CloseMode: The Enterprise Sales Show

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CloseMode: The Enterprise Sales Show

Welcome to CloseMode – the ultimate guide to mastering the art of closing deals, with a laser focus on late-stage strategies. Join us as we sit down with top enterprise sales leaders, uncovering their secrets to success, and learn how to handle objections, seal million-dollar deals, and achieve sales greatness. Subscribe now and get in the mode for actionable insights that will supercharge your sales career.

  1. Making Sales the Most Trustworthy Profession on the Planet w/Andrew Sykes

    1D AGO · VIDEO

    Making Sales the Most Trustworthy Profession on the Planet w/Andrew Sykes

    In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Andrew Sykes, [https://www.linkedin.com/in/andrewsykes1/] CEO of Habits at Work and a seasoned TEDx speaker, about transforming the reputation of sales into the most trustworthy profession on the planet. They delve into the profound impact that trust can have on sales interactions, exploring how salespeople can bridge the gap between being perceived as self-serving and being genuinely helpful. This insightful conversation is a must-listen for anyone in sales looking to elevate their approach and foster genuine connections with their clients. Timestamps: 00:12 - Introduction of Andrew Sykes and his mission to elevate the trustworthiness of sales. 01:23 - Discussion on why sales is perceived negatively and how to change this perception. 03:09 - Exploring the definition of sales as helping others make progress in their lives. 10:06 - The concept of 'identity trust' and its importance in sales interactions. 13:30 - How first impressions and ongoing actions build or erode trust. 17:10 - Balancing personal sales targets with genuinely helping customers. 23:44 - The importance of instilling trustworthiness as a skill in the next generation of sales professionals.

    24 min
  2. A Deep Dive into Sales Education Programs w/Chuck Howlett

    APR 9 · VIDEO

    A Deep Dive into Sales Education Programs w/Chuck Howlett

    In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Chuck Howlett [https://www.linkedin.com/in/chuckhowlett/] about the evolution and impact of university-level sales degree programs. They dive into Chuck's extensive background in sales education, including his roles at Northern Illinois University and the University of Idaho, and discuss how these programs prepare students for real-world sales environments. This conversation sheds light on the increasing importance of structured sales education and its role in shaping the next generation of sales professionals. Resources mentioned in this podcast: Click here [https://www.cob.niu.edu/academics/marketing/certificates/journal-of-selling/issues.shtml] for the NIU Journal of Selling Click here [https://salesfoundation.org/sef-annual/] for the Sales Education Foundation Click here [https://pse.org/] for Pi Sigma Epsilon (PSE) Timestamps: 00:02 Introduction to the episode and guest Chuck Howlett. 00:30 Chuck's background and current roles in sales education. 00:50 Discussion on the emergence of sales training at university levels. 01:02 Brian shares his teaching experience at NIU. 01:47 Overview of the growth in university sales programs across the U.S. 03:08 Challenges in recruiting sales professionals from non-sales academic programs. 04:11 Details on the types of degrees and certifications offered in sales programs. 05:03 Discussion on the historical perspective of sales roles in career choices. 06:30 Real-life sales training experiences within university programs. 09:18 Insights into top university sales programs and their impact. 11:08 Employment opportunities and readiness of graduates from sales programs. 13:41 The role of soft skills in sales education and their importance in the industry. 14:36 Closing thoughts on the contribution of sales education to the professional field.

    14 min
  3. StreetSmart: Global Negotiation

    APR 2 · VIDEO

    StreetSmart: Global Negotiation

    In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about global negotiation strategies. They explore the nuances of negotiating across different cultures and how focusing on similarities rather than differences can lead to successful international business dealings. With anecdotes from their extensive experience in over 47 countries, this discussion provides valuable insights for anyone looking to enhance their negotiation skills on a global scale. Click here [https://www.linkedin.com/pulse/global-negotiation-brian-dietmeyer/?trackingId=OxHuWHIaRdyqjHxpUlybfA%3D%3D] for Brian's LinkedIn article on Global Negotiation. Timestamps: 00:11 - Introduction to the topic of global negotiation. 00:37 - Brian shares his initial experiences and insights on global negotiation. 01:09 - Discussion on cultural similarities in global business. 02:14 - Carrie prompts Brian about his first international negotiation consulting assignment. 03:56 - Exploring the preparation differences in global negotiation practices. 06:18 - Discussion on the importance of understanding cultural nuances in negotiations. 08:05 - Concluding thoughts on effective global negotiation strategies. 10:08 - Closing remarks and cultural sign-offs.

    10 min
  4. Mastering High Velocity Sales w/Brenda Lando Fridman

    MAR 26 · VIDEO

    Mastering High Velocity Sales w/Brenda Lando Fridman

    In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Brenda Lando Fridman [https://www.linkedin.com/in/brendalandofridman/] about high velocity sales. They explore the nuances of this fast-paced sales approach, discussing its unique challenges and strategies. Brenda, with her extensive experience as HubSpot's sales director, shares insights on how high velocity sales differ from traditional enterprise sales, emphasizing the importance of quick decision-making and relationship building in shorter sales cycles. This conversation is a treasure trove for sales professionals looking to excel in dynamic sales environments. Timestamps: 00:15 - Introduction of Brenda Lando Friedman and her background. 01:45 - Brenda discusses her history with high velocity sales. 03:04 - Defining high velocity sales and its characteristics. 10:25 - Brenda shares a personal anecdote illustrating quick rapport building in sales. 17:22 - Discussion on the over-complication of sales processes. 20:39 - Brenda talks about adapting to rapid market changes. 24:17 - The importance of psychological safety in sales teams. 26:35 - Brenda's final thoughts on expectation management in sales leadership.

    26 min
  5. Navigating AI's Impact on Enablement w/Elisabeth Marino

    MAR 19 · VIDEO

    Navigating AI's Impact on Enablement w/Elisabeth Marino

    In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Elisabeth Marino [https://www.linkedin.com/in/elisabethmarino/], President of the Revenue Enablement Society, about the evolving role of sales in an AI-driven market. They dive into how AI is reshaping buyer behaviors and the implications for sales strategies. Elisabeth shares insights on how sales professionals can adapt to meet buyers at their new entry points in the sales cycle, emphasizing the need for a deep understanding of latent needs and the lifecycle of product usage. This discussion is crucial for anyone in sales and marketing aiming to navigate the rapid changes brought about by AI and maintain effectiveness in their roles. Timestamps: 00:01 Introduction to Elisabeth Marino and the topic of AI's impact on sales. 01:02 Discussion on the goals and focus of the Revenue Enablement Society for the year. 01:50 How AI is changing buyer entry points in the sales cycle. 03:02 Elisabeth describes the significant shift in sales dynamics post-COVID, intensified by AI. 07:20 Challenges internal customers face with revenue enablement and the importance of not just being order takers. 11:15 Elisabeth explains the process of diagnosing issues within sales enablement and the importance of an intake form. 14:47 The role of training, reinforcement, and accountability in sales enablement. 17:09 Strategies for revenue enablement leaders to diplomatically push back on higher-level executives. 21:13 Closing thoughts on the importance of expertise and confidence in sales enablement roles.

    22 min
  6. StreetSmart: Changing the Conversation Early in Your Sales Cycle

    MAR 12 · VIDEO

    StreetSmart: Changing the Conversation Early in Your Sales Cycle

    In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about transforming the sales conversation by introducing techniques like signaling and validation early in the sales cycle. They explore how these strategies can preemptively address common buyer tactics and shift the negotiation away from price alone, thereby adding value to the sales process. This insightful discussion is packed with practical advice, backed by research and real-world examples, making it a must-listen for sales professionals looking to enhance their negotiation skills and sales effectiveness. Timestamps: 00:18 - Introduction to changing the sales conversation early. 01:21 - Explanation of signaling and validation in sales. 02:46 - Discussion on the importance of providing value during discovery. 05:47 - Detailed breakdown of the signaling technique. 09:17 - Differentiating signaling from validating and their applications. 11:03 - The science behind content-embedded questions. 13:51 - Real-life case study on effective use of signaling and validation. 14:48 - Conclusion and final thoughts on the episode's topics.

    14 min
  7. StreetSmart: Preparing for the Unexpected in B2B Negotiations

    MAR 5 · VIDEO

    StreetSmart: Preparing for the Unexpected in B2B Negotiations

    In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about training for uncertainty in B2B negotiations. They explore the common challenges salespeople face in unpredictable negotiation environments and discuss strategies to predict buyer behavior with high accuracy. This insightful conversation is packed with practical advice on handling negotiation pressures and leveraging known patterns to enhance negotiation outcomes. Timestamps: 00:18 Introduction to the topic of training for uncertainty in B2B negotiations. 00:36 A memorable anecdote about unpredictability in negotiations. 01:29 Discussion on the predictable patterns of buyer behavior. 03:06 Strategies to avoid end-of-quarter negotiation pitfalls. 05:05 Detailed breakdown of preparing for alternative pressures in negotiations. 10:13 Techniques for handling price pressure effectively. 13:35 Summary and key takeaways from the episode.

    14 min
  8. StreetSmart: Building a Repeatable Negotiation Framework

    FEB 26 · VIDEO

    StreetSmart: Building a Repeatable Negotiation Framework

    In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/], Vice President and Partner at Think Inc., about building a repeatable negotiation framework. They explore the common pitfalls in traditional negotiation tactics and introduce a simplified, data-driven approach that predicts and prepares for buyer behaviors with remarkable accuracy. This insightful discussion is a must-listen for anyone looking to refine their negotiation strategies and achieve better outcomes with a straightforward, effective framework. Timestamps: 00:53 - Introduction to the topic of building a repeatable negotiation framework. 01:10 - Discussion on the common problems with traditional negotiation approaches. 02:58 - Explanation of the need for data over traditional negotiation tactics. 04:15 - Detailed breakdown of three critical questions to transform negotiation preparation. 07:11 - Exploration of creating multiple paths forward in negotiations. 09:18 - How long the negotiation process should take depending on deal complexity. 11:37 - Summary of the negotiation framework's sustainability and ease of coaching. 13:15 - Closing remarks and the importance of preparation in negotiation success.

    13 min
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Welcome to CloseMode – the ultimate guide to mastering the art of closing deals, with a laser focus on late-stage strategies. Join us as we sit down with top enterprise sales leaders, uncovering their secrets to success, and learn how to handle objections, seal million-dollar deals, and achieve sales greatness. Subscribe now and get in the mode for actionable insights that will supercharge your sales career.

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