highlights the role of AI in sales acceleration and the potential for AI to revolutionize the sales process. She shares insights on training sales teams to leverage AI effectively and the importance of creating a culture of continuous learning. Dr. Palm...
Apr 24, 2024•29 min
Summary B2B buyers doors are essentially closed to emailing, so what is the former #1 SDR at Zoominfo doing to crack the code? In this episode, Dan Sixsmith interviews Justin Chi, the founder and CEO of Cold Email Hackers, about prospecting and SDRs. Justin shares his journey into sales and how he leveraged email to book meetings and grow his business. They discuss the importance of email deliverability and how to personalize messages at scale. Justin also shares his thoughts on AI in sales and ...
Apr 22, 2024•18 min
Summary In this light hearted episode of Sales Is King, Dan Sixsmith introduces a new segment called the Top 10 list, where he reviews a list of the top 10 sales mistakes that reps make. He discusses each mistake and shares his thoughts on them. The mistakes include not listening and talking too much, offering too much for nothing, not focusing on the solution, focusing on price instead of value, making promises you can't keep, not being ready to overcome objections, arguing with potential custo...
Apr 12, 2024•13 min
Summary In this episode, Dan Sixsmith discusses the importance of differentiation in sales and provides a step-by-step approach to successfully differentiate from the competition. He emphasizes the need to sell yourself first and foremost, understand the prospect's issues, actively listen and empathize, create dis-ease with the status quo, add value through education, talk about your differentiating value, establish yourself as vital to the process, and differentiate through follow-up. The key t...
Apr 11, 2024•5 min
Summary Chris Orlob, a B2B sales influencer, shares his journey into sales and his experiences at Gong. He discusses the importance of updating sales skills to meet changing market conditions and the need for business acumen in sales. He emphasizes the significance of effective discovery as the hub of all sales skills and highlights the importance of going beyond surface-level questions to understand the need behind the need. Chris also introduces P Club, an online education platform for technol...
Apr 11, 2024•46 min
Summary: In this episode, Dan Sixsmith interviews Bryon Coro, the SVP of Global Sales at Pendo, about his journey in sales and the changes he has seen in the industry. They discuss the importance of value selling, the convergence of PE and VC business approaches, and the need to tie products to key initiatives within an organization. They also talk about building pipeline, the role of marketing, and the importance of personal branding for sellers. Finally, they touch on the current state of the ...
Apr 08, 2024•47 min
Summary: In this conversation, Dan Sixsmith and Doug May discuss value selling and its importance in today's business landscape. They explore Doug's career journey and his new role at Harness. The conversation covers the definition of value selling and the concept of slowing down to speed up. They also discuss the reasons for the increased interest in value selling and the impact it can have on sales success. Overall, the conversation highlights the value of value selling in driving business gro...
Apr 01, 2024•56 min
B2B marketing is under fire(again). IBM alum, Ted Talk(er), and CMO, Michelle Killebrew is back on SIK! 00:00:30 (Michelle'a Career Summary) Guest discusses her roles at CA Technologies, Broadcom, PwC, and NTT Limited, detailing her experiences and challenges. 00:05:13 (Evolution of CMO Role) Discussion about the evolving role of the CMO in the post-pandemic world, emphasizing the need for AI knowledge and performance measurement. 00:11:26 (Focus on Customer Success) Focus on the importance of c...
Mar 25, 2024•47 min
Sales Influencer/Rock Star/ Trainer/ Needle Mover Keenan is back on SIK for a return visit and an 'everything is on the table' NO BS convo on the sorry state of B2B selling. Chapters The state of B2B selling today [00:00:35] Discussion on the challenges in B2B sales, including the impact of sales enablement tools and the alienation of buyers. Lack of effective sales training and methodology [00:02:23] Exploring the decline in sales skills and the disconnect between sales training and actual sale...
Mar 12, 2024•48 min
In this episode of the Sales King podcast, host Dan and guest expert Rocky LaGrone explore the challenges in sales hiring and the evolution of the field. They delve into a case where cost-cutting led to a significant business loss, highlighting the importance of overcoming objections and taking control of the sales process. Rocky emphasizes consultative selling, the value of coaching, and embracing failure as part of growth. The discussion also covers the informed buyer's market, the necessity o...
Feb 06, 2024•33 min
Can't believe this is the 150th episode of the Sales King podcast! Time flies when you're having fun talking about sales and B2B topics. Here's to many more episodes and fresh perspectives coming your way in 2024. 🎉 #SalesKing150 Timestamp: The importance of leveraging AI (00:03:53) AI is reshaping the sales landscape and sellers must leverage it to stay ahead and succeed in 2024. Next-gen virtual selling (00:06:20) Exploring tools and skills to take virtual selling to the next level, including...
Dec 27, 2023•23 min
Key Points covered by Dan is this new episode: - Potential opportunities for sales professionals in 2024 - Embracing new technologies, such as AI, in sales strategies - Winners and losers in the AI landscape - Selling in tough times - Gaining and maintaining buyers' attention - Importance of personalized content and value selling - Power of storytelling in engaging buyers - Starting with the "why" in content - Speed and capturing attention quickly - Leveraging data and AI for customer insights a...
Dec 03, 2023•26 min
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 buyers' businesses, and resistance to change. Dr. Timme emphasizes the importance of aligning solutions with buyers' goals, providing new information, and fostering a unified team effort. He also highlights the need for clear objectives and metrics in sales enablement programs. The ...
Nov 19, 2023•38 min
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 income are just a few of the questions we ask. You'll love this interview. The job market today (00:01:26) Discussion on the current state of the job market, whether it's a buyer's or seller's market, and the impact of the pandemic on hiring. Remote work and its impact on the job ...
Nov 18, 2023•37 min
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 organizations and the need for value automation platforms. Challenges of implementing value programs and best practices for value automation platforms (00:02:37) Exploration of the challenges faced in implementing value programs and the best practices for designing and rolling ou...
Nov 18, 2023•21 min
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 staying updated on current events in sales and understanding buyer needs. He also mentions the inclusion of B2C topics and interviews with industry leaders. Dan encourages listeners to share the podcast and leave reviews. The main topic of the episode is the impact of generative AI o...
Oct 25, 2023•30 min•Season 2Ep. 1
