Best Dan Sixsmith Podcasts (2024)

1
176 Leandra Fishman's Road To The C-Suite 55:00

3h ago55:00

55:00

Summary The conversation between Dan Sixsmith and Leandra Fishman explores the challenges and changes in B2B sales and marketing. They discuss the importance of productivity and efficiency, the role of AI in sales, and the need for thoughtful solutions that provide value and ROI. They also touch on the difficulties of selling and buying in today's …

1
175: Mark Niemiec's First 150 Days as Salesloft CRO 47:25

1h ago47:25

47:25

Summary Mark Niemiec, Chief Revenue Officer at SalesLoft, discusses the challenges in B2B sales and the importance of delivering a compelling value proposition. He emphasizes the need for sellers to understand their customers' language, challenges, and context in order to rise above the noise and deliver a 10 out of 10 message. Niemiec also highlig…

1
174 The Modern CMO with David Keene 57:38

5d ago57:38

57:38

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 pract…

1
173 Making It Rain with Henry Cubillan 54:42

9d ago54:42

54:42

[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 bei…

1
172 Elite Selling with Omri Avdi 55:58

9d ago55:58

55:58

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…

1
171 Thought Leadership's Influence on Brand and Revenue: Ophelie Janus 43:57

14d ago43:57

43:57

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 t…

1
170 Jon Miller's Marketing Manifesto 1:08:42

24d ago1:08:42

1:08:42

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 En…

1
169 A Crisis Of Buyer Confidence: Tom Pisello and David Yockelson 40:56

25d ago40:56

40:56

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 engineer…

1
168 Decoding Human Buying Behavior with Usman Sheikh 38:02

2M ago38:02

38:02

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 b…

1
167 Closing Deals and Tracking Results with Dan 29:29

2M ago29:29

29:29

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 strat…

1
166 Building Relationships with Buyers: Cliff Simon 46:08

2M ago46:08

46:08

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…

1
165 Taking on Salesforce.com and Winning with Jean-Marie Richardson 53:22

2M ago53:22

53:22

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 f…

1
164 What I Learned Last Week #1 25:50

2M ago25:50

25:50

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 c…

1
163 The Power Of Thought Leadership: A New Study 30:53

2M ago30:53

30:53

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 organ…

1
162 Disruptive Marketing in the AI Era with Irshad Raihan 54:11

3M ago54:11

54:11

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 abo…

1
161 The Role of AI In Skill Transformation with Ryan Staley 49:23

3M ago49:23

49:23

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 offi…

1
160 Trailblazing AI with Dr. Lisa Palmer 28:49

3M ago28:49

28:49

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 pro…

1
159 Prospecting That Works With Justin Chi 18:10

3M ago18:10

18:10

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 busin…

1
158 Fun Friday: Top 10 List 13:07

3M ago13:07

13:07

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 …

1
157 Dan Rant: Here's How To Beat The Other Reps 5:25

3M ago5:25

5:25

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 valu…

1
156: Making Millions with Chris Orlob 45:34

3M ago45:34

45:34

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 …

1
155: Finding Top Sales Talent with Bryon Coro 47:16

3M ago47:16

47:16

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…

1
154 Here Is How To 5x Your Win Rate: Doug May 56:04

4M ago56:04

56:04

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…

1
153 Why B2B Marketing Is Coming Up Short with Michelle Killebrew 47:06

4M ago47:06

47:06

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 pos…

1
152: Revolutionizing Sales Execution with Keenan! 48:28

4M ago48:28

48:28

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 …

1
151: The Challenge For Millennial Sellers 33:05

6M ago33:05

33:05

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 consult…

1
150: My Biggest Lesson Of 2023 23:11

7M ago23:11

23:11

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 t…

1
149: Why Should I Care? 25:51

8M ago25:51

25:51

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 storyte…

1
148: Dr. Stephen Timme's Journey from Professor to B2B Sales Influencer 37:58

8M ago37:58

37:58

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…

1
147: Unleashing Your Career Potential: Expert Insights from Sonja Price 37:00

8M ago37:00

37:00

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 curren…

1
146: The Future Is Here: Embracing Value Automation for Exponential Growth. 21:15

8M ago21:15

21:15

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 …

1
141 AI Unleashed: Reshaping The Sales Landscape 29:40

9M ago29:40

29:40

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 …

1
145: The Secret Sauce: Unveiling The Habits Of Top Revenue Teams(Pt1) 26:07

9M ago26:07

26:07

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 importanc…

1
144: [Special Edition] How U2 Rocked the Business World in Vegas 14:11

10M ago14:11

14:11

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 K…

1
The Million Dollar Meeting: Secrets Of C-Suite Sales Success 25:53

10M ago25:53

25:53

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 podca…

1
C-Suite Conversations: Winning Trust and Business(Part 1) 18:04

11M ago18:04

18:04

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 en…

1
Episode 140: A Tale of 3 Car Sales Reps 25:39

2y ago25:39

25:39

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!

1
Episode 139: Winning The Deal On The First Call 25:39

2y ago25:39

25:39

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!

1
Episode 138: Why You Should Be Closing Faster! 17:54

2+ y ago17:54

17:54

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 a…

1
Episode 137: The Big Shift Coming In 2022 27:10

2+ y ago27:10

27:10

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 #Diff…

1
Episode 136: Stories + Momentum + People: The Formula For Sales Excellence 17:02

3y ago17:02

17:02

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.…

1
Episode 133: Mastering The Sales Experience 24:29

3y ago24:29

24:29

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…

1
Episode 131 Credibility: Your Ace In The Hole 20:36

3+ y ago20:36

20:36

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,…

1
Episode 130 Wanting It More 16:41

3+ y ago16:41

16:41

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 …

1
Episode 129: The Growing Buyer-Seller Disconnect 31:03

3+ y ago31:03

31:03

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 (-…

1
Episode 128: Nailing The Job Interview(Hint: It's a Sales Call!) 28:37

3+ y ago28:37

28:37

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 jo…

1
Episode 127: Selling Urgency 22:19

3+ y ago22:19

22:19

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 req…

1
Episode 126: The Psychology Of CLOSING 44:34

3+ y ago44:34

44:34

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!…

1
Episode 125: Thinking BIG For 2021 26:10

3+ y ago26:10

26:10

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 t…

1
Episode 124: Elite Or Mediocre? 18:22

3+ y ago18:22

18:22

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!…

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