Sales Is King

Sales Is King
Sales reps are facing a crossroads. The Digital Economy has empowered buyers and forced sales reps to change the way they sell. The choice is simple: evolve and thrive or cling to the past and struggle. This podcast delivers the high impact content that sales execs need to crush it in 2019 and beyond. Support this podcast:

Episode 104: Breaking Out Of A Slump 🥊
Nov 10 • 16 min
It happens to even the elite sellers. A slump. A lull. You are pressing, antsy, frustrated, angry, concerned…need we go on? Here is a 5 step plan guaranteed to get you back in the WIN column and FAST! 💲✍️ Do not miss this episode 🤟 —- Support this…
Episode 103: In The Spotlight- Sheevaun Thatcher’s RingCentral Success Story
Oct 30 • 20 min
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 an organization, specifically around…
Episode 102: A Good Rep Is Hard To Find
Oct 19 • 18 min
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 companies are doing to identify and predict the future success of potential new hires. For more compelling…
Episode 101: In The Spotlight- Tom Pisello’s Evolved Selling
Oct 2 • 26 min
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 sell value is the main thing holding you back from crushing quota, make a ton of cash and turning losses…
Episode 100: Buyer Confidence Is Your Greatest Challenge
Sep 27 • 19 min
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 themselves! Confidence to make the right…
Episode 99: In The Spotlight: The New Rules Of Growth with Kristin Luck
Sep 15 • 26 min
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 conversation! —- Support this podcast:…
Episode 98: The Digital Cold Call
Sep 14 • 14 min
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 Reps- the dynamics of relationships…
Episode 97: In the Spotlight: The UnAmerican Dream with Carlos Hidalgo
Sep 3 • 47 min
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 your ‘work-life’ balance? If these…
Episode 96: Hey Sales Leaders, WTF?!
Aug 24 • 20 min
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 about it and FAST 🤔 —- Support this…
Episode 95: In the Spotlight: The Empathy Effect with Dr. Helen Riess, MD
Aug 11 • 29 min
[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 and in business but in Life. Being…
Episode 94: Enough Already!
Aug 1 • 16 min
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 Haves and Have Nots in Sales is growing. The Elite Sellers are kicking the piss out of everyone else in…
Episode 93: 5 Proven Ways To Differentiate
Jul 14 • 10 min
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 strategic objectives and business priorities 2. Us! How do we deliver a different experience? 3. Show them the…
Jul 7 • 17 min
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 you need to succeed is here. Give a listen NOW —- Support this podcast:…
Episode 91: Destroy The Competition
Jul 5 • 8 min
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 the process. Dan walks through a…
Episode 90: Visualization + Certainty = 💰💰
Jun 23 • 13 min
Self belief is a foundational component of Sales Excellence, but how do you create and maintain this bedrock confidence through the ups and downs of the deal battlegrounds? Dan discusses the power of visualization as a way to drive certainty and then how…
Episode 89: Prescriptive Selling WINS
Jun 15 • 13 min
Elite Sales Reps both “describe + prescribe.” They take control of the sales process by asking intelligent questions, highlighting the consequences of inaction and tying back their solution to the challenges they uncovered. Too many reps though rely on…
Episode 88: Dude, Why Did You Give Up?
May 31 • 19 min
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 into a qualified opportunity by over…
Episode 87: Proactive Closer or Passive Facilitator?
May 19 • 11 min
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 differentiated and exceptional buying experience. They convince the prospect that the solution or product is a ‘must…
Apr 30 • 16 min
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 and NOT SWEET episode: Some…
Episode 85: STOP Caring If People Like You!
Apr 17 • 22 min
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 is the #1 weakness of the…
Episode 84: Lights, Camera…The Power Of ACTION!
Mar 23 • 25 min
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 while, we run the risk of a prolonged…
Episode 83: The More You LEARN, The More You EARN
Mar 19 • 20 min
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 game you need to improve and then…
Episode 82: Are You Playing To WIN?
Mar 15 • 26 min
Winning in Sales requires deploying some old school techniques, tried and true for decades and combining them with newer school approaches; those that reflect the way buyers want to buy and that work in the Digital Economy. In this new lively episode, Dan…
Episode 81: Mastering Multi-Channel Connections
Mar 2 • 16 min
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 you to find in which channel or…
Episode 80: Admiration + Appreciation + Inspiration = 💰
Feb 19 • 14 min
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 customer experience and win more business.…
Episode 79: Magnetic Storyteller Or Pushy Sales Rep?
Feb 9 • 21 min
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 follow a well thought out approach to selling that connects emotionally with their prospects and…
Episode 78: Stop Bitching About Leads And Learn How To Sell
Jan 27 • 12 min
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 accountability- in short, transforming themselves into modern sellers. This episode focuses on the following…
Episode 77: Selling In A Constant State Of Flux
Jan 20 • 26 min
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, approaches and methodologies to follow. Ask questions, don’t ask questions, the prospects already know what they…
Episode 76: Problem Solving? Check. Storytelling? Check.
Jan 14 • 26 min
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 questions, the number plummets to only 33% of Reps that can actually connect their solution to solving the…
Episode 75: Deeper Conversations=Greater Results
Jan 2 • 14 min
Dan kicks of 2019 with a blueprint for reviewing your results. First, break down 2018 and analyze all of the wins and losses and also the no decisions. Why did you win? Can this be replicated? Why and in which situations did you lose? Which skills do you…
Episode 74: Wolf Of Wall Street Selling
Dec 17, 2018 • 21 min
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 motivation and tactics in step by step fashion of Jordan Belfort, the Wolf Of Wall Street’s Straight Line…
Episode 73: Sales Leaders In Denial? Dan’s Guest Appearance on SLMA Radio
Dec 8, 2018 • 28 min
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 2019: 1. Decide which skills are…
Episode 72: Creating A Reason To Buy
Nov 30, 2018 • 23 min
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 questions and uncovering a reason…
Episode 71: How To Sell Money 💰
Nov 28, 2018 • 23 min
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 medical devices, stocks, software, technology, services, etc. If you are doing it right, you are selling…
Episode 70: [RANT] If You Can’t Take The Heat….
Nov 17, 2018 • 22 min
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 only 50% of sales reps will make…
Episode 69: The Surprising Weakness Plaguing 58% Of Reps
Nov 11, 2018 • 16 min
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 Group confirms this. Those reps that…
Episode 68: Are Buyers Driving Without A License?
Oct 22, 2018 • 19 min
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 looking for. He just needs a demo and a quote and he’ll be good to go. Good news? Not really. Only 26% of deals…
Episode 67: Dude, What Happened To Your Leverage?
Oct 17, 2018 • 27 min
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 control of leverage in our sales process.…
Episode 66: Excuses Are Killing You
Sep 30, 2018 • 21 min
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” which focuses on all of the reasons…
Episode 65: Why Only 17% Get A Second Meeting
Sep 24, 2018 • 35 min
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 right. Dan delivers a first meeting…
Episode 64: There Are No Shortcuts In Modern Selling
Sep 18, 2018 • 18 min
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 which highlights the changing buyer requirements and increased complexity of the selling process which…
Episode 63: Always Be Closing?
Sep 7, 2018 • 17 min
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, specifically Always Be Closing. Fast forward to 2018. Should we be heeding this advice? Dan jumps headlong…
Episode 62: Game Plan To Nail 2018
Sep 2, 2018 • 17 min
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 delivers the blueprint for success during…
Episode 61: EQ+IQ=Breakthrough Selling
Aug 26, 2018 • 20 min
A new Fast Company Article, contends that Sales is rapidly becoming a STEM(science, technology, engineering, mathematics) job. Dan takes us through the highlights of that article and then asks the question, which is more…
Episode 60: Are You Committed?
Aug 17, 2018 • 17 min
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. Dan rocks another episode and takes…
Episode 59: Desperately Seeking A Culture Of Coaching
Aug 11, 2018 • 30 min
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 addition, there are some glaring gaps…
Episode 58: The Connection 70% Of Reps Are Missing
Aug 5, 2018 • 25 min
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 that their reps are not connecting…
Episode 57: [RANT] Narcissists Need Not Apply
Jul 29, 2018 • 21 min
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 Management Group(link here:…
Episode 56: Marketing and Sales In the #FakeNews Era
Jul 22, 2018 • 35 min
Fortune 500 CMO Peter Horst joins Dan to discuss the challenges marketers and sellers face in a rapidly evolving business landscape. Of specific focus is a conversation around how brands are tackling social issues(e.g The NFL, Pepsi) in the “Fake news”…
Episode 55: Marketing + Sales Alignment : A Non Traditional Approach
Jul 14, 2018 • 32 min
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 the Top 100 Influencers on Twitter for Marketing and Sales. She is an expert in marketing measurement and…
Episode 54: Science and The B2B Sales Revolution
Jul 8, 2018 • 27 min
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 charge in this “B2B Sales Revolution.” There are disruptive changes being brought on by advanced analytics…
Episode 53: Key Attributes Of the 21st Century B2B Seller
Jun 30, 2018 • 17 min
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 you. A successful B2B sales rep needs to be/have the following: 1. Empathetic Partner 2. Flexible and…
Episode 52: CIOs Sound Off On Sales Reps
Jun 9, 2018 • 14 min
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: goes on to say that…
Episode 51: Cure For The “DO NOTHING” Virus
Jun 9, 2018 • 10 min
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 and less risky to not spend the…
Episode 50: What Are You Doing About JOB SECURITY?
May 29, 2018 • 19 min
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 about you but you. Loyalty is a…
Episode 49: [Interview] Stop Dreaming And Start DOING! with Michael Alden
May 15, 2018 • 65 min
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 strategic, tactical and motivational…
Episode 48: Finesse + Grit = 💰
May 5, 2018 • 27 min
In addition to the ‘foundational’ elements of sales success, (the grit skills like determination, follow up, rejection proofing, asking for the business, hustle), the successful seller in 2018 also needs what Dan calls ‘finesse’ skills, like strategic…
Apr 29, 2018 • 5 min
Dan goes off on an Rant in response to a new Hubspot Study. —- Support this podcast:
Episode 47: A Closing Primer For The Modern Seller 👊✍️
Apr 22, 2018 • 33 min
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…
Episode 46: DIFFERENTIATE! 👊🔥
Apr 16, 2018 • 16 min
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…
Episode 45: [Interview] Modern Selling With LinkedIn’s Samantha McKenna
Apr 9, 2018 • 49 min
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.…
Episode 44: [Interview] Lessons From World’s Top Networkers
Apr 2, 2018 • 50 min
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…
Episode 43 : Selling To MILLENNIALS
Mar 24, 2018 • 19 min
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…
Episode 42: Stop BITCHING and Start Selling With SOCIAL
Mar 18, 2018 • 23 min
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…
Acing C-Suite Selling: Interview with James Muir
Mar 11, 2018 • 38 min
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…
The Top 4 Difference Makers in B2B Group Decision Making
Mar 3, 2018 • 26 min
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…
Feb 18, 2018 • 10 min
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…
“I Need To Think About It”
Feb 18, 2018 • 16 min
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…
Strike Early And Persevere 👊🏻
Feb 8, 2018 • 13 min
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…
Sales Winners Are Doing This
Jan 29, 2018 • 24 min
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…
Selling Against FEAR
Jan 23, 2018 • 20 min
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…
Disrupted Or Transformed?
Jan 19, 2018 • 36 min
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! —- Support this podcast:
Preparation + Execution = 💰💰
Jan 7, 2018 • 11 min
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…
The Beatles: Lessons For Sales
Dec 28, 2017 • 21 min
Dan is back with a special episode of Sales Is King and discusses the success of the Beatles and how it relates to marketing and selling in the digital age. The band that is known as the number one band of all time did not have it easy and when they did…
Expertise + Relationships = 💰💰
Dec 26, 2017 • 12 min
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. —- Support this podcast:…
Selling With EMPATHY
Dec 19, 2017 • 13 min
Empathy builds an emotional connection with buyers and increases trust. Dan reviews how to deploy this very important skill. —- Support this podcast:
Intro To Gap Selling
Dec 18, 2017 • 25 min
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. —- Support this…
Blueprint: Transforming Sales
Dec 10, 2017 • 50 min
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! —- Support this podcast:…
Dec 5, 2017 • 15 min
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. —- Support this podcast:
CURIOSITY: Top Skill For 2018
Nov 24, 2017 • 16 min
Nov 17, 2017 • 9 min
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. —- Support this podcast:…
Nov 10, 2017 • 9 min
Dan is back with the Top 5 ways to take your Sales Game to the next level! —- Support this podcast:
Jerry Acuff Joins Dan
Nov 5, 2017 • 42 min
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. —- Support this podcast:
Technology’s Role in Sales
Oct 30, 2017 • 8 min
Chris Kingman Of TransUnion riffs on technology’s role in driving Sales excellence. —- Support this podcast:
Aligning Marketing and Sales
Oct 29, 2017 • 19 min
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. —- Support this podcast:
Changing Sales Execs Behavior
Oct 29, 2017 • 12 min
Liz McCormick of Pegasystems joins me to talk about the process of managing change internally and leading a behavioral shift in how Salespeople sell —- Support this podcast:
Changing Selling Conversations
Oct 29, 2017 • 11 min
Sheevaun Thatcher, Global Sales Enablement leader joins me in Dallas TX to discuss RingCentral’s new approach to Sales. —- Support this podcast:
Keys To High Performance Sales
Oct 16, 2017 • 16 min
Dan reviews the 5 traits of high performers and how to bring it to your Sales Game. —- Support this podcast:
Connecting To Buyers Emotions
Oct 8, 2017 • 7 min
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. —- Support this podcast:…
4 Simple Keys To Winning Sales
Oct 7, 2017 • 8 min
4 Simple Keys To Winning The Sales Game • 4 Simple Keys To Winning The Sales Game —- Support this podcast:
Why You Need A Mentor
Oct 3, 2017 • 7 min
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. —- Support this podcast:
Reassuring Your New Customers
Sep 27, 2017 • 6 min
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. —- Support this podcast:
CMO Michelle Killebrew
Sep 26, 2017 • 34 min
CMO, thought leader, influencer Michelle Killebrew joins us for a thought provoking conversation about her role @ IoT start up Nomiku and the evolving role of Marketing and Sales. —- Support this podcast:
Virtual vs. In-Person Selling
Sep 16, 2017 • 11 min
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. —- Support this podcast:
An Essential New Skill
Sep 9, 2017 • 4 min
We discuss a brand new skill that successful sales people are using to get buyers to pull the trigger faster. —- Support this podcast:
Checklist For Sales Success!
Sep 9, 2017 • 11 min
We discuss a critical checklist for Sales success in the changing selling environment. We also skewer a recent podcast dissing Sales. —- Support this podcast:
Hey Sales,Take Back Control!
Sep 5, 2017 • 6 min
Here’s a big idea that will help Sales take back control of the buying process! —- Support this podcast:
The Wealthiest Sellers…
Sep 4, 2017 • 8 min
Dan Sixsmith discusses the Top 5 habits of the wealthiest salespeople —- Support this podcast:
A Big Idea For Social Selling
Sep 2, 2017 • 9 min
We discuss a BIG IDEA: that your offline personality should be reflected in how you engage on social media. —- Support this podcast:
Ya Gotta Network, Baby!
Aug 30, 2017 • 9 min
Networking is easier than ever before if you follow these simple rules. —- Support this podcast:
It’s All In The Prep!
Aug 30, 2017 • 15 min
Prepping for sales calls is critical. Here’s a checklist! —- Support this podcast:
Why Deals Don’t Close
Aug 21, 2017 • 14 min
Dan sixsmith discusses a new USC study of b2b buyers talking about why they didn’t move forward with a particular sales person —- Support this podcast:
Only 55% Made Quota in 2016
Aug 10, 2017 • 9 min
Why Are So Many Sales Execs Missing Their Numbers? —- Support this podcast:
Interview with Matt Heinz
Aug 3, 2017 • 19 min
Matt Heinz of the Heinz marketing group joins me to discuss the latest in B2B marketing and sales strategies —- Support this podcast:
Sales is King
Jul 24, 2017 • 18 min
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? —- Support this podcast: