In this special episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks with Harvard Business School senior lecturer  Frank Cespedes [https://www.linkedin.com/in/frankcespedes/]. Their conversation focuses on how to execute sales strategy and initiatives at the deal level.  Frank says “Day-to-day sales activities must reflect strategic priorities—or the overall vision remains idle in slides and boardrooms.”  Frank is the author of Aligning Strategy and Sales as well as Sales Management That Works  (HBS Publishing). Forbes says "perhaps the best sales book ever" and Gartner, “a must read.”

Timestamps:

00:54 - Introduction of Frank Cespedes and discussion on his professional background and contributions to sales strategy.

01:07 - The influence of Cespedes' book "Aligning Strategy and Sales" on Brian's business approach.

02:25 - The impact of economic factors like interest rates on sales strategy execution.

06:14 - The motivations behind Frank Cespedes' focus on linking sales and strategy.

10:44 - The role of sales reps in executing company strategy and solving customer problems.

16:20 - Discussion on the importance of frontline sales managers in strategy execution.

19:02 - How technology and AI can enhance sales coaching and strategy execution.

22:54 - Differentiating between deal coaching and skill coaching in sales management.

27:12 - The evolving nature of strategic planning in response to market changes.

29:07 - Closing remarks and future topics of discussion.

"Aligning Sales and Strategy" by Frank Cespedes

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/]talks to Nick Caruso [https://www.linkedin.com/in/ncaruso/], Chief Revenue Officer at KnowledgeNet.ai [https://knowledgenet.ai/], about the transformative impact of artificial intelligence (AI) on sales and business processes. They explore the democratization of AI technology, its role in enhancing sales strategies, and the future of AI in everyday business applications. This insightful conversation also touches on the emotional intelligence capabilities of AI, offering a glimpse into how AI can serve as both a strategic tool and a personal coach in the professional realm.

Timestamps:

00:01 Introduction of Nick Caruso and the topic of AI in sales.

00:35 Nick Caruso's welcome and brief introduction.

01:30 Discussion on the relevance of cold calling in the AI era.

04:50 How AI is transforming sales processes and efficiency.

10:19 AI's role as a coach and its emotional intelligence capabilities.

17:23 AI's potential to transform business decision-making and strategy.

25:06 The distinction between AI and traditional internet searches.

30:34 How personalization in AI interactions enhances user experience.

33:06 Conclusion of the discussion and final thoughts.

Leveraging AI as a Peak Performance Coach for Sales and Sales Leaders w/Nick Caruso

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/]talks to Nick Caruso [https://www.linkedin.com/in/ncaruso/], Chief Revenue Officer at KnowledgeNet.ai, about the transformative impact of artificial intelligence (AI) on sales and business processes. They explore the democratization of AI technology, its role in enhancing sales strategies, and the future of AI in everyday business applications. This insightful conversation also touches on the emotional intelligence capabilities of AI, offering a glimpse into how AI can serve as both a strategic tool and a personal coach in the professional realm.

Timestamps:

00:01 Introduction of Nick Caruso and the topic of AI in sales.

00:35 Nick Caruso's welcome and brief introduction.

01:30 Discussion on the relevance of cold calling in the AI era.

04:50 How AI is transforming sales processes and efficiency.

10:19 AI's role as a coach and its emotional intelligence capabilities.

17:23 AI's potential to transform business decision-making and strategy.

25:06 The distinction between AI and traditional internet searches.

30:34 How personalization in AI interactions enhances user experience.

33:06 Conclusion of the discussion and final thoughts.

In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Alice Heiman [https://www.linkedin.com/in/aliceheiman/], founder and chief sales energizer at Alice Hyman LLC, about the critical topic of "Diagnosing Before Prescribing" in sales. They explore the common pitfalls in sales interactions where solutions are offered before a thorough understanding of the customer's unique problems is achieved. This insightful discussion delves into the evolution of buyer-seller dynamics, emphasizing the importance of understanding the buyer's self-diagnosed issues and the consequences of misdiagnosis. Alice shares her extensive experience and strategies to enhance sales approaches, making this a must-listen for sales professionals looking to refine their diagnostic skills and improve customer interactions.

Timestamps:

00:01 Introduction to the episode and guests.

00:54 Discussion on the importance of diagnosing before prescribing in sales.

01:29 Alice Heiman's perspective on customer self-diagnosis and its impact.

03:45 The evolution of buyer research and its implications for sales strategies.

10:07 The role of deep questioning and understanding in effective sales.

19:03 The necessity of guiding buyers through their decision-making process.

25:47 How sales professionals can effectively engage with well-informed buyers.

31:19 Closing thoughts and the importance of sales training in decision-making processes.

The Journey Through Evolving Buyer-Seller Dynamics w/Alice Heiman

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.

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 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.

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 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.

StreetSmart: Global Negotiation

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.

Mastering High Velocity Sales w/Brenda Lando Fridman

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.

Navigating AI’s Impact on Enablement w/Elisabeth Marino

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.

StreetSmart: Changing the Conversation Early in Your Sales Cycle

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