Sales Is King

You worked your tail off to become successful in Sales. But things changed almost overnight. New rules are upon us and with that comes the need for an entirely new game plan. Your success is going to depend on how quickly and effectively you adjust. As we have said on this program from the beginning, change is constant and those who adapt and reposition themselves will come out on top. In this episode, we review a great new article. https://www.linkedin.com/pulse/how-secure-budget-age-covid-19-devin-reed We walk you through each point: 1) Think like a CFO 2) Lead with Empathy 3) Move from email to phone/video 4) Prep your champion to grab the money ...and we talk through this multi-step approach to doing this successfully, Other reference material to which we refer: The Empathy Effect, with Dr. Helen Reiss: https://anchor.fm/dan-sixsmith/episodes/Episode-95-In-the-Spotlight-The-Empathy-Effect-with-Dr--Helen-Riess--MD-e4tvkm Jerry Acuff Joins Dan: https://anchor.fm/dan-sixsmith/episodes/Jerry-Acuff-Joins-Dan-eut93

Sales Reps know how to face hardship. They know how to challenge people's thinking. They know how to overcome obstacles. They know what it takes to succeed at all costs and against all odds. They are built for battle. They know what it is like to be down to their last out. They know that you do not win every deal. They know that you have to find a way to the goal line. They know what its like to take one on the chin; to get off the canvas and continue to fight. They know that a bad day can be followed by an amazing day. Most importantly, they know that their success is in their own hands. They know that you have to take the wheel and steer in life. They know action is critical. That is why, we , in sales, will step forward to keep our companies alive, to keep the money coming in. To your success. It is hopefully almost over. Book we discussed: Brendon Burchard: High Performance Habits Podcast we to which we referred:  What Are You Doing About Job Security?  https://anchor.fm/dan-sixsmith/episodes/Episode-50-What-Are-You-Doing-About-JOB-SECURITY-e1i6i0

Things are getting tougher for us.  Times of immense challenge bring out the best in the winners and worst in most of the others. If you lost your sales job, listen to this show. Dan discusses the campaign you need to launch, the fight you need to wage to get back in the game and fast. If you are still on the playing field, there are actions you need to take to insure you don't miss a step in your quest for success.  Books Dan refers to: Never Eat Alone- Keith Ferrazzi Friend of a Friend- David Birkus Build Your Network Podcast- Travis Chappel. Dan's Linkedin article: https://www.linkedin.com/pulse/fall-american-textile-industry-bitter-fight-survival-dan-sixsmith/ Dan's website: http://salesisking.net

In seemingly a matter of weeks, the world economy has been thrust into chaos. Times have suddenly gotten way tougher. But no one is going to tell you that you have quota relief or that you don't have to sell as much. Dan shares some tips to not only weather but thrive in a crisis environment. Do not miss this episode.

It comes with the job. And it is always staring you in the face.  Dan discusses the every day pressures of being in sales and in business and how to turn that pressure into fuel for success! ⛽️

Take a ride with Dan on a 20 minute riff on what it takes to completely transform your sales game. From the heart and unscripted as always, Dan walks you through the key ingredients of a successful sales rep transformation program. Learn what the Elite Sellers are doing to keep the checks cashing. Hear the latest research on buyer preferences and the steps you need to take to stand out from the crowd of uneducated and unsophisticated sales reps. 

Dan discusses his thoughts on the unspeakable and tragic death of Kobe Bryant.

Research shows that more intense and shorter bursts of physical activity are more powerful than the long arduous workouts and similarly in Sales today, are you able to benefit more from fast targeted bursts of super- engaged activity? Dan returns to the studio to discuss the benefits of "Sprint Selling", capitalizing on peak segments of the day to register more efficient activity and driving your sales up! In addition, Dan discusses the most overlooked method of adding to your numbers. You'll be surprised!  Tune in for a quick hitting episode. 

Sheevaun Thatcher returns to the podcast for another engaging interview! We discuss the foundational elements of RingCentral's(one of the hottest tech companies and leader in the Unified Communication space) success as an organization, specifically around enabling sellers to maximize their effectiveness. In addition, Sheevaun gives us a preview as to what the future may hold for selling success moving into 2020 and beyond. Don't miss this one!

How do you find great Sales Talent? In this episode, we talk about why it is so difficult to find and hire elite sellers and what the successful companies are doing to identify and predict the future success of potential new hires. For more compelling stats and information, see the following White Paper: https://info.objectivemanagement.com/page/Whitepaper-Salesperson-Selection.aspx?DistNum=494