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.

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.