CloseMode: The Enterprise Sales Show

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Carol Grant [https://www.linkedin.com/in/carolsgrant/], Senior Director of Product Marketing at Storable [https://www.linkedin.com/company/storableinc/], about the dynamic interplay between product marketing and sales. They explore how product marketing serves as a pivotal enablement function, shaping go-to-market strategies and sales enablement in complex organizational structures. This insightful conversation sheds light on the evolving role of product marketing in aligning with sales efforts to drive effective market penetration and customer success. Timestamps: 00:02 Introduction to Carol Grant and the topic of aligning product marketing with sales. 00:58 Discussion on the role of product marketing as the ultimate enablement function. 03:27 Exploring the friction between product marketing and sales and the need for a flexible playbook. 11:12 Carol shares her approach to integrating into Storable and assessing sales needs. 16:10 Insights into the ongoing adjustments and learning within product marketing roles. 22:53 The impact of rapid market changes on product marketing strategies. 26:10 Closing thoughts on the necessity of continuous adaptation and innovation in product marketing.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Chris Vercelli [https://www.linkedin.com/in/christopher-vercelli-0088091/], a seasoned go-to-market advisor for tech companies, about the transformative potential of AI in sales methodologies. They dive into the challenges traditional sales training faces in terms of ROI and adherence, and how AI-native approaches can revolutionize this by ensuring methodologies are not only learned but effectively implemented and sustained in real-world scenarios. This discussion is crucial for sales leaders looking to leverage AI for more dynamic and successful sales strategies. Timestamps: 00:54 - Introduction to the new AI-native sales methodology. 01:44 - Challenges with traditional sales training ROI and adherence. 03:45 - The need for a shift to AI in sales methodologies. 10:00 - Defining what a modern sales methodology entails. 14:17 - How AI-native methodology transforms sales training delivery. 19:02 - Addressing the coaching and training pull-through with AI. 23:48 - The comprehensive impact of AI on sales processes and strategies.

If you're considering sales training… listen here first. For 20 years, the only choice was which methodology to use for training events. Now, for the first time, there's a real alternative: AI Native Sales Execution Methodology In this episode, sales industry pioneer Jim Dickie [https://www.linkedin.com/in/jimdickie/] joins Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] to unpack: * Why sales training events fail to drive execution * Why most "AI add-ons" don't cut it * How Precision Guided Selling delivers 24/7, deal-by-deal, strategy-driven guidance * Why this is the first true innovation in methodology in two decades You no longer have to choose between Method A or Method B. You can choose a completely different model — built for how selling actually happens today. Give it a listen. Your sales strategy and annual revenue numbers may depend on it. #SalesExecution #AINative #SalesLeadership #Enablement #CloseStrong #PrecisionGuidedSelling #SalesMethodology #DisruptSalesTraining #CloseMode Timestamps: 00:37 - Introduction to the topic of sales methodology evolution and AI integration. 01:08 - Discussion on the inefficacy of traditional sales training despite high investments. 03:04 - Insights into the poor outcomes of forecast deals and the comparison to gambling odds. 10:18 - Challenges with retrofitting AI into legacy sales methodologies. 17:33 - Exploring the concept of AI-native sales execution methodologies. 24:41 - How the new methodology can be delivered daily and tailored to individual deals. 30:26 - The role of AI in coaching and its integration with traditional sales management. 36:26 - Conclusion and reflections on the need for a new approach to sales training.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Gordon Galzerano [https://www.linkedin.com/in/gordon-galzerano-b1b5262/], President and CEO of SAMA [https://www.linkedin.com/company/strategic-account-management-association/], about the imperative of business disruption in today's fast-paced market. They explore the concept of "disrupt or be disrupted," discussing how companies must adapt to maintain competitive advantage in an era of rapid technological change. Gordon shares insights from his extensive experience in the IT industry, emphasizing the importance of innovation, agility, and strategic foresight in staying ahead of market transitions. Timestamps: 00:25 Introduction of Gordon Galzerano and the episode's theme. 01:38 Discussion on why companies need to disrupt or be disrupted. 06:19 Gordon explains the three key aspects of why disruption is happening today. 11:08 Examples of companies that have successfully embraced disruption. 14:48 Gordon discusses the importance of small and transformative ideas in business. 17:00 How companies can enable their teams to think strategically and adapt to changes. 19:44 Closing remarks and appreciation for the guest's contributions.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Tonya McKinney [https://www.linkedin.com/in/tonyamckinney/] about the persistent challenges and evolving dynamics of aligning sales and marketing strategies in large organizations. They explore why, despite advancements in technology and methodology, many companies still struggle with sales and marketing misalignment and its impact on revenue generation. This insightful discussion is packed with real-world experiences and strategies for enhancing collaboration between sales and marketing teams to drive business success. Timestamps: 00:17 - Introduction of Tonya McKinney and her role at IBM. 02:02 - Discussion on the age-old issue of sales and marketing disconnect. 03:59 - Tonya's insights on digital strategy and customer experience. 08:57 - Exploring integrated marketing and its necessity across sales functions. 13:28 - The concept of 'A Marketer Raised by Sales Wolves' and its implications. 19:43 - The rapid adaptation required in marketing campaigns. 25:26 - Utilizing AI in sales and marketing for competitive advantage. 31:40 - Essential strategies for leveraging marketing to drive revenue. 37:30 - Closing thoughts and the importance of sales and marketing alignment.

In this special episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Harvard Business School senior lecturer  Frank Cespedes [https://www.linkedin.com/in/frankcespedes/]. Their conversation focuses on how to execute sales strategy and initiatives at the deal level.  Frank says "Day-to-day sales activities must reflect strategic priorities—or the overall vision remains idle in slides and boardrooms."  Frank is the author of Aligning Strategy and Sales as well as Sales Management That Works  (HBS Publishing). Forbes says "perhaps the best sales book ever" and Gartner, "a must read." Timestamps: 00:54 - Introduction of Frank Cespedes and discussion on his professional background and contributions to sales strategy. 01:07 - The influence of Cespedes' book "Aligning Strategy and Sales" on Brian's business approach. 02:25 - The impact of economic factors like interest rates on sales strategy execution. 06:14 - The motivations behind Frank Cespedes' focus on linking sales and strategy. 10:44 - The role of sales reps in executing company strategy and solving customer problems. 16:20 - Discussion on the importance of frontline sales managers in strategy execution. 19:02 - How technology and AI can enhance sales coaching and strategy execution. 22:54 - Differentiating between deal coaching and skill coaching in sales management. 27:12 - The evolving nature of strategic planning in response to market changes. 29:07 - Closing remarks and future topics of discussion.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/]talks to Nick Caruso [https://www.linkedin.com/in/ncaruso/], Chief Revenue Officer at KnowledgeNet.ai [https://knowledgenet.ai/], about the transformative impact of artificial intelligence (AI) on sales and business processes. They explore the democratization of AI technology, its role in enhancing sales strategies, and the future of AI in everyday business applications. This insightful conversation also touches on the emotional intelligence capabilities of AI, offering a glimpse into how AI can serve as both a strategic tool and a personal coach in the professional realm. Timestamps: 00:01 Introduction of Nick Caruso and the topic of AI in sales. 00:35 Nick Caruso's welcome and brief introduction. 01:30 Discussion on the relevance of cold calling in the AI era. 04:50 How AI is transforming sales processes and efficiency. 10:19 AI's role as a coach and its emotional intelligence capabilities. 17:23 AI's potential to transform business decision-making and strategy. 25:06 The distinction between AI and traditional internet searches. 30:34 How personalization in AI interactions enhances user experience. 33:06 Conclusion of the discussion and final thoughts.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/]talks to Nick Caruso [https://www.linkedin.com/in/ncaruso/], Chief Revenue Officer at KnowledgeNet.ai, about the transformative impact of artificial intelligence (AI) on sales and business processes. They explore the democratization of AI technology, its role in enhancing sales strategies, and the future of AI in everyday business applications. This insightful conversation also touches on the emotional intelligence capabilities of AI, offering a glimpse into how AI can serve as both a strategic tool and a personal coach in the professional realm. Timestamps: 00:01 Introduction of Nick Caruso and the topic of AI in sales. 00:35 Nick Caruso's welcome and brief introduction. 01:30 Discussion on the relevance of cold calling in the AI era. 04:50 How AI is transforming sales processes and efficiency. 10:19 AI's role as a coach and its emotional intelligence capabilities. 17:23 AI's potential to transform business decision-making and strategy. 25:06 The distinction between AI and traditional internet searches. 30:34 How personalization in AI interactions enhances user experience. 33:06 Conclusion of the discussion and final thoughts.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Alice Heiman [https://www.linkedin.com/in/aliceheiman/], founder and chief sales energizer at Alice Hyman LLC, about the critical topic of "Diagnosing Before Prescribing" in sales. They explore the common pitfalls in sales interactions where solutions are offered before a thorough understanding of the customer's unique problems is achieved. This insightful discussion delves into the evolution of buyer-seller dynamics, emphasizing the importance of understanding the buyer's self-diagnosed issues and the consequences of misdiagnosis. Alice shares her extensive experience and strategies to enhance sales approaches, making this a must-listen for sales professionals looking to refine their diagnostic skills and improve customer interactions. Timestamps: 00:01 Introduction to the episode and guests. 00:54 Discussion on the importance of diagnosing before prescribing in sales. 01:29 Alice Heiman's perspective on customer self-diagnosis and its impact. 03:45 The evolution of buyer research and its implications for sales strategies. 10:07 The role of deep questioning and understanding in effective sales. 19:03 The necessity of guiding buyers through their decision-making process. 25:47 How sales professionals can effectively engage with well-informed buyers. 31:19 Closing thoughts and the importance of sales training in decision-making processes.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Andrew Sykes, [https://www.linkedin.com/in/andrewsykes1/] CEO of Habits at Work and a seasoned TEDx speaker, about transforming the reputation of sales into the most trustworthy profession on the planet. They delve into the profound impact that trust can have on sales interactions, exploring how salespeople can bridge the gap between being perceived as self-serving and being genuinely helpful. This insightful conversation is a must-listen for anyone in sales looking to elevate their approach and foster genuine connections with their clients. Timestamps: 00:12 - Introduction of Andrew Sykes and his mission to elevate the trustworthiness of sales. 01:23 - Discussion on why sales is perceived negatively and how to change this perception. 03:09 - Exploring the definition of sales as helping others make progress in their lives. 10:06 - The concept of 'identity trust' and its importance in sales interactions. 13:30 - How first impressions and ongoing actions build or erode trust. 17:10 - Balancing personal sales targets with genuinely helping customers. 23:44 - The importance of instilling trustworthiness as a skill in the next generation of sales professionals.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Chuck Howlett [https://www.linkedin.com/in/chuckhowlett/] about the evolution and impact of university-level sales degree programs. They dive into Chuck's extensive background in sales education, including his roles at Northern Illinois University and the University of Idaho, and discuss how these programs prepare students for real-world sales environments. This conversation sheds light on the increasing importance of structured sales education and its role in shaping the next generation of sales professionals. Resources mentioned in this podcast: Click here [https://www.cob.niu.edu/academics/marketing/certificates/journal-of-selling/issues.shtml] for the NIU Journal of Selling Click here [https://salesfoundation.org/sef-annual/] for the Sales Education Foundation Click here [https://pse.org/] for Pi Sigma Epsilon (PSE) Timestamps: 00:02 Introduction to the episode and guest Chuck Howlett. 00:30 Chuck's background and current roles in sales education. 00:50 Discussion on the emergence of sales training at university levels. 01:02 Brian shares his teaching experience at NIU. 01:47 Overview of the growth in university sales programs across the U.S. 03:08 Challenges in recruiting sales professionals from non-sales academic programs. 04:11 Details on the types of degrees and certifications offered in sales programs. 05:03 Discussion on the historical perspective of sales roles in career choices. 06:30 Real-life sales training experiences within university programs. 09:18 Insights into top university sales programs and their impact. 11:08 Employment opportunities and readiness of graduates from sales programs. 13:41 The role of soft skills in sales education and their importance in the industry. 14:36 Closing thoughts on the contribution of sales education to the professional field.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about global negotiation strategies. They explore the nuances of negotiating across different cultures and how focusing on similarities rather than differences can lead to successful international business dealings. With anecdotes from their extensive experience in over 47 countries, this discussion provides valuable insights for anyone looking to enhance their negotiation skills on a global scale. Click here [https://www.linkedin.com/pulse/global-negotiation-brian-dietmeyer/?trackingId=OxHuWHIaRdyqjHxpUlybfA%3D%3D] for Brian's LinkedIn article on Global Negotiation. Timestamps: 00:11 - Introduction to the topic of global negotiation. 00:37 - Brian shares his initial experiences and insights on global negotiation. 01:09 - Discussion on cultural similarities in global business. 02:14 - Carrie prompts Brian about his first international negotiation consulting assignment. 03:56 - Exploring the preparation differences in global negotiation practices. 06:18 - Discussion on the importance of understanding cultural nuances in negotiations. 08:05 - Concluding thoughts on effective global negotiation strategies. 10:08 - Closing remarks and cultural sign-offs.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Brenda Lando Fridman [https://www.linkedin.com/in/brendalandofridman/] about high velocity sales. They explore the nuances of this fast-paced sales approach, discussing its unique challenges and strategies. Brenda, with her extensive experience as HubSpot's sales director, shares insights on how high velocity sales differ from traditional enterprise sales, emphasizing the importance of quick decision-making and relationship building in shorter sales cycles. This conversation is a treasure trove for sales professionals looking to excel in dynamic sales environments. Timestamps: 00:15 - Introduction of Brenda Lando Fridman and her background. 01:45 - Brenda discusses her history with high velocity sales. 03:04 - Defining high velocity sales and its characteristics. 10:25 - Brenda shares a personal anecdote illustrating quick rapport building in sales. 17:22 - Discussion on the over-complication of sales processes. 20:39 - Brenda talks about adapting to rapid market changes. 24:17 - The importance of psychological safety in sales teams. 26:35 - Brenda's final thoughts on expectation management in sales leadership.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Elisabeth Marino [https://www.linkedin.com/in/elisabethmarino/], President of the Revenue Enablement Society, about the evolving role of sales in an AI-driven market. They dive into how AI is reshaping buyer behaviors and the implications for sales strategies. Elisabeth shares insights on how sales professionals can adapt to meet buyers at their new entry points in the sales cycle, emphasizing the need for a deep understanding of latent needs and the lifecycle of product usage. This discussion is crucial for anyone in sales and marketing aiming to navigate the rapid changes brought about by AI and maintain effectiveness in their roles. Timestamps: 00:01 Introduction to Elisabeth Marino and the topic of AI's impact on sales. 01:02 Discussion on the goals and focus of the Revenue Enablement Society for the year. 01:50 How AI is changing buyer entry points in the sales cycle. 03:02 Elisabeth describes the significant shift in sales dynamics post-COVID, intensified by AI. 07:20 Challenges internal customers face with revenue enablement and the importance of not just being order takers. 11:15 Elisabeth explains the process of diagnosing issues within sales enablement and the importance of an intake form. 14:47 The role of training, reinforcement, and accountability in sales enablement. 17:09 Strategies for revenue enablement leaders to diplomatically push back on higher-level executives. 21:13 Closing thoughts on the importance of expertise and confidence in sales enablement roles.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about transforming the sales conversation by introducing techniques like signaling and validation early in the sales cycle. They explore how these strategies can preemptively address common buyer tactics and shift the negotiation away from price alone, thereby adding value to the sales process. This insightful discussion is packed with practical advice, backed by research and real-world examples, making it a must-listen for sales professionals looking to enhance their negotiation skills and sales effectiveness. Timestamps: 00:18 - Introduction to changing the sales conversation early. 01:21 - Explanation of signaling and validation in sales. 02:46 - Discussion on the importance of providing value during discovery. 05:47 - Detailed breakdown of the signaling technique. 09:17 - Differentiating signaling from validating and their applications. 11:03 - The science behind content-embedded questions. 13:51 - Real-life case study on effective use of signaling and validation. 14:48 - Conclusion and final thoughts on the episode's topics.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about training for uncertainty in B2B negotiations. They explore the common challenges salespeople face in unpredictable negotiation environments and discuss strategies to predict buyer behavior with high accuracy. This insightful conversation is packed with practical advice on handling negotiation pressures and leveraging known patterns to enhance negotiation outcomes. Timestamps: 00:18 Introduction to the topic of training for uncertainty in B2B negotiations. 00:36 A memorable anecdote about unpredictability in negotiations. 01:29 Discussion on the predictable patterns of buyer behavior. 03:06 Strategies to avoid end-of-quarter negotiation pitfalls. 05:05 Detailed breakdown of preparing for alternative pressures in negotiations. 10:13 Techniques for handling price pressure effectively. 13:35 Summary and key takeaways from the episode.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/], Vice President and Partner at Think Inc., about building a repeatable negotiation framework. They explore the common pitfalls in traditional negotiation tactics and introduce a simplified, data-driven approach that predicts and prepares for buyer behaviors with remarkable accuracy. This insightful discussion is a must-listen for anyone looking to refine their negotiation strategies and achieve better outcomes with a straightforward, effective framework. Timestamps: 00:53 - Introduction to the topic of building a repeatable negotiation framework. 01:10 - Discussion on the common problems with traditional negotiation approaches. 02:58 - Explanation of the need for data over traditional negotiation tactics. 04:15 - Detailed breakdown of three critical questions to transform negotiation preparation. 07:11 - Exploration of creating multiple paths forward in negotiations. 09:18 - How long the negotiation process should take depending on deal complexity. 11:37 - Summary of the negotiation framework's sustainability and ease of coaching. 13:15 - Closing remarks and the importance of preparation in negotiation success.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about mastering the language of procurement. They explore the crucial skills sales professionals need to effectively communicate and negotiate with procurement departments. This insightful discussion delves into strategies for shifting conversations from price-focused to value-driven, understanding the internal metrics of procurement success, and the importance of aligning sales strategies with procurement processes. A must-listen for anyone in sales or sales management looking to enhance their negotiation tactics and build stronger relationships with procurement professionals. Click here [https://drive.google.com/file/d/1ww7VR5Yd4rtSgevVMpYkRPKlCSrMMyQg/view?usp=drive_link] to open/download the article referenced, "Speaking the Language of Procurement." Timestamps: 00:26 - Introduction to the language of procurement and its importance in sales. 01:42 - Brian's personal experience and evolution in understanding procurement. 02:50 - Key aspects of procurement language and initial client experiences. 04:47 - Strategic relevance of procurement and internal customer satisfaction. 07:31 - Discussion on the share of spend and its impact on procurement's strategic relevance. 09:17 - Exploring the effectiveness of lowest bidders in procurement deals. 11:08 - Aligning sales strategies with procurement processes. 13:19 - Common misconceptions about professional buyers and strategies to overcome them. 16:25 - Closing thoughts and additional resources on procurement language.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about the concept of anchoring in negotiations. They explore how initial offers or existing perceptions can significantly influence the outcome of negotiations, often more than any subsequent counteroffers. Brian shares insights from his experiences and studies, including anecdotes that illustrate the practical impact of anchoring on both personal and professional negotiations. This discussion is crucial for anyone looking to enhance their negotiation strategies and understand the psychological elements that affect decision-making in business. Timestamps: 00:12 - Introduction to the topic of anchoring in negotiations. 00:45 - Brian discusses the importance of anchoring and its role in negotiation preparation. 01:22 - Explanation of why anchors are crucial in shaping negotiation outcomes. 02:01 - Discussion on different types of anchors beyond the initial offer. 03:50 - How anchors influence negotiations beyond pricing, including terms and configurations. 07:33 - Dive into the research behind anchoring and its psychological basis. 09:47 - Real-life examples of anchoring effects in negotiation scenarios. 11:37 - Strategies to reduce the impact of anchoring in negotiations. 13:49 - Importance of making the first offer and providing multiple solution options. 14:56 - Wrap-up and teaser for the next episode topic.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/], Vice President and Partner at Think Inc., about the strategic use of Multiple Solution Options (MSOs) in negotiations. They explore how presenting multiple tailored solutions can empower sellers, maintain control during negotiations, and meet diverse stakeholder needs effectively. This insightful discussion is packed with practical tips and real-world examples, making it a must-listen for anyone looking to enhance their negotiation strategies and achieve better outcomes in complex sales environments. Timestamps: 00:23 - Introduction to the topic of buyer tactics and negotiation predictability. 01:06 - Discussion on the third critical question in negotiation preparation. 01:34 - Exploring the concept of Multiple Solution Options (MSOs) and their benefits. 05:21 - How MSOs address the needs of various stakeholders within a buyer's organization. 09:41 - Building and structuring effective MSOs. 14:34 - Potential risks and pitfalls of presenting multiple options in negotiations. 18:11 - Final thoughts on the strategic advantages of using MSOs and a success story.