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In this episode, Brian Dietmeyer talks to Alice Heiman, 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.
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In this episode, Brian Dietmeyer talks to Andrew Sykes, 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.
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Saknas det avsnitt?
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In this episode, Brian Dietmeyer talks to Chuck Howlett 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 for the NIU Journal of Selling
Click here for the Sales Education Foundation
Click here 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.
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In this episode, Brian Dietmeyer talks to Carrie Welles 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 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.
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In this episode, Brian Dietmeyer talks to Brenda Lando Fridman 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.
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In this episode, Brian Dietmeyer talks to Elisabeth Marino, 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.
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In this episode, Brian Dietmeyer talks with Carrie Welles 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.
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In this episode, Brian Dietmeyer talks to Carrie Welles 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.
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In this episode, Brian Dietmeyer talks to Carrie Welles, 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.
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In this episode, Brian Dietmeyer talks to Carrie Welles about mastering the language of procurement. They explore the crucial skills sales professionals need to effectively communicate and negotiate with procurement departments. This insightful discussion delves into strategies for shifting conversations from price-focused to value-driven, understanding the internal metrics of procurement success, and the importance of aligning sales strategies with procurement processes. A must-listen for anyone in sales or sales management looking to enhance their negotiation tactics and build stronger relationships with procurement professionals.
Click here to open/download the article referenced, "Speaking the Language of Procurement."
Timestamps:
00:26 - Introduction to the language of procurement and its importance in sales.
01:42 - Brian's personal experience and evolution in understanding procurement.
02:50 - Key aspects of procurement language and initial client experiences.
04:47 - Strategic relevance of procurement and internal customer satisfaction.
07:31 - Discussion on the share of spend and its impact on procurement's strategic relevance.
09:17 - Exploring the effectiveness of lowest bidders in procurement deals.
11:08 - Aligning sales strategies with procurement processes.
13:19 - Common misconceptions about professional buyers and strategies to overcome them.
16:25 - Closing thoughts and additional resources on procurement language.
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In this episode, Brian Dietmeyer talks to Carrie Welles about the concept of anchoring in negotiations. They explore how initial offers or existing perceptions can significantly influence the outcome of negotiations, often more than any subsequent counteroffers. Brian shares insights from his experiences and studies, including anecdotes that illustrate the practical impact of anchoring on both personal and professional negotiations. This discussion is crucial for anyone looking to enhance their negotiation strategies and understand the psychological elements that affect decision-making in business.
Timestamps:
00:12 - Introduction to the topic of anchoring in negotiations.
00:45 - Brian discusses the importance of anchoring and its role in negotiation preparation.
01:22 - Explanation of why anchors are crucial in shaping negotiation outcomes.
02:01 - Discussion on different types of anchors beyond the initial offer.
03:50 - How anchors influence negotiations beyond pricing, including terms and configurations.
07:33 - Dive into the research behind anchoring and its psychological basis.
09:47 - Real-life examples of anchoring effects in negotiation scenarios.
11:37 - Strategies to reduce the impact of anchoring in negotiations.
13:49 - Importance of making the first offer and providing multiple solution options.
14:56 - Wrap-up and teaser for the next episode topic.
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In this episode, Brian Dietmeyer talks with Carrie Welles, Vice President and Partner at Think Inc., about the strategic use of Multiple Solution Options (MSOs) in negotiations. They explore how presenting multiple tailored solutions can empower sellers, maintain control during negotiations, and meet diverse stakeholder needs effectively. This insightful discussion is packed with practical tips and real-world examples, making it a must-listen for anyone looking to enhance their negotiation strategies and achieve better outcomes in complex sales environments.
Timestamps:
00:23 - Introduction to the topic of buyer tactics and negotiation predictability.
01:06 - Discussion on the third critical question in negotiation preparation.
01:34 - Exploring the concept of Multiple Solution Options (MSOs) and their benefits.
05:21 - How MSOs address the needs of various stakeholders within a buyer's organization.
09:41 - Building and structuring effective MSOs.
14:34 - Potential risks and pitfalls of presenting multiple options in negotiations.
18:11 - Final thoughts on the strategic advantages of using MSOs and a success story.
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In this episode, Brian Dietmeyer talks to Carrie Welles about navigating price pressure in negotiations. They explore effective strategies to de-commoditize offers and handle common negotiation tactics, such as competitors offering lower prices. This insightful discussion is crucial for anyone looking to enhance their negotiation skills and achieve more favorable outcomes by creating and dividing value fairly in business deals.
Timestamps:
00:12 Introduction to the episode's focus on price pressure in negotiations.
01:25 Discussing the importance of de-commoditizing offers to handle price comparisons.
03:30 Benefits of expanding value in negotiations to facilitate easier deal-making.
06:10 Exploring the theory of reciprocity and its impact on negotiations.
09:02 Practical examples and strategies for expanding value in negotiations.
13:43 Importance of preparing sales teams with a catalog of potential trades.
15:50 Preview of the next episode's focus on preparing for common negotiation tactics.
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In this StreetSmart episode, Brian Dietmeyer talks with Carrie Welles, Vice President and co-founder of Think Ink, about the common negotiation tactic of "I can get the same thing cheaper." They delve into why this tactic is so effective and dangerous, costing companies millions annually, and discuss strategies to combat it effectively. This conversation is crucial for sales professionals and negotiators looking to maintain value and avoid unnecessary discounts in their deals.
Timestamps:
00:16 - Introduction to the episode's topic on negotiation tactics.
00:37 - Discussion on why the "cheaper" tactic is dangerous.
01:57 - First steps to combat the "cheaper" negotiation tactic.
02:03 - Exploring the issue of commoditization in negotiations.
05:00 - Analyzing the consequences of no agreement.
07:36 - Importance of understanding stakeholders in negotiation.
10:45 - Competitive intelligence and its impact on negotiations.
13:50 - Strategies for maintaining commercial terms in negotiations.
16:10 - Closing remarks and preview of the next episode topic.
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In this episode, Brian Dietmeyer talks with Carrie Welles about the predictable nature of negotiation. They explore how negotiation is not as unpredictable as many believe, discussing a groundbreaking study that categorizes the majority of negotiation tactics into two main patterns. This conversation is crucial for anyone looking to understand the science behind negotiation tactics and how to prepare for them effectively.
Timestamps:
00:12 Introduction to the episode's topic on the predictable nature of negotiation.
00:39 Brian discusses common misconceptions in negotiation strategies.
01:33 Insights into a comprehensive study on negotiation patterns across various countries.
03:17 Simplifying negotiation preparation by focusing on common patterns rather than memorizing numerous tactics.
04:01 Explanation of the most common global negotiation tactic and how to anticipate it.
04:47 Strategies for sales professionals to leverage the predictability of negotiations.
07:02 Plans for upcoming episodes to delve deeper into specific negotiation strategies.
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In this episode, Brian Dietmeyer talks with Carrie Welles, Vice President and co-founder of Think Inc., about modern challenges and strategies in B2B negotiation. They explore the inadequacies of traditional negotiation training and introduce a more practical, street-smart approach that aligns with today's data-driven market dynamics. This discussion is crucial for anyone looking to enhance their negotiation skills and adapt to the evolving demands of sales and procurement environments.
To request soft copy of the B2B Street Fighting book, please send an email to [email protected]
Timestamps:
00:02 Introduction to the "Street Smart" podcast and hosts.
00:42 Discussion on the motivation behind starting the podcast.
02:16 Simplifying negotiation processes for effectiveness.
04:15 Insight into Brian's book "B2B Street Fighting" and its relevance.
06:34 Explaining the concept of "street fighting" in business negotiations.
07:37 Overview of the principles in "B2B Street Fighting" and addressing modern sales challenges.
09:05 Preview of future episodes and the focus on practical negotiation solutions.
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In this episode, Brian Dietmeyer talks to Maria White, co-founder of Good Morning Enablement, about high-performance sales teams and the transformative strategies implemented at HP. They explore the challenges and methodologies involved in reshaping sales teams to adapt to market changes and acquisition growth. This insightful discussion delves into evidence-based transformation, productivity coaching, and the significant impact of strategic enablement on sales efficiency and competitiveness.
Timestamps:
00:03 Introduction to the episode and guest Maria White.
01:06 Discussion on high-performance sales teams begins.
03:06 Maria explains the competitive challenges and market share issues at HP.
05:30 Diagnostic processes used in sales transformation.
07:06 Maria shares findings from the sales team diagnostics.
09:22 Introduction of productivity coaching and its impact on sales teams.
12:23 How productivity coaching differs from traditional methods.
15:38 Maria explains the personal and individual focus of productivity coaching compared to deal pursuit teams.
19:31 Challenges and common pitfalls in launching sales transformations.
21:19 Closing thoughts and future outlook for Good Morning Enablement.
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In this episode, Brian Dietmeyer talks to Mark Whitesell about the increasingly relevant topic of enabling customers to sell for you. With over 30 years of experience in sales, sales engineering, and sales enablement, Mark shares his insights on how sales reps can empower customers to advocate for their proposals internally, especially in today's resource-constrained environments. This discussion is crucial for sales professionals looking to adapt and succeed in the modern sales landscape by leveraging customer relationships as a sales channel.
Timestamps:
00:01 Introduction to Mark Whitesell and the topic of customer enablement in sales. 00:36 Mark emphasizes the importance of understanding customer's pre-existing knowledge and constraints. 02:04 Discussion on the evolving role of CFOs in the buying process. 03:12 Challenges sales reps face in adapting to a model where they enable customers to sell internally. 06:11 Mark introduces Salio, a tool that helps customers demonstrate products. 09:07 The role of sales reps as trusted advisors and the importance of relationship-building. 11:45 Challenges in developing customer readiness and the need for sales enablement. 16:03 The strategic advantage of providing customers with decision-making tools. 19:03 Final thoughts on shifting sales strategies towards customer enablement and development. -
In this episode, Brian Dietmeyer talks to Jonas Taylor, the lead of enablement at Sigma Computing, about the evolving landscape of sales enablement. They explore how sales enablement is shifting from an education-centric approach to a more dynamic, learning-centric model that prioritizes real-time, actionable training over traditional content-heavy methods. Jonas shares insights from his extensive experience, emphasizing the importance of aligning training closely with the actual needs of sales reps to enhance their productivity and effectiveness. This conversation is a must-listen for anyone involved in sales training or looking to modernize their sales enablement strategies.
Timestamps:
00:14 Introduction of Jonas Taylor and Sigma Computing. 01:25 Discussion on the shift in sales enablement philosophy. 03:03 Jonas explains the core purpose of sales enablement. 05:09 Jonas introduces the 70-20-10 learning model. 10:13 Jonas discusses the need for real-time enablement solutions. 16:40 Challenges and shifts in sales training methodologies discussed. 25:13 Jonas emphasizes the importance of practical, actionable training. 31:07 Closing thoughts and the future of sales enablement. -
In this episode, Brian Dietmeyer talks to Andy Paul about the effectiveness and relevance of sales methodologies in today's dynamic market environment. They explore the real impact of traditional sales methodologies versus adaptive frameworks that respond to actual buyer behavior and decision-making processes. This insightful discussion challenges conventional sales wisdom and provides practical advice for improving win rates and sales performance.
Timestamps:
00:17 - Introduction of Andy Paul and his background. 01:17 - Discussion on the role of sales methodologies in current sales environments. 03:25 - Andy challenges the necessity of rigid methodologies in sales success. 10:27 - Exploring the impact of sales methodologies on win rates and company performance. 17:12 - The shift from linear sales processes to more adaptive and responsive approaches. 25:33 - How technology, especially AI, is reshaping sales strategies. 34:18 - Andy emphasizes the importance of understanding buyer decision-making processes. 39:15 - Conclusion and reflections on the discussion's key points. - Visa fler
