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-rofODSHcco

Timestamps:

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.