Sales Is King

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 value to CEOs rather than simply delivering a sales pitch. In upcoming episodes, Dan promises insightful interviews with authors on value selling and financial selling. Understanding what CEOs care about and providing valuable insights and solutions is key to successful engagement.

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!

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! 

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. 

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!

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 stellar reputation and a growing list of connections that you have helped. These connections can be leveraged in the future as you create a 'book of business' throughout your career.

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 new methods of success!

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 champion build support across the organization(-49%) 5) Seller is easy to do business with(-30%)

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 the skills of modern selling covered on the Sales Is King Podcast.

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 in this episode, the first of 2021!