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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. -
In this episode, Brian Dietmeyer talks to Christopher Bell, an account executive at Seamless AI, about the evolving landscape of enterprise sales and the increasing importance of creativity and personal touch in sales strategies. They explore how the sales cycle has extended due to well-informed and competitive buyers, the challenges of prospecting in a data-saturated market, and the crucial role of authenticity and human connection in closing deals. This insightful discussion is a must-listen for sales professionals navigating the complex dynamics of modern B2B sales.
Timestamps:
00:02 Introduction to Christopher Bell and the topic of today's podcast. 00:47 Christopher Bell shares his excitement about the discussion. 02:11 Discussion on changes in the sales environment over the past five years. 03:10 Insights on buyer preparedness and competition in the market. 04:35 Christopher emphasizes the enduring value of cold calling. 05:27 Creativity in sales approaches to stand out in a crowded market. 07:15 The importance of personal connection and humor in sales relationships. 09:16 Feedback on being a relatable and trustworthy salesperson. 10:00 Exploring the role of empathy in sales. 11:13 Adjusting sales strategies in response to real-life crises like hurricanes. 12:04 The challenge of internal complexities in sales processes. 14:06 The need for directness and efficiency in sales communications. 22:33 Discussing the overwhelming number of tools in sales tech stacks. 25:40 Simplifying sales processes to focus on essential activities. -
In this episode, Brian Dietmeyer talks to Adam Cuzzort, VP at Outreach, about the evolving landscape of sales technology, focusing on the shift from quantitative to qualitative sales tech. They explore how AI and advanced analytics are transforming sales strategies, making them more bespoke and aligned with individual customer needs. This insightful discussion is a must-listen for sales professionals and leaders looking to leverage technology to enhance their sales processes and outcomes.
Timestamps:
00:18 - Introduction of Adam Cuzzort and his background. 00:54 - Discussion on the qualitative vs quantitative approaches in sales technology. 03:19 - Challenges in modern sales environments and the importance of understanding customer value. 10:05 - The role of AI in enhancing sales processes and personalizing customer interactions. 17:40 - The shift from measuring sales activities to understanding the quality and impact of those activities. 24:42 - The importance of middle management and onboarding in sales effectiveness. 32:23 - Differentiating between skills coaching and deal coaching in sales. 33:16 - Closing remarks and the future of sales technology. -
In this episode, Brian Dietmeyer talks with Kevin Lehman, a BDR Manager at PandaDoc, about the evolving landscape of enterprise sales and the critical role of technology in enhancing sales processes. They explore how tools like PandaDoc have transformed proposal creation and tracking, significantly reducing administrative burdens for sales teams. This insightful discussion also delves into the broader market shifts affecting sales strategies and the importance of adapting to these changes to stay competitive.
Timestamps:
00:03 Introduction to Kevin Lehman and PandaDoc. 00:44 Origin story of PandaDoc and its impact on proposal creation. 01:30 Discussion on administrative burdens in sales and the value of efficiency. 02:26 Kevin's perspective on internal vs. external challenges in sales. 03:36 The shift in sales focus from product-centric to customer-centric approaches. 06:01 Understanding the buyer's journey and tailoring sales messaging. 10:14 Importance of industry and product knowledge for sales reps. 13:06 Strategies for gaining confidence in sales pitches. 15:39 Challenges in customer decision-making processes. 19:28 Enhancing buyer experience through informed sales strategies. 22:16 Closing thoughts and the future of sales enablement. -
In this episode, Brian Dietmeyer talks to Nicole Tamms about the crucial relationship between sales and product marketing. They explore the common misunderstandings and potential areas of friction that can arise when these two functions do not align properly within an organization. Nicole shares her insights on how product marketing can effectively support sales through strategic communication, targeted messaging, and a deep understanding of buyer personas, ultimately fostering a symbiotic relationship that enhances overall business performance.
Timestamps:
00:38 - Discussion on leveraging product marketing to improve sales relationships. 01:04 - Nicole explains the common conflicts between sales and product marketing. 02:50 - The importance of a symbiotic relationship between sales and product marketing. 07:24 - Shifts in business strategy towards product-led motions and their impact on sales roles. 08:47 - The value of product marketing joining sales calls. 11:00 - Connection between product marketing and sales training methodologies. 14:21 - The role of sales engineers in supporting product marketing. -
In this episode, Brian Dietmeyer talks to Dilberth Jimenez, a senior sales executive at Tungsten Automation, about the evolving landscape of technology sales and the increasing importance of human relationships in business transactions. They explore how sales strategies have shifted in response to more informed and autonomous customers, emphasizing the need for sales professionals to focus on the human element and build trust. This insightful conversation is a must-listen for anyone interested in understanding the dynamic interplay between technology and human interaction in sales today.
Timestamps:
00:02 Introduction to the episode and guest Dilberth Jimenez. 00:34 Dilberth Jimenez expresses his excitement about contributing to the podcast. 01:24 Dilberth discusses changes in technology sales over the past five years. 02:41 Brian and Dilberth delve into how these changes affect sales approaches. 03:24 The importance of reputation and personal interaction in sales. 06:13 Discussion on the role of technology in enhancing human relationships in sales. 10:14 Exploring the influence of thought leaders in the buying process. 13:52 Brian shifts the conversation to organizational support for sales teams. 16:07 Dilberth highlights the need for simplicity in sales processes to enhance customer experience. 22:05 The potential role of AI in improving sales efficiency and effectiveness. -
In this episode, Brian Dietmeyer talks to Jeremy Park, Senior Sales Enablement Manager at Airbase, about the strategic and tactical aspects of sales enablement. They explore Jeremy's unique journey from a non-traditional background into the world of sales and how pressing 'two' led to his first sales job. This conversation sheds light on the reactive versus strategic functions of sales enablement, the importance of discovery in sales processes, and the critical role of emotional intelligence in sales. It's a must-listen for anyone looking to enhance their sales enablement strategies or understand the nuances of effective selling.
Timestamps:
00:01 Introduction to Jeremy Park and his diverse background.
01:06 Discussion on sales enablement and its effective approaches.
02:51 Jeremy shares his unconventional entry into sales.
03:17 Exploring the reactive nature of current sales enablement practices.
04:34 Jeremy discusses the ideal state of strategic sales enablement.
06:24 Transition to tactical aspects of sales enablement.
07:19 Challenges with broad feedback in sales leadership.
10:14 The gap in sales methodologies and practical application.
14:48 The intersection of emotional intelligence and effective discovery.
18:58 Closing remarks and appreciation for Jeremy's insights.
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