Sales Is King

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

Can't believe this is the 150th episode of the Sales King podcast! Time flies when you're having fun talking about sales and B2B topics. Here's to many more episodes and fresh perspectives coming your way in 2024. 🎉 #SalesKing150 Timestamp: The importance of leveraging AI (00:03:53) AI is reshaping the sales landscape and sellers must leverage it to stay ahead and succeed in 2024. Next-gen virtual selling (00:06:20) Exploring tools and skills to take virtual selling to the next level, including advanced whiteboarding and engaging the audience effectively. Value-based selling taking center stage (00:07:29) The significance of value-based selling, personalized and quantified, to connect with C-suite executives and achieve business outcomes. The importance of personalizing the sales experience (00:14:00) Discusses the need to leverage data, analytics, AI, and machine learning to gain deeper insights into customer preferences and behaviors for personalized sales strategies. Enhancing content quality in sales (00:15:37) Emphasizes the need for high-quality content that engages buyers, both before and after sales meetings, using video game-like interfaces and interactive content. The integration of 5G and the Internet of Things in sales (00:18:53) Explores the potential impact of 5G networks and IoT devices on faster data transmission, quicker decision-making, and creating a self-guided buying experience for B2B buyers.

Key Points covered by Dan is this new episode: - Potential opportunities for sales professionals in 2024 - Embracing new technologies, such as AI, in sales strategies - Winners and losers in the AI landscape - Selling in tough times - Gaining and maintaining buyers' attention - Importance of personalized content and value selling - Power of storytelling in engaging buyers - Starting with the "why" in content - Speed and capturing attention quickly - Leveraging data and AI for customer insights and tailored content

In this podcast episode, Dan Sixsmith hosts Dr. Stephen Timme, author of "Insight-Led Selling" and CEO of Finlistics. They discuss the challenges of B2B sales, including economic uncertainty, lack of understanding of buyers' businesses, and resistance to change. Dr. Timme emphasizes the importance of aligning solutions with buyers' goals, providing new information, and fostering a unified team effort. He also highlights the need for clear objectives and metrics in sales enablement programs. The conversation covers the shift from traditional selling to a more strategic approach, the value of Dr. Timme's book, and the role of his company in helping businesses navigate omnichannel solutions. - **The state of B2B sales (00:01:20)** Discussion on the challenges and struggles in B2B sales, including the impact of economic uncertainty and the need for sellers to better understand the goals and strategies of their customers. **Buyers preferring a rep-free experience (00:06:09)** Exploration of why many buyers prefer not to engage with sales reps and the importance of sellers providing new and valuable insights that buyers don't already know. **Ingredients for successful sales initiatives (00:10:54)** Insight into the key factors that contribute to successful sales initiatives, including executive support, defining measurable goals, and creating a collaborative team effort. **Marketing and Sales Alignment (00:11:52)** The importance of aligning marketing and sales in the go-to-market strategy, using marketing materials as examples. **The Role of Research and Discovery in Sales (00:13:37)** The significance of conducting research and validation before engaging with prospects, to establish credibility and provide strategic advice. **Moving from Vendor to Strategic Partner (00:19:44)** The evolution of a salesperson from being a vendor to becoming a trusted advisor and strategic partner, with a seat at the table in decision-making processes. **Falling in love with your customer (00:22:36)** Understanding the importance of building strong relationships with customers and aligning solutions with their needs. **Selling to the c-suite (00:25:24)** Discussing strategies for engaging senior executives and understanding their goals and strategies. **Creating urgency in the sales process (00:30:26)** Exploring the importance of tying benefits and solutions to challenges and driving urgency to move deals forward. **The Omnichannel Solution (00:33:22)** The speaker discusses how they came up with a solution for omnichannel and the need to communicate with various departments like store ops and marketing. **Financial Benefits and Confidence (00:34:11)** The speaker talks about the importance of showing potential financial benefits early on and the need for confidence when talking to executives. **Insight-Led Selling Platform (00:35:11)** The speaker introduces the platform, which provides insights into finance performance and helps with account planning and QBRs.