CloseMode: The Enterprise Sales Show

In this episode of CloseMode, we have an insightful conversation between Brian Dietmeyer and Meelad Nikpourian , the Vice President of Commercial Operations and Strategy at Fortive . Meelad shares his expertise on optimizing the sales funnel through a 360-degree pipeline view. The discussion delves into the importance of a granular approach to understanding target markets, leveraging AI for data c...

In this must-listen episode of CloseMode, join host Brian Dietmeyer as he sits down with Dustin Ruge , the insightful president of Law Leaders. They tackle the formidable yet essential challenge of building a positive organizational culture in sales management. Discover the crucial role of leadership, the art of identifying and nurturing talent, and how tech innovations are reshaping the way cultu...

Welcome to CloseMode, the enterprise sales show. In this episode, host Brian Dietmeyer interviews Amir Assar , VP of sales at Denodo , a data management platform. They delve into the concept of situational awareness in sales and its impact on successful selling strategies. Amir shares real-life examples and emphasizes the importance of taking a systemic and repeatable approach to understanding the...

In this episode, Brian Dietmeyer talks to Dylan Ferguson about the challenges sales teams face when dealing with outdated territory management systems, reliance on a myriad of tools, and the paradigm shift toward a more dynamic, process-oriented strategy. Amidst a world reshaped by COVID-19 and evolving market conditions, we discuss the importance of aligning territories, investing in talent, and...

In this episode of CloseMode, the enterprise sales show, Dan Sanchez and Brian Dietmeyer dive into the world of on-demand revenue enablement. Brian unpacks the history of sales training and the tectonic shift happening in the industry, addressing the challenges faced by companies in implementing strategies and training sales reps. They discuss the significance of continuous, in-context training an...

In this episode, Brian Dietmeyer and Dan Sanchez talk about the evolving landscape of AI (Artificial Intelligence) and IA (Intelligent Applications). They explore the distinctions between AI and IA, shedding light on how these technologies are revolutionizing various business functions, particularly in sales and marketing. Through their insightful discussion, they unpack the implications of implem...

In this episode of CloseMode, host Brian Dietmeyer sits down with John Gravanis, Director of Global Enterprise Sales at ELB Learning, to discuss the concept of quality craft in enterprise sales. John shares his perspective on why sales should not solely be defined as a numbers game, and emphasizes the importance of building quality relationships with potential clients. He explains the need for sal...

In this episode of CloseMode, host Brian Dietmeyer sits down with Robert Christini , senior director of solution sales at Cox Automotive, to discuss the challenges of dealing with deal slippage and getting deals closed. They delve into the root causes of this issue, the increasing complexities in the sales process, and the impact on forecast accuracy. Robert shares valuable insights into the steps...

In this episode of CloseMode, host Brian Dietmeyer sits down with Steve Waters , Vice President of Sales at ZoomInfo , for a deep dive into scaling enterprise sales best practices. They discuss the critical role of in-house sales training, mastering negotiation tactics, and leveraging sales reps' unique 'superpowers' to improve team performance. Steve shares ZoomInfo's internal approach to identif...

Welcome to CloseMode, where your host Brian Dietmeyer takes you through the nuanced art of enterprise selling decision-making. Today, we're joined by Shawn Pillow , Director of Sales Enablement at Granicus , to explore the critical yet often undertrained skill of making smart, timely decisions in the high-stakes world of enterprise sales. We’ll discuss the complexities of customer decision-making...

Today we have a fascinating interview with Hermann Handa , Director of Sales Effectiveness at FCT and a founding member of the Revenue Enablement Society. Host Brian Dietmeyer engages Hermann in a deep dive into the world of competitive enablement, exploring its definition, best practices, and its critical role in sales. Together, they uncover the importance of executive buy-in, objective competit...

Welcome to CloseMode, the enterprise sales show! In this episode, Brian Dietmeyer talks to Jeff Lowndes , the sales enablement and learning lead at Snap, for a deep dive into the evolution of sales training. Jeff shares insights into moving from a traditional teaching model to a focus on application, creating more impactful learning experiences for sellers. He discusses the shift from theoretical...

In this episode of CloseMode, Brian Dietmeyer talks to Chad Flesher , director of enterprise sales for Netradyne , about modern enterprise selling. Chad delves into the evolving landscape of relationship selling, emphasizing the shifting focus from personal relationships to business relationships. The conversation explores the impact of technology on sales processes and the critical role of empath...

In this episode, Dan Sanchez and Brian Dietmeyer dive into the nuances of sales coaching in the latter stages of the sales process. Brian, with his extensive experience in sales and deal coaching, including a past role as a VP of national account sales at a Fortune 50 company, shares insights on the shifting dynamics of sales strategies as deals progress. The episode uses a football analogy to com...

In this episode, we have the privilege of interviewing Thomas Gavaghan , VP of global presales at Kyriba. Host Brian Dietmeyer engages in a thought-provoking conversation with Thomas about the art of discovery and its vital role in the sales process. The discussion covers topics such as the challenges of immediate gratification in sales, the frustration with the quality of discovery, the impact of...

In this episode, titled "Sales Training is Dead," hosts Brian Dietmeyer and Dan Sanchez dive into the notion that sales training is sometimes used as a last-ditch effort to buy time in sales leadership positions. Brian, with his extensive experience in sales training and as a CEO of a sales training company, reflects on the shortcomings of traditional sales training and introduces a new methodolog...

In this episode, host Brian Dietmeyer sits down with Edie Berntson , Director of Sales Enablement, Sales Recruiting, and Training at Positive Promotions. Edie shares her valuable insights on sales training, engagement, and coaching, shedding light on the importance of individualized and just-in-time training. From her experience in building a training program from scratch to her unique approach to...

In this episode of CloseMode, Brian Dietmeyer interviews Brad Rosen , the president at Sales Assembly , about the unique aspects of enterprise sales. They delve into the common mistakes made when sourcing enterprise sellers, the specific skills needed for success in enterprise sales, and the challenges in identifying and retaining talent in this field. Brad shares his insights on the distinctions...

In this episode, Dan Sanchez and Brian Dietmeyer introduce CloseStrong, an AI-driven sales coaching tool designed to enhance sales strategies and improve win rates. They discuss the challenges of deal slippage in sales and the effectiveness of coaching, explaining how CloseStrong aids busy sales managers and sales reps in navigating complex deals. The episode provides an insightful overview of Clo...

In today's episode, our host Brian Dietmeyer sits down with the Vice President of Sales, Michael Conti , to unravel the complexities of the sales process and the pivotal role of emotional intelligence in securing deals. Michael shares a powerful story of challenging a potential client's evaluation process and ultimately securing a $2.5 million deal, offering invaluable insights into aligning sales...

In this episode of CloseMode, hosts Brian Dietmeyer and Dan Sanchez dive into the state of sales enablement. They discuss the shifting focus from sales enablement to revenue enablement, highlighting the need for standardization and clarity in defining this evolving function. They explore the changing landscape of sales enablement, emphasizing the importance of aligning strategy with execution to d...

In today's episode, we delve into the world of negotiation with Tarun Malik, director of mid-market sales at Touch Bistro, and our host, Brian Dietmeyer, CEO of Close Strong. Together, they uncover the critical role of building relationships and understanding buying personas in successful negotiations. They offer invaluable insights into common negotiation mistakes, the changing sales landscape, a...

Welcome to CloseMode! In this episode, our host Brian Dietmeyer sits down with Craig Nelson , the lead for sales and marketing at Triptych , to delve into the world of revenue enablement and its impact on customer experience. They discuss the shift from traditional sales enablement to revenue enablement, emphasizing the need for a broader company approach that aligns marketing, sales, and service....

In this episode of CloseMode, host Brian Dietmeyer sits down with Ralph Barsi , the VP of Sales at Kahua, for an in-depth discussion on the power of prospecting days in enterprise sales. Ralph breaks down the concept of prospecting days, detailing the why, the how, and the strategic approach to conducting a successful prospecting day. He emphasizes the importance of engaging the entire company in...

Welcome to CloseMode, where we delve into the world of sales enablement and leadership. In this episode, host Brian Dietmeyer interviews Jenn Haskell , a seasoned director of sales enablement at Nasuni , to explore the critical topic of onboarding in sales teams. As they discuss the challenges and strategies surrounding onboarding, they uncover the impact of hiring the right talent, adapting to th...