CloseMode: The Enterprise Sales Show

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 ma...

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 ca...

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 f...

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 ...

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 ep...

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...

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 s...

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 r...

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 ...

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 methodol...

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...

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...

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 embrac...

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 main...

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 ...

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 implicati...

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 diss...

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,...

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 elevat...