CloseMode: The Enterprise Sales Show

In this episode, Brian Dietmeyer talks with Carrie Welles about the predictable nature of negotiation. They explore how negotiation is not as unpredictable as many believe, discussing a groundbreaking study that categorizes the majority of negotiation tactics into two main patterns. This conversation is crucial for anyone looking to understand the science behind negotiation tactics and how to prep...

In this episode, Brian Dietmeyer talks with Carrie Welles , Vice President and co-founder of Think Inc., about modern challenges and strategies in B2B negotiation. They explore the inadequacies of traditional negotiation training and introduce a more practical, street-smart approach that aligns with today's data-driven market dynamics. This discussion is crucial for anyone looking to enhance their...

In this episode, Brian Dietmeyer talks to Maria White, co-founder of Good Morning Enablement, about high-performance sales teams and the transformative strategies implemented at HP. They explore the challenges and methodologies involved in reshaping sales teams to adapt to market changes and acquisition growth. This insightful discussion delves into evidence-based transformation, productivity coac...

In this episode, Brian Dietmeyer talks to Mark Whitesell about the increasingly relevant topic of enabling customers to sell for you. With over 30 years of experience in sales, sales engineering, and sales enablement, Mark shares his insights on how sales reps can empower customers to advocate for their proposals internally, especially in today's resource-constrained environments. This discussion...

In this episode, Brian Dietmeyer talks to Jonas Taylor , the lead of enablement at Sigma Computing, about the evolving landscape of sales enablement. They explore how sales enablement is shifting from an education-centric approach to a more dynamic, learning-centric model that prioritizes real-time, actionable training over traditional content-heavy methods. Jonas shares insights from his extensiv...

In this episode, Brian Dietmeyer talks to Andy Paul about the effectiveness and relevance of sales methodologies in today's dynamic market environment. They explore the real impact of traditional sales methodologies versus adaptive frameworks that respond to actual buyer behavior and decision-making processes. This insightful discussion challenges conventional sales wisdom and provides practical a...

In this episode, Brian Dietmeyer talks to Christopher Bell , an account executive at Seamless AI, about the evolving landscape of enterprise sales and the increasing importance of creativity and personal touch in sales strategies. They explore how the sales cycle has extended due to well-informed and competitive buyers, the challenges of prospecting in a data-saturated market, and the crucial role...

In this episode, Brian Dietmeye r talks to Adam Cuzzort , VP at Outreach, about the evolving landscape of sales technology, focusing on the shift from quantitative to qualitative sales tech. They explore how AI and advanced analytics are transforming sales strategies, making them more bespoke and aligned with individual customer needs. This insightful discussion is a must-listen for sales professi...

In this episode, Brian Dietmeyer talks with Kevin Lehman , a BDR Manager at PandaDoc, about the evolving landscape of enterprise sales and the critical role of technology in enhancing sales processes. They explore how tools like PandaDoc have transformed proposal creation and tracking, significantly reducing administrative burdens for sales teams. This insightful discussion also delves into the br...

In this episode, Brian Dietmeyer talks to Nicole Tamms about the crucial relationship between sales and product marketing. They explore the common misunderstandings and potential areas of friction that can arise when these two functions do not align properly within an organization. Nicole shares her insights on how product marketing can effectively support sales through strategic communication, ta...

In this episode, Brian Dietmeyer talks to Dilberth Jimenez , a senior sales executive at Tungsten Automation, about the evolving landscape of technology sales and the increasing importance of human relationships in business transactions. They explore how sales strategies have shifted in response to more informed and autonomous customers, emphasizing the need for sales professionals to focus on the...

In this episode, Brian Dietmeyer talks to Jeremy Park , Senior Sales Enablement Manager at Airbase , about the strategic and tactical aspects of sales enablement. They explore Jeremy's unique journey from a non-traditional background into the world of sales and how pressing 'two' led to his first sales job. This conversation sheds light on the reactive versus strategic functions of sales enablemen...

In this episode, Brian Dietmeyer talks to Austin Smith , an enterprise account executive at Oomnitza , about the evolving landscape of B2B sales, aptly termed "B2B Street Fighting." They dive into how the sales environment has shifted over the past five years, discussing the increased challenges in building and closing pipelines, the necessity of adaptability in sales strategies, and the importanc...

In this episode, Brian Dietmeyer talks to Arup Chakravarti about the intersection of mindfulness, meditation, and emotional intelligence (EQ) in the context of enterprise sales. They explore how these practices can significantly enhance personal and professional lives, particularly within high-pressure sales environments. This insightful discussion delves into practical applications of mindfulness...

In this episode, Brian Dietmeyer talks with Liz Heiman , CEO and chief strategist at Regarding Sales , about the critical components and importance of a robust B2B sales operating system. They explore how a well-structured sales operating system can lead to predictable sales revenue and discuss the common pitfalls that many leaders face in sales management. This insightful conversation sheds light...

In this episode, Brian Dietmeyer talked with Gabe Lullo , CEO of Alleyoop , about the evolving importance of social proof in sales and marketing strategies. They delve into how social proof has become more influential than traditional sales methodologies, particularly in the context of today's digital and social media-driven market. Gabe shares insights on leveraging content creation across platfo...

In this episode, Brian Dietmeyer talks with David Kennard , the CRO at First Choice Health , about the human side of selling and leadership. They explore how David's unique background in clinical psychology, world religions, and education informs his approach to understanding and engaging with people in the business world. This insightful conversation covers the importance of soft skills, the powe...

In this episode, Brian Dietmeyer talked with Jeff Birk , the Sales Enablement Director at Prophix , about the unique intersection of comedy and sales enablement. Jeff shares his journey from a budding comedian to a seasoned sales enablement director, illustrating how humor and stage presence can significantly enhance sales training and presentation skills. Through engaging anecdotes and practical...

In this episode, Brian Dietmeyer talks to Jen Starr , the head of North American enterprise sales at Nextdoor , about navigating the aftermath of layoffs and restructuring within companies, a journey often referred to as the "Valley of Despair." They explore the emotional and professional challenges that teams face during these times, including survivor's guilt, the importance of leadership in gui...

In this episode, Brian Dietmeyer talks with Kayleigh Hogan about the transformative power of design thinking and empathy mapping in sales enablement. They explore how these methodologies can significantly enhance the adoption and implementation of sales tools and training by focusing on the human side of enterprise selling. Kayleigh shares her experiences and successes in driving remarkable adopti...

In this episode, Brian Dietmeyer talks to Stephen Oommen, VP of Global Strategic and Enterprise Sales at Outreach , about the crucial role of confidence in selling. They delve into why confidence is often overlooked in sales discussions and explore its impact on both individual performance and team dynamics. This episode is a must-listen for sales professionals seeking to boost their confidence an...

In this episode, Brian Dietmeyer talks to Lisa Hammack , Director of Global Sales Enablement at Sisense , about hypothesis selling. They dive into the intricacies of this forward-thinking sales methodology that emphasizes coming to the table with an informed perspective on the buyer's potential problems and needs. This conversation is essential for sales professionals aiming to shorten their sales...

In this episode, Brian Dietmeyer talks to Dan Jiao , VP of RevOps at Signifyd , about the evolving role of Revenue Operations. They discuss the business drivers behind this critical function, the common challenges it addresses, and practical examples of how RevOps can eliminate silos and improve the customer journey. This episode is essential for anyone involved in enterprise sales or revenue mana...

In this episode, Brian Dietmeyer talks to Tim McGee , VP of Global Sales Ops at Elsevier Health , about the importance of influence in leadership, particularly for frontline sales managers. They delve into strategies for building effective relationships within an organization and how these relationships can enhance productivity and decision-making without adding extra burdens. This episode is a mu...

In this episode, Brian Dietmeyer talks to Tim Ohai , Founder and Principal of Coupa Solutions, about executing strategy in enterprise sales. They delve into the common pitfalls of strategy execution, the importance of clarity and prioritization, and how to empower sales teams to make better decisions. This episode is essential for sales leaders aiming to improve their strategic implementations and...