Sales Is King

SummaryIn this episode, Dan Sixsmith interviews Anurag Goel, the Global Head of Business Value and Realization at Red Hat and one of the highest profile experts in the value engineering world. They discuss the importance of shifting the conversation from product features to business outcomes, the challenges of scaling business value, and the role of AI in enhancing value propositions. Anurag shares insights on navigating buyer confidence, the significance of customer success, and the value of partnerships. He also reflects on his personal journey and leadership style, emphasizing the importance of relationships and team growth in achieving success.TakeawaysThe shift from feature selling to value selling is crucial for success.AI's ROI is a major concern for customers today.Value selling provides a framework for addressing buyer confidence.Customer success is integral to maintaining and growing accounts.Partnerships are essential for scaling business value.Anurag's journey includes significant roles at SAP, Adobe, and Salesforce.Building relationships is key to success in sales and leadership.Cultural synergy is important for team cohesion, especially in remote settings.Success is defined by team impact, shared vision, and individual growth.Chapters00:00 Introduction to Business Value at Red Hat02:26 Scaling Business Value and Overcoming Challenges06:38 The ROI of AI: Insights and Strategies11:00 Navigating Buyer Confidence in Complex Sales14:11 Customer Success as a Demand Generation Strategy18:32 Partnering for Success: The Role of Partners21:17 Anurag's Journey: From Aspirations to Leadership30:41 Leadership Style and Team Motivation35:34 Defining Success: Goals for 2025

In this episode, Dan Sixsmith interviews Evanna Kearins, CMO for Europe at UiPath, discussing the evolving landscape of marketing, the integration of AI, and the importance of brand identity. Ivana shares insights on the dual nature of marketing as both an art and a science, the necessity of aligning marketing with sales, and her personal journey into the marketing field. The conversation also touches on leadership styles, team engagement, and defining success in a marketing role.TakeawaysAI is essential for modern marketing efficiency.Marketing now requires a balance of creativity and data-driven strategies.Dynamic and engaging content is crucial for audience engagement.Brand identity must evolve with market changes.Marketing should be integrated into overall business strategy.Sales and marketing alignment is key to generating pipeline.Sales teams often struggle to leverage marketing effectively.Understanding customer needs is vital for successful marketing.Leadership involves investing in team development and engagement.Success is defined by fulfillment and team collaboration.Chapters00:00 Introduction to Ivana Karens and UiPath01:19 The Future of Marketing: Embracing AI04:24 The Evolving Role of Marketing: Art and Science08:23 Content Strategies for Engagement11:30 Brand Evolution in B2B Marketing15:19 The Importance of Marketing in Strategy18:26 Hiring Trends in Modern Marketing20:19 Collaboration Between Marketing and Sales20:34 Aligning Sales and Marketing for Success26:00 Understanding Sales Challenges and Marketing's Role26:22 Evanna's Journey to Marketing Leadership31:40 Leadership Style and Team Engagement37:01 Defining Success and Fulfillment

In Part 1 of this conversation, Seth Dallaire, Chief Growth Officer at Walmart, discusses his new role and responsibilities, the importance of storytelling in business, and the challenges of meeting consumer expectations in a rapidly changing market. He shares insights on B2B selling, the significance of brand strategy, and lessons learned from his early career experiences. The discussion highlights the need for continuous improvement and adaptation in the retail landscape.TakeawaysSeth's role at Walmart encompasses various growth strategies.Understanding consumer marketing is crucial for success.Storytelling helps simplify complex ideas and gain buy-in.Consumer expectations are increasing, requiring continuous improvement.B2B selling requires urgency and differentiation in offers.Early career experiences shape future professional skills.Asking for money is a vital skill in sales.Transitioning to formal sales roles can be challenging but rewarding.Consultative selling is more effective than transactional selling.Building a brand requires understanding community roles and consumer needs.Chapters00:00 Introduction to Seth Dallaire and His Role at Walmart04:50 Skills and Challenges in a New Role10:45 Cultural Integration and Team Building at Walmart15:18 The Evolution of the Walmart Brand20:03 Insights on B2B Selling and Market Trends26:47 Early Ambitions and Career Beginnings38:19 First Formal Sales Job at Microsoft

In this engaging conversation, Dan Sixsmith interviews Bruno Bertini, the CMO of 8x8, discussing the evolving role of the CMO in today's business landscape. Bruno shares insights on branding, storytelling in B2B, and the importance of customer experience. He emphasizes the need for CMOs to be business operators, bridging gaps between marketing, sales, and customer success. The discussion also touches on leadership styles, personal growth, and the significance of mentorship in shaping one's career. Bruno concludes with a powerful mantra: 'Enjoy being while becoming.'TakeawaysBruno Bertini emphasizes the importance of storytelling in B2B marketing.The role of the CMO is evolving to become more integrated with business operations.Building a brand in a commoditized market requires a focus on customer-centric messaging.Effective marketing should be seen as a continuous process, not just a sales tool.Leadership in marketing involves fostering a culture of trust and high expectations.Mentorship plays a crucial role in professional development and growth.The CMO should act as a glue between different departments within the organization.Success is defined by continuous improvement and learning.A strong company culture is essential for team dynamics and performance.Enjoying the journey of growth is as important as the end goals. Chapters00:00 Introduction to Bruno Bertini and 8x802:17 The Role of Storytelling in B2B Branding06:16 The Evolving Profile of the CMO10:20 Marketing as the Glue in Organizations20:13 Bruno's Personal Journey and Early Influences27:47 The Duality of Creativity and Operations28:53 Early Influences and Entrepreneurial Spirit31:51 Transformative Experiences at Disney36:24 Path to Leadership and Mentorship39:45 Leadership Style and Team Dynamics44:23 The Role of Mentorship in Growth47:27 Defining Success and Continuous Improvement51:43 Introduction to the Conversation51:44 Exploring Key Themes52:00 Introduction to Sales Dynamics52:00 Understanding Customer Needs

In this engaging conversation, Dan Sixsmith interviews Patty Hager, the Vice President of Solutions for SMB at Salesforce. They discuss the evolving landscape of B2B sales, the importance of AI in enhancing sales processes, and the critical skills needed for success in sales. Patty shares her journey from wanting to be a flight attendant to becoming a leader in tech sales, emphasizing the significance of mentorship, structure in sales, and understanding client needs. The discussion also touches on leadership strategies, personal growth, and defining success in both professional and personal contexts.TakeawaysPatty Hager leads the solutions organization for SMB at Salesforce.Sales finesse involves understanding client needs and simplifying complex solutions.B2B sales processes are no longer linear; clients prefer self-service options.AI is becoming integral to the sales process, enhancing efficiency and client engagement.Structure in sales is essential, but it should be adaptable to client preferences.Patty encourages taking on challenging roles for personal and professional growth.Mentorship plays a crucial role in career development, especially for women in tech.Understanding the 'why' behind team members' motivations is key to effective leadership.AI can help automate mundane tasks, allowing salespeople to focus on strategic conversations.Success is about making a positive impact and enjoying each day.Chapters00:00 Introduction to Patty Hager and Salesforce03:11 The Role of Solutions in SMB at Salesforce06:17 Defining Sales Finesse in B2B09:19 The Evolution of B2B Tech Sales12:18 Leveraging AI in Sales Conversations15:18 The Importance of Structure in Sales18:29 Patty Hager's Journey and Early Career21:17 Key Characteristics for Sales Success24:09 Embracing Change and Growth26:41 Engaging Leadership in 202529:26 The Impact of Mentorship32:16 Creating a Collaborative Culture36:00 AI and Customer Experience38:42 Finding Inspiration and Balance41:42 Defining Success45:43 Introduction to the Conversation45:44 Exploring Key Themes46:00 Introduction to Sales Dynamics46:00 Understanding Customer Needs

2025 Premiere Episode: Dan Sixsmith speaks with Maranda Dziekonski, VP of Customer Success at ID.me, about the challenges faced in the tech industry during 2024, her transition to a larger organization, and the evolving role of customer success. Maranda shares insights on implementing change, enhancing collaboration between teams, and effective stakeholder management strategies. The discussion highlights the importance of a commercial mindset in customer success and the need for organizations to adapt to a more scrutinized financial environment. In this conversation, Maranda Dziekonski and Dan Sixsmith explore the importance of building trust with stakeholders, the value cycle in customer success, and the evolving landscape of hiring in the customer success space. They discuss the impact of AI on business and customer success, the significance of personal branding, and the evolution of leadership styles in a diverse workplace. Maranda shares her insights on how to leverage AI tools effectively and emphasizes the importance of giving back to the community without expecting anything in return. The conversation concludes with reflections on success and leadership. Takeaways 2024 was a challenging year for tech companies. The role of CFOs has become more critical in startups. Customer success must tie to revenue outcomes. Transitioning to a larger organization requires adaptation. Implementing OKRs can clarify team expectations. Customer success teams need to be commercially minded. Collaboration between sales and customer success is essential. Stakeholder management is key to reducing single-threaded moments. Building meaningful relationships with stakeholders is crucial. Understanding the organizational structure aids in effective communication. You have to earn the right to expand your relationships. Creating a mutual delivery plan is essential for success. 2025 is looking hopeful for hiring in customer success. AI is set to revolutionize the business landscape. Leveraging AI tools can enhance customer success efforts. Building a personal brand is about giving and sharing knowledge. Leadership styles must evolve to meet diverse team needs. Success is defined by collective wins, not individual achievements. Effective communication is key in leadership. Being a servant leader fosters a positive team environment. Chapters 00:00 Navigating the Challenges of 2024 03:07 Transitioning to ID.me: A New Opportunity 06:03 Adapting to a Larger Organization 08:46 Implementing Change at ID.me 12:05 The Evolving Role of Customer Success 15:13 Enhancing Collaboration Between Teams 17:57 Stakeholder Management Strategies 24:55 Earning Stakeholder Trust 26:17 The Value Cycle in Customer Success 29:03 Hiring Trends in Customer Success 30:35 The Rise of AI in Business 32:59 Leveraging AI for Customer Success 34:22 Building a Personal Brand 39:03 Leadership Style Evolution Sound Bites "2024 was a long five years." "It's hard to be in tech right now." "We need sales to thrive as an organization." "You can avoid a lot of that." "You have to earn the right to expand." "We create a mutual delivery plan." "2025 is going to pick up." "You can build out custom GPTs." "It's about giving, not making money." "I try to be a servant to my teams."

In this episode, Dan Sixsmith reflects on the significant growth and achievements of the Sales Is King podcast in 2024, introduces a new podcast called Power Fam focusing on the intersection of family and work life, and reviews key insights and guest highlights from the past year. He discusses the evolving landscape of sales and marketing, the importance of value selling, and the ongoing challenges in aligning sales and marketing efforts. Dan concludes with a look ahead to 2025 and expresses gratitude to listeners and guests. Takeaways The podcast saw a 675% increase in listenership in 2024. Power Fam podcast aims to explore family dynamics in work-life balance. 2024 was marked by significant changes in the sales landscape. Millennial sellers face challenges with interpersonal communication. Marketing strategies have evolved due to the pandemic. Value selling is essential for success in 2024. Sales and marketing alignment remains a critical issue. Building relationships with buyers is more important than ever. The role of AI in sales and marketing is growing. Dan expresses gratitude to listeners and guests for their support. Chapters 00:00 Welcome Back and Year in Review 05:46 2024 Retrospective: Highlights and Key Guests 12:11 Sales and Marketing Insights from 2024 17:46 Looking Ahead to 2025 and Final Thoughts

In this episode, Christine Royston, CMO of Wrike, shares her insights on the evolving landscape of B2B marketing, the impact of AI, and innovative demand generation strategies. She discusses the importance of building a cohesive marketing team, aligning marketing with sales and customer success, and the significance of global branding. Christine also reflects on her career journey, lessons learned from her time at Cisco, and the qualities of effective leadership. Takeaways AI is transforming how we approach marketing and productivity. Building authentic relationships with customers is crucial for demand generation. Effective marketing requires a blend of strategy and execution. The role of marketers is evolving to include technological proficiency. Ruthless prioritization is essential for maintaining work-life balance. Sales teams must leverage technology for efficiency and personalization. Global branding requires consistency with local adaptations. Mentorship plays a vital role in career development. Communication is key to successful cross-functional collaboration. Success is defined by flexibility and balance in professional and personal life. Chapters 00:00 The Current State of B2B Marketing 03:05 Leveraging AI in Marketing 05:50 Innovative Demand Generation Strategies 09:14 Building a Marketing Team at Wrike 12:03 The Evolution of Marketing Roles 14:52 Planning for 2025: Efficiency and AI 18:14 Coaching and Mentoring in Marketing 21:08 The State of B2B Sales 24:02 Aligning Marketing, Sales, and Customer Success 26:54 Global Branding Strategies 30:08 Christine's Career Journey 40:09 Defining Success 43:29 Introduction to Sales Dynamics 43:29 Understanding Customer Needs

In this engaging 'debate', Dan Sixsmith hosts Andy Paul and Frank Perkins to explore the complexities of sales methodologies, the importance of individuality in sales, and the evolving landscape of buyer-seller interactions. They discuss the balance between following a sales process and allowing for personal expression, the significance of understanding buyer needs, and the role of curiosity and business acumen in achieving sales success. The conversation emphasizes the need for sales professionals to adapt and think critically, moving beyond rigid processes to foster genuine connections with buyers. Takeaways Sales is fundamentally an individual pursuit, and processes should not suppress individuality. Curiosity is essential for sales success; it drives meaningful conversations. Understanding buyer needs is crucial; sellers must help buyers make decisions. Sales processes are helpful for beginners but should not limit growth. Pain and opportunity are both important in sales discussions; balance is key. Business acumen is vital for sales professionals to navigate buyer decisions. Sales enablement should focus on developing human skills, not just sales techniques. The human element in sales is critical; relationships matter more than processes. Sales success often comes from those who can think critically and adapt to situations. Sales professionals should embrace experimentation to improve their skills. Chapters 00:00 Introduction and Guest Introductions 03:01 The Debate on Sales Methodologies 06:11 The Role of Process in Sales 09:08 The Individuality of Sales 12:10 The Importance of Understanding Buyer Needs 14:49 Pain vs. Opportunity in Sales 18:03 The Dynamics of Selling Complex Solutions 21:03 The Role of Management in Sales Success 23:59 Developing Sales Talent 26:58 Conclusion and Final Thoughts 31:00 The Role of Sales Performance in Organizations 35:59 Curiosity and Creativity in Sales 41:56 Nurturing Human Competencies in Sales 48:05 Understanding Business Acumen and Financial Fluency 54:01 The Importance of Experimentation in Sales 57:30 New Chapter

Introducing the SIK Gold episodes- A Mashup from the Vault. A quick fix of Sales advice from a past guest. Today, it is long time sales leader, Henry Cubillan.

Alejandro Alvarez Correa, Chief Marketing Officer for Grocery Outlet, discusses his first year at the company and the unique aspects of their business model. He highlights the importance of independent operators who have the freedom to choose the product selection for their market, resulting in localized merchandise. He also emphasizes the strong relationships with big brands that allow them to offer customized products to customers. Alejandro shares his career journey, from starting in engineering to working in consulting and eventually transitioning to marketing roles at Levi's, Victoria's Secret, and Banana Republic. He also talks about his experiences working internationally and the challenges of leading teams in different languages and cultures. Alejandro Alvarez shares his experiences in marketing and the importance of product quality. He discusses the need for marketers to have a well-thought-out structure and story, as well as a humble and collaborative approach. He also emphasizes the importance of trust and communication in partnerships with agencies and technology providers. Alejandro admires brands that challenge the status quo and cater to specific niches. He credits his personal role models, such as his grandmother and parents, for their inspiration and support. Takeaways Grocery Outlet's success is driven by their unique business model with independent operators who choose the product selection for their market, resulting in localized merchandise. The company has strong relationships with big brands, allowing them to offer customized products to customers. Alejandro Alvarez's career journey includes starting in engineering, working in consulting, and transitioning to marketing roles at Levi's, Victoria's Secret, and Banana Republic. He gained valuable international experience and faced challenges in leading teams in different languages and cultures. Product quality is essential for marketing success. Without a good product, all the marketing efforts will fall flat. A well-thought-out structure and story are crucial in marketing pitches. It's important to have a cohesive narrative that proves hypotheses and provides recommendations. Humility and a collaborative approach are key in partnerships with agencies and technology providers. Arrogance and name-dropping can be off-putting. Small brands that challenge the status quo and cater to specific niches are admirable. They bring unique products and experiences to the market. Personal role models, such as family members, can have a significant impact on one's professional journey. Chapters 00:00 Introduction to Alejandro Alvarez and Grocery Outlet 08:28 The Success of Grocery Outlet's Unique Business Model 13:37 Opportunities for Growth and Additional Capabilities 19:39 Alejandro Alvarez's Career Journey 25:37 From Stickers and Labels to Social Media at Victoria's Secret 27:24 Setting the Tone as a Leader 29:21 Surrounding Yourself with Experts 34:00 Embracing Scary Ideas 36:38 Balancing Creative and Data 38:25 Product is King and Queen 43:06 Key Factors in Partner Selection 48:07 Admiring Brands that Challenge the Status Quo 52:42 Personal Role Models and Mentors

Summary In this conversation, Dan Sixsmith speaks with Miles Sovell, Director of Business Value Management at Microsoft, about the current state of B2B sales, the challenges faced by sales professionals, and the importance of delivering value to customers. They discuss the evolving landscape of sales, particularly in the context of generative AI, and how Microsoft is positioning itself as a leader in this space. Miles shares his journey at Microsoft, the significance of mentorship, and his personal definition of success. Takeaways Customers are focused on cost reduction and optimization. Sales professionals need to provide real value to engage customers. The sales cycle is becoming longer and more complex. Sales should focus on long-term partnerships rather than short-term gains. Generative AI is transforming the technology landscape. Understanding customer needs is crucial for sales success. Tailoring messaging to different stakeholders is essential. Mentorship plays a vital role in personal and professional growth. Success is defined by the value delivered to others. A culture of grit and resilience is important in sales. Chapters 00:00 Current Trends in B2B Sales 03:13 Challenges Faced by Sales Professionals 06:11 The Importance of Value in Sales 08:52 Miles Savelle's Journey at Microsoft 12:05 The Role of Business Value Management 14:51 Navigating the Generative AI Landscape 17:51 Understanding Customer Needs 20:59 The Global Black Belt Team 24:00 Reflections on a Decade at Microsoft 26:58 The Future of AI and Technology 29:57 Engaging with Stakeholders 32:54 Personal Background and Early Aspirations 35:58 Lessons from Early Jobs 38:58 The Role of Mentorship 42:06 Defining Success

Summary In this conversation, Dan Sixsmith speaks with James Roth, the CRO of ZoomInfo, about the evolving landscape of sales, particularly in the SaaS industry. They discuss the importance of understanding the buying committee, the challenges of longer sales cycles, and the need for sellers to be well-prepared and knowledgeable. Roth shares insights on selling to the C-suite, the skills required for a successful CRO, and his personal journey from musician to sales leader. The discussion emphasizes the significance of data-driven sales strategies and the role of technology in enhancing sales effectiveness. Takeaways Sales cycles are longer and more complex now. Understanding the buying committee is crucial for success. Sellers must be proactive in deal navigation. Personalization and context are key in sales outreach. C-Suite executives expect sellers to understand their business. Sales leaders should focus on building strong teams. Continuous learning is essential for sales professionals. Data-driven insights can significantly improve sales outcomes. Salespeople need to be transparent about their capabilities. The sales landscape is changing, requiring adaptability and innovation. Chapters 00:00 Navigating the Current SaaS Landscape 03:13 The Importance of Understanding the Buying Committee 06:10 Deal Navigation and Buyer Enablement 09:15 The Role of the Seller in a Changing Market 12:11 Leveraging the ZoomInfo Platform for Sales Success 15:24 Selling to the C-Suite: Strategies and Insights 20:00 The CRO Role: Skills and Expectations 25:16 James Roth's Journey: From Musician to Sales Leader 30:12 Lessons Learned in Sales Management 35:12 The Evolution of Sales Strategies at ZoomInfo 40:11 Reflections on Career Growth and Future Aspirations 01:10:00 lifestyle-outro-low.wav

In this conversation, Dan Sixsmith and(Chief Of Staff to) Datadog CRO Frank Perkins discuss the evolving landscape of sales, particularly in the tech industry. They explore the impact of COVID-19 on buyer behavior, the importance of emotional connections in sales, and the role of AI in enhancing sales processes. Frank shares insights from his career, including his experiences at Apple and Salesforce, and emphasizes the significance of personal branding for sellers. The discussion also touches on the challenges of measuring sales success and the importance of integrity and trust in sales relationships. Takeaways Sales today is influenced heavily by buyer behavior changes post-COVID. Emotional connection is crucial in the sales process. AI is set to revolutionize sales through opportunity scoring and prospecting. Sales leaders must adapt their methodologies to meet new buyer expectations. Personal branding is important for sellers to establish trust and credibility. The role of Chief of Staff in sales organizations is becoming increasingly vital. Understanding account intelligence can significantly improve sales strategies. Sales success is defined by the ability to create compelling events for buyers. Sales processes should be flexible and adaptable to changing market conditions. Integrity and trust are foundational to successful sales relationships. Chapters 00:00 Introduction and Current State of Sales 02:14 The Impact of COVID-19 on Sales and Buyer Behavior 03:40 The Changing Landscape of Sales and Buyer Behavior 08:31 The Role of Sales Leaders and Process 11:51 Building a Strong Sales Process and Methodology 18:55 The Importance of Account Intelligence 24:00 The Potential of AI in Sales 26:21 AI in Opportunity Scoring, Outbound Prospecting, and Account Intelligence 31:48 Creating a Compelling Event: Driving Action in Sales 35:08 Addressing Customer Pain Points 36:39 The Importance of Urgency and Commitment 37:33 Finding Legitimate Pain and Solutions 39:11 Prioritizing Pain over the Deal 40:49 The Role of Emotional Connection and Passion 50:34 The Power of Thoughtfulness in Sales 59:25 Building Trust and Integrity 01:05:15 Defining Success: Strong Connections and Trusted Guidance 01:07:08 lifestyle-outro-low.wav

Summary In this engaging conversation, Dan Sixsmith interviews Aparna Khurjekar, the Chief Revenue Officer of Verizon Business. They discuss the dynamic challenges and opportunities in the telecom market, the importance of innovation, and how to drive a positive culture within a large organization. Aparna shares her insights on the role of AI in enhancing sales efficiency, the significance of mentorship, and her personal journey in the tech industry. The conversation emphasizes the value of authenticity in sales, the need for continuous learning, and the importance of defining success on one's own terms. Takeaways Aparna emphasizes that there are only opportunities, not challenges, in her role. Innovation is crucial for staying competitive in the telecom industry. Knowledge is the best equalizer in the workplace. Building a culture of kindness and integrity is essential for success. Sales is about building relationships and trust with customers. Feedback is a gift that helps individuals grow and improve. Success should be defined by personal fulfillment and choices. Social selling is an untapped opportunity for connecting with customers. AI can enhance sales efficiency by reducing cognitive load on sales reps. Mentorship plays a vital role in personal and professional development. Chapters 00:00 Introduction and Aparna's Role at Verizon Business 01:31 Solving the Technical Needs of Businesses 02:54 Innovation and Staying in Touch with Customer Needs 07:07 Influencing Small Medium Business Needs 08:42 Building a Culture of Integrity and Kindness 09:37 The Power of Collaboration and Being a Student of the Business 32:29 Unlocking Sales Potential through Learning and Growth 34:45 The Power of AI in Sales Efficiency and Performance 39:42 Tying AI Solutions Together for Maximum Impact 46:42 Building Authenticity and Trust through Social Selling 53:36 Balancing Digital and In-Person Sales for Success 01:00:09 Defining Success on Your Own Terms 01:02:05 artsEntertainment-intro-high-long.wav

In this conversation, Dan Sixsmith interviews Andy Paul, a sales expert and author, about the state of affairs in sales and the key issues that sellers face. They discuss the impact of technology on building relationships, the importance of focusing on outcomes rather than pain, and the role of responsiveness in creating a positive buyer experience. They also highlight the need for sellers to differentiate themselves in a crowded market and the significance of first impressions and perceptions in sales. Overall, the conversation emphasizes the importance of understanding buyers and helping them make informed decisions. In this conversation, Andy Paul discusses the importance of understanding the true productivity of a seller and how to enable them to be more effective. He emphasizes the need for sellers to focus on providing value and helping buyers make progress in their decision-making process. Andy also highlights the importance of asking the right questions and being creative in sales. He shares his own journey in sales and the lessons he learned along the way. Takeaways Selling is a human-to-human business, and the fundamentals of sales have not changed despite advancements in technology. Sellers should focus on understanding buyers' priorities and helping them make informed decisions rather than solely trying to persuade them to buy. The low win rates in sales are a result of sellers not paying enough attention to the buyer's experience and not differentiating themselves effectively. Responsiveness and creating a positive buyer experience are key factors in winning deals and building rapport with buyers. First impressions and perceptions are crucial in sales, and sellers need to make a strong initial connection with buyers to stand out in a crowded market. Understanding the true productivity of a seller is crucial for sales managers to identify areas for improvement and enable their team to be more effective. Sellers should focus on providing value and helping buyers make progress in their decision-making process. Asking the right questions is key to understanding the buyer's needs and finding opportunities to add value. Creativity is essential in sales, as it allows sellers to find unique solutions and stand out from the competition. Chapters 00:00 Introduction and the Power of Podcasting 03:02 The State of Affairs in Sales 08:11 The Impact of Technology on Sales 11:03 Focusing on Outcomes Rather Than Pain 19:03 Creating a Positive Buyer Experience 24:57 Differentiating Yourself in a Crowded Market 30:58 The Significance of First Impressions and Perceptions 33:22 The Role of Creativity in Sales

Christina Brady, CEO and co-founder of AI start-up Luster, discusses the challenges in B2B selling and the need for a buyer-centric approach. She highlights the importance of leading indicators and the lack of measurement in sales processes. Brady emphasizes the changing buying behavior of customers and the need for sales teams to adapt. She also introduces Luster, an AI-powered solution that enables salespeople to practice and receive targeted feedback, leading to improved performance and coaching. In this conversation, Christina Brady, CEO of Luster, discusses the importance of practice and continuous improvement in sales. She emphasizes the need for a safe environment for reps to practice and make mistakes without fear of judgment. Brady also highlights the value of senior reps continuing to practice and maintain mastery, rather than becoming complacent. She shares her journey of founding Luster and the challenges she faced in the early stages. Brady attributes her sales success to her background in improv theater, which taught her to think on her feet and build rapport with customers. She also mentions several mentors and leaders who have influenced her career. Takeaways Internal challenges in B2B selling include the reliance on lagging indicators and the lack of leading indicators to measure success. Sales teams often pivot without understanding what is broken or not working, leading to constant changes and lack of measurement. Buyers have always wanted to buy in a way that suits them, and sales processes should be buyer-centric to drive success. The lack of time and tools for training and coaching sales teams hinders their ability to improve and adapt. Lustre provides a solution for salespeople to practice and receive targeted feedback, leading to improved performance and coaching. Creating a safe environment for reps to practice and make mistakes is crucial for their growth and development. Senior reps should continue to practice and maintain mastery to stay at the top of their game. Founding a company comes with challenges, but having a supportive network and mentors can make a significant difference. Skills learned in improv theater, such as thinking on your feet and building rapport, can be valuable in sales. Continuous improvement and a growth mindset are essential for success in sales. Chapters 00:00 Introduction and Background 01:14 Challenges in B2B Selling 03:12 The Changing Buying Behavior of Customers 08:05 The Importance of Coaching and Practice 14:29 Introducing Lustre: AI-Powered Solution 20:08 Improving Sales Performance with Data-Driven Insights 30:45 The Importance of Practice and Role-Playing in Sales 35:11 Creating a Safe Environment for Reps to Practice and Make Mistakes 39:25 Continuous Improvement and Maintaining Mastery in Sales 43:04 Lessons Learned as a CEO 48:12 The Influence of Mentors and Advisors 53:38 Applying Skills from Improv Theater to Sales

Summary In this conversation, Daniela Fleischmajer, the US CMO at Kyndryl(an IBM spinoff), discusses the changes in B2B marketing over the past few years and the key challenges faced today. She highlights the shift towards data-driven strategies, increased use of AI and automation, and the changing relationship between sales and marketing. Daniela emphasizes the importance of building relationships with customers and personalizing marketing efforts based on their specific needs and goals. She also talks about the culture and values at Kindle, including the focus on empathy and the willingness to learn and innovate. The conversation concludes with a discussion on the impact of COVID-19 on building relationships and the need to prioritize in-person interactions. In this conversation, Daniela emphasizes the importance of trust, personalization, and building relationships in B2B marketing. She believes that companies need to focus on customer experience and bridge the gap between sales and marketing. Daniela also discusses the evolving role of the CMO and the need for strategic partnerships. She highlights the significance of thought leadership in establishing authority and influencing buyers. Additionally, she mentions the challenges of building brand in the B2B space and the importance of attracting and retaining talent. Takeaways B2B marketing has evolved with the adoption of data-driven strategies and increased use of AI and automation. The relationship between sales and marketing is changing, with a greater emphasis on collaboration and alignment. Building relationships with customers is crucial, and personalization based on their specific needs and goals is key. Cultural values such as empathy, willingness to learn, and innovation are important in driving success. COVID-19 has impacted relationship-building, highlighting the need for in-person interactions and personal connections. Trust, personalization, and building relationships are crucial in B2B marketing. Companies need to focus on customer experience and bridge the gap between sales and marketing. Thought leadership is essential for establishing authority and influencing buyers. Building brand in the B2B space can be challenging, but it is important to have a clear goal and target the right channels. Attracting and retaining talent requires creating a positive culture and providing growth opportunities. Chapters 00:00 Introduction and Overview 02:47 The Changing Relationship Between Sales and Marketing 07:38 Building Relationships and the Role of Empathy 13:37 Kindle: Designing, Building, and Modernizing Enterprise IT 17:09 Creating a Culture of Purpose, Principles, and People at Kindle 42:23 Building Trust and Personalization in B2B Sales 48:51 The Future of Marketing: Technology and Thought Leadership 52:52 Challenges of Brand Building in the B2B Space 55:47 Creating a Positive Employee Experience

Nicole Leffer, an AI advisor to CMOs, shares her journey and insights on AI in marketing. She started an e-commerce company in college and grew it to be one of the top 1,000 internet retail companies in the country. After discovering AI writing tools, she saw the immense impact it had on marketing productivity and quality. Nicole now works with companies to implement AI in their marketing strategies and offers a course on generative AI for B2B marketing. She discusses how AI is revolutionizing content creation, idea generation, and strategy development in marketing. She also predicts that CMOs will become AI orchestrators, leveraging AI tools to control and optimize marketing efforts. The conversation explores the misconceptions and opportunities surrounding AI in marketing. Nicole Leffer emphasizes the need for more people to learn and understand AI, as there is a tremendous opportunity for growth and differentiation. She discusses how AI can improve efficiency and quality, but cautions against relying too heavily on automation without human oversight. The conversation also touches on the future of AI in marketing, including smarter tools, improved natural conversation, and the potential for AI to understand and analyze videos. Nicole offers training and advisory services to help marketers leverage AI effectively. Takeaways AI is transforming content creation and marketing strategy, allowing for faster and more efficient processes. CMOs need to upskill their teams and hire individuals with AI skills to implement and leverage AI tools effectively. The role of the CMO will evolve to become an AI orchestrator, controlling and optimizing marketing efforts with the help of AI. Start with a core AI tool, such as ChatGPT or Claude, and master its features and communication techniques before exploring additional tools. AI can be used for idea generation, content optimization, and strategic planning, providing valuable insights and expertise. There is a significant opportunity for marketers to learn and understand AI to differentiate themselves and take advantage of its capabilities. AI can improve efficiency and quality, allowing marketers to accomplish more in less time. It is important to strike a balance between automation and human oversight to ensure the best results. The future of AI in marketing includes smarter tools, improved natural conversation, and the ability to analyze videos. Nicole Leffer offers training and advisory services to help marketers effectively leverage AI. Chapters 00:00 Introduction and Background 02:44 The Impact of AI on Marketing 06:34 Working with Companies and Evolving with AI 09:13 AI in Content Creation and Strategy 13:49 The Future Role of CMOs 18:26 Getting Started with AI in Marketing 22:34 The Tremendous Opportunity in AI 26:11 Achieving Incredible Results with AI 29:24 Personalization and Efficiency with AI 32:42 The Future of AI in Marketing 36:18 Training and Advisory Services for AI in Marketing

Summary In this episode of Sales is King, Dan Sixsmith interviews Leandra Fishman and Zoe Hartsfield from Apollo. They discuss the current state of B2B sales and the challenges faced by sellers today. They emphasize the importance of personalization and relevance in sales outreach, as well as the need to meet buyers where they are. The conversation also delves into the power of personal branding and influencer marketing in B2B sales. Leandra and Zoe share their experiences and insights on building a personal brand and leveraging it to generate inbound leads. They highlight the value of authenticity and storytelling in connecting with audiences. In this conversation, Dan, Leandra, and Zoe discuss the importance of personal branding and building trust in the B2B space. They explore the role of influencers and how companies are using them as the face of their brand. They also highlight the changing buying behavior of customers, who rely heavily on research and the opinions of trusted thought leaders before making a purchase. The conversation emphasizes the need for a top-notch customer experience and the importance of authenticity and consistency in personal branding. They also discuss the power of short-form video content and the value of building relationships through networking. Takeaways Personalization and relevance are key in B2B sales outreach. Sellers need to understand their buyers and tailor their messages accordingly. Meeting buyers where they are, whether it's on LinkedIn, email, or other platforms, is crucial for successful engagement. Building a personal brand can help sales professionals establish credibility and generate inbound leads. Authenticity and storytelling are effective ways to connect with audiences and build relationships. Influencer marketing in B2B sales involves partnering with individuals who have authority, expertise, and an engaged audience to promote a brand and its offerings. Personal branding is important in the B2B space as it helps build trust and authenticity. Companies are using influencers as the face of their brand to reach their target audience. Customers rely heavily on research and the opinions of trusted thought leaders before making a purchase. A top-notch customer experience is crucial in today's competitive market. Short-form video content is becoming increasingly popular on platforms like LinkedIn. Building relationships through networking is essential for success in sales and marketing. Sound Bites "Instead of spending a bunch of time whining about how hard sales has gotten, it's just going to keep getting harder. It's going to keep changing." "Being the CEO of my own territory, being the captain of my pipeline, it's like, it's a really a mindset shift that I think needs to change." "I learned pretty much everything I know about being a salesperson from the internet, which is kind of wild to think that like I became decent from that." "I completely, like I just started buying stuff. Like I switched my brand over to his." "There is an entire business model today where companies are finding influencers and they're putting influencers as like the face of the company to go to market." "80% of the research is done before buyers even talk to a salesperson." Chapters 00:00 Introduction and Quick Intros 02:00 The Current State of B2B Sales 06:53 The Importance of Personalization and Relevance 14:22 Building a Personal Brand for Sales Success 23:53 Influencer Marketing in B2B Sales 31:12 The Power of Personal Branding and Building Trust in B2B 38:33 The Role of Influencers in B2B Marketing 43:18 Changing Buying Behavior in the B2B Space 45:13 The Importance of a Top-Notch Customer Experience 46:26 Authenticity and Consistency in Personal Branding 48:26 The Rise of Short-Form Video Content 53:09 Building Relationships through Networking

In this conversation, Dan Sixsmith interviews Anthony Onesto, Chief People Officer at Suzy, about the importance of personal branding and building a strong professional network. They discuss the concept of 'who knows you' and how it can impact career success. They also explore the changing dynamics of the job market and the skills and qualities that are in demand. Additionally, they touch on the issue of employee burnout and the need for personalized recognition and support. In this conversation, Anthony Onesto discusses the importance of recognition and work-life integration in the workplace. He emphasizes the role of AI in nudging middle managers to provide feedback and recognition to their employees. He also highlights the need for personalization in recognition and understanding what motivates each employee. On the topic of work-life balance, Anthony believes that it is a fallacy and that work and life are integrated. He also shares his career journey and the role of mentors and advisors in his success. Lastly, he discusses the unique characteristics of Gen Z and the importance of data-driven decision-making in determining remote work policies. Chapters 00:00 Introduction and Guest Background 01:34 The Power of Personal Branding and Networking 08:38 Navigating the Evolving Job Market 13:41 Addressing Burnout and Recognizing Employees 22:09 The Role of Middle Managers in Recognition and Support 31:36 The Role of AI in Nudging Middle Managers 34:25 Work-Life Balance: A Fallacy and Work-Life Integration 36:48 Career Journey: From Accounting to HR in Tech Startups 43:24 Understanding Gen Z: Digital Savviness and Access to Information 47:56 The Future of Work: Remote vs. In-Office 51:11 The Importance of Mentors and Coaches 56:26 High (Long)

In this conversation, Stacey Hanke discusses the challenges that executives face in the current business environment, particularly in terms of communication and personal branding. She emphasizes the importance of being consistently connected and influential in a world that is more connected but less connected than ever before. Hanke also highlights the need for executives to be aware of how they come across and to build trust with their audience through eye connection and effective messaging. She encourages executives to constantly seek feedback and strive for continuous improvement in their communication skills. The conversation explores the importance of building relationships and personal connections in communication. It emphasizes the need for authenticity, empathy, and conscious interaction. The guests discuss the impact of technology on communication and the desire for more personalization and face-to-face interactions. They also touch on the importance of effective communication in networking and building trust. The conversation highlights the role of mentors, personal development, and continuous improvement in achieving success. Takeaways Executives are facing challenges in the current business environment, particularly in terms of communication and personal branding. Being consistently connected and influential is crucial in a world that is more connected but less connected than ever before. Executives need to be aware of how they come across and build trust with their audience through eye connection and effective messaging. Seeking feedback and striving for continuous improvement in communication skills is essential for executives to enhance their personal brand. Building relationships and personal connections is crucial in effective communication. Authenticity, empathy, and conscious interaction are key elements of successful communication. Technology has made communication more impersonal, leading to a desire for more personalization and face-to-face interactions. Effective communication is essential in networking and building trust. Mentors, personal development, and continuous improvement play a significant role in achieving success. Sound Bites "We are less connected now in a more connected world than we've ever been before." "We're taking them to this level of elevation that they don't even realize exists." "Being consistent with your brand is doing what you say you're doing when no one's watching." "Relationships are so important and you have to have influence up and down and sideways" "You're always under surveillance when you really think about it" "We're more connected than ever before with technology, but we're less" Chapters 00:00 Introduction and Overview 05:06 The Importance of Consistent Connection and Influence 07:42 Building Trust through Eye Connection and Effective Messaging 11:53 Seeking Feedback and Continuous Improvement in Communication Skills 32:02 The Power of Relationships and Personal Connections 36:04 The Importance of Authenticity and Empathy 39:48 Building Influence and Personal Brand 43:15 Effective Communication in Networking and Trust Building 48:46 Role Models and Mentors in Success 52:01 Generational Differences in Communication 55:10 The Importance of Personal Development 57:44 Defining Success and Prioritizing Health

Archie Hollingsworth, co-founder and CRO of Fyxer.ai, joins Dan and discusses the current state of B2B marketing and sales and the challenges faced by B2B executives. He emphasizes the importance of being selective and doubling down on what's working in marketing and sales strategies. Hollingsworth also highlights the value of in-person connections and relationship building, even in a virtual setting. He shares his journey of starting an agency business and eventually transitioning to building the product fyxer.ai, an inbox management solution. Hollingsworth encourages individuals to find their domain of expertise and partner with technologists to create innovative solutions. Archie Hollingsworth discusses the importance of enjoying your work and being authentic in sales. He shares his journey from growing up on a farm to entering the startup world. He emphasizes the need to be true to yourself and not try to be someone you're not. He also discusses the role of AI in sales and the importance of warm, relationship-led strategies.. Archie can be contacted through LinkedIn or the Fyxer.ai website. Takeaways Be selective and double down on what's working in marketing and sales strategies. In-person connections and relationship building are crucial, even in a virtual setting. Find your domain of expertise and partner with technologists to create innovative solutions. Starting with an agency business can provide the foundation and profits to build products. Enjoying your work and being authentic are key in sales. Don't try to be someone you're not; be true to yourself. AI can be a valuable tool in sales, but warm, relationship-led strategies are still essential. Chapters 00:00 Introduction and Overview 03:00 Double Down on What's Working 05:49 The Power of In-Person Connections 09:22 Focus on Your Skills and Expertise 14:02 From Agency Business to Product Development 22:27 Early Dreams and Finding Fun in Work 26:24 Archie's Journey: From Farming to the Startup World 31:30 The Role of AI in Sales 36:37 The Power of Warm, Relationship-Led Strategies 39:00 Role Models in the Sales Industry

James Muir discusses the current challenges in B2B selling and the top issues for sellers today. He emphasizes the importance of preventing deals from getting stuck and provides five strategies to keep the momentum going. These strategies include securing executive sponsorship, throttling information, using the perfect close technique, implementing mutual action plans, and reviewing proposals with customers. Muir also shares his personal journey in sales and how he discovered the effectiveness of the perfect close. In this part of the conversation, James Muir and Dan discuss the importance of reviewing proposals with clients and the role of executive sponsorship in the sales process. In this part of the conversation, Muir discusses the different plays or approaches to use when deals get stuck. He explains that there are three main reasons why deals get stuck: sales issues, client indecision, and business case issues. Within each of these reasons, there can be multiple factors causing the stall. He then introduces five meta plays to jar deals loose: inquiry, introducing new information, persuasion, unique messaging, and the Hail Mary circle of influence letter. He also emphasizes the importance of patience and using different disengage messages when necessary. Takeaways The current environment in B2B selling is challenging, with forces outside of selling affecting sales. Preventing deals from getting stuck is crucial, and there are five strategies to keep the momentum going: securing executive sponsorship, throttling information, using the perfect close technique, implementing mutual action plans, and reviewing proposals with customers. The perfect close technique is a powerful way to facilitate a decision and maintain momentum in the sales process. Reviewing proposals with customers face-to-face is essential to articulate the value and prevent deals from stalling. James Muir's personal journey in sales led him to discover the effectiveness of the perfect close and inspired him to write his book. Reviewing proposals with clients is essential to ensure that the scope and value of the proposal are understood and to address any potential misunderstandings. Instead of simply emailing a proposal, it is best practice to schedule a time to review it with the client, allowing for a chance to sell every element of the proposal and tailor it to their needs. Executive sponsorship is crucial in complex sales processes, as it ensures that the project receives the necessary attention and resources to move forward. By asking an executive to be an executive sponsor, you gain access to their network and can leverage their influence to unstick deals and gain support from other stakeholders. A mutual action plan is a project plan for the client to achieve their desired outcome, and it should focus on their goals rather than just closing the contract. Mutual action plans help maintain momentum in the sales process and provide opportunities for ongoing communication and updates with the client. Deals get stuck for three main reasons: sales issues, client indecision, and business case issues. The five meta plays to jar deals loose are: inquiry, introducing new information, persuasion, unique messaging, and the Hail Mary circle of influence letter. Patience is sometimes necessary when deals get stuck, as there may be legitimate reasons causing the stall. Different disengage messages can be used to keep the door open for reengagement. It's important to be selfless and focus on helping the customer throughout the sales process. Chapters 00:00 Introduction and Welcoming James Muir 01:24 The Current Challenges in B2B Selling 05:41 Working with Purchasers and Delegated Procurement 09:31 Overcoming Revenue Goals and Complexity in Selling 11:51 James Muir's Journey in Sales and the Discovery of the Perfect Close 14:26 The Five Strategies to Prevent Deals from Getting Stuck 25:55 Reviewing Proposals with Clients 31:50 The Role of Executive Sponsorship 36:33 Creating a Mutual Action Plan 50:07 Approaches to Unstick Stalled Deals 51:01 The Three Reasons Deals Get Stuck 52:03 The Five Meta Plays to Jar Deals Loose 53:43 The Power of Persuasion in Sales 56:47 Using Unique Messaging to Unstick Deals 01:03:08 The Importance of Patience in Sales 01:06:31 Using Disengage Messages Effectively

Dan is back with the CMO and CCO of GWI, Rhiannon Staples and Carrie Seifer. The conversation explores the current state of B2B marketing and sales alignment, as well as the trends and challenges in the industry. The guests discuss the need for personalized and targeted messaging in a noisy market, the difficulty of reaching prospects on the phone, and the importance of building trust and loyalty with customers. They also emphasize the importance of a unified go-to-market team and transparent communication between sales and marketing. The guests share their experiences of working together and solving disagreements through open-mindedness, vulnerability, and a focus on problem-solving. In this conversation, Carrie Seifer and Rhiannon Staples discuss the importance of having a plan to overcome disagreements and move forward. They emphasize the need to consider the customer's perspective and to bring insights and solutions to the table. They also highlight the importance of communication and collaboration between sales and marketing teams, and the need for a culture of accountability and mutual support. They discuss the changing profile of individuals being hired, with a focus on combining creativity and analytics. Carrie and Rhiannon share their personal journeys and early sales experiences, highlighting the importance of empathy and understanding in sales and marketing roles. Takeaways The standardized playbook for B2B marketing no longer works in a noisy market, and personalized and targeted messaging is key to attracting buyers. Reaching prospects on the phone has become increasingly difficult, and alternative channels like text messages are becoming more prevalent. Building trust and loyalty with customers requires a unified go-to-market team and transparent communication between sales and marketing. Open-mindedness, vulnerability, and a focus on problem-solving are essential in solving disagreements and building a strong working relationship. Having a plan can help overcome disagreements and move forward. Considering the customer's perspective can lead to different outcomes. Communication and collaboration are key for sales and marketing teams. A culture of accountability and mutual support is important for success. Combining creativity and analytics is crucial in marketing roles. Empathy and understanding are essential in sales and marketing. Chapters 00:00 Introduction and Setting the Stage 01:12 The Shift to Personalized Messaging in B2B Marketing 07:53 Building Trust and Loyalty in a Hybrid Work Environment 13:18 The Power of a Unified Go-to-Market Team 15:46 Transparent Communication: Solving Disagreements and Driving Success 29:27 Considering the Customer's Perspective 30:29 Communication and Collaboration between Sales and Marketing 32:43 Creating a Culture of Accountability and Support 35:02 The Changing Profile of Individuals in Sales and Marketing 40:09 The Importance of Empathy and Understanding

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 market, the importance of building relationships, and the need for personal development and continuous learning in sales. In this conversation, Leandra Fishman and Dan Sixsmith discuss various aspects of sales, including negotiation, effective communication, and personal branding. They emphasize the importance of knowing your own style and strengths in sales, as well as the need for preparation and practice. They also discuss the challenges of selling to different generations and the importance of adapting to different communication styles. Additionally, they touch on the role of coaching in sales and the impact of remote work on sales teams. Throughout the conversation, they highlight the importance of authenticity, empathy, and building genuine connections with customers. Takeaways Productivity and efficiency are top priorities in B2B sales. AI can enhance productivity but should not replace the human connection in sales. Building relationships and understanding customer pain points are crucial in sales. Personal development and continuous learning are essential for success in sales. Know your own style and strengths in sales to refine your approach and increase success. Preparation and practice are essential for effective sales calls and negotiations. Adapt to different communication styles when selling to different generations. Coaching and feedback are crucial for sales professionals to improve their skills. Authenticity, empathy, and genuine connections with customers are key to successful sales. Remote work presents challenges for sales teams, including the loss of the collective power of the sales floor. Personal branding and social selling can be effective tools for building relationships and establishing credibility in sales. Success in sales is defined by attitude, effort, and intention. Sound Bites "Productivity and efficiency is really top of mind." "We have to be thoughtful about the solutions we're selling." "Understanding the customer and building relationships is key." "Really knowing your own style, knowing where your strengths are, looking to see at each aspect of the stage, how can you get ultimately more through in the end will help you really refine your scope." "You want to bring your best, and you want to make sure that that call is the one call that gets you the next call versus the one call that maybe has that customer not calling back or ghosting you." "Yeah, 100%. There was a stat a ways back and they haven't refreshed it. It was when I first started tracking all this stuff that it was only 17 % of sellers were getting a second meeting." Chapters 00:00 The Shift in B2B Sales and Marketing 02:06 The Role of AI in Sales and Marketing 06:34 The Importance of Personal Development in Sales 33:01 Adapting to Different Communication Styles in Sales 35:47 Building Genuine Connections with Customers in Sales 38:06 Personal Branding and Social Selling in Sales

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 highlights the importance of executive-level conversations and the need for sellers to communicate the power and value of their sales cycle to executives. He shares strategies for creating a point of view and delivering a clear and concise message that resonates with executives. Additionally, Niemiec discusses the role of AI in sales and the need for sellers to embrace it in order to differentiate themselves and stay ahead in the rapidly changing sales landscape. The conversation covers topics such as the use of AI in sales, the importance of timing and relevance in sales, the role of face-to-face meetings, personal branding and social selling, and the value of mentors and continuous learning in sales. The guest, Mark Niemiec, shares his experiences and insights from his career in sales and leadership roles. Takeaways Understanding the customer's language, challenges, and context is crucial for delivering a compelling value proposition. Sellers need to communicate the power and value of their sales cycle to executives. Creating a point of view and delivering a clear and concise message is essential for resonating with executives. AI is a game-changer in sales and sellers need to embrace it to differentiate themselves and stay ahead in the rapidly changing sales landscape. AI can be a valuable tool in sales, helping to identify and prioritize customer buying signals. Timing and relevance are crucial in sales, and sellers need to be proactive in engaging with buyers at the right time. Face-to-face meetings are still important in sales, especially for strategic enterprise accounts, but video calls can be effective for lower velocity deals. Personal branding and social selling can be valuable, but the focus should be on delivering unique insights and value to customers. Mentors play a crucial role in sales success, and continuous learning is essential for improvement. Success in sales is measured by the ability to solve customer problems and make a positive impact on customers' lives. Sound Bites "In order to get above the noise, you've got to deliver a 10 out of 10 in every one of those categories." "Exposure is super important. Our sellers need exposure to executives." "How do you take that six month, nine month sales cycle and condense it down into 60 seconds or 90 seconds?" "I didn't Uber was getting into space, but maybe the water's warm guys jump on it." "Yeah, I mean, it's all about timing today and relevance." "So in I think 2010 or 2011, I started getting the itch to want to do something a little bit different." Chapters 00:00 Introduction and Assessment of the Current State of B2B Sales 03:08 The Importance of Delivering a Compelling Value Proposition 06:12 The Role of Executive-Level Conversations in Sales 10:10 Creating a Point of View for Effective Communication 15:00 Embracing AI to Stay Ahead in Sales 28:30 The Importance of Timing and Relevance in Sales 32:55 The Value of Face-to-Face Meetings 36:43 Personal Branding and Social Selling in Sales 40:34 The Impact of Mentors and Continuous Learning in Sales 46:38 Defining Success in Sales

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 knowledge, and being able to navigate various aspects of marketing. In this conversation, Dan and David discuss the challenges and importance of the modern CMO, the balance between brand development and demand generation, the power of storytelling and personal branding, and the value of hiring diverse talent. They also touch on the influence of mentors and the need to give young people a chance. Overall, the conversation emphasizes the need for CMOs to have a deep understanding of various disciplines, the importance of building a strong brand and culture, and the significance of connecting with customers through authentic storytelling. Takeaways Aligning sales, marketing, and customer success is crucial for providing a cohesive and integrated experience for buyers. The gap between sales and marketing is a major challenge in B2B marketing. AI in marketing has a lot of hype, but practical use cases are still limited. Modern CMOs need to be people-oriented, have technical knowledge, and be able to navigate various aspects of marketing. Metrics in marketing should focus on meaningful data and not just vanity metrics. The modern CMO needs to have a deep understanding of various disciplines and be able to go sufficiently deep across many areas. Balancing brand development and demand generation is crucial, and metrics should focus on the entire customer journey rather than just clicks and conversions. Storytelling is a powerful tool in marketing, and brands should focus on developing narratives that resonate with their target audience. Personal branding is important for marketing and sales professionals, as it helps establish credibility and thought leadership. Hiring diverse talent and giving young people a chance can bring fresh perspectives and energy to a team. Mentors play a pivotal role in career development, and it's important to seek guidance from experienced professionals. Sound Bites "The big trend of super successful organizations is getting marketing and sales to ride together." "You have to adopt a revenue operations model where you're looking at, look, what's our pipe look like six, nine, 12 months out?" "For a business to be successful, your customers have got to love you." "Either go for design and narrative and use focus groups and those kinds of things, or go for metrics that actually take you right through the funnel on a journey rather than just a click to cash kind of thing." "The great organizations are the ones where there is an understanding of the power of brand, the power of the values under the organization, the power of the intangible things the organization does, as well as the brand, as well as the demand and growth pieces." "Digital is failing in many areas. The internet's dying in lots of places and where it's strong is where you've got a real world analog pull and then a digital side to it as well." Chapters 00:00 Introduction and State of B2B Marketing 01:27 The Importance of Aligning Sales, Marketing, and Customer Success 11:36 Moving Beyond Vanity Metrics in Marketing 26:38 The Skills Required for Modern CMOs 30:20 The Challenges and Importance of the Modern CMO 33:15 Balancing Brand Development and Demand Generation 36:39 The Power of Storytelling and Personal Branding 45:29 The Value of Hiring Diverse Talent 53:57 The Influence of Mentors

[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 emotional intelligence and financial acumen in sales. Cubillan shares his own sales journey, including his early entrepreneurial experiences and his time at Dell, where he held various sales leadership roles. Henry Cubillan discusses his decision to join Schneider Electric and the importance of driving significant change in his role. He emphasizes the distinction between being a great seller and being a great sales leader, highlighting the qualities of effective leaders. Cubillan shares his leadership style, which includes being authentic, open, and focused on coaching and development. He also discusses the value of face-to-face interactions and the importance of social selling, emphasizing the need for authenticity in online interactions. Cubillan defines success as making a lasting impact on others. Takeaways The B2B sales industry is facing challenges due to post-pandemic hangovers and macroeconomic uncertainties. Sales professionals need to transition from being bearers of information to becoming consultants who understand the customer's environment and challenges. Emotional intelligence and financial acumen are important skills for sales professionals. Sales leaders should prioritize training and development to support the success of their sales teams. Renewals in the sales process are becoming just as challenging as acquiring new customers. Transparency and providing the best customer experience are key in sales. Early entrepreneurial experiences can shape a salesperson's career. A formalized sales training program is invaluable for new sales professionals. Sales leaders should have a deep understanding of the sales process and the impact on the bottom line. Career progression and alignment with company goals are important factors in making career decisions. Joining a company that is driving significant change can be a great opportunity for personal and professional growth. Being a great seller does not necessarily translate to being a great sales leader. Leadership requires the ability to inspire, develop, and lead a team. Authenticity is key in leadership. Being open, transparent, and genuinely caring about your team members can foster trust and loyalty. While social selling is an important tool, face-to-face interactions are still crucial for building relationships and making a lasting impact. Success is defined by the impact you have on others and the value you bring to their lives and businesses. Sound Bites "We're the consultant now." "We're still doing things the way we were doing them 10 years ago." "The one thing that hasn't changed is the customer experience." "The company is driving significant change. And that's where I excel." "Leaders are leaders. It's a calling, it's not a career progression." "I want to build a culture of excellence, a culture of being different, of being better." Chapters 00:00 Introduction and State of B2B Sales 02:59 Transitioning to Consultative Sales 06:39 Challenges in Sales Training and Development 11:37 Customer Experience and Transparency in Sales 24:12 Building and Leading Sales Teams 26:14 Career Progression and Making Career Decisions 26:42 Joining Schneider Electric and Embracing Change 29:36 The Distinction Between Great Sellers and Great Sales Leaders 33:38 Authentic Leadership: Openness, Transparency, and Genuine Care 40:04 The Value of Face-to-Face Interactions in a Digital World 40:34 Social Selling: The Importance of Authenticity 52:55 Defining Success: Making an Impact

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 and retaining top talent. Omri shares his personal journey and his approach to hiring elite salespeople. In this conversation, Omri Avdi, Chief Sales Officer at Grant Thornton, discusses the qualities and skills that make a successful salesperson. He emphasizes the importance of being competitive, hungry, and taking responsibility for both wins and losses. Avdi also highlights the significance of curiosity, command, and situational dominance in sales. He shares insights on retaining sales talent and the role of culture in employee satisfaction. Avdi stresses the importance of personal branding and social media presence for salespeople. He also discusses the value of storytelling and the impact of mentors and role models, such as Kobe Bryant. Takeaways CFOs are more wary about macroeconomic conditions, leading to reduced discretionary spend. Customer loyalty has decreased due to increased scrutiny over spend and more procurement scrutiny. Building enduring relationships with clients is crucial for success in B2B sales. Coaching and continuous learning are essential for sales professionals to stay competitive. Culture plays a significant role in hiring and retaining top sales talent. Successful salespeople are competitive, hungry, and take responsibility for both wins and losses. Curiosity, command, and situational dominance are important qualities in sales. Retaining sales talent requires a focus on culture and recognition. Personal branding and social media presence are essential for salespeople. Storytelling is a valuable skill for salespeople to connect with clients. Mentors and role models can have a significant impact on personal and professional growth. Chapters 00:00 Trends in B2B Sales 03:16 Building Enduring Relationships with Clients 08:28 The Importance of Coaching and Continuous Learning 28:05 The Qualities of a Successful Salesperson 33:39 Retaining Sales Talent: The Role of Culture and Recognition 39:49 The Importance of Personal Branding and Social Media Presence 41:44 The Power of Storytelling in Sales 46:52 The Impact of Mentors and Role Models

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, community building, and thought leadership in the corporate world. She also shares insights on employee advocacy, brand building, and the industrial metaverse. Ophelie highlights the impact of her parents on her career and personal life, and shares her definition of success. Takeaways: Trust and ROI are essential factors in business decisions, and thought leadership plays a crucial role in building trust. Thought leadership content should be consistent, informative, and authentic to build credibility and rapport with customers. Thought leadership content can influence buying decisions and should be part of a comprehensive content strategy. Measuring thought leadership success involves tracking share of voice, sentiment, and data-driven metrics, as well as participating in speaking engagements and events. Events play a crucial role in corporate engagement and thought leadership. Community building is essential for trust and brand advocacy. Employee advocacy and thought leadership are driven by people, not just corporate brands. The industrial metaverse has the potential to transform everyday life and drive positive change. Parental influence can have a significant impact on career and personal development. Success is defined by making every day count and striving to become the best version of oneself. Chapters: 00:00 The Role of Trust and ROI in Business Decisions 03:03 Building Trust and Credibility Through Thought Leadership 06:24 Influencing Buying Decisions with Thought Leadership 09:41 Journey to a Thought Leadership Role 22:00 The Power of Events and Community Building in Thought Leadership 24:16 The Industrial Metaverse and Its Impact on Everyday Life 37:12 Parental Influence and Personal Development 42:43 Defining Success: Making Every Day Count

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 impact, and the evolution of ABM solutions. The conversation covers Jon Miller's career journey, the merger of DemandBase and Engagio, the changing landscape of marketing, the impact of AI on marketing, and the definition of success. Jon shares insights on thought leadership, personal branding, and the evolving role of marketing in the modern era. Takeaways Marketo's success was driven by the right positioning, a good product, and strong sales and marketing execution. Early success can lead to an overly rosy signal of product-market fit, and it's important to be cautious of early signals. The evolution of ABM solutions and the need for a full ABM platform that covers the entire spectrum of ABM capabilities. The impact of leadership changes on marketing performance and the importance of having the right leadership in key positions. Lessons learned from the creation of Engagio and the challenges faced in building a new company after early success. The eventual merger of Engagio with Demandbase and the vision of combining the strengths of both platforms to create a comprehensive ABM solution. Jon Miller's career journey and the merger of DemandBase and Engagio The changing landscape of marketing and the impact of AI Insights on thought leadership and personal branding The evolving role of marketing in the modern era Jon Miller's definition of success Chapters 00:00 The Market Entry and Success of Marketo 03:30 Product Development and Category Expansion 07:03 The Impact of Leadership and Early Success 13:45 Lessons Learned from Engagio and Building a New Company 27:14 Navigating the Marketing Landscape: Jon Miller's Career Journey 30:49 The Impact of AI on Marketing: Changing the Game 34:30 Thought Leadership and Personal Branding in the Modern Era 41:03 Redefining Marketing: The Evolving Role and Future 53:30 Defining Success: A Moving Bar

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 execution, the impact of technology on customer success, and the challenges of renewing customers in the current market landscape. Takeaways The impact of subscription fatigue on B2B marketing and sales. The role of AI in decision-making and its impact on buyer behavior. The importance of an orchestrated approach to value execution in sales. The challenges and opportunities in post-sale value and customer success. The impact of technology on customer success and the renewal of customers. Chapters 00:00 Introduction and Technical Setup 06:13 Challenges of Subscription Fatigue in B2B Marketing and Sales 11:13 The Impact of AI on Decision-Making and Buyer Behavior 43:34 Post-Sale Value and Customer Success 50:03 Renewing Customers and the Impact of Technology on Customer Success

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-through rates. It delves into the role of AI in building and cementing relationships with prospects and clients, as well as the importance of personalization in engaging customers. The discussion also touches on the significance of family support in entrepreneurship and the key factors to consider when evaluating AI solutions for sales. Takeaways The changing dynamics of B2B sales and the impact of generative AI on sales productivity Usman Sheikh's journey from architecture to software and the founding of XIQ The core solution of XIQ and its use of behavioral science to decode human buying behavior AI can significantly enhance the personalization of email communication, leading to higher open and click-through rates. The use of AI in sales enables the building and cementing of relationships with prospects and clients, contributing to improved engagement and trust. Family support is crucial in entrepreneurship, providing a stable background and perspective amidst the stress and time-consuming nature of the journey. When evaluating AI solutions for sales, B2B buyers should consider the solution's ability to meet their use case, its potential to accelerate processes, and its intuitive nature for easy adoption. The shift in buyer dynamics and the importance of credibility in sales and marketing collaboration are key factors driving the adoption of AI solutions in the sales space. Chapters 00:00 The Changing Dynamics of B2B Sales 07:33 From Architecture to Software: The Journey of XIQ's Founder 13:47 Decoding Human Buying Behavior: The Core of XIQ 21:14 Building and Cementing Relationships with AI in Sales 22:59 The Role of Family Support in Entrepreneurship 29:21 Key Factors in Evaluating AI Solutions for Sales 31:09 Shifting Buyer Dynamics and the Importance of Credibility

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 significance of face-to-face meetings, closing deals, tracking results, subscribing to prospects' content, and selling actual business results. Takeaways AI-related resources and automation tools are increasingly popular and essential in B2B sales. Offering self-service tools to buyers can improve sales performance. Customer referrals account for a significant percentage of B2B leads. Educating customers and providing personalized content can enhance the sales process. Thorough preparation and research are crucial for successful sales interactions. Being likable, selling oneself, and asking for referrals are effective strategies in B2B sales. Improving lead targeting and conducting market research can optimize sales efforts. Meeting face-to-face with decision makers builds trust and increases chances of closing deals. Standing behind premium pricing and focusing on actual business results are key in value selling. Keeping emotions in check, providing options in proposals, and tracking results contribute to sales success. Chapters 00:00 The Latest Updates and Introductions 03:22 Key Trends and Strategies in B2B Sales 07:15 Enhancing the Buyer's Journey with Self-Service Tools 09:42 Educating Customers and Personalizing Content 12:43 Strategies for Success in B2B Sales 20:36 The Value of Face-to-Face Meetings 22:50 Subscribing to Prospects' Content and Selling Actual Business Results

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 to be a lawyer to working in sales and revenue operations. They touch on the challenges faced by sellers today and the importance of preparation, qualification, and building relationships with buyers. Cliff shares insights on how to differentiate in a crowded market and the value of in-person interactions. Finally, they discuss Cliff's work at Carabiner Group, where they help companies solve complex problems related to the customer buying journey and go-to-market processes. In this conversation, Dan Sixsmith and Cliff Simon discuss the challenges of managing tech stacks, the importance of process documentation and internal taxonomy, and the evolving landscape of B2B marketing. They also touch on personal branding and the balance between personal and professional life. Cliff shares his insights on the role of marketing in generating leads and building trust, as well as the need for pattern disruption and engaging content. They conclude by discussing the impact of mentors and the importance of continuous learning. Takeaways The B2B industry is experiencing rapid changes, and companies are trying to keep up with AI and unified data structures. Individuals should stay connected with AI possibilities by playing with AI tools and stimulating their imagination. Sellers need to focus on preparation, qualification, and building relationships with buyers to overcome challenges and hit their numbers. In a crowded market, differentiation can be achieved through in-person interactions and providing value beyond the product or service. Carabiner Group helps companies solve complex problems related to the customer buying journey and go-to-market processes. Managing tech stacks can be challenging, with the proliferation of new tools and the lack of integration between them. A piecemeal approach is often necessary to balance the need for streamlined processes with the reality of existing systems. Process documentation and the establishment of an internal glossary or taxonomy are crucial for effective change management. They provide clarity and consistency in communication and help align teams around common definitions and goals. B2B marketing is evolving, with a focus on building trust and engaging potential customers early in their buying journey. Intent data and buying signals can be valuable, but a holistic view of the customer and a deep understanding of the market are essential. Personal branding is becoming increasingly important, as individuals can have a greater impact and reach than companies. Consistent content creation and engagement can help build trust and attract potential customers. Mentors and role models can play a significant role in personal and professional development. Learning from others' experiences and seeking guidance can help navigate challenges and accelerate growth. Chapters 00:00 Introduction and Rapid Changes in the B2B Industry 05:00 Cliff Simon's Background and Transition to Sales and Revenue Operations 08:52 Overcoming Challenges and Building Relationships with Buyers 13:49 Differentiating in a Crowded Market 23:13 Managing Tech Stacks and Balancing Streamlined Processes 27:40 The Evolving Landscape of B2B Marketing 33:11 Personal Branding and the Power of Content Creation 39:35 The Impact of Mentors and Continuous Learning

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 marketing content. Jean Marie Richardson, CEO of iFOLIO, discusses the importance of engaging with customers early on and leveraging content to build relationships. She emphasizes the need for personalized and targeted outreach, focusing on customers and prospects that have already been met with. Richardson also highlights the value of personal branding for sellers and the role of thought leadership in building trust and attracting buyers. She shares her thoughts on the future of AI in sales and the importance of legacy and problem-solving in defining success. Takeaways Sales teams work hard and deserve appreciation for their efforts. The digital age has made it more challenging for sales teams to break through the noise and engage buyers. iFolio helps sales leaders tell their story and influence buyers with personalized, real-time analytics. Building a company requires funding, perseverance, and acquiring paying customers. iFolio competes with companies like Salesforce Marketing Cloud and Seismic, offering more flexibility and higher utilization rates. Timing and understanding buying seasons are crucial in sales. Enabling sales teams with effective marketing content is essential for success. Engage with customers early on and provide them with targeted content to build relationships and move them through the sales funnel more quickly. Focus on customers and prospects that have already been met with, leveraging personal connections and follow-ups to drive sales. Personal branding is crucial for sellers, as it builds trust and establishes thought leadership in the industry. AI has the potential to make work easier for sellers, freeing up time for higher-value tasks and providing valuable sales intelligence. Success is defined differently for each individual, but it often involves leaving a legacy, solving meaningful problems, and prioritizing personal relationships. Chapters 00:00 Introduction and Appreciating Sales Teams 02:23 Challenges in the Digital Age 05:04 Enabling Sales Leaders with Personalized Content and Real-Time Analytics 10:35 The Importance of Timing and Buying Seasons in Sales 28:02 Engaging Customers and Moving Them Through the Funnel 31:09 The Importance of Content and Personal Branding 36:13 Thought Leadership and Trust in Sales 38:36 The Impact of AI in Sales 47:15 Defining Success: Legacy, Problem-Solving, and Personal Relationships

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 processes, and the importance of continuous learning and upskilling in the AI landscape. Takeaways Marketing needs to focus on inspiring and initiating conversations rather than just selling B2B websites should provide B2C-like experiences to captivate buyers AI has the potential to revolutionize marketing and sales processes Continuous learning and upskilling are crucial in the AI landscape Chapters 00:00 Inspiring and Initiating Conversations in Marketing 06:53 B2B Websites: Providing B2C-like Experiences 08:22 The Potential of AI in Marketing and Sales 09:48 Continuous Learning and Upskilling in the AI Landscape

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 and opportunities in measuring the effectiveness of thought leadership and provides tips for creating high-quality content. Takeaways Thought leadership is content that offers expertise, guidance, and a unique point of view on a topic or in a field. Thought leadership can spur business leaders to rethink their challenges, influence sales and pricing, and protect existing customers. Organizations and individuals should strive to produce high-quality thought leadership that references strong research and data, helps buyers understand their business challenges, and offers concrete guidance. Most organizations are not resourcing or measuring thought leadership effectively, presenting an opportunity for differentiation. Thought leadership can prompt B2B buyers to question the status quo, seek alternative solutions, and identify new business opportunities or threats. Chapters 00:00 Introduction and Overview of Thought Leadership 05:03 Thought Leadership that Spurs Business Leaders to Rethink Challenges 06:28 Thought Leadership's Impact on Sales and Pricing 07:25 Thought Leadership as a Tool to Protect Existing Customers 14:11 Prompting B2B Buyers to Question the Status Quo with Thought Leadership

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 understand customer behavior by analyzing vast amounts of data. It can assist in content personalization, predictive analytics, dynamic pricing optimization, lead scoring, and churn analysis. However, AI should be seen as an enabler, not a replacement for human decision-making. Marketers should focus on using AI to make their teams more efficient and effective, allowing them to innovate and provide better customer experiences. The consumption of marketing is changing, with voice search and platforms like TikTok and podcasts gaining popularity. Marketers should adapt their content to meet customers where they are. Marketing and sales alignment is crucial, and both teams should work together to build the sales funnel and achieve common goals. CMOs should pay attention to next-generation CRM platforms and data management to drive better insights and results. Success is defined by leaving a lasting impact and making a difference in the lives of others. Takeaways Marketing needs to disrupt itself and focus on inspiring, informing, and initiating customers rather than just selling to them. B2B marketing should strive to provide B2C-like experiences by personalizing the brand, having an opinion, and engaging customers in a meaningful way. The future of digital marketing includes immersive and interactive content, account-based marketing, and the use of AI for personalization and optimization. AI has the potential to add more value than harm in marketing, but it requires careful consideration and application. AI can help marketers understand customer behavior by analyzing vast amounts of data AI should be seen as an enabler, not a replacement for human decision-making Marketers should focus on using AI to make their teams more efficient and effective The consumption of marketing is changing, with voice search and platforms like TikTok and podcasts gaining popularity Marketing and sales alignment is crucial for building the sales funnel and achieving common goals CMOs should pay attention to next-generation CRM platforms and data management Success is defined by leaving a lasting impact and making a difference in the lives of others Chapters 00:00 Introduction and Background 08:42 Current Role and FICO's Focus 24:29 The Role of AI in Marketing 32:21 The Role of AI in Reducing Toil 43:10 Achieving Marketing and Sales Alignment 49:10 Defining Success Beyond Personal Achievements

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 the podcast to focus more on AI. The biggest challenges companies face in AI include feeling overwhelmed, not knowing where to start, and navigating the vast number of apps and technologies available. The conversation focuses on the challenges and opportunities of integrating AI into businesses and the impact on sales. Ryan Staley emphasizes the importance of skill transformation and leveraging AI to enhance specific tasks rather than replacing human workers. He compares the potential of AI to the industrial revolution and the introduction of the assembly line. Staley highlights the need for individuals to embrace AI and develop their skills to stay relevant in the changing landscape. He also discusses the current state of B2B sales and the importance of personalization and emotional connection in sales strategies. Takeaways Ryan Staley started his sales journey as a busboy and transitioned into door-to-door advertising, where he became a top performer. He later moved into management and strategy roles, leading teams and turning around underperforming offices. Ryan is involved in communities like Pavilion and Revgenius, and he hosts The Scale Up Show podcast. He plans to rebrand the podcast to focus more on AI and help companies navigate the challenges of AI implementation, such as feeling overwhelmed and not knowing where to start. Integrating AI into businesses requires skill transformation and leveraging AI to enhance specific tasks rather than replacing human workers. Individuals need to embrace AI and develop their skills to stay relevant in the changing landscape. The current state of B2B sales requires personalization and emotional connection to differentiate from competitors. Success in the AI era involves balancing personal and professional goals and finding fulfillment in both areas. Chapters 00:00 Ryan Staley's Sales Journey 08:45 Leading Teams and Turning Around Underperforming Offices 30:23 Getting Started with AI 37:52 Challenges in B2B Sales 44:44 Defining Success in the AI Era

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. Palmer's upcoming book on generative AI aims to demystify AI and provide actionable strategies for organizations. Takeaways Continuous learning and upskilling are essential to stay ahead in the rapidly evolving AI landscape. AI has the potential to revolutionize the sales process and accelerate sales. Creating a culture of continuous learning and curiosity is crucial for sales teams to leverage AI effectively. Dr. Palmer's upcoming book on generative AI aims to demystify AI and provide actionable strategies for organizations. Chapters 00:00 Introduction and Career Journey 04:17 The Next Big Thing: AI in Sales 06:55 Being Credible and Meeting Buyers Where They Are 15:37 Investing in AI: Creating Winners and Losers 23:21 The Risk of Waiting: Embracing AI for Business Success 26:02 Demystifying AI: Visual Communication and Actionable Strategies

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 the benefits of outsourcing the SDR function to an agency. The episode concludes with a discussion on the importance of putting in the work and constantly adapting to the changing landscape of sales. Takeaways Email can be a powerful tool for prospecting and booking meetings. Email deliverability is becoming more challenging, and it's important to use alternate domains to improve deliverability rates. Personalization is key in email outreach, but it's important to strike a balance between personalization and scalability. AI in sales is still evolving and requires a human component to create relevant and effective messaging. Outsourcing the SDR function to an agency can provide consistency and expertise, especially for startups with limited resources. To improve outbound campaigns, talk to happy customers, understand their pain points, and reverse engineer successful messaging. Constantly adapt and stay up-to-date with the changing landscape of sales to remain successful. Chapters 00:00 Leveraging Email for Prospecting and Booking Meetings 08:50 Personalization at Scale: Striking the Right Balance 14:39 Reverse Engineering Successful Messaging

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 customers, not doing your homework, and not getting access to decision makers.

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 takeaway is that differentiation is crucial in sales and can be achieved by focusing on the prospect, adding value, and establishing yourself as a trusted advisor. Takeaways Differentiation is crucial in sales to stand out from the competition. Sell yourself first and foremost, as the prospect is buying you. Actively listen and empathize with the prospect's issues. Create dis-ease with the status quo to highlight the need for change. Add value through education and insights. Talk about your differentiating value openly. Establish yourself as vital to the process of solving the prospect's problem. Differentiate through personalized and value-focused follow-up. Chapters 00:00 Introduction and the Importance of Differentiation 03:49 Establishing Yourself as Vital to the Process

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 technology sales, and the value it provides in offering specific and targeted sales training. In this conversation, Chris Orlob discusses the importance of advanced, deeper level discovery in sales. He emphasizes the need to understand if there is a problem to solve and if the prospect truly cares about it. He advises against trying to convince buyers that they have a problem and instead focuses on offering insights and helping them crystallize their thoughts. Chris also shares his thoughts on coaching, the value of face-to-face meetings, and the role of AI in sales. Takeaways Sales skills need to be updated to meet changing market conditions. Business acumen is crucial for effective sales conversations. Discovery is the most important sales skill, as it forms the hub of all other sales skills. Effective discovery goes beyond surface-level questions to understand the need behind the need. P Club offers targeted sales training for technology sales professionals. Advanced, deeper level discovery is crucial in sales to understand if there is a problem to solve and if the prospect truly cares about it. Instead of trying to convince buyers that they have a problem, offer insights and help them crystallize their thoughts. Coaching is essential for skill development, and salespeople should take ownership of their own improvement. Face-to-face meetings can still be valuable in building relationships and making a lasting impression. AI is likely to replace inbound SDR roles but will augment outbound SDR and account executive roles. Success is defined as the progressive realization of a worthy goal. Chapters 00:00 Introduction and Background 03:00 Early Interest in Sales 04:26 First Official Sales Job 07:08 Joining Gong 10:43 Crowning Achievement at Gong 13:31 Transition to P Club 15:18 P Club's Online Education Platform 19:25 The Need for Business Acumen in Sales 22:03 The Importance of Effective Discovery 23:26 P Club: Targeted Sales Training 25:53 Offering Insights and Helping Buyers Crystallize Their Thoughts 27:43 Making Discovery Calls Valuable for Customers 35:10 The Importance of Face-to-Face Meetings 37:24 The Role of AI in Sales 43:39 Defining Success

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 sales talent market. The conversation covers topics such as talent acquisition and management, the role of AI in sales, and personal success. Coro emphasizes the importance of protecting and developing existing talent while also seeking out highly skilled players from the job market. He discusses the use of AI in sales and highlights the need for data availability and personalization. He also shares his personal experiences and mentors who have influenced his career. Success is defined as passionately pursuing and achieving one's own defined goals. Takeaways Value selling is back and companies are focusing on profitability and business impact Sales reps need to tie their products to key initiatives within an organization to have a successful deal Building pipeline requires a combination of inbound and outbound strategies Personal branding is important for sellers to establish credibility and trust with their audience The sales talent market is competitive, with a focus on protecting and retaining top talent Protect and develop existing talent while also seeking out highly skilled players from the job market. AI can be a powerful tool in sales, but data availability and personalization are key challenges. Personal success is defined as passionately pursuing and achieving one's own defined goals. Mentors and personal experiences play a significant role in career development. The Competitive Sales Talent Market The Importance of Personal Branding for Sellers Defining Personal Success The Role of AI in Sales and the Challenges "Value selling is a hundred percent back." "If you can't tie to a key initiative within an organization, you do not have a deal." "Shifting the mindset of sellers to be responsible for their own pipeline." "How do we make sure they don't go get an NIL deal at Colorado for a million five more next year?" "How can I bring them in, inject them into my culture and get a boost in productivity, a boost and obviously growth rate." "You need to treat your team like you manage the Yankees." Sound Bites: Chapters 00:00 Introduction and Background 02:59 The Resurgence of Value Selling 06:13 Tying Products to Key Initiatives 11:05 Building Pipeline: Inbound and Outbound Strategies 16:23 The Importance of Personal Branding 26:58 Talent Acquisition and Management 32:41 The Role of AI in Sales and the Challenges 35:01 Defining Personal Success 36:31 The Influence of Mentors and Personal Experiences

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 growth and differentiation. In this conversation, Doug May and Dan Sixsmith discuss the power of belief in value selling and the impact it can have on sales outcomes. They also explore the challenges of scaling value programs and the importance of data and analytics in demonstrating the value of a product or service. They emphasize the need to embed value selling in the sales process and the role of automation in making it easier for sales reps to incorporate value into their pitches. They also discuss the importance of gaining executive buy-in for value programs and the evolution of value teams. Takeaways Value selling focuses on the customer's business problems and quantifies the value that can be gained from a solution. Slowing down to speed up is a key aspect of value selling, as it involves doing the necessary work to justify the financial investment and gain buy-in from decision-makers. The increased interest in value selling is driven by economic forces, changes in buyer behavior, and the need to differentiate in a crowded market. Value selling can have a significant impact on sales success, including higher win rates, accelerated sales cycles, and the transformation of buyers into champions. Belief in the value of a product or service is crucial for sales success. Value selling can have a significant impact on sales outcomes, including win rate, sales cycle time, and average order size. Scaling value programs requires embedding value selling in the sales process and leveraging automation. Data and analytics are essential for demonstrating the impact of value programs and gaining executive buy-in. A value office charter can help ensure that value teams are strategic value orchestrators rather than just business case factories. Segmentation of roles and responsibilities between value consultants and sales reps is important for scaling value programs. Sound Bites Chapters 00:00Introduction and Background 01:31 Doug May's Career Journey 05:18 Introduction to Harness and Doug's NewRole 06:15 Webinar Flow and Poll 08:13 Definition of Value Selling 10:08 Slowing Down to Speed Up 12:36 Reasons for Increased Interest in Value Selling 22:08 Impact of Value Selling 28:22 The Power of Belief in Value Selling 30:44 The Impact of Value Selling 32:40 Scaling Value Selling Across the Sales Ecosystem 33:35 Challenges in Scaling Value Programs 34:36 Importance of Data and Analytics in Value Programs 38:16 Embedding Value Selling in the Sales Process 41:38 The Role of Automation in Value Selling 43:05 Gaining Executive Buy-In for Value Programs 45:30 The Evolution of Value Teams 47:25 The Importance of a Value Office Charter 51:06 Segmentation of Roles and Responsibilities in Value Programs

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 customer success, the shift in demand from new logos to current customer base, and the role of customer success in revenue growth 00:16:51 (Breaking Through B2B Marketing Noise) Addressing the challenges of breaking through the clutter in B2B marketing, the demand for personalized experiences, and the need for authenticity. 00:22:06 (Future of Remote Work) Discussion on the future of remote work, emphasizing the need for intentional gatherings and the importance of personal relationships in remote working environments. Discussion about the challenges and changes in the role of the Chief Marketing Officer in the tech and marketing industry. Challenges of B2B marketing (00:26:43) Exploration of the declining quota attainment and the impact of market consolidation on sales cycles in the B2B sales arena. Impact of the pandemic on marketing strategies (00:29:10) Analysis of the macroeconomic conditions and the changing dynamics of buying behavior in the B2B market due to the pandemic. The future of remote work (00:30:23) Discussion on the impact of remote work on sales and marketing teams, and the challenges of rebuilding institutional knowledge and relationships. The evolving relationship between sales and marketing (00:31:53) Insights into the changing dynamics of sales and marketing operations, resource allocation, and the increasing complexity of the buying committee. The role of AI in marketing (00:35:37) Exploration of the potential of AI in marketing, including its impact on team collaboration, optimization, and its role in operationalizing revenue flow. The CMO's position in the C-suite (00:39:47) Analysis of the position of the Chief Marketing Officer in the C-suite and the challenges in contextualizing marketing impact in business language. Marketing accountability and business outcomes (00:44:32) Discussion on the accountability of marketing for profitable growth and the challenges in predicting ROI accurately.

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 sales performance. Challenges in coaching and opportunity management [00:07:23]Highlighting the need for coaching at the opportunity layer and the importance of evaluating sales skills in live opportunities. Disconnect between sales enablement and sales teams [00:13:26]Addressing the disconnect between sales enablement and sales teams, and the lack of understanding of key sales metrics. Diagnosing sales problems [00:17:58]Emphasizing the importance of diagnosing root causes of sales issues and the need for effective problem-solving in sales organizations. Jennifer's Problem [00:20:34]Jennifer's challenge in selling to the business side and the importance of diagnosing sales problems effectively. The Disconnect in Sales Enablement [00:21:33]The lack of teaching salespeople to diagnose problems and the disconnect between sales enablement and sales teams. Challenges in Adopting New Sales Techniques [00:22:32]The difficulty in getting technical sellers to adopt new sales techniques and the importance of asking insightful questions. The Buyer's Perspective [00:23:40]The significance of proper discovery and diagnosis before talking about the product, understanding the buyer's perspective, and educating salespeople on the buyer's environment. Understanding the Buyer's Needs [00:25:03]A discussion about the challenges faced by sports organizations in uniform selection and the need for salespeople to understand the buyer's perspective. Marketing Challenges in B2B [00:32:54]The disconnect between marketing and sales, lack of understanding of buyer challenges, and the need for creativity in B2B marketing. Keenan's Journey [00:36:28]Keenan's journey from sales to consulting, the transition to training, and the goal of changing the way the world sells. Leveraging AI [00:40:56]Discussion on leveraging AI in business and the challenges faced. Salesforce Integration [00:41:29]Explanation of a software application for sales reps and the benefits it offers. AI for Sales [00:42:51]Challenges and limitations of using AI for sales, including difficulties in interpreting data. Quality of AI Output [00:46:14]Discussion on the downside of using AI, including the decline in the quality of output. Parting Words [00:47:35]Expressing gratitude and admiration for the guest, Keenan, and his work in sales.

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 of preparation, and the role of personal development in sales success. Rocky concludes by offering a white paper on sales hiring trends and invites listeners to connect for more insights.Timestamps: Rocky's Background (00:01:16) Rocky discusses his accidental entry into sales and his experience in sales development and management. Evolution of Sales Hiring (00:04:39) Rocky talks about the challenges in sales hiring, the current job market, and the difficulties in attracting and qualifying candidates. Attracting Top Talent (00:07:08) Rocky emphasizes the importance of writing attractive job ads and targeting the right candidates to ensure a better quality pool. Qualities of Successful Salespeople (00:11:04) Rocky discusses essential qualities, such as grit and adaptability, for successful salespeople, and the importance of effective onboarding plans. Challenges in Hiring and Training (00:17:31) Rocky explains the challenges in hiring and training salespeople, emphasizing the lack of proper training and the presence of unqualified individuals in the sales profession. Impact of AI on Sales Hiring (00:19:44) Rocky discusses the impact of AI on sales hiring, emphasizing the need for interviewers to be more astute in evaluating candidates' qualifications and experiences. The supply chain challenges (00:23:26) Struggles with sales due to supply chain issues and price-based objections. Overcoming sales objections (00:24:47) Discussing the need to push through failure and finding ways to make a difference in sales. Taking control of the sales situation (00:25:29) Empowering salespeople to lead buyers and pivot in the face of objections. Advice for new salespeople (00:26:21) Emphasizing the importance of consultative selling skills and continuous learning. Dealing with failure and coaching new salespeople (00:28:18) Encouraging failure, finding mentors, and addressing the challenges of the new generation in sales. Personal development and reaching out to the guest (00:31:05) Encouraging self-driven personal development and providing contact information for the guest. Guest's white paper on sales hiring trends (00:32:14) Announcement of a white paper on sales hiring trends for 2024 and future predictions