CloseMode: The Enterprise Sales Show

In this episode, Brian Dietmeyer talks to Anne Slough , head of go-to-market enablement at Collibra , about the challenges and strategies of go-to-market methodologies in sales organizations. They explore the frequent changes in methodologies, comparing them to the constant search for the perfect fitness regime, and discuss how these methodologies impact the buyer experience and seller interaction...

In this episode, Brian Dietmeyer talked with Mohsin Syed , President and Chief Startup Officer at KiwiTech , about the critical gap between sales strategy and frontline execution in enterprise sales. They explore how strategies often fail to translate into actionable steps for sales teams, despite the meticulous planning and investment at the leadership level. This conversation sheds light on the...

In this episode, Brian Dietmeyer talks to Robin Schweitzer about integrating marketing, revenue operations, and enablement into a cohesive system. They explore Robin's innovative approach to breaking down silos between departments and fostering a unified revenue system, likening it to a relay race where each department plays a crucial role in customer engagement and product delivery. This insightf...

In this episode, Brian Dietmeyer talks with Carol Grant , Senior Director of Product Marketing at Storable , 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 ro...

In this episode, Brian Dietmeyer talks with Chris Vercelli , 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 a...

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 joins Brian Dietmeyer to unpack: Why sales training events fail to drive execution Why most “AI add-ons” don’t cut it How...

In this episode, Brian Dietmeyer talks with Gordon Galzerano , President and CEO of SAMA , 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 indust...

In this episode, Brian Dietmeyer talks with Tonya McKinney 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 re...

In this special episode, Brian Dietmeyer talks with Harvard Business School senior lecturer  Frank Cespedes . 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 a...

In this episode, Brian Dietmeyer talks to Nick Caruso , 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 emotiona...

In this episode, Brian Dietmeyer talks to Nick Caruso , 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...

In this episode, Brian Dietmeyer talks to Alice Heiman , 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 b...

In this episode, Brian Dietmeyer talks to Andrew Sykes, 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...

In this episode, Brian Dietmeyer talks to Chuck Howlett 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 incre...

In this episode, Brian Dietmeyer talks to Carrie Welles 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 looki...

In this episode, Brian Dietmeyer talks to Brenda Lando Fridman 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-maki...

In this episode, Brian Dietmeyer talks to Elisabeth Marino , 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 nee...

In this episode, Brian Dietmeyer talks with Carrie Welles 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 prac...

In this episode, Brian Dietmeyer talks to Carrie Welles 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 e...

In this episode, Brian Dietmeyer talks to Carrie Welles , 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 look...

In this episode, Brian Dietmeyer talks to Carrie Welles 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,...

In this episode, Brian Dietmeyer talks to Carrie Welles 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 per...

In this episode, Brian Dietmeyer talks with Carrie Welles , 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 a...

In this episode, Brian Dietmeyer talks to Carrie Welles about navigating price pressure in negotiations. They explore effective strategies to de-commoditize offers and handle common negotiation tactics, such as competitors offering lower prices. This insightful discussion is crucial for anyone looking to enhance their negotiation skills and achieve more favorable outcomes by creating and dividing...

In this StreetSmart episode, Brian Dietmeyer talks with Carrie Welles, Vice President and co-founder of Think Ink, about the common negotiation tactic of "I can get the same thing cheaper." They delve into why this tactic is so effective and dangerous, costing companies millions annually, and discuss strategies to combat it effectively. This conversation is crucial for sales professionals and nego...