Sales Is King

Dan Sixsmith
  • 4.7 (15)
  • BUSINESS

The podcast, Sales is King, features interviews with sales and marketing leaders who share their insights on the latest trends and challenges in the B2B space. The podcast covers a wide range of topics, including AI, value selling, sales enablement, and personal branding. The guests offer actionable advice on how to succeed in today's competitive market. The podcast is popular with not only C-Level executives, but also thousands of sellers across multiple industries.

  1. JAN 28

    209: Andrew Brown | CRO, RedHat

    In this episode of Sales Is King, host Dan Sixsmith kicks off the show’s 10th year and the launch of a brand new studio with a powerhouse guest: Andrew Brown, Senior Vice President and Chief Revenue Officer at Red Hat. Andrew shares how Red Hat is driving double‑digit growth with its hybrid platforms, automation, and AI capabilities—while staying anchored in long‑standing values like freedom, courage, commitment, and accountability. He also breaks down how AI is really changing sales, what separates top sellers from the middle of the pack, and why “happy customers” is his simple, non‑negotiable definition of success.​ Red Hat’s growth engines in 2025 Three core platforms: Enterprise Linux, OpenShift (containerization/virtualization), and automation.​ Why true hybrid (on‑prem, private cloud, hyperscalers) is resonating with customers globally.​ The acquisition of Neural Magic and how Red Hat is playing in AI inference.​ Values that customers actually feel How Red Hat’s long‑standing values—freedom, courage, commitment, accountability—show up through products and people, not posters.​ Stories from customer visits (including India) where clients proactively praise the team, not just the tech.​ The call to become CRO and first 90 days How Andrew was tapped from IBM by Rob Thomas to run “anything that touches revenue” at Red Hat.​ Why he changed almost nothing at first: two ears, two eyes, one mouth—used in that ratio.​ Moving the organization from “growing” to truly unlocking the next growth curve, with alignment on one vision and one belief.​ What really separates top sellers from the middle Active listening as a true differentiator—probing pain, impact, and outcomes versus just hearing words.​ Never settling: aiming beyond the renewal, operating on the “front foot,” and treating success and failure the same way.​ A sports mindset: being ready for the clutch moments, orchestrating stakeholders, and failing at least 50% of the time but getting back up.​ How AI is reshaping sales at Red Hat Building and buying: Red Hat’s own AI assistant embedded in sellers’ workflow (Slack → CRM opportunity creation) plus tools like People.ai to free managers from data validation and focus them on coaching.​ The big challenge: not building AI models, but getting them into production at scale with governance, cost control, and the right deployment (cloud vs. on‑prem).​ Why only a small percentage of AI projects show real value today—and what needs to change.​ Channel and ecosystem as revenue multipliers Why a significant share of Red Hat’s revenue runs through partners and how they’re enabled pre‑ and post‑sales.​ Technical certifications, revamped partner programs, and advisory boards to keep value and alignment high.​ Customer success and value realization Consolidating scattered customer success pockets into a central, technical CS team that engages the day after the contract is signed.​ Focus on hands‑on deployment, embedding Red Hat tech in customer architectures, and rescuing under‑utilized hybrid commitments.​ The direct link Andrew sees between CS, value realization, and recurring revenue uplift.​ Andrew’s personal journey and leadership lessons From aspiring soccer player to IBM intern to CRO at Red Hat.​ Doing an MBA nights/weekends to bridge technology and business outcomes in C‑level conversations.​ Early “bad” first management role and learning from white‑space, door‑to‑door style selling.​ Influences from Lou Gerstner and other mentors: keep it simple, communicate clearly, don’t define your life only by work.​ Andrew Brown is Senior Vice President and Chief Revenue Officer at Red Hat, where he leads all revenue‑touching functions globally across sales, services, and ecosystem partners. Prior to Red Hat, Andrew spent nearly three decades at IBM in a variety of technical, sales, and leadership roles, combining a deep technology background with a strong commercial track record.​

    50 min

  2. 12/01/2025

    208: Jon Addison | CRO, Okta

    In this episode of Sales Is King, host Dan Sixsmith sits down with Jon Addison, Chief Revenue Officer at Okta, to unpack how identity is becoming mission-critical in a world of AI agents, distributed work, and rising security expectations. Jon shares how Okta is evolving from product to platform, why identity is central to securing AI, and what it really takes to lead large, global go-to-market organizations today. The conversation ranges from AI ROI and agent security to sales leadership, relationship selling in a post‑pandemic world, and Jon’s unconventional path from door‑to‑door sales and technical roles into the CRO seat. Key Topics Okta’s mission and why identity sits at the center of security and AI. The early, messy phase of AI and agents and why standardization and consolidation are coming. How Okta thinks about securing AI agents for 20,000+ customers through policy, platform, and design. Moving from “product company” to “platform company” and what that means for GTM, partners, and customers. Jon’s view of the CRO role: being a change agent, driving parallel transformations, and balancing data with instinct. The “Formula to Win” (Focus, Compete, Lead) and the decision to specialize across Okta and Auth0 buying personas. Why enterprise selling is going “back to relationships” in an era of hyper‑informed, AI‑enabled buyers. Skill vs. art in sales: practice, rehearsal, and the X‑factor of human connection and courage. Methodologies, MEDDIC, and how frameworks and creativity can and should coexist. Jon’s career path: door‑to‑door sales, technical consulting, product management, Oracle, LinkedIn, and now Okta. How to think about talent, instincts, and building high‑performing, international sales teams. Jon’s definition of success: growth, unlocking potential in reps, and meaningful customer outcomes.  Highlights AI and agent deployments are still in early, fragmented stages, and most enterprises are experimenting without yet seeing consistent ROI—creating a big opening for vendors who can standardize and secure these environments. Okta sees AI agents much like cloud apps in the early days: scattered pilots that will eventually need centralized identity, policy, and governance—an area where its platforms are already embedded. The CRO role is fundamentally about being an empowered change agent: driving multiple transformation streams at once, building trust across functions, and having the courage to move fast without creating “one‑way doors.” Specialization across platforms (Okta vs. Auth0) and buying personas is unlocking deeper expertise, better customer conversations, and sharper competitive positioning. Enterprise sellers will increasingly face highly educated buyers who have already self‑researched with AI, which shifts the seller’s value from information transfer to relationship, insight, orchestration, and outcome design. World‑class sellers treat sales like a craft: they rehearse, review call recordings, seek coaching, and study both customers and industries the way elite athletes study film. Strong sales cultures blend a clear methodology and shared language with individual creativity, ambition, and “brave” outreach that truly differentiates the experience for customers.  Guest Bio – Jon Addison Jon Addison is the Chief Revenue Officer at Okta, where he leads the global field organization and is responsible for driving worldwide growth. He brings over 20 years of sales leadership experience from roles at LinkedIn, Oracle, and other global technology firms, and is focused on building high‑performing teams, scaling platform‑led go‑to‑market motions, and helping customers modernize and secure identity in the age of AI. Connect with Jon and Okta Jon on Okta’s leadership page: https://www.okta.com/company/leadership/jon-addison/ Okta newsroom and updates: https://www.okta.com/newsroom/  Connect with Dan Sixsmith & Sales Is King Dan Sixsmith on LinkedIn: https://www.linkedin.com/in/dansixsmith/

    51 min

  3. 10/06/2025

    207: Marilee Bear | CRO, Gainsight

    In this episode, host Dan Sixsmith interviews Marilee Bear the CRO at Gainsight. Marilee reflects on her first year at the helm, discussing the company’s impressive growth trajectory, recent strategic acquisitions, and the challenges and opportunities presented by a major leadership transition. Marilee shares actionable strategies for improving net revenue retention, such as leveraging data-driven insights, fostering cross-functional collaboration, and investing in customer education. The conversation also explores the impact of AI on sales processes. Marilee offers candid leadership insights, discussing the importance of transparency, adaptability, and building a culture of continuous learning. She also recounts her career journey, from her early ambitions and formative experiences to the pivotal moments that led her to lead a major SaaS company, offering advice for aspiring leaders in the tech industry. Timestamps: Welcome and Introductions (00:00:01) Dan welcomes Marilee Bear who reflects on her first year at Gainsight, company growth, and recent leadership changes. Company Growth, Acquisitions, and Leadership Transition (00:00:30) Marilee discusses acquisitions, repositioning Gainsight for growth, and the CEO transition from Nick Mehta to Chuck Apathy. Team Structure and Business Unit Model (00:02:04) Explanation of new hires, business unit model, and leadership structure within product and customer success teams. Integrating Customer Success into Revenue Organization (00:03:21) Describes shifting customer success under the revenue team and the industry trend of CS as a revenue driver. Defining Roles and Realigning the Revenue Team (00:05:25) Outlines the jobs-to-be-done exercise, clarifying roles across sales, CS, and other go-to-market functions. Customer Success as a Pipeline Engine (00:06:24) Details how CS now contributes to pipeline generation and the metrics used to measure CSM impact. Net Revenue Retention (NRR) Challenges (00:07:29) Discussion of industry-wide NRR declines and the need for strategic retention and value delivery. Retention Strategies and Multi-threading (00:08:21) Emphasizes proactive retention, business value demonstration, and multi-threading within customer organizations. Competitive Landscape and Expansion Focus (00:12:29) Explains how competition now includes internal build vs. buy, and the importance of expansion within existing customers. Convergence of Sales and Customer Success Roles (00:13:53) Observes the merging responsibilities of CS and sales, with CS teams adopting more sales-like approaches. State of B2B Sales and Impact of AI (00:14:25) Explores ongoing challenges in B2B sales, the impact of generative AI, and the need for business acumen. Reaching C-level Executives and Sales Best Practices (00:17:00) Shares the difficulty of accessing executives, the importance of detective work, and value-driven outreach. Effective Sales Outreach to Executives (00:19:12) Marilee describes what makes sales outreach compelling: offering choices, concise meetings, and understanding executive preferences. Marilee’s Career Journey (00:21:31) Covers her early ambitions, work history from restaurants to Oracle, Akamai, Zendesk, and her path to Gainsight. Retention and Customer Success Experience (00:25:54) Highlights her experience with retention at Akamai, building CS teams, and her initial exposure to Gainsight. Key Career Lessons and Leadership Growth (00:28:54) Shares lessons on authenticity, operational rigor, and the importance of direct feedback and self-improvement. Leadership Philosophy and Team Management (00:33:58) Discusses leading diverse teams, empathy, balancing encouragement with accountability, and fostering a feedback culture. Definition of Success (00:36:00) Marilee defines success as delivering the best outcomes for customers, company, and self, in that order. Closing Remarks (00:36:43) Dan thanks Marilee, wraps up the episode, and previews future collaborations.

    37 min

  4. 08/21/2025

    206: Sam Jacobs| CEO + Founder of Pavilion

    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

    42 min

  5. 07/29/2025

    205: Leaning Into Discomfort | Stevie Case, CRO @Vanta

    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

    38 min

  6. 07/07/2025

    204: The CIO's Role In Modern Selling | FICO's Mike Trkay

    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

    45 min

  7. 07/01/2025

    203: Revolutionizing Customer Success | Gainsight CMO Keith Pearce

    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

    19 min

  8. 06/30/2025

    202: Reshaping Walmart: Seth Dallaire(Part 2)

    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

    45 min
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4.7
out of 5
15 Ratings

About

The podcast, Sales is King, features interviews with sales and marketing leaders who share their insights on the latest trends and challenges in the B2B space. The podcast covers a wide range of topics, including AI, value selling, sales enablement, and personal branding. The guests offer actionable advice on how to succeed in today's competitive market. The podcast is popular with not only C-Level executives, but also thousands of sellers across multiple industries.

Information

  • Creator
    Dan Sixsmith
  • Years Active
    2017 - 2026
  • Episodes
    198
  • Rating
    Clean
  • Copyright
    © Dan Sixsmith
  • Show Website
    Sales Is King