In this episode, Dan Sanchez speaks with Brian Dietmeyer about the concept of deal coaching. They dive into the intricacies of deal coaching, its importance within the sales process, and how it differs from skills coaching and job coaching. This conversation sheds light on the critical role deal coaching plays in executing sales strategies effectively and optimizing deal outcomes. Timestamps:05:12 Emerging definition: deal coaching is strategic execution.09:29 Leveraging best practices through discovery and application.13:08 Coaching in execution of sales strategy evolution.15:48 Sales strategy needs clear communication, data collection.17:49 Executing strategy, data and insight for sales.

In this episode, Brian Dietmeyer talks with Chris Mills, Chief Revenue Officer at ID.me, diving into the intricacies of sales strategy and the evolving landscape of customer engagement. From the importance of understanding power structures within organizations to the shift towards a diagnostic approach during discovery, Chris Mills shares valuable insights for sales professionals looking to drive success in today's fast-changing market. Timestamps:04:21 Qualify buyer, give them an out.07:25 Customer feedback drives quick development and adaptation.09:46 Constantly asking why we win or lose.14:51 Qualify opportunities fast, don't waste time.17:14 Praising ServiceNow's Visualize for effective value selling.20:30 Qualify, decide, guide, follow, discover, analyze, improve.23:18 Focus on problem-solving, credibility, and customer success.26:43 Chief revenue officer explains role and strategy.30:35 Streamline sales processes for efficiency and effectiveness.33:26 Challenges of engagement on Zoom and baseball.

In this episode, Dan Sanchez talks to Brian Dietmeyer, former VP of Sales at Marriott, about effective leadership learned from industry legends. They delve into the impactful lessons Brian gained from his experiences under the guidance of Bill Marriott, emphasizing the prioritization of brand equity over short-term gains and the importance of clear leadership guideposts. This discussion illuminates how such leadership principles can profoundly influence decision-making and organizational success. Timestamps:00:00 Admiration for Bill Marriott's clear leadership guideposts.03:30 Prioritizing brand over cash flow, making tough decisions.06:34 Smart people not always good people; prioritize goodness.11:54 Sales VP promotes servant leadership for success.12:56 Brian shared leadership lessons learned from Marriott.

In this episode, Brian Dietmeyer talks to Ruby Raley, a seasoned expert in sales, product marketing, and leadership roles across various industries, about evolving sales strategies for 2024. They delve into the challenges and inefficiencies in traditional sales techniques, emphasizing the critical need for personal accountability, focus on existing clients, and the integration of new technological tools. This episode is essential for sales professionals striving to adapt and thrive in a rapidly changing market. Timestamps:00:00 Identifying customer persona, generating and using tools.06:37 Expressed confidence, challenges, and strategic insights emerged.08:45 Strategize, prioritize, and focus on achievable goals.11:01 Realizing skills vary across the organization's staff.14:13 Early coaching essential to maximize sales potential.18:18 Confused by sudden ghosting, overlooked competitor threat.21:34 Former biz dev relied on credibility, empathy. uniform sales approach lacks personal touch.25:46 AI tools enable flexible and adaptive organizations.30:05 AI, skills coaching, account intelligence, deal coaching.31:17 Impact quality, scale, time management, AI coaching.34:25 Sincere appreciation for an enjoyable experience.

In this episode, Brian Dietmeyer talks to Terry Arnold, a seasoned member of the Sales Enablement Collective, about the challenges and misconceptions surrounding sales training and methodology. They dive into the pitfalls of relying solely on traditional sales training to solve revenue issues and emphasize the importance of fostering a disciplined sales culture. Terry shares insights from his extensive experience, highlighting the need for a structured approach to achieve behavior change and performance objectives. Timestamps:01:11 The ineffectiveness of large-scale sales training 03:00 Importance of a structured sales discipline and culture 04:17 The cost and opportunity cost of sales training 07:07 Embedding training into the organization's DNA 13:06 Importance of consistency and discipline in sales training 21:16 Ownership and accountability in sales behavior change 24:09 The impact of AI on sales training and measurement

In this episode, Dan Sanchez and Brian Dietmeyer talk about navigating the complex world of procurement as a salesforce. They dive deep into the challenges sales teams face during the final stages of the sales cycle when dealing with procurement departments. The conversation reveals practical strategies for better understanding and collaborating with procurement professionals to close deals more effectively and efficiently. This episode is essential listening for sales professionals who regularly encounter procurement hurdles and are looking for ways to forge stronger relationships and smoother pathways to success. Timestamps:03:19 Woman reacted. Miscommunication in procurement process clarified.07:20 Inexperienced seller faces challenge in airline procurement.12:06 Importance of share of spend to procurement.13:54 Young procurement professionals leading strategic sourcing initiatives.

In this episode, Brian Dietmeyer talks to Randy Sahyouni, Sales Director at PrimePay, about leveraging data analytics in sales. They explore the integration of AI and analytics throughout the sales process, from lead generation to customer retention and post-sale engagement. This episode is a deep dive into the practical applications of predictive analytics, buyer intent data, and technographics, showing how these tools can enhance customer interactions and sales outcomes. Timestamps:00:00 Enterprise sales show discusses leveraging AI and analytics.05:05 Sales reps receive valuable feedback for prospecting.08:38 Analyzing sales data for effective coaching.11:46 Selling to CPAs: focus on added value.15:13 Leaders may hesitate to embrace data analytics due to perceived complexities and upfront investment. However, the potential benefits far outweigh these hurdles.18:34 CRM pivotal for organizing and analyzing data.23:16 Reducing errors, saving time with TADA technology.24:32 Sales can lead to anxiety and depression.27:35 Grateful for your help. Have a wonderful day.

In this episode, Brian Dietmeyer talks to Philip J Aaronson, former Director of Sales Enablement at Microsoft, about the intricate world of sales methodologies and their impact on sales productivity. They dive into the nuances of integrating and measuring sales methodologies effectively within organizations, and the challenges of aligning sales operations with broader business goals. This episode is crucial for anyone involved in sales or sales enablement seeking to understand the complexities of operational alignment and to enhance their strategic approach to sales productivity. Tune in for insights and strategies that could redefine your sales processes, right here on CloseMode.Timestamps:00:00 Refine organization methodology for sales productivity measurement.03:12 Endorsed by Bill McDermott, CEO at ServiceNow.07:24 Companies struggle with operational focus on predictions.10:50 Discussing importance of sales reps' ability and training.14:10 Sales team struggling with multiple methodologies frustration.17:47 Understanding needle, tying into priorities, overcoming challenges.19:11 Understanding buyers, marketing, and enabling successful sales.22:49 Research showed value prompts impact deal closure.27:40 High-pressure work on reports and global impact.29:12 Emphasizing methodology overlooks design and context.34:06 Need collective buy-in for productivity ecosystem.36:19 Top salespeople not always great in ops.40:49 Execute discovery to gain a seat. Appreciative.43:15 Strong agreement and gratitude towards producer Dan.

In this episode, Dan Sanchez and Brian Dietmeyer talk about the intricacies of decision making in sales environments. They delve into how sales reps can enhance their skills to better understand and lead customer decision-making processes, emphasizing the necessity of a strategic and prescriptive approach. This episode is a crucial listen for sales professionals striving to navigate complex sales cycles and achieve higher success rates. Prepare to be equipped with essential strategies to guide customers through intricate decisions and optimize sales outcomes, right here on CloseMode.Timestamps:00:00 Sales reps needing to master decision making.04:30 Marketer's sales approach through marketing understanding.06:15 Value add for buyers: addressing decision struggles.12:47 Criteria comparison, impact assessment, stakeholder involvement, decision support.14:31 Create knowledge doc, transfer to SOP, success.

In this episode, Brian Dietmeyer talks to Terrence 'TK' Keys, who is the VP of Sales at Cogent Communications, about effective time management strategies for sales leaders. They dive into the nuances of how best to allocate time between top performers and those who are still developing, emphasizing the value of focusing on mid-level performers to maximize overall team performance. This episode is essential for any sales leader who wants to optimize their influence and efficiency in coaching sales teams across different performance levels. Tune in for a session that promises to refine your approach to sales leadership and team development, right here on CloseMode.Timestamps:00:00 Focus on developing middle-tier workers' self-sufficiency.04:06 Focus on proactive support for non-players.09:05 Invest in potential and show consistency for success.11:27 Consistency builds credibility in professional and personal life.14:39 Prioritize people in organizational strategy for success.18:06 Sales background emphasizes data-driven decision making.21:36 Value, prioritize, and make time for priorities.25:26 Embracing making time and soft leadership skills.26:07 Encouraging feedback on valuable conversation. Thank you.

In this episode, Brian Dietmeyer talks to Dave Howe, who is the leader of Sales Rocket, about the evolution of sales methodologies and their alignment with modern-day selling landscapes. They delve into the limitations of traditional sales methods and the critical role of technology like AI in creating dynamic, just-in-time sales training. This is a thought-provoking discussion on hyper personalization, the significance of methodology adaptation, and the importance of scalability in sales processes. Tune in for insightful perspectives on how to infuse methodology with company culture and strategy for successful sales enablement. Join us for a conversation that will revolutionize your approach to sales methodology and training, right here on CloseMode.Timestamps:00:00 Choosing methodology is like being gluten-free.05:13 Integrating sales process and methodology for success.07:30 Challenges with custom sales methodology leading to resistance.10:51 Create conversational framework for authentic and successful communication.13:03 Just-in-time functionality for sales success.18:12 Coaching teams need immediate data and insights.20:17 Consider organizational complexity when planning sales enablement.22:59 Key factors in successful adoption and coaching.26:50 Need to change thinking for business scaling.30:31 Diverse, gamified, and enjoyable sales training approach.

In this episode, Brian Dietmeyer talks to Matt Brownlee, Founder of MPH Coaching, about the parallels between athletic discipline and sales excellence. They explore how traits like preparation, coaching, and teamwork in endurance sports can translate into successful sales strategies. This conversation highlights the importance of focus and the strategic benefits of being highly intentional in business engagements. Listen in as Matt shares insights from his experiences as a competitive athlete and sales leader, offering valuable lessons on growth acceleration. Tune into this engaging episode of CloseMode, packed with strategies for anyone looking to enhance their discipline and focus in the enterprise sales arena.Timestamps:00:00 Preparation, coaching, and hard work matter in competition.04:15 Results matter in sales and athletics. Recency bias.08:38 Work in the dark, rewarded in light.12:26 Business intent: Be easy to buy from.14:05 Success story of niche expertise and genuine approach.17:08 Leaders wasting time and resources on unqualified opportunities.19:52 Clients appreciate intentional, performance-based contract structures.23:51 Generous podcast fosters community in enterprise sales.

In this episode, Brian Dietmeyer talks to Justin Otley, who is the VP of Global Sales Development from Talkdesk, about refining the AE-SDR partnership for greater sales efficacy. They delve into common pitfalls in the handoff process between Account Executives and Sales Development Representatives and explore structured strategies to enhance this crucial transition. This discussion reveals the diagnostic and enabling processes that help in identifying and implementing best practices, thereby boosting overall sales performance. Ideal for sales leaders and professionals, this episode provides actionable insights on optimizing sales teamwork and dynamics. Timestamps:00:00 Lack of documentation and defined processes is problem.04:25 Questions to assess and improve sales processes.06:59 Prepare with necessary content for onboarding sessions.12:01 Seeking and documenting unique instances and stories.13:39 Interview process explores depth, brand building benefits.19:17 Tracking and improving sales with individual dashboards.22:05 Close collaboration with AE leaders facilitated buy-in.25:15 Pipeline quality crucial for company growth and success.27:37 Expressing gratitude to Brian in a casual tone.

In this episode, Brian Dietmeyer talks to Matt Filion and Riley Dickie, leaders from widewail, about innovative approaches to sales team management. They explore the benefits of a decentralized decision-making process where sales teams are empowered to set their own goals and strategies, tailored to individual strengths and learning styles. This discussion delves into the challenges of traditional top-down management and how embracing a more inclusive and trusting team dynamic can lead to greater success and enthusiasm among sales professionals. Tune in to discover how transforming leadership styles can significantly impact team performance and sales outcomes, right here on CloseMode.Timestamps:00:00 Sales leader emphasizes adaptable leadership and learning.06:38 Director of sales offers guidance and support.08:52 Sales process, stages, entry, exit gates, nonlinear, art.13:14 Leverage technology, CRM HubSpot, for better data.16:55 Established client buckets, goals, and expectations. Listening.19:47 Yes, boundaries can be replicated in business.21:14 Giving control reduces pain medication use significantly.26:41 Efficiency of teamwork in winning deals.30:23 Overcame pressure, found trust, and refocused.32:32 Trust, control, freedom, and adaptability are important.36:52 Emphasizing the importance of team cohesion and equality.38:02 Great answers, different approach, high-performing teams.

In this episode, Brian Dietmeyer talks to Benjamin Timm, VP of SMB Sales at Daxko, about the profound impact sales leaders have on their teams. Delving into Timm's unique perspective, they uncover the nuances of servant leadership and the responsibilities that come with managing a significant portion of their sales reps' lives. This conversation is a treasure trove of wisdom for sales leaders who want to inspire excellence and maintain a balanced, human-focused approach to driving performance. Tune in for an episode brimming with motivational anecdotes and actionable strategies to be the leader your team needs, all here on CloseMode.Timestamps:00:00 Struggling with work-life balance and productivity.06:24 Striving to be remembered as kind and supportive.08:09 Crafting leadership and learning from experiences.10:49 Leadership requires multiple attributes and adaptability.14:35 Sales is high risk, high reward. CEO perspective.19:29 Encouraging mindset to achieve goals in sales.21:52 Acknowledging impact in sales leadership, self-worth.23:04 Genuine, helpful leadership motivates and removes obstacles.

In this episode, Brian Dietmeyer talks to Maxwell MacCready, Director of Direct Sales at Jellyvision, about navigating complex sales landscapes. They dissect the age-old sales conundrum of connecting with decision-makers versus influential stakeholders and discuss why the notion of a singular decision-maker might be obsolete in today's enterprise sales environment. This conversation is peppered with real-world examples and tackles the delicate balance of patience and assertiveness in the sales process. Tune in for an insightful episode full of practical advice on building foundational relationships and strategically maneuvering through enterprise-level sales cycles, right here on CloseMode.Timestamps:00:00 Innovative games led to healthcare technology success.05:27 Consider options, reflect, and prove your worth.06:17 Identify pain, align solution, understand buyer's reluctance.10:45 Selfish outlook impacts collaboration and teamwork.13:34 Missed security in executive level deals, consequences.18:40 Guide experienced and new buyers effectively.20:39 Leveraging connections to improve sales process efficiency.25:44 Pressure from commission breadth risks quality deals.27:28 Professionals saying slow down to hurry up.

In this episode, Brian Dietmeyer talks to Matt Finch, VP of Sales Engineering at Olo, about the evolving landscape of corporate culture and authenticity in the workplace. They delve into how personal backgrounds and self-expression shape professional environments, challenging the traditional emphasis on formal education for hiring and success. The discussion covers the generational shift towards valuing individuality, the implications of "fake it till you make it," and the integration of life and work in today's society. Tune in for a thought-provoking conversation that redefines the role of authenticity in enterprise sales and leadership, offering valuable perspectives for both newcomers and seasoned professionals, all here on CloseMode.Timestamps:00:00 Email integration blurs work-life boundaries for salespeople.05:10 People-pleasing can hinder personal and career growth.06:58 From taverns to white collar, shedding old skin.12:44 Creativity in education and non-traditional paths.15:33 Sales skills applicable in tech for everyone.18:25 Starting small, grow big, stay authentic.22:35 Embrace yourself, seek improvement, set boundaries, adapt.26:08 Support individuality, job growth, and happiness. Leadership impact.28:27 Book about balancing personal and professional life.

In this episode, Brian Dietmeyer talks to Philip Epifano who is the Director of Sales from OpenSpace about the intricacies of implementing effective sales structures and processes within teams. They delve into various strategies for streamlining sales processes, ensuring these adaptations are beneficial not just for management, but for the AEs and ISRs at the front lines. Philip shares his methodical approach to systematically dissecting each sales stage and the importance of finding a balance between consistency and customization to fit the unique needs of each enterprise. This insightful conversation covers the challenges and best practices in driving adoption of new sales methodologies, balancing team feedback with executive decisions, and cultivating a healthy work environment that ensures both efficiency and job satisfaction.Timestamps:00:00 Challenges in organizational structure and reluctance to change.05:59 Ignoring current issues can lead to bigger problems.08:05 Sales manager emphasizes experience, open dialogue with team.12:14 Manager must be reliable, informed, and organized.13:52 Reluctance to address issues leads to complexity.20:11 Small isolated test recommended by VP successful.22:13 Implementing changes requires showing benefits and trust.25:00 Consistent structure is key for sales success.

In this episode, Brian Dietmeyer talks to Brett Pavony, the VP of Sales at Rev about enhancing the effectiveness of enterprise sales strategies. They dive into the critical importance of intelligent repetition in sales communications and the significance of adopting a consultative approach over merely transactional interactions. Highlighting innovative sales methodologies and technologies, such as MEDDIC and sales enablement tools, they explore how these can optimize sales processes and improve customer engagement, offering actionable insights for sales professionals aiming to elevate their performance.Timestamps:00:00 Seeking intelligent repetition in sales communication strategies.04:56 Sales leaders must drive home technology value.08:10 Sales success: positioning as business, not sales.10:04 Tracking customer journey vital for establishing relationships.13:26 Reflecting on habits and creating new opportunities.

In this episode, Brian Dietmeyer talks to Phil Goulet, Director of Sales at Finalsite, about the idea that the customer might not always be right and exploring the pivotal role of salespeople in the buying process. They discuss the art of diagnosing true customer needs and how sales professionals can transcend traditional selling to become value-driven consultants. This episode is a must-listen for anyone in sales looking to elevate their approach and build deeper trust with customers. Get ready for an episode that challenges sales norms and provides insights into mastering the consultative sales approach, right here on CloseMode.Timestamps:00:00 Customers don't always know what they want.03:25 Teaching decision making, heuristics, and customer reactions.07:39 Initially declined, but open to discussion later.12:42 Stakeholders lack involvement, decision makers silo responses.14:10 Establish trust, understand needs, prioritize client's goals.18:09 Impress decision makers by building trust.20:35 Initial cold outreach should focus on strategy.24:29 In-depth diagnostics revealed digital platform challenges.