Summary

In this episode, Dan Sixsmith interviews Sam Jacobs, CEO and founder of Pavilion, discussing his journey from working as a finance executive to building a thriving community for go-to-market executives. They explore the challenges faced by leaders in today's fast-paced environment, the importance of community, and the evolving landscape of sales and AI. Sam shares insights on the future of Pavilion, the role of media in building connections, and his personal definition of success.

Takeaways

Pavilion was born out of the need for community among go-to-market executives.

Job security for senior leaders is decreasing, leading to increased anxiety.

AI is transforming the sales landscape, but the need for community remains.

Pavilion aims to equip operators with the tools and resources they need to succeed.

The community has grown significantly, especially during the pandemic.

Sam emphasizes the importance of having a strong network for job security.

The future of sales will see a wider gap between great and average sellers.

Pavilion is evolving to create an elite membership tier for experienced operators.

Sam's success is defined by personal fulfillment, professional growth, and meaningful relationships.

Chapters

00:00 Introduction to Pavilion and Sam Jacobs

03:02 The Journey to Pavilion: Early Ambitions and Experiences

06:13 The Birth of Pavilion: From Idea to Community

09:13 Navigating Challenges: The Role of Community in Uncertain Times

12:03 The Evolution of Pavilion: Growth and Community Dynamics

15:08 Building an Elite Community: Focus and Future Directions

19:56 The Importance of Technical Fluency in Sales

21:38 The Changing Landscape of B2B Sales

24:26 The Rise of New Companies and Sales Opportunities

28:31 Navigating Anxiety in the Business World

34:27 Building a Media Property for Operators

38:28 Defining Success in Business and Life

41:23 Introduction to Sales Dynamics

41:23 Understanding Customer Needs

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 importance of passion and authenticity in sales.

Takeaways

Vanta focuses on trust management, compliance, and security.

Stevie's role as CRO involves driving top-line revenue growth.

Sales should prioritize delivering customer value and building trust.

AI is transforming the way businesses operate and sell.

Stevie's journey from gaming to tech highlights the importance of leaning into discomfort.

Leadership today requires adapting to an AI-driven landscape.

Motivating teams involves showing up and sharing a clear vision.

Building a personal brand is crucial for sales professionals.

Authenticity in social media can enhance professional relationships.

Success is defined by having a rich and interesting life.

Chapters

00:00 Introduction to Vanta and Stevie Case's Role

04:22 The State of B2B Sales Today

10:05 Customer Retention and Growth Strategies

13:09 Integrating AI into Business Solutions

16:48 Stevie Case's Unique Career Journey

26:41 Leadership Evolution and Style

29:28 Motivating a Diverse Team

32:24 Building a Personal Brand in Sales

35:38 Influences and Definitions of Success

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 conversation also touches on the changing expectations of buyers in the B2B space, particularly in relation to technology and AI.

Takeaways

Mike Trkay emphasizes the importance of a customer-focused role for a CIO.

Technology decisions at FICO are made collaboratively across various teams.

AI has been a part of FICO's operations for decades, focusing on predictive analytics.

FICO differentiates itself by providing analytics rather than just raw data.

Building trust with customers is crucial for long-term relationships.

Managing expectations is key to successful customer engagement.

Mike's career path highlights the value of mentorship and learning from experiences.

Listening and asking questions are vital skills in business interactions.

Business outcomes should take precedence over technology for technology's sake.

The expectations of buyers are evolving, particularly with younger generations.

Chapters

00:00 Introduction to FICO and Mike Trkay's Role

03:10 Navigating Technology Decisions in a Customer-Centric World

06:24 FICO's Unique Position in the Market

09:10 The Role of the CIO in Sales and Customer Relationships

12:24 Managing Expectations and Building Trust

15:12 Expanding Opportunities and Customer Experience

18:12 Handling Issues and Turning Problems into Opportunities

22:49 Building Strong Relationships with Clients

25:23 Mike Trkay's Journey to CIO at FICO

30:51 Mentorship and Early Career Lessons

36:11 Navigating Stress and Decision-Making

40:13 Understanding Modern Buyer Expectations

45:02 Introduction to Sales Dynamics

45:02 Understanding Customer Needs

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 customer success and AI integration.

AI is enhancing rather than replacing customer success roles.

The post-sale journey is crucial for customer retention.

Marketing must align with customer success to drive demand.

Brand trust is essential for business growth.

Leadership requires meeting people where they are.

Success is defined by pipeline goals and company evolution.

The customer journey should be seamless across departments.

Adaptability is key in a global business environment.

Personal experiences shape leadership and marketing strategies.

Chapters

00:00 Welcome to Gainsight Pulse Conference

02:56 The Evolution of Customer Success

05:51 Marketing's Role in Demand Generation

08:46 Personal Journey and Leadership Insights

12:01 Defining Success in Today's Market

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, including the significance of retail media and the recent Vizio acquisition.

Generative AI is transforming the advertising landscape.

Effective time management is key in sales roles.

Relocation can open up new career opportunities.

Listening is a vital skill for effective leadership.

Understanding consumer trends is essential for business growth.

Investing in team training is crucial for success.

Building trust through listening accelerates team performance.

Retail media is a growing category in the industry.

Walmart's focus on technology and data will drive future growth.

00:00 Welcome Back

03:03 Insights from the Consumer Electronics Show

05:38 The Importance of Trends and Technology in Retail

08:08 Career Journey: From Microsoft to Walmart

10:38 Lessons from Microsoft: Sales and Management

15:58 Navigating Career Moves and Relocation

19:23 Superpowers in Leadership and Team Management

25:52 The Role of Listening in Leadership

30:02 Transitioning to Walmart: Experiences from Amazon and Instacart

38:26 Future Priorities for Walmart and Strategic Growth

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 confidence, the significance of customer success, and the value of partnerships. He also reflects on his personal journey and leadership style, emphasizing the importance of relationships and team growth in achieving success.

Takeaways

The shift from feature selling to value selling is crucial for success.

AI's ROI is a major concern for customers today.

Value selling provides a framework for addressing buyer confidence.

Customer success is integral to maintaining and growing accounts.

Partnerships are essential for scaling business value.

Anurag's journey includes significant roles at SAP, Adobe, and Salesforce.

Building relationships is key to success in sales and leadership.

Cultural synergy is important for team cohesion, especially in remote settings.

Success is defined by team impact, shared vision, and individual growth.

Chapters

00:00 Introduction to Business Value at Red Hat

02:26 Scaling Business Value and Overcoming Challenges

06:38 The ROI of AI: Insights and Strategies

11:00 Navigating Buyer Confidence in Complex Sales

14:11 Customer Success as a Demand Generation Strategy

18:32 Partnering for Success: The Role of Partners

21:17 Anurag's Journey: From Aspirations to Leadership

30:41 Leadership Style and Team Motivation

35:34 Defining Success: Goals for 2025

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 engagement, and defining success in a marketing role.

Takeaways

AI is essential for modern marketing efficiency.

Marketing now requires a balance of creativity and data-driven strategies.

Dynamic and engaging content is crucial for audience engagement.

Brand identity must evolve with market changes.

Marketing should be integrated into overall business strategy.

Sales and marketing alignment is key to generating pipeline.

Sales teams often struggle to leverage marketing effectively.

Understanding customer needs is vital for successful marketing.

Leadership involves investing in team development and engagement.

Success is defined by fulfillment and team collaboration.

Chapters

00:00 Introduction to Ivana Karens and UiPath

01:19 The Future of Marketing: Embracing AI

04:24 The Evolving Role of Marketing: Art and Science

08:23 Content Strategies for Engagement

11:30 Brand Evolution in B2B Marketing

15:19 The Importance of Marketing in Strategy

18:26 Hiring Trends in Modern Marketing

20:19 Collaboration Between Marketing and Sales

20:34 Aligning Sales and Marketing for Success

26:00 Understanding Sales Challenges and Marketing's Role

26:22 Evanna's Journey to Marketing Leadership

31:40 Leadership Style and Team Engagement

37:01 Defining Success and Fulfillment

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 improvement and adaptation in the retail landscape.

Takeaways

Seth's role at Walmart encompasses various growth strategies.

Understanding consumer marketing is crucial for success.

Storytelling helps simplify complex ideas and gain buy-in.

Consumer expectations are increasing, requiring continuous improvement.

B2B selling requires urgency and differentiation in offers.

Early career experiences shape future professional skills.

Asking for money is a vital skill in sales.

Transitioning to formal sales roles can be challenging but rewarding.

Consultative selling is more effective than transactional selling.

Building a brand requires understanding community roles and consumer needs.

Chapters

00:00 Introduction to Seth Dallaire and His Role at Walmart

04:50 Skills and Challenges in a New Role

10:45 Cultural Integration and Team Building at Walmart

15:18 The Evolution of the Walmart Brand

20:03 Insights on B2B Selling and Market Trends

26:47 Early Ambitions and Career Beginnings

38:19 First Formal Sales Job at Microsoft

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, personal growth, and the significance of mentorship in shaping one's career. Bruno concludes with a powerful mantra: 'Enjoy being while becoming.'

Takeaways

Bruno Bertini emphasizes the importance of storytelling in B2B marketing.

The role of the CMO is evolving to become more integrated with business operations.

Building a brand in a commoditized market requires a focus on customer-centric messaging.

Effective marketing should be seen as a continuous process, not just a sales tool.

Leadership in marketing involves fostering a culture of trust and high expectations.

Mentorship plays a crucial role in professional development and growth.

The CMO should act as a glue between different departments within the organization.

Success is defined by continuous improvement and learning.

A strong company culture is essential for team dynamics and performance.

Enjoying the journey of growth is as important as the end goals.

Chapters

00:00 Introduction to Bruno Bertini and 8x8

02:17 The Role of Storytelling in B2B Branding

06:16 The Evolving Profile of the CMO

10:20 Marketing as the Glue in Organizations

20:13 Bruno's Personal Journey and Early Influences

27:47 The Duality of Creativity and Operations

28:53 Early Influences and Entrepreneurial Spirit

31:51 Transformative Experiences at Disney

36:24 Path to Leadership and Mentorship

39:45 Leadership Style and Team Dynamics

44:23 The Role of Mentorship in Growth

47:27 Defining Success and Continuous Improvement

51:43 Introduction to the Conversation

51:44 Exploring Key Themes

52:00 Introduction to Sales Dynamics

52:00 Understanding Customer Needs

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.

Takeaways

Patty 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.

Chapters

00:00 Introduction to Patty Hager and Salesforce

03:11 The Role of Solutions in SMB at Salesforce

06:17 Defining Sales Finesse in B2B

09:19 The Evolution of B2B Tech Sales

12:18 Leveraging AI in Sales Conversations

15:18 The Importance of Structure in Sales

18:29 Patty Hager's Journey and Early Career

21:17 Key Characteristics for Sales Success

24:09 Embracing Change and Growth

26:41 Engaging Leadership in 2025

29:26 The Impact of Mentorship

32:16 Creating a Collaborative Culture

36:00 AI and Customer Experience

38:42 Finding Inspiration and Balance

41:42 Defining Success

45:43 Introduction to the Conversation

45:44 Exploring Key Themes

46:00 Introduction to Sales Dynamics

46:00 Understanding Customer Needs