CloseMode: The Enterprise Sales Show

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 is crucial for sales professionals looking to adapt and succeed in the modern sales landscape by leveraging customer relationships as a sales channel.Timestamps:00:01 Introduction to Mark Whitesell and the topic of customer enablement in sales.00:36 Mark emphasizes the importance of understanding customer's pre-existing knowledge and constraints.02:04 Discussion on the evolving role of CFOs in the buying process.03:12 Challenges sales reps face in adapting to a model where they enable customers to sell internally.06:11 Mark introduces Salio, a tool that helps customers demonstrate products.09:07 The role of sales reps as trusted advisors and the importance of relationship-building.11:45 Challenges in developing customer readiness and the need for sales enablement.16:03 The strategic advantage of providing customers with decision-making tools.19:03 Final thoughts on shifting sales strategies towards customer enablement and development.

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 extensive experience, emphasizing the importance of aligning training closely with the actual needs of sales reps to enhance their productivity and effectiveness. This conversation is a must-listen for anyone involved in sales training or looking to modernize their sales enablement strategies.Timestamps:00:14 Introduction of Jonas Taylor and Sigma Computing.01:25 Discussion on the shift in sales enablement philosophy.03:03 Jonas explains the core purpose of sales enablement.05:09 Jonas introduces the 70-20-10 learning model.10:13 Jonas discusses the need for real-time enablement solutions.16:40 Challenges and shifts in sales training methodologies discussed.25:13 Jonas emphasizes the importance of practical, actionable training.31:07 Closing thoughts and the future of sales enablement.

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 advice for improving win rates and sales performance.Timestamps:00:17 - Introduction of Andy Paul and his background.01:17 - Discussion on the role of sales methodologies in current sales environments.03:25 - Andy challenges the necessity of rigid methodologies in sales success.10:27 - Exploring the impact of sales methodologies on win rates and company performance.17:12 - The shift from linear sales processes to more adaptive and responsive approaches.25:33 - How technology, especially AI, is reshaping sales strategies.34:18 - Andy emphasizes the importance of understanding buyer decision-making processes.39:15 - Conclusion and reflections on the discussion's key points.

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 of authenticity and human connection in closing deals. This insightful discussion is a must-listen for sales professionals navigating the complex dynamics of modern B2B sales.Timestamps:00:02 Introduction to Christopher Bell and the topic of today's podcast.00:47 Christopher Bell shares his excitement about the discussion.02:11 Discussion on changes in the sales environment over the past five years.03:10 Insights on buyer preparedness and competition in the market.04:35 Christopher emphasizes the enduring value of cold calling.05:27 Creativity in sales approaches to stand out in a crowded market.07:15 The importance of personal connection and humor in sales relationships.09:16 Feedback on being a relatable and trustworthy salesperson.10:00 Exploring the role of empathy in sales.11:13 Adjusting sales strategies in response to real-life crises like hurricanes.12:04 The challenge of internal complexities in sales processes.14:06 The need for directness and efficiency in sales communications.22:33 Discussing the overwhelming number of tools in sales tech stacks.25:40 Simplifying sales processes to focus on essential activities.

In this episode, Brian Dietmeyer 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 professionals and leaders looking to leverage technology to enhance their sales processes and outcomes.Timestamps:00:18 - Introduction of Adam Cuzzort and his background.00:54 - Discussion on the qualitative vs quantitative approaches in sales technology.03:19 - Challenges in modern sales environments and the importance of understanding customer value.10:05 - The role of AI in enhancing sales processes and personalizing customer interactions.17:40 - The shift from measuring sales activities to understanding the quality and impact of those activities.24:42 - The importance of middle management and onboarding in sales effectiveness.32:23 - Differentiating between skills coaching and deal coaching in sales.33:16 - Closing remarks and the future of sales technology.

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 broader market shifts affecting sales strategies and the importance of adapting to these changes to stay competitive.Timestamps:00:03 Introduction to Kevin Lehman and PandaDoc.00:44 Origin story of PandaDoc and its impact on proposal creation.01:30 Discussion on administrative burdens in sales and the value of efficiency.02:26 Kevin's perspective on internal vs. external challenges in sales.03:36 The shift in sales focus from product-centric to customer-centric approaches.06:01 Understanding the buyer's journey and tailoring sales messaging.10:14 Importance of industry and product knowledge for sales reps.13:06 Strategies for gaining confidence in sales pitches.15:39 Challenges in customer decision-making processes.19:28 Enhancing buyer experience through informed sales strategies.22:16 Closing thoughts and the future of sales enablement.

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, targeted messaging, and a deep understanding of buyer personas, ultimately fostering a symbiotic relationship that enhances overall business performance.Timestamps:00:38 - Discussion on leveraging product marketing to improve sales relationships.01:04 - Nicole explains the common conflicts between sales and product marketing.02:50 - The importance of a symbiotic relationship between sales and product marketing.07:24 - Shifts in business strategy towards product-led motions and their impact on sales roles.08:47 - The value of product marketing joining sales calls.11:00 - Connection between product marketing and sales training methodologies.14:21 - The role of sales engineers in supporting product marketing.

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 human element and build trust. This insightful conversation is a must-listen for anyone interested in understanding the dynamic interplay between technology and human interaction in sales today.Timestamps:00:02 Introduction to the episode and guest Dilberth Jimenez.00:34 Dilberth Jimenez expresses his excitement about contributing to the podcast.01:24 Dilberth discusses changes in technology sales over the past five years.02:41 Brian and Dilberth delve into how these changes affect sales approaches.03:24 The importance of reputation and personal interaction in sales.06:13 Discussion on the role of technology in enhancing human relationships in sales.10:14 Exploring the influence of thought leaders in the buying process.13:52 Brian shifts the conversation to organizational support for sales teams.16:07 Dilberth highlights the need for simplicity in sales processes to enhance customer experience.22:05 The potential role of AI in improving sales efficiency and effectiveness.

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 enablement, the importance of discovery in sales processes, and the critical role of emotional intelligence in sales. It's a must-listen for anyone looking to enhance their sales enablement strategies or understand the nuances of effective selling.Timestamps:00:01 Introduction to Jeremy Park and his diverse background.01:06 Discussion on sales enablement and its effective approaches.02:51 Jeremy shares his unconventional entry into sales.03:17 Exploring the reactive nature of current sales enablement practices.04:34 Jeremy discusses the ideal state of strategic sales enablement.06:24 Transition to tactical aspects of sales enablement.07:19 Challenges with broad feedback in sales leadership.10:14 The gap in sales methodologies and practical application.14:48 The intersection of emotional intelligence and effective discovery.18:58 Closing remarks and appreciation for Jeremy's insights.

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 importance of creativity in outreach and customer engagement. This conversation offers valuable insights for sales professionals navigating the complex terrain of modern B2B sales.Timestamps:00:04 Introduction to the episode and guest Austin Smith.01:07 Discussion on the topic of "B2B Street Fighting."02:00 Austin shares insights on market changes in sales over the last five years.03:00 Examination of pipeline strategies in current market conditions.03:55 Austin discusses adjustments in sales approach due to market shifts.07:40 Austin advocates for a less uniform approach to sales metrics and strategies.09:03 Importance of team selling and leadership involvement in deals.11:45 The balance between skills coaching and deal coaching in sales.15:09 Creative strategies for lead generation and customer engagement discussed.17:39 Final thoughts on improving internal processes for deal approvals.

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 techniques that help in managing stress, improving focus, and ultimately driving high performance and better decision-making in sales.Timestamps:00:02 Introduction of Arup Chakravarti and the episode topic.00:47 Discussion on the relevance of mindfulness and EQ in sales.02:53 Explanation of what mindfulness is and how it applies to daily life.17:02 Arup shares personal experiences and the impact of mindfulness on performance.25:39 Exploring the correlation between mindfulness and emotional intelligence.35:00 How mindfulness practices can help manage stress and emotional responses in sales.42:89 The role of meditation in enhancing listening skills and empathy in negotiations.52:27 Concluding thoughts on the practical benefits of mindfulness in enterprise sales environments.

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 on the strategic, systemic, and managerial elements essential for running an effective sales organization.Mentioned Resources:Sales Operating System Guide: https://www.linkedin.com/in/lizheiman/overlay/1635546122102/single-media-viewer/?type=DOCUMENT&profileId=ACoAAAAAxi0BH4ZEQ4HC2zuOKA5z-rofODSHccoTimestamps:00:54 - Introduction to Liz Heiman and the concept of a sales operating system.03:39 - Major elements of an effective sales operating system discussed by Liz.10:35 - Leadership's role in a sales operating system and the importance of company strategy alignment.18:01 - Challenges with tech stacks in sales and the impact of AI on sales processes.22:44 - The problem with "my guy said" in sales processes and the importance of multi-threading in sales negotiations.25:14 - Conclusion and final thoughts on the importance of a strong sales operating system.

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 platforms to enhance credibility and attract business, emphasizing the shift from conventional sales pitches to value-driven customer interactions.Timestamps:00:02.29 - Introduction to Gabe Lulo and the concept of demand-gen at scale.00:59.87 - Gabe Lulo's definition of social proof and its significance.03:34.39 - Discussion on the changing landscape of buyer engagement and the effectiveness of social proof.10:52.66 - How content creation impacts sales processes and team dynamics.17:55.90 - Exploration of trust and authenticity in sales through personal branding.24:07.82 - The strategic approach to content creation and its categorization at Alliope.27:07.01 - Recap and closing remarks on the importance of social proof in modern sales strategies.

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 power of empathy in sales and leadership, and how to leverage emotional intelligence to foster stronger, more meaningful business relationships.Timestamps:00:02.31 - Introduction to David Kennard and the topic of the human side of selling and leadership.01:12.88 - How David's diverse background influences his role as CRO.02:52.05 - Discussing the importance of understanding why people buy and changing the narrative in sales.10:33.37 - The role of emotional intelligence in sales and leadership.17:15.28 - Implementing change and the importance of mindset in achieving sales goals.21:14.77 - The significance of emotional intelligence training for sales teams.25:53.94 - Technical difficulty and resuming the conversation.32:16.29 - Conclusion and thanks to David Kennard.

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 advice, Jeff reveals how embracing fear, meticulous preparation, and the art of storytelling can transform sales pitches and client interactions, making this episode a must-listen for sales professionals looking to differentiate themselves and elevate their selling game.Timestamps:00:03.27 - Introduction to Jeff Burke and the concept of combining comedy with sales enablement.01:31.62 - Discovering the connection between comedy and sales enablement.02:48.25 - Transitioning from comedy to professional speaking and sales presentations.04:36.11 - The impact of stage skills on sales and training.11:44.31 - Emphasizing the importance of preparation and practice in sales success.17:21.89 - The role of fear in sales and how to harness it positively.22:01.76 - Differentiating sales pitches through storytelling and engagement.29:45.93 - The safe use of humor in sales settings and its effects on relatability and success.32:22.52 - Final thoughts: private victories leading to public victories and the importance of being "off book."

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 guiding teams through uncertainty, and strategies for rebuilding morale and productivity. This conversation sheds light on the critical role of empathy and strategic planning in leading sales teams through difficult transitions, making it a must-listen for leaders looking to support their teams through change.Timestamps:00:10 Introduction to the episode and guest Jen Starr.00:44 Jen Starr discusses the concept of the Valley of Despair and its relevance to current industry challenges.02:13 Exploring the initial shock and the journey to regain productivity and optimism post-layoffs.04:51 Discussion on the unexpected feelings of survivor's guilt among team members.07:28 The importance of creating space for team members to process their emotions and the stages of grieving in a professional context.11:11 Strategies for reinvigorating the remaining team and the importance of acknowledging the contributions of those who were let go.14:11 The role of listening and providing support without rushing to solve problems for team members.19:20 Emphasizing the value of treating departing employees with gratitude and respect, and the impact on those who remain.22:22 Closing thoughts on the importance of the topic and the contribution to the community.

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 adoption rates through a human-centered approach to problem-solving, making this episode a must-listen for anyone looking to improve sales enablement strategies and outcomes.Timestamps:00:01.93 Introduction to Kayleigh Hogan and the topic of design thinking and empathy mapping in sales enablement.01:00.24 Kayleigh discusses the spectacular adoption rates achieved through design thinking.01:25.77 Explanation of design thinking and its historical background.03:10.90 Kayleigh shares insights on empathy mapping and its impact on stakeholder buy-in.08:02.80 Collecting data through various methods for empathy mapping.10:56.54 Kayleigh discusses the importance of stakeholder feedback in the design process.16:09.78 The significant impact of a well-designed account planning tool on adoption rates.24:01.53 Kayleigh and Brian discuss the human aspect of sales enablement and the importance of caring about the work.28:33.67 Closing thoughts and appreciation for the discussion.

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 and enhance their effectiveness. Get ready for an insightful conversation that sheds light on the intersection of confidence, team synergy, and sales success, right here on CloseMode.Timestamps:03:42 Sales and sports have similar spirit of competition.07:56 Success came when not driven by money.09:48 Fortune 50 leadership experience, fear-based decisions.14:12 Seller's confidence in ability to improve.18:34 Reflecting on events with balanced perspective and response.22:15 Confidence crucial in matching skills to job.24:59 Vulnerability in communication and leadership for success.

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 cycle and establish themselves as trusted advisors. Prepare for an enlightening discussion that blends science and art in sales, complete with practical advice on how to implement and support hypothesis selling within your team, right here on CloseMode.Timestamps:00:00 Hypothesis selling involves research and opinions.05:07 Collaborative effort in enablement through skills development.06:33 Buyers and sellers both guilty, human aspect.12:40 Authentic curiosity and rigor builds sales confidence.14:01 Struggling with basics, especially qualification of deals.16:38 Regular calls to discuss deals, focusing on details.

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 management, offering valuable insights into the strategic importance of RevOps in today’s market. Get ready for a deep dive into optimizing your revenue engine, right here on CloseMode.Timestamps:04:08 Analysis of successful and unsuccessful lead conversion.09:50 RevOps aids in converting opportunities, sales processes.13:23 Organizational scaling and revenue potential amid pandemic.15:34 Data-driven automation critical for business processes.18:25 Addressing pipeline coverage and effective coaching for sales.20:57 Improving conversion and revenue outcomes through tools.