Sales Is King

Dan leads a discussion around new research from RAIN which outlines what Buyers are saying sets the sales winners apart from the runners up. The winners according to the study sell RADICALLY different than the second and third place finishers. The results are surprising. The report uncovers some new approached that Buyers require in 2018.

Dan is back with a new in-studio segment and he talks about how to sell against fear: How to not be crippled by inaction and a game plan to disable fear both from the perspective of the seller and the buyer. Buyers also wrestle with fear today and choose to stay in their comfort zones. Effective sellers today know how to defeat that fear and win more business.

Mario Martinez Jr a Digital Sales expert joins Dan for an action packed segment to discuss how Sales Execs can win with the Modern Buyer!

Dan discusses the critical importance of preparing for each meeting and what is involved in doing that successfully. In addition he covers how to successfully execute and carry out the game plan. The big difference between high performers and the unsuccessful salespeople is how they execute and take action.

The synergy of expertise with relationships is critical to successful selling in 2018. Dan reviews how to develop expertise and then put it into practice through growing an active network of engaged followers.

Empathy builds an emotional connection with buyers and increases trust. Dan reviews how to deploy this very important skill.

Keenan joins Dan for a sneak peak of his forthcoming book. If you can effectively expose and uncover a significant gap between your prospect’s current state and his desired state, the more value will be placed on your product or solution.

Global Sales Effectiveness Leader, Paul Bickford joins Dan to discuss his successful formula for helping organizations transform the selling process including what’s required and some of the incredible results you can expect!

Dan tells the incredible story of ex felon Weldon Long and his road from the prison yards to becoming one of the top Sales experts in the world.

CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018 • CURIOSITY: THE TOP SKILL FOR 2018

Dan is back to discuss the secret of successfully developing a high value network. The book “Give and Take” is a phenomenal resource as you seek to deepen connections and build a bridge to success in Sales, Business and Life.

Dan is back with the Top 5 ways to take your Sales Game to the next level!

He has been ranked in the Top 50 Salespeople in the world, a best selling author, a Top 5 Sales Consultant: Jerry Acuff joins the podcast for an eye opening session with Dan.

Chris Kingman Of TransUnion riffs on technology’s role in driving Sales excellence.

Nicole O Brien of Sage Payment Systems connects in with us to deliver her perspective on how Marketing and Sales can align around the customer.

Liz McCormick of Pegasystems joins me to talk about the process of managing change internally and leading a behavioral shift in how Salespeople sell

Sheevaun Thatcher, Global Sales Enablement leader joins me in Dallas TX to discuss RingCentral’s new approach to Sales.

Dan reviews the 5 traits of high performers and how to bring it to your Sales Game.

There is an emotional component in B2B Buying decisions. Buyers are consumers at heart and expect a B2C like experience. As a world class Sales Exec, you need to create that emotional connection.

4 Simple Keys To Winning The Sales Game • 4 Simple Keys To Winning The Sales Game

We discuss the value of a mentor and/or a Sales Coach. Also motivation is more important than ever and we review some amazing podcasts to keep you pumped.

More than 50 percent of buyers report that they have second thoughts after making a purchase with a new supplier. What are you doing to reassure new customers? This is a major opportunity.

CMO, thought leader, influencer Michelle Killebrew joins us for a thought provoking conversation about her role @ IoT start up Nomiku and the evolving role of Marketing and Sales.

Virtual selling has increased by 89% over the last 4 years. We discuss how to a) to push back against this trend but also b) the skills set required for more effective virtual selling.

We discuss a brand new skill that successful sales people are using to get buyers to pull the trigger faster.