Sales Is King

In this episode, Dan Sixsmith interviews Stevie Case, the CRO of Vanta, discussing her unique career journey, the current state of B2B sales, and the importance of customer retention and growth strategies. They explore how Vanta integrates AI into its solutions and the significance of building a personal brand in sales. Stevie shares insights on leadership, motivating diverse teams, and her definition of success, emphasizing the im...

In this episode of Sales is King, Dan Sixsmith interviews Mike Trkay, the Chief Information Officer at FICO. They discuss the evolving role of a CIO, the importance of customer engagement, and how technology decisions are made in a collaborative environment. Mike shares insights on differentiating in a competitive market, the significance of building trust with customers, and the lessons learned throughout his career. The conversat...

In this episode of Sales is King, Dan Sixsmith interviews Keith Pearce, CMO of Gainsight, at the Gainsight Pulse Conference. They discuss the evolution of customer success, the impact of AI on the industry, and the importance of marketing in driving demand. Keith shares insights from his personal journey, leadership style, and his definition of success in the current market landscape.

Takeaways

Gainsight is a leader in custom...

In Part 2 of their conversation, Seth Dallaire, Chief Growth Officer at Walmart joins Dan and reflects on his experiences in retail, technology, and leadership. He shares insights from the Consumer Electronics Show, discusses his career journey from Microsoft to Walmart, and emphasizes the importance of listening and understanding team dynamics in leadership. Seth also outlines Walmart's strategic priorities for the future, inc...

Summary

In this episode, Dan Sixsmith interviews Anurag Goel, the Global Head of Business Value and Realization at Red Hat and one of the highest profile experts in the value engineering world. They discuss the importance of shifting the conversation from product features to business outcomes, the challenges of scaling business value, and the role of AI in enhancing value propositions. Anurag shares insights on navigating buyer conf...

In this episode, Dan Sixsmith interviews Evanna Kearins, CMO for Europe at UiPath, discussing the evolving landscape of marketing, the integration of AI, and the importance of brand identity. Ivana shares insights on the dual nature of marketing as both an art and a science, the necessity of aligning marketing with sales, and her personal journey into the marketing field. The conversation also touches on leadership styles, team eng...

In Part 1 of this conversation, Seth Dallaire, Chief Growth Officer at Walmart, discusses his new role and responsibilities, the importance of storytelling in business, and the challenges of meeting consumer expectations in a rapidly changing market. He shares insights on B2B selling, the significance of brand strategy, and lessons learned from his early career experiences. The discussion highlights the need for continuous improvem...

In this engaging conversation, Dan Sixsmith interviews Bruno Bertini, the CMO of 8x8, discussing the evolving role of the CMO in today's business landscape. Bruno shares insights on branding, storytelling in B2B, and the importance of customer experience. He emphasizes the need for CMOs to be business operators, bridging gaps between marketing, sales, and customer success. The discussion also touches on leadership styles, perso...

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 sa...

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 commerc...

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 e...

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 qu...

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 s...

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 customer...

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 jo...

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 perso...

Summary

In this engaging conversation, Dan Sixsmith interviews Aparna Khurjekar, the Chief Revenue Officer of Verizon Business. They discuss the dynamic challenges and opportunities in the telecom market, the importance of innovation, and how to drive a positive culture within a large organization. Aparna shares her insights on the role of AI in enhancing sales efficiency, the significance of mentorship, and her personal journ...