In this episode, Brian Dietmeyer talks with Carol Grant, Senior Director of Product Marketing at Storable, about the dynamic interplay between product marketing and sales. They explore how product marketing serves as a pivotal enablement function, shaping go-to-market strategies and sales enablement in complex organizational structures. This insightful conversation sheds light on the evolving role of product marketing in aligning with sales efforts to drive effective market penetration and customer success.

Timestamps:

00:02 Introduction to Carol Grant and the topic of aligning product marketing with sales.

00:58 Discussion on the role of product marketing as the ultimate enablement function.

03:27 Exploring the friction between product marketing and sales and the need for a flexible playbook.

11:12 Carol shares her approach to integrating into Storable and assessing sales needs.

16:10 Insights into the ongoing adjustments and learning within product marketing roles.

22:53 The impact of rapid market changes on product marketing strategies.

26:10 Closing thoughts on the necessity of continuous adaptation and innovation in product marketing.

In this episode, Brian Dietmeyer talks with Chris Vercelli, a seasoned go-to-market advisor for tech companies, about the transformative potential of AI in sales methodologies. They dive into the challenges traditional sales training faces in terms of ROI and adherence, and how AI-native approaches can revolutionize this by ensuring methodologies are not only learned but effectively implemented and sustained in real-world scenarios. This discussion is crucial for sales leaders looking to leverage AI for more dynamic and successful sales strategies.

Timestamps:

00:54 - Introduction to the new AI-native sales methodology.

01:44 - Challenges with traditional sales training ROI and adherence.

03:45 - The need for a shift to AI in sales methodologies.

10:00 - Defining what a modern sales methodology entails.

14:17 - How AI-native methodology transforms sales training delivery.

19:02 - Addressing the coaching and training pull-through with AI.

23:48 - The comprehensive impact of AI on sales processes and strategies.

If you're considering sales training… listen here first.

For 20 years, the only choice was which methodology to use for training events.

Now, for the first time, there’s a real alternative: AI Native Sales Execution Methodology

In this episode, sales industry pioneer Jim Dickie joins Brian Dietmeyer to unpack:

• Why sales training events fail to drive execution
• Why most “AI add-ons” don’t cut it
• How Precision Guided Selling delivers 24/7, deal-by-deal, strategy-driven guidance
• Why this is the first true innovation in methodology in two decades

You no longer have to choose between Method A or Method B. You can choose a completely different model — built for how selling actually happens today.

Give it a listen. Your sales strategy and annual revenue numbers may depend on it.

#SalesExecution #AINative #SalesLeadership #Enablement #CloseStrong #PrecisionGuidedSelling #SalesMethodology #DisruptSalesTraining #CloseMode

Timestamps:

00:37 - Introduction to the topic of sales methodology evolution and AI integration.

01:08 - Discussion on the inefficacy of traditional sales training despite high investments.

03:04 - Insights into the poor outcomes of forecast deals and the comparison to gambling odds.

10:18 - Challenges with retrofitting AI into legacy sales methodologies.

17:33 - Exploring the concept of AI-native sales execution methodologies.

24:41 - How the new methodology can be delivered daily and tailored to individual deals.

30:26 - The role of AI in coaching and its integration with traditional sales management.

36:26 - Conclusion and reflections on the need for a new approach to sales training.

In this episode, Brian Dietmeyer talks with Gordon Galzerano, President and CEO of SAMA, about the imperative of business disruption in today's fast-paced market. They explore the concept of "disrupt or be disrupted," discussing how companies must adapt to maintain competitive advantage in an era of rapid technological change. Gordon shares insights from his extensive experience in the IT industry, emphasizing the importance of innovation, agility, and strategic foresight in staying ahead of market transitions.

Timestamps:

00:25 Introduction of Gordon Galzerano and the episode's theme.

01:38 Discussion on why companies need to disrupt or be disrupted.

06:19 Gordon explains the three key aspects of why disruption is happening today.

11:08 Examples of companies that have successfully embraced disruption.

14:48 Gordon discusses the importance of small and transformative ideas in business.

17:00 How companies can enable their teams to think strategically and adapt to changes.

19:44 Closing remarks and appreciation for the guest's contributions.

In this episode, Brian Dietmeyer talks with Tonya McKinney about the persistent challenges and evolving dynamics of aligning sales and marketing strategies in large organizations. They explore why, despite advancements in technology and methodology, many companies still struggle with sales and marketing misalignment and its impact on revenue generation. This insightful discussion is packed with real-world experiences and strategies for enhancing collaboration between sales and marketing teams to drive business success.

Timestamps:

00:17 - Introduction of Tonya McKinney and her role at IBM.

02:02 - Discussion on the age-old issue of sales and marketing disconnect.

03:59 - Tonya's insights on digital strategy and customer experience.

08:57 - Exploring integrated marketing and its necessity across sales functions.

13:28 - The concept of 'A Marketer Raised by Sales Wolves' and its implications.

19:43 - The rapid adaptation required in marketing campaigns.

25:26 - Utilizing AI in sales and marketing for competitive advantage.

31:40 - Essential strategies for leveraging marketing to drive revenue.

37:30 - Closing thoughts and the importance of sales and marketing alignment.

In this special episode, Brian Dietmeyer talks with Harvard Business School senior lecturer  Frank Cespedes. 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.

In this episode, Brian Dietmeyer talks to Nick Caruso, 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 talks to Nick Caruso, 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 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.

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.