Sales Is King

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