Sales Is King

It is a Buyer's market in the B2B Selling world. The expectations of Buyers continue to evolve and place demands on Sellers today. A recent study details what Buyers are looking for coming out of the pandemic and at the top of the list is "Sales Experience". But what does that mean exactly and how do we in Sales leverage this to our advantage. Tune in to Win!

The growing level of competition out on the 'field' of Sales today requires making sure every box is checked and then some. Intangibles are those categories that can put one company over the top and send another one to a crushing defeat. Reps today need to win the intangibles game to succeed. One such intangible is Credibility. On this new episode, you will learn all of the components of credibili...

Elite Sellers do many things correctly to keep ringing the cash register. But it may boil down to the basics. Do they just want it more than the mediocre reps? How about you? Do you want success more than your competition? Do you want it more than the rest of the reps in your company, on your team? Fortune favors the BOLD. Are you bold? Do you ask for the order? Or are you worried about offending...

New research from Challenger shows the reps took a step back last year in meeting the needs of Buyers and their process. Dan covers the key areas in which we slipped, the potential reasons why this occurred and what needs to be done to rectify this and improve as 2021 take shape. The 5 key areas: 1) Sellers Ability To Demonstrate Unique Insights (-53%) 2) Seller Helps Me Come To A Decision (-34%)...

With so many professionals on the hunt for new positions as a result of the pandemic, it's time to dissect the Job Interview and how to ace it. After working so hard to get on your target companies' radar, it's game time! Time to shine. But many struggle to connect. They play defense instead of taking charge of the meeting. The reality is that a job interview is nothing more than a Sales Call .&nb...

The cost of prospects delaying their purchases is taking a toll on B2B sellers. Getting buyers to make a commitment now versus later is one of the top challenges sellers face in 2021.  According to a recent Objective Management Group study, only 12% of sellers are proficient at making the case for urgency. Why is that? Because it is not easy and requires an expertise to make this happen consi...

On the 2020 Sales Is King Finale, Dan dives deep into the playbook for improving your CLOSE RATE in 2021. The mental aspects of closing are critical, but so are the tactical steps required for success. Lastly, Dan covers the Top reasons why sellers don't close deals and what you do about it.  To Your Success!

With 2020 ticking down, it is time to look forward to 2021 and year most people have been wishing for since March. Well, with that said, our sales game needs to shift into high gear to make 2021 your best ever. Dan covers 5 areas of focus: 1) Pre Call Research - we often talk about the power of doing the homework prior to a call. But are we doing the right research and enough of it? What major ini...

There is a thin line between the top reps and the average reps. But why do the Elite reps outshine everyone else? And where in the sales process does this occur? Dan hits you between the eyes as he reveals the inflection point where the Elite rise and the average reps fumble it away. Don't miss this one!

It is by far the most effective method of prospecting, yet leveraged less in the sales process than any other channel. James Muir returns to Sales Is King with a new book and incredible advice for sellers looking to make Referrals a key part of their success.

Dan discusses the critical differences between Sellers and Closers, with a focus on the requirements for increasing win rates in the COVID economy. Check out Dan's new blog: The New Normal: Selling In The COVID Economy https://dansixsmith.blogspot.com/ Peace ✌️

The main reason why Sales has failed to close deals the past 7 years in a row? They didn't show the prospects the money. The inability to effectively sell value is the main thing holding you back from crushing quota, make a ton of cash and turning losses and stalls into green. Tom Pisello wrote the book on selling value. In fact, he's written two: The Frugalnomics Survival Guide and his most recen...

Buyer confidence is cited as the #1 issue facing sales reps in B2B deals(new Gartner report) But it is not what you think. It is not the Buyer's confidence in the sales rep, but it is the buyer's confidence in themselves! Confidence to make the right decision. Buyer enablement and the sales rep's ability to help the Buyer navigate through the massive amounts of information that they are wrestling...

Growth Guru, Data Monetization Expert, Serial Entrepreneur, and now Investment Banker, Kristin Luck returns to the Sales Is King Spotlight to discuss the NEW RULES FOR SUCCESS in business today. Do not miss this conversation!

Relationships used to be all you needed in Sales. Today, with dramatically reduced attention spans, complicated buying decisions, executives doing more selling and buying, and buyers placing a diminished value on Sales Reps- the dynamics of relationships are changing. Dan explores this and discusses what you need to succeed in this increasingly transactional digital economy.

Do you feel guilty taking vacation from your job? Is the Hustle mentality detrimental to your health and wellness? Does it have a negative impact on your personal and family life? Does your company really care about your 'work-life' balance? If these questions interest you, tune into our interview with Carlos Hidalgo, who personally has felt the sting of the Hustle Culture. He almost lost his fami...

74% of Sales Managers are poor communicators? What? Yes, a MHI study confirms our worst fears about sales leaders. Dan details some of the other critical issues plaguing sales leaders today and what needs to be done about it and FAST 🤔

[New Interview] Empathy expert, Dr. Helen Riess joins Dan in the Sales Is King Spotlight to discuss her outstanding book, The Empathy Effect.  We have spoken so frequently about the importance of Empathy not only in sales and in business but in Life.  Being able to establish deeper connections with your customers, your co-workers, your direct reports, your family and friends is paramount to feelin...

Sales is being disrupted. There, I said it. What are you doing to evolve your sales game? Dan reviews the latest evidence that the chasm between the Haves and Have Nots in Sales is growing. The Elite Sellers are kicking the piss out of everyone else in the following areas: Trustworthiness Timeline of the deliverable(s) Referrals Expertise Credibility Personality Understanding Buyer needs Fit Price...

If you find yourself slugging it out with the competition, here are 5 powerful steps to win the deal. 1. Engage in effective discovery- around strategic objectives and business priorities 2. Us!  How do we deliver a different experience?   3. Show them the money!  Can you show the ROI?   4. Get deeper into the decision making process!   5. Talk about the post-sale experien...

I cannot believe it took 92 episodes to get down in the mud and talk cold calling. And we do it a big solid in this high energy episode.  Everything you need to succeed is here. Give a listen NOW

Take out your competitors early and often. Waiting for a prospect to bring up your competition is a misstep. Proactively address your competition, expose their weaknesses and highlight your strengths. Do this early in the process. Dan walks through a couple of recent examples from his sales conversations. Beat their *sses today!!🥊

48% of reps do not EVER call a lead. Most reps, if they do call, GIVE UP after 1 or 2 attempts. A new study shows that being persistent, prompt and personalizing your outreach can increase the chances of a lead turning into a qualified opportunity by over 300%. So, next time you find yourself complaining about not enough leads or bad leads, ask yourself how many times, if ever, you reached out to...

Too many reps sit back and wait for the prospect to buy. The Elite Sellers take control of the process, tell a compelling story, create a differentiated and exceptional buying experience. They convince the prospect that the solution or product is a 'must have' and that the purchase needs to happen now. Don't sit back. Take control. Sell, don't facilitate. Close, don't expect and hope. A high impac...

Dan is back on a RANT. The concept of Ghosting is becoming more commonplace in the digital world. People's attention spans are shrinking and they are bombarded with messages from God knows where.  Dan delivers a short and NOT SWEET episode:  Some highlights: *Ghosting is on you. Look at yourself in the mirror if the rate of Ghosting is going up for you. Your are not delivering enough val...