CloseMode: The Enterprise Sales Show

In today's episode, our host Brian Dietmeyer sits down with Paul Butterfield , CEO of the Revenue Flywheel Group, and executive board president of the Revenue Enablement Society. As they dive into the world of sales and revenue enablement, they discuss the challenges facing sales training, the shift towards revenue-centric approaches, and the potential impact of AI on the future of enablement. Joi...

In this episode, our host Brian Dietmeyer sits down with the Director of Sales at ON 24, James Springhetti , to discuss the 2024 pipeline and the importance of effective discovery in the sales process. They explore the shifting landscape of pipeline coverage, the key role of quality discovery in improving close rates, and the critical impact of coaching by frontline managers. Join us as we uncover...

In this podcast episode of Close Mode, host Brian Dietmeyer delves into the world of sales hiring with guest Debra Senra , VP of Sales and Client Experience at Threeflow. They explore the evolving landscape of sales, challenging traditional hiring methods and emphasizing the need for adaptability. Join them as they discuss the changing dynamics of sales careers, the impact of failure, and the impo...

Welcome to the latest episode of Close Mode! In today's installment, we have the pleasure of interviewing Walt Zola, who shares his insights on leadership, team dynamics, and the power of positive psychology. Walt discusses the transformative impact of leveraging individuals' strengths and gravitations, rather than focusing solely on weaknesses. He dives into practical strategies for fostering a b...

Welcome to Close Mode, the enterprise sales show where we dive deep into the world of sales enablement, revenue generation, and the impact of AI on the future of sales. In this episode, host Brian Dietmeyer is joined by Jonathan Kvarfordt , head of go-to-market revenue enablement at Symetric and founder of the Go to Market AI Academy. Together, they explore the transformation of sales enablement i...

Welcome to Close Mode, where we delve into the world of sales enablement and enterprise selling. In this episode, host Brian Dietmeyer interviews Fiona Simpson, the sales enablement lead at D2L. They explore the challenges faced by sales organizations when launching new products or following acquisitions, stressing the need for preparation and support. The conversation also delves into the evolvin...

In today's episode, our host Brian Dietmeyer sits down with Allysa Plekavic, global sales enablement lead for Check Point Technologies, to discuss the critical importance of modern and contextual sales training. They explore the challenges companies face in implementing and adopting effective sales training methodologies, emphasizing the need for practical application and deal-specific skills. Fro...

Welcome to another episode of Close Mode! In this installment, strategic negotiation experts Brian Dietmeyer and Dan Sanchez delve into dividing value. As they wrap up their four-part series on the process of strategic negotiation, they explore the concept of anchors and adjustment, and how the first offer on the table sets the tone for subsequent offers. They also provide insights into navigating...

In this episode of Close Mode, we dive deep into the world of AI with renowned expert Mike Anderson. Mike shares his extensive background in AI, recounting remarkable projects that demonstrate the immense potential of AI, from utilizing satellite data to solve food distribution challenges in Africa to creating touching moments with AI-generated music. Host Brian Dietmeyer and Mike explore the lang...

In this episode, Brian Dietmeyer and Dan Sanchez, continue their insightful conversation on the third step of the negotiation process. They explore how to effectively create value based on the information gathered from the buyer. From discussing the importance of presenting multiple options to understanding the key commercial terms, Brian and Dan provide practical tips and examples for successfull...

In this episode of our strategic negotiation series, we dive into the important steps of signaling and validating. Join hosts Brian Dietmeyer and Dan Sanchez as they discuss how to use this process to align with reality and gather real data for negotiations. Discover how signal and validate can put meat on the bones of your estimated deals, ensuring a more strategic approach. Listen in as Brian sh...

In this episode, we are joined  Brian Dietmeyer who wrote the book on this topic. We break down the first step of strategic negotiation: estimating. But what does it mean to estimate? It's not just about figuring out the buyer's budget, it's about estimating multiple categories of items to arm yourself with the right information. From understanding the buyer's alternative options to evaluatin...

Welcome to Close Mode, where Brian and Dan explore the latest trends and insights in the world of sales and business. In this episode, titled "Jim Episode," we have the privilege of hosting the distinguished sales leader, Jim Dickie . Jim shares his expertise on the role of Artificial Intelligence (AI) in sales and addresses concerns about its impact on the industry. He dives into the crucial dist...

In today's episode, we dive into the practical strategies needed to kickstart successful negotiations and navigate the entire sales process. Hosts Brian Dietmeyer and Dan Sanchez reflect on the key insights from previous episodes, where they explored the shortcomings of traditional negotiation tactics and the importance of creating a customized plan.  Timestamps: [00:00:03] Negotiation strate...

In this episode, our hosts Brian Dietmeyer and Dan Sanchez tackle the outdated methods of negotiation and reveal the key questions that can give sellers the upper hand in any sales deal. Timestamps: [00:02:13] Importance of planning and negotiation blueprinting. [00:04:49] Power comes from meeting customer needs confidently and minimizing risk, while sales reps fear losing deals and missing out on...

In today's episode, your hosts Brian Dietmeyer and Dan Sanchez discuss the critical actions that buyers take during the negotiation process and how to effectively anticipate and handle them. Brian shares his groundbreaking research findings that reveal that 97% of buyers will do.  Join us as we explore the implications of these actions to close more deals.  Timestamps: [00:01:14] Study s...

In this episode, Brian and Dan explore the limitations of negotiation soft skills and the challenges of scaling them within organizations. They delve into the difficulties of relying on psychological tactics and the need for a more methodical approach to negotiation. So, if you're ready to challenge your beliefs about negotiation and learn the truth behind effective negotiation strategies, tune in...

Welcome to Close Mode, the enterprise sales show. Watch or listen to the trailer to discover what this show's all about.