Market Dominance Guys

Welcome to another Market Dominance Guys episode, and today we're trying something completely different. What happens when you spend four hours in a studio recording sales training content, and then someone creates an AI version of you? Well, you're about to find out. Our Chris Beall recently worked with Alex Kutsishin from myfuel.io to create AI-powered training experiences. The result? An AI Chris that sounds remarkably like the real thing – maybe a younger version – and knows everything Chris teaches about cold calling, market dominance, and the psychology of trust. In this experimental episode, the real Chris interviews his AI counterpart, diving into First to Converse principles, list-building strategies, and how to master the emotional journey of cold calling. It's enlightening, it's creative, and yes, it's a little weird hearing Chris talk to himself. But it showcases an efficient new way for sales teams and enterprises to access expert training 24/7. Let's listen in as human meets algorithm in the pursuit of sales excellence. Alex Kutsishin, Chief Executive Officer Alex Kutsishin is co-founder and CEO of FUEL !nc, the world's first Performance-as-a-Service platform for sales teams and leadership designed to redefine business education and performance standards. With an entrepreneurial spirit evident since his youth, he has co-founded ten companies — from pioneering medical offices in Washington, D.C. to introducing the first American-based low-code, no-code platform for custom mobile websites. Kutsishin has won numerous awards, including EY Entrepreneur of the Year.

We'd signed off. Thanked everyone. Sam Daish was probably ready to start his day in Auckland, and we were wrapping up what had already been a dense conversation about AI in sales. But then Chris started talking about something he calls "micro pivoting" - those split-second adjustments that separate elite salespeople from everyone else - and none of us wanted to hang up. What followed was Chris dissecting the athletic nature of top sales performance, using Cherryl Turner's cold calling mastery as a case study. The insight about how elite reps make tiny voice and timing adjustments that most of us would never notice, and how those microscopic moments determine whether a conversation continues or dies. This wasn't planned content - it was pure discovery happening in real time, the kind of conversation that makes you realize the real secrets are hiding in plain sight. Sometimes the best episodes happen when you think you're done recording.

Chris and Corey are joined by Blackpearl Group’s CTO, Sam Daish. In this episode, he's dousing us with the reality of why most sales AI tools are basically expensive cat toys. Blackpearl has built Bebop.AI, a tool that makes sense as an addition to a sales pro’s tech stack. It could probably replace several nonsensical shiny AI tools they are currently batting around instead of making calls. Corey's firing questions about AI fatigue (because let's face it, we all have it), while Chris goes full mathematician on us with this brutal insight: sales reps are like cats chasing laser pointers with AI. Lots of movement, lots of fascination, but nobody's actually catching anything. You may wonder how this fits in with BeBop.ai. It will make more sense after you hear the origin story - they almost called it "Hot Pipe" until someone pointed out the, uh, alternative interpretations. Instead, they went with a full bebop jazz vibe in the function and tone because they wanted sales to feel like improvisation, not a pile of dated rigid playbooks. As the real kicker, Chris breaks down why most AI implementations fail: false negatives. You're not just calling the wrong people - you're missing the right ones entirely. And Sam's nodding along because BebopAI tackles this by making the entire Internet your database instead of some limited proprietary dataset. The feature that gets reps most excited? Not the fancy prospect data. It's the objection handling. Turns out confidence beats information every time. Join us for this episode, “The Laser Pointer Problem: Why your reps are chasing AI like distracted cats .” Action Items Suggested in This Episode: For Sales Leaders/CROs Audit your AI strategy focus - Are you trying to bring bottom performers up, or amplify your top performers? Chris argues the latter delivers exponentially better ROI Identify your "Jonti McLarens" - Find your top performers and give them 10% more time/better tools (equivalent to adding 10 middle-tier reps) Evaluate your current AI tools - Are they creating "laser pointer cat" behavior or getting reps to more conversations? For Sales Reps Test BeBop.ai's's dossier approach, with a special focus on the objection handling feature that receives the most positive feedback. Use AI for discovery prep, not avoidance - Read dossiers in the minutes before scheduled meetings when memory retention is highest. Ask "why" to AI responses - Sam emphasizes this helps uncover hallucinations and improves reasoning. For Sales Operations/Enablement Shift from proprietary databases to "Internet as database" tools - Evaluate platforms that can digest broader data sources Implement AI that works as "companion, not a replacement" - Focus on tools that enhance human expertise rather than substitute for it Measure false negatives, not just false positives - Track opportunities missed, not just wrong prospects contacted For Product/Marketing Teams Load your website into BebopAI - Sam says this simple step works really well for basic company understanding Document your go-to-market messaging - Feed it into AI tools for consistent, company-specific responses. Create objection handling libraries - The most requested feature, according to Sam's feedback. For Executives/Investors Recognize top salespeople as an innovation economy constraint - Chris's thesis: Elite sales performance limits how fast innovation spreads Budget for commission accelerators - Top performers using AI tools may exceed traditional quota expectations Rethink headcount-based scaling - Focus on amplifying existing top talent vs. adding middle-tier reps Immediate Next Steps Try the "Internet as database" approach - Ask AI tools open-ended questions like "find me customers for [your company]"

What happens when you combine decades of sales wisdom with cutting-edge AI coaching? You get a fascinating conversation about the future of sales performance. In this episode, Chris and Corey sit down with Jared Zelman, Founder of Othello (formerly Cicero), who's built an AI virtual assistant that coaches sales reps through every part of their deals in real-time. From whispered suggestions during discovery calls to automated follow-ups, Othello is turning B-players into A-players and saving top performers 7+ hours per week. Discover why Sandler methodology emerged as the AI's preferred approach, learn the difference between going "rote" versus "rogue" in sales situations, and find out how simple desktop notifications are creating 15% win rate improvements across Fortune 500 companies. Whether you're struggling with team performance consistency or looking to scale coaching across your organization, this episode reveals how AI is finally solving the age-old challenge of converting average performers into top producers. Join us for this episode, "Rote vs. Rogue: The Fine Line Between Sales Mastery and Sales Mediocrity." https://www.othello.ai/ READING LIST FROM THIS EPISODE: "Flip the Script" by Oren Klaff "Pitch Anything" by Oren Klaff "The Must React System: User's Guide to Prospecting C-Suite Executives" by Craig Kleeman "Love Your Team: Survival Guide for Sales Managers in a Hybrid World" by Helen Fanucci "Never Split the Difference" by Chris Voss "SPIN Selling" by Neil Rackham

Welcome to a truly special episode of Market Dominance Guys. Today, Chris Beall flies solo while co-host Corey Frank is busy scaling his powerhouse conversationalist team at Branch 49 down in Phoenix – where business is as hot as the July desert sun. In this unique episode, Chris gives us an exclusive preview of his upcoming book "First to Converse: Dominate Markets with the Human Voice," set to release in fall 2025. This isn't just another sales book – it's a comprehensive cookbook for market dominance, designed for everyone from CEOs and founders to individual sales contributors who understand that whoever is first to converse is first to win. Chris takes us through the book's introduction, sharing the uncomfortable truth that while everyone thinks buyers want to control the sales process, the reality is that the first company to engage a prospect in meaningful conversation shapes their entire buying journey. Drawing from over 14 years of experience leading ConnectAndSell, Chris reveals why cold calling remains the strongest foundation for B2B success – and why waiting for inbound leads is a losing strategy. This episode serves as both a dry run for the audiobook version and a masterclass in why targeted conversations at pace and scale dominate markets. So buckle up as Chris challenges everything you think you know about modern B2B sales.

What does it really take to grow in sales—and in life? In Part 2 of this Market Dominance Guys episode, Chris Beall continues his conversation with Will Post of Branch 49. They dig into what it means to “deepen your bag”—adding tools, sharpening your thinking, and building a future through relentless conversation practice. Will shares his shift in mindset, from just setting meetings to connecting value and asking better questions. Along the way, he offers one powerful suggestion: go outside and ask someone a question. It’s not about scripts—it’s about starting. This episode is a reminder that communication isn’t disappearing. It’s evolving—and it’s being practiced every day by the next generation of great sales leaders.

In this episode of Market Dominance Guys, Chris Beall welcomes Will Post—rising sales pro from Branch 49, Corey Frank’s high-velocity sales team. Will shares what it’s like to sit in the ConnectAndSell seat of fire: navigating nerves, building momentum, and ringing the bell with every hard-won meeting. This isn’t just about dialing—it’s about showing up with your full self: mind, body, and voice. If you’ve ever been new to sales or coached someone through the steep part of the learning curve, this one’s for you. About Will Post: Will Post is a current Grand Canyon University student majoring in entrepreneurship with a minor in finance and economics. He’s passionate about sales, marketing, and developing a strong entrepreneurial mindset through GCU’s business programs and student organizations. In addition to his academic work, Will serves in the Minnesota Army National Guard, where he’s gained valuable experience in leadership, discipline, and teamwork. He’s currently exploring sales, marketing, and operations management career opportunities.

Corey Frank and Chris Beall are taking cold-calling to places it's never been before. What happens when you combine the precision of a golf swing with the art of a sales conversation? Our guests Gerry Hill from ConnectAndSell and Josh Smith from CRO Connected decided to find out by creating what might be the world's first golf course cold-calling championship. Armed with ConnectAndSell's mobile app, headsets, and a film crew, these brave souls tackled both fairways and prospect objections simultaneously, creating what Chris Beall calls 'beautiful lunacy.' Whether you're a sales leader looking for innovative ways to engage your team or just someone who appreciates the hustle of trying something absurdly difficult, this episode showcases what happens when you take your craft seriously enough to have fun with it. Imagine the gentle rustling of golf course trees in the background, and join Corey and Chris for a conversation about breaking the mundane mold of B2B sales while navigating literal and metaphorical sand traps.

In today's spontaneous episode of Market Dominance Guys, Chris Beall ambushes (his words, not mine) an extraordinary cold-calling talent: Josh Bowyer, CEO and co-founder of Zint Technology. What unfolds is a masterclass in the art of cold-calling performance, authenticity, and the delicate dance between manufactured delivery and genuine belief. Josh shares how he's booked over 100 meetings in just 4.5 weeks using ConnectAndSell, but the real gold is in his insights about perfecting his cold call 'performance' over thousands of iterations while maintaining authentic curiosity. As he puts it, the key is simple: 'Just don't sound like a dick in the first 7 seconds.' From discussing the impact of AI on sales to exploring the critical balance between scripted performance and genuine belief, this conversation reveals why top performers like Josh can consistently convert cold calls into meetings. Chris and Josh dive deep into how the best cold callers combine theatrical precision with sincere conviction that they offer real value. The episode wraps up with a fascinating discussion about the future of sales in an AI world, including Josh's recent encounter with what he suspects was an AI bot trying to get his insurance renewal date. Join Chris and Josh for this unplanned but insight-packed exploration of what makes cold calling work at the highest levels. Links from this episode: Zint.io ConnectAndSell Branch 49

Today, we're diving into what can only be described as an AI cold-calling adventure gone slightly sideways - in the best possible way. Chris Beall, CEO of ConnectAndSell, recently attempted to create and test an AI-powered cold calling coach using ChatGPT. What makes this episode particularly entertaining is that Chris couldn't hear the AI's responses during his live demo, but somehow still managed to nail it. It's like watching a master jazz musician improvise without being able to hear the band - and somehow staying perfectly in tune. Here are a couple of links to the articles he makes reference to: https://connectandsell.com/five-sentences-will-change-life-part-1/ https://connectandsell.com/five-sentences-will-change-life-part-2/ If you want the rubrik, contact Chris Beall directly.

Today they welcome Helen Fanucci, author of "Love Your Team" and CEO/Co-Founder of Pipeline Power, for a candid look at why sales coaching fails - and how to fix it. The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Through their discussion, the trio reveals practical solutions, including Helen's upcoming AI-powered coaching platform allowing sales managers to practice difficult conversations in a safe environment. From Branch 49's "finishing school for future CEOs" approach to why cultural transformation must precede digital transformation, this conversation challenges conventional wisdom about sales leadership. Whether you're a seasoned CSO or a newly minted sales manager, you'll gain fresh perspectives on building and nurturing high-performing sales teams through systematic coaching. Link to Free Chatbot tied to Chapter 11 of "Love Your Team." https://chatgpt.com/g/g-67539b3c0c2081918142398d78ac3de9-love-your-team-managing-underperformers

Last time, we peeled back the layers on spotting sales superstars with the Glider.ai crew. Now, in Episode 248, we're rolling our sleeves up and getting our hands dirty with the nuts and bolts of their process. Chris, Corey, Aron, and Anand aren't pulling any punches as they dissect Glider.ai's assessment approach. They're asking the hard-hitting questions: Can we really stamp out hiring bias? Where's the sweet spot between tech and human intuition in sales? And what's next in the evolution of building sales dream teams? Get ready for a no-nonsense deep dive that might just flip your hiring playbook on its head and supercharge your path to market dominance. Listen to this episode EP248: "Crafting Unbeatable Sales Teams: The Competitive Edge in B2B." Catch the first part of this conversation here.

Aron Placencia and Anand Karasi from Glider.ai join Chris Beall and Corey Frank to tackle the perennial challenge of talent acquisition in sales. They're not just talking about finding "good" people – they're on the hunt for true "A players." How do you spot them? What makes them tick? And how can you build a team full of them? From the pitfalls of traditional hiring to the power of curiosity in sales, this conversation pulls no punches. Tune in as they break down Glider.ai's fresh approach to assessing and hiring top talent, and why it matters in today's cutthroat sales landscape. Listen to this episode, EP247: "Uncovering A-Players: The New Science of Sales Talent Acquisition." About Glider.ai Glider AI goes back to our CEO's humble beginnings in India. Dedication, work ethic, and a strong family network enabled Satish to find success. But he saw many others like him, equally capable, struggle and continue to struggle. This catapulted the idea of Glider into flight to create a platform helping hiring teams build their dream team and candidates land their dream job. Visit https://glider.ai.

Helen Fanucci, CEO and Founder of Pipeline Power, continues her role as host in this illuminating conversation with Chris Beall. We're picking up where we left off, unraveling the mysteries of dormant leads and exploring their untapped potential. This episode delves into what Chris calls "Lazarus leads" - those seemingly dead opportunities that can be resurrected for massive value. As Helen astutely observes, "It's not 16 billion of value. It's 16 billion of wasted ad spend piling up." Get ready for eye-opening insights and innovative strategies that could revolutionize your approach to inbound leads, potentially doubling your Return on Ad Spend. This conversation is packed with game-changing ideas for sales leaders, CSOs, and CEOs looking to transform their sales strategy. Listen to the first half of this conversation here. Listen to all episodes featuring Helen Fanucci here.

We're shaking things up today with Helen Fanucci, CEO and Founder of Pipeline Power, taking the reins as our host. Helen engages Chris Beall in a thought-provoking exploration of dormant leads - those overlooked opportunities that could be gold mines for your business. Chris reveals a startling statistic: "91% of $18 billion is wasted" on leads that never get a conversation. This episode uncovers how this massive waste could be your next big opportunity. Helen and Chris dissect the challenges of following up on inbound leads and discuss innovative strategies to breathe life into these sleeping giants of sales potential. Some of the key points covered in part 1 of this conversation include: Definition and origin of dormant leads Statistics on conversation coverage for inbound leads Importance of quick response times to inbound leads Comparison of web form submissions vs. inbound phone calls Introduction to ConnectAndSell's Instant Response and Lead Injection features

In this episode, we get into the heart of human connection with our special guest, Stephen Oommen. From tech giants like Microsoft to the challenging streets of Oklahoma, Stephen shares how he turned adversity into a superpower of empathy and connection. Hear how personal struggles forged a unique ability to relate to anyone, anywhere. Stephen reveals his secrets for authentic engagement in a world of artificial interactions. Chris Beall unpacks the parallels between Stephen's approach and the art of cold calling, offering insights that will transform how you view sales and relationship-building. This conversation goes beyond tactics, exploring the impact of genuine curiosity and love for people in both personal and professional spheres. Prepare to be moved and inspired to reconsider how you connect with others in an age where true human interaction has become a rare and valuable commodity. Join us for this episode: EP244: The Chameleon's Secret: Revolutionizing Cold Calling and Sales

AI has the potential to revolutionize sales management by providing insights from aggregated conversations, freeing up time for managers to focus on coaching and engaging with their teams more effectively. Chris Beall and Helen Fanucci dive deeper into the evolving world of sales management in the era of AI. They explore how artificial intelligence can revolutionize coaching strategies and provide valuable insights from countless sales conversations. Helen emphasizes that "it's not enough to just give the sellers goals. The managers have to continue to be engaged to get the outcomes expected." Chris and Helen discuss the potential for AI to give managers back time to do their "real job" - identifying and executing on coaching opportunities. They touch on the emotional challenges of leadership, with Chris noting that "the higher up you go in an organization, the more you're emotionally challenged every day." This episode offers a forward-thinking look at how AI can empower sales leaders to focus on what truly matters: developing their teams and driving results in an increasingly complex business landscape. Listen to this episode: AI-Powered Coaching: The Future of Sales Management. Listen to the first part of this conversation. Listen to all episodes with Helen Fanucci as their guest. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this episode, Chris Beall welcomes back Helen Fanucci, founder and CEO of Pipeline Power, to explore the evolving world of sales management and AI-driven insights. Helen shares a startling statistic: "17% of the reps deliver 81% of the revenue," setting the stage for a deep dive into boosting team performance. The conversation reveals how AI, particularly ChatGPT, can revolutionize sales conversation analysis, offering quick and insightful skills assessments. Chris and Helen emphasize the importance of "getting messy with data" and how AI empowers sales managers to focus on critical aspects of their role. They discuss the shift from traditional quota-chasing to strategic market share capture, highlighting the value of early relationship-building in the sales process. This episode offers CEOs and sales leaders practical strategies to leverage AI and data for more effective sales management and market dominance. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this final segment with Brian Perks, Corey Frank, and Chris Beall, the conversation takes a fascinating turn into the human side of data-driven sales. They explore the delicate balance between leveraging advanced AI and maintaining genuine human connections. Brian shares insights on the power of sincerity in sales, while Chris delves into the psychology of risk in business relationships. The trio discusses the evolution of sales from mere territory management to building trust in a world where vendors can make or break careers. They touch on the importance of emotional intelligence in data interpretation and the art of restraint in using information. This episode is a must-listen for sales leaders looking to navigate the complex interplay of technology, data, and human psychology in modern sales. Join them for "The Human Element in Data-Driven Sales: Sincerity, Risk, and Trust." Listen to the full series with Brian Perks here. Links from this episode: 5x5 Brian Perks on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this second episode of a visit with Chris, Corey, and guest Brian Perks they dissect the evolving landscape of data, innovation, and sales in the modern economy. They explore how utility-like standardization is reshaping industries, drawing parallels between electricity and data as foundational infrastructures. The conversation weaves through the challenges faced by innovators, the importance of reasoning in a data-rich world, and the potential for AI to enhance decision-making. Brian offers insights on the future of shared scientific innovation and data resources, while Chris and Corey tackle the complexities of avoiding reasoning errors in high-stakes business decisions. With a mix of analogies ranging from 737 pilots to Wile E. Coyote moments, the trio unpacks why clear thinking is crucial in a world where data utilities can make or break a startup. And just when you think it's all serious business talk, Chris reminds us that sometimes, all an entrepreneur really needs is for someone to walk in with a cold Alaskan amber. It's a deep dive into the world of B2B sales and data strategy that'll leave you pondering - and possibly thirsty. Join us for this episode, “Wile E. Coyote, Data Utilities and Empty Beer Bottles.” Links from this episode: 5x5 Brian Perks on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

Corey Frank and Chris Beall welcome Brian Perks from 5x5, a revolutionary data cooperative. They dive deep into the changing data landscape in sales and marketing, exploring how traditional data brokerage models are becoming obsolete. Brian shares insights on 5x5's innovative approach to data as a utility, emphasizing the importance of data standardization, accuracy, and accessibility. The conversation touches on the challenges of fragmented data across various platforms and how 5x5 aims to solve these issues. The guys discuss the concept of data as a living, evolving entity and the importance of having your copy for innovation. This episode is a must-listen for sales leaders, marketers, and entrepreneurs looking to leverage data for business growth in today's fast-paced, data-driven world. Join them for this episode, “The Evolution of Business Data Transformed From Brokers to Utilities.” Links from this episode: 5x5 Brian Perks on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this unique episode of Market Dominance Guys, Chris Beall flies solo to unveil the blueprint for a revolutionary concept: the selling machine. As innovation accelerates and markets expand globally, Chris argues that a systematic approach to sales is not just beneficial—it's essential. He outlines a framework that transforms the traditional go-to-market strategy, making it more efficient, scalable, and cost-effective. Hat tip to Branch 49 and Corey Frank's team. This episode is a goldmine for innovators, startup founders, and sales leaders looking to bridge the gap between groundbreaking ideas and market success. Chris breaks down the components of a selling machine, from crafting the perfect offer to scaling operations, all while emphasizing the human elements that drive results. Join Chris for this episode, "The Innovator's Guide to Building a Foolproof Selling Machine." Here's a unique gift from this episode - an outline of Chris' plan for building a sales machine. You'll have to listen to the full episode to get the details, but this gives you a way to follow along: Define the offer: Draw a circle with an arrow pointing right Identify the beneficiary (stick figure) Determine the unit of value delivered Estimate the monetary value for the beneficiary Identify the "flying car" (hard part) of the innovation: Use AI or other resources to find a solution Build a simple version to solve the core problem Address potential objections: Anticipate why conservative buyers might reject the offer Prepare answers to these objections Identify and describe all dependencies - more lines in the circle Generate a usable list of potential customers: Use available data to create a hypothetical list Sort by title and remove obvious false positives Choose a calibrated conversationalist: Use a service like Branch 49 if needed Test the message: Aim for a 5% conversion rate on cold calls Modify the message if necessary Conduct discovery meetings: Close these into reference customers Offer additional support to early adopters Scale the selling machine: Start with one conversationalist, then add a second Continue scaling to groups of eight with proper management Implement follow-up systems: Call those who don't attend scheduled meetings Set up quarterly follow-ups for those not initially interested Refine and segment lists based on interactions Involve subject matter experts (SMEs): Bring in founders or other experts after successful discovery meetings Generate more subject matter experts as needed Develop materials to transmit expertise without constant human involvement

In this episode, Chris Beall poses a provocative question that challenges the very structure of sales departments. What if companies didn't need traditional in-house sales teams at all? Sounds radical, right? But Chris takes us on a thoughtful journey through the potential of outsourced sales. From list building to discovery calls, he explores how specialist expertise could revolutionize each step of the process. Using his experience at ConnectAndSell and citing innovative approaches from companies like Branch 49, Chris makes a case for keeping only subject matter experts in-house. He backs his ideas with real-world examples and data, showing how modern technology enables this shift. This episode might just transform how you think about sales team structure and efficiency in the modern business landscape. Join us for this episode, "Goodbye, Sales Department? Chris Beall's Provocative Proposal."

In this episode of Market Dominance Guys, Chris Beall challenges conventional wisdom about pre-call research in cold calling. Drawing from a recent real-world experience, Chris dives deep into the mathematics and psychology behind sales conversations. Is extensive research before each call truly beneficial, or could it hinder your team's effectiveness? Chris presents a compelling case that might surprise even seasoned sales professionals. He explores the delicate balance between being informed and being presumptuous and how this impacts your prospects' crucial emotional journey. Whether you're a sales trainer, leader, or CSO, this episode offers fresh insights that could revolutionize your approach to cold calling and discovery meetings. Chris breaks down the true goals of these interactions and provides a framework for achieving them more efficiently. Prepare to challenge your assumptions and discover a potentially game-changing perspective on pre-call research and sales strategy. Here is the math from this episode: Conversation Statistics for Chris' Team That Day: Total conversations: 438 Total meetings set: 30 Total dials: 12,522 Dial-to-connect ratio: 28.59 dials per conversation (12,522 / 438) Average conversation length: 78 seconds Research Time vs Conversation Time: Let R = research time per dial attempt Let C = average conversation time Let D = dials per conversation Research time per conversation = R * D Conversation time = C Equation: R * D : C Using the numbers provided: 3 minutes * 28.59 : 78 seconds 180 seconds * 28.59 : 78 seconds 5,146.2 seconds: 78 seconds This simplifies to approximately 66 seconds of research to achieve 1 second of conversation Chris rounds this to 90 minutes (5,400 seconds) of research to achieve 78 seconds of conversation Research to Conversation Ratio: Research time : Conversation time = 5,400 : 78 Simplified ratio ≈ 69 : 1 This means for every 69 seconds spent on research, only 1 second is spent in actual conversation. Efficiency Calculation: If a rep makes 60 dials per day: 60 dials / 28.59 dials per conversation ≈ 2.1 conversations per day Actual performance: 438 conversations / 22 reps ≈ 19.91 conversations per rep per day

In this episode, Chris Beall gives us a manufacturing-inspired blueprint for supercharging your sales pipeline. Chris breaks down the process into actionable steps, from refining your contact lists to calibrating your sales team's performance. He shares a powerful Excel technique for rapidly improving list quality and introduces the concept of "Flight Schools" to perfect those crucial first 7 seconds of cold calls. By treating pipeline generation as a precision manufacturing process, complete with quality control measures and continuous improvement cycles, Chris offers CSOs, sales managers, and reps a systematic approach to boost conversions and minimize wasted effort. Listen to this episode, "Calibrating Your Sales Machine: Techniques for Optimizing Pipeline Generation." Listen to the full Mental Models series here.

In this episode of our Mental Models series, Chris kicks off by comparing sales processes to a manufacturing line, where quality at each step is crucial. But he quickly switches to a meatier topic: the role of "the guesser" in business decision-making. "Time is never our friend," Chris warns as he unpacks why every organization needs a designated decision-maker for those moments when the clock's ticking and information is scarce. He dives into the challenges of this role, from avoiding its use as a "political weapon" to ensuring the guesser has the trust and authority to act. Chris even draws parallels to a batter facing a pitch in the majors, illustrating the split-second nature of these decisions. Whether you're a sales leader or a professional navigating uncertain terrain, Chris's insights on decisive action in the face of uncertainty offer a fresh perspective on leadership and strategy in this episode, “Split-Second Sales: Mastering the Art of the Educated Guess.”

In this next episode of our Mental Models series, Chris tackles two critical aspects of modern sales strategy. He begins by examining the 'do nothing' competitor - often your most formidable adversary. Chris uses vivid analogies to illustrate why prospects cling to the status quo, invoking the familiar and ominous warning that 'Winter is Coming.' He then explains how to position your solution as a complementary, hybrid approach rather than a disruptive replacement. Chris then explores how AI tools, particularly ChatGPT, revolutionize sales operations. He shares practical, step-by-step techniques for using AI to expand your target lists, refine your sales scripts, and challenge your existing mental models. Drawing from his daily use of ChatGPT, Chris offers insights on staying ahead of the curve and avoiding mental ruts. Throughout the episode, Chris examines the balance between embracing new technologies and respecting established business practices, all while focusing on improving your sales effectiveness in an ever-evolving market landscape. Join him for this episode, "Breaking the Spell of 'Do Nothing': AI Tools for the Modern Sales Warrior." Links from this episode: RightBound 5 Sentences That Will Change Your Life Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this episode of our Mental Models series, Chris dives into the crucial topic of strategic positioning and the competitive landscape. Chris dissects how to effectively align team mental models, using ConnectAndSell as a real-world example. He explores the concept of positioning against alternatives, emphasizing the importance of complementary strategies and differentiating based on customer mission achievement. This episode offers valuable insights for businesses looking to refine their market approach in an increasingly competitive landscape.

In this brief episode, Market Dominance Guys' Chris Beall introduces some intriguing ideas about the crucial role of mental models in achieving market dominance. He touches on how our biases shape these models, the importance of learning over mere execution, and even hints at a mysterious new product born from an AI collaboration. But this is just the beginning - the full exploration is yet to come. Join us next time when Chris and Corey delve deeper into reshaping mental models, aligning teams, and potentially transforming our approach to market dominance. After this glimpse, you won't want to miss the wealth of insights coming your way.

Are you ready to sculpt your way to market dominance? In this episode, Chris Beall embarks on a solo journey to explore the art of crafting your perfect target list. He's also apologizing to you for glossing over this essential aspect of your sales strategy, and now he's determined to make things right. Just like Michelangelo's David, your ideal market is hidden within a huge block of data, waiting to be unveiled. But unlike marble, this data is more like clay - you can always add a bit back if you trim off too much. Chris will be your guide as you shape and mold your list, navigating the tricky landscape of false positives and negatives and using conversations as your tools to refine your market-dominating masterpiece. So, roll up your sleeves and get ready to get your hands dirty - it's time to uncover your own David (and no, we're not talking about the statue's abs). Join us for this episode, “Michelangelo's Market Dominance Secret for Sculpting Your List." Links from this episode: Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this episode, Corey Frank and Chris Beall explore the power of conversations as the key to thriving in a future sales market increasingly clogged by AI. As digital channels become oversaturated and ineffective, the skilled rep emerges as the crucial resource, capable of navigating the uncrowded paths to success. Chris emphasizes that the robustness of results always sticks to where there is a constraint of nature, and in sales, that constraint is the skilled rep. While AI continues to congest the digital highways, there remains a parallel freeway that no one is driving on – one that can only be accessed through genuine, trust-building conversations. Corey and Chris discuss how to manufacture and curate these conversations over time, ultimately leading to market dominance by owning the digital freeway. Join them for this episode, “Navigating the AI-Clogged Digital Highway in Sales.” Links from this episode: Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this episode of Market Dominance Guys, Chris Beall and Corey Frank dive into how sales reps can inadvertently end up working for their competitors by blowing the trust built in the discovery call. When a prospect agrees to a meeting, they're extending trust. But if the rep rushes into a transactional mode, focusing more on their own agenda, they risk shattering that trust. Chris emphasizes that once trust is broken, it's nearly impossible to regain, and the rep may have just handed a well-educated prospect to the competition. Tune in as Chris and Corey explore how to navigate discovery calls and build lasting trust with your prospects in this episode, “Blowing the Trust: Are you working for your competitor?” Key takeaways from this episode: Blowing the trust built in a discovery call is like working for your competitor. If you rush into a transactional mode, you risk shattering the trust and handing a well-educated prospect to your competition. Trust can be built in as little as seven seconds by demonstrating tactical empathy and competence in solving the prospect's problem. However, trust can be easily lost by trying to sell too quickly. Many sales reps come from "intensity professions" where the default response to a challenge is to push harder. This can lead to reps pouncing on prospects and blowing trust. Senior management should listen to actual sales calls, not just digest boiled-down reports. Hearing the conversations can reveal issues like reps being too hurried or dismissive of prospects. Compensation plans that focus on short-term results can inadvertently encourage reps to work for the competition by blowing trust for quick wins. Modeling behavior is crucial. Managers should treat their team members in the same way they expect reps to treat prospects – not as a competition, but as collaborators. Skilled reps who can navigate the challenges of a conversation are a critical constraint. Coaching and upskilling reps to have better conversations is key. AI and automation can provide short-term gains, but without the constraint of skilled reps, these approaches can quickly saturate and become ineffective, like a clogged freeway. Conversations are the universal currency of sales. Upskilling reps to have high-value conversations is like creating a valuable commodity that can be applied across many situations. Links from this episode: Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

You know what they say about humor in sales? It's like playing with fire. You might warm up the room or burn the whole deal down. In this episode of Market Dominance Guys, Richard Rabins, Chris Beall, and Corey Frank get into the weeds about using humor across different cultures. Can you just translate your best one-liners and expect them to land in Japan or Germany? Think again. Richard has some stories about navigating the global sales landscape and is not afraid to admit where he's crashed and burned. But he also has some serious wisdom about how to build trust with prospects, no matter where they're from. Tune in to hear about the importance of noticing the little things, playing the long game, and always, always doing your homework. If you're in B2B or SaaS sales, this episode is no joke - you'll come away with some practical tips and insights that just might help you dominate your market. So what are you waiting for? Let's get into this episode, “Laughter Lost in Translation - Navigating Humor in Global Sales.” About our Guest: Richard Rabins focuses on strategy, accelerating global growth and scaling the organization. Richard also served as CEO of SoftQuad International from 1997 to 2001, when it owned Alpha. In addition to his 30 years with the company, Richard played a key role as co-founder, and served as president and chairman of the Massachusetts Software Council (now the Massachusetts Technology Leadership Council), the largest technology trade organization in Massachusetts. Prior to founding Alpha, Richard was a project leader and consultant with Information Resources, Inc. (IRI), and a management consultant with Management Decision Systems, Inc. Richard holds a master's degree in system dynamics from the Sloan School at MIT, and a bachelor's degree in electrical engineering and master's degree in control engineering from University of the Witwatersrand in Johannesburg, South Africa. He has served on the boards of Silent Systems, Legacy Technology and O3B Networks, and is co-founder of Tubifi www.tubifi.com. Links from this episode: The full series with Richard Rabins here. Richard Rabins on LinkedIn: https://www.linkedin.com/in/richard-rabins/ Company website: https://www.alphasoftware.com/ Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below: [00:43:33] Corey Frank: Well, you had said many, many times that outbound is about playing the [00:43:40] long game. To be good at outbound, it's about the long game. And I think part and parcel of that, Richard, is what you're talking about is, if I'm going to be immersed in this craft, in this profession, I've got to be an expert noticer of the residue. [00:43:58] Corey Frank: We always talk about the false [00:44:00] negatives that happen. And the sales that I didn't get. Not necessarily the sales I did get. What are the nuances of why I didn't get that sale? All of us, if we had a DeLorean, especially if you're in our profession. We would immediately make hundreds of stops at all the sales calls [00:44:20] we blew early in our career to right the wrongs, to tweak the pitch that we know now, and Chris, especially you and Richard, that you guys do so effortlessly, I think. [00:44:33] Corey Frank: And that concept of playing the long game , where your [00:44:40] confidence is. is accelerated by knowing that there's nobody that's going to take the hook and take me out of my profession if I don't want to. I know I'm going to be in chemistry, , the gal, the situation that you had mentioned, Richard. [00:44:57] Corey Frank: So whether it's Caltech or [00:45:00] MIT or Scottsdale Community College. I'm going to play the long game and I'm going to do an end around or a flanking. It doesn't have to be a full frontal fast track to the top. [00:45:11] Richard Rabins: Yeah. Another thing that Chris said is, it's kind of off topic, but you can't tell somebody that you're smart [00:45:20] and on their side. [00:45:22] Richard Rabins: That's not credible. And you've got to earn it through your actions. And what I've found in life. The minute somebody's telling me about something and they use the word, trust me, that's the last person you should trust. Anybody who has to [00:45:40] enunciate that, it's, it's, it's something you've got to earn. [00:45:46] Richard Rabins: You can't tell somebody to trust you. And I speak from experience. I've been, I'm basically, I like people and I like to assume that people are good and [00:46:00] most people are, but not everybody. And just so I think with a lot of prospects for good reason initially, or there's the barrier and it's a defensive barrier. [00:46:14] Richard Rabins: And it's totally legitimate on their part. The, the art [00:46:20] of penetrating that barrier, it's not trivial. And the other thing humorous grade and whatever, whatever you're selling, you've got to do your homework, you've got to know what you're talking about, because you've got to assume that most peop

In the second part of our conversation with Richard Rabins, CEO and Co-Founder of Alpha Software, we delve into the delicate balance of using humor effectively in sales. Chris Beall shares insights on guiding prospects through emotional transitions, from fear to trust, using the power of laughter and surprise. However, the discussion also explores the risks of pushing humor too far and the importance of knowing when to rein it in. Richard and Corey examine the idea of teaching humor, drawing parallels between sales and the world of comedy and performance. They emphasize the significance of confidence, vulnerability, and the ability to read your audience to avoid alienating prospects. Join us as we navigate the comedic conundrum of harnessing wit without crossing the line, and discover how to strike the perfect balance for building genuine relationships with prospects. About our Guest: Richard Rabins focuses on strategy, accelerating global growth and scaling the organization. Richard also served as CEO of SoftQuad International from 1997 to 2001, when it owned Alpha. In addition to his 30 years with the company, Richard played a key role as co-founder, and served as president and chairman of the Massachusetts Software Council (now the Massachusetts Technology Leadership Council), the largest technology trade organization in Massachusetts. Prior to founding Alpha, Richard was a project leader and consultant with Information Resources, Inc. (IRI), and a management consultant with Management Decision Systems, Inc. Richard holds a master's degree in system dynamics from the Sloan School at MIT, and a bachelor's degree in electrical engineering and master's degree in control engineering from University of the Witwatersrand in Johannesburg, South Africa. He has served on the boards of Silent Systems, Legacy Technology and O3B Networks, and is co-founder of Tubifi www.tubifi.com. Links from this episode: Richard Rabins on LinkedIn: https://www.linkedin.com/in/richard-rabins/ Company website: https://www.alphasoftware.com/ Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below: [00:25:51] Corey Frank: Sure. I think you're getting into a different level of rapport building, Chris, I think it'd be a good reminder to talk about the [00:26:00] swirling blue orb and the, the reason why that works, because I think that ties in a lot of what Richard is saying here with regards to, building that, that rapport, which in essence is. [00:26:13] Corey Frank: Moving from fear to trust, is it not? [00:26:16] Chris Beall: Right, I mean, we're always trying to help somebody along this [00:26:20] this emotional journey to a next emotional state where we can maybe help them see something new that might be of value to them. So it's always just one emotional transition. So fear to trust is one, trust to curiosity is another, curiosity to commitment is another. [00:26:38] Chris Beall: And emotional [00:26:40] transitions are tricky things. We actually prefer to hold on to our current emotional state, even if we don't like it, because it is a comfort to us To feel as we feel. We really don't want to change anything in our life, much less how we feel. So in sales, we're trying to help somebody [00:27:00] change something in their life. [00:27:01] Chris Beall: And if we cold call them, that something is, they're afraid of us. And we want to help them change that to being trusting of us, right? And it's actually why the second sentence in the breakthrough script that we teach. The one right after throwing yourself under the bus, which is raising the [00:27:20] tension, and it is surprising, to this little piece of relief, and it has the chuckle in it. [00:27:24] Chris Beall: By the way, when people laugh, other people laugh. Right? Nobody knows why you're laughing, but you laugh because others are laughing. Laughter is, as they say, contagious in the same way that yawning is, but in a way that sneezing is not. At least, we hope, right? It ain't to sneeze [00:27:40] and have everybody in the room suddenly sneeze. [00:27:42] Chris Beall: I mean, you might get a pandemic or something like that. But this, this business I know I'm an interruption. I mean, nobody expects to hear that. And, and almost nobody in sales, by the way, is confident enough to throw themselves all the way under the bus and have it [00:28:00] go ba bump, ba bump, ba bump, because buses, by the way, have that many sets of wheels, and then it backs up over you and goes ba bump, ba bump, [00:28:07] Richard Rabins: ba [00:28:07] Chris Beall: bump, right? [00:28:08] Chris Beall: Now you're really under the bus. And then how do you switch your voice sincerely to being playful? A playful and curious voice is what allows somebody to have that relief. [00:28:20] from your initial statement, which is you throwing yourself under the bus, which creates tension. You talk often, Corey, about tension being important in sales. [00:28:30] Chr

In this episode, the guys explore the art of ricocheting your way to sales success. Chris Beall and Corey Frank are joined by Richard Rabins, the CEO of Alpha Software, to discuss the power of humor in disarming prospects and humanizing interactions. As Richard shares his personal anecdotes about leveraging laughter to close deals, the group delves into the age-old question: can humor be taught, or is it an innate skill? While confidence plays a crucial role, the ability to notice and connect seemingly unrelated things emerges as a key aspect of effective humor in sales. So, whether you're a golden retriever enthusiast or just looking to add some lighthearted surprise to your sales arsenal, join us as we explore the art of the ricochet and learn how to turn dead leads into living, laughing, and buying customers. Join us for this episode, “Ricochet Your Way to Sales Success: The Power of Humor.” Richard Rabins focuses on strategy, accelerating global growth and scaling the organization. Richard also served as CEO of SoftQuad International from 1997 to 2001, when it owned Alpha. In addition to his 30 years with the company, Richard played a key role as co-founder, and served as president and chairman of the Massachusetts Software Council (now the Massachusetts Technology Leadership Council), the largest technology trade organization in Massachusetts. Prior to founding Alpha, Richard was a project leader and consultant with Information Resources, Inc. (IRI), and a management consultant with Management Decision Systems, Inc. Richard holds a master's degree in system dynamics from the Sloan School at MIT, and a bachelor's degree in electrical engineering and master's degree in control engineering from University of the Witwatersrand in Johannesburg, South Africa. He has served on the boards of Silent Systems, Legacy Technology and O3B Networks, and is co-founder of Tubifi www.tubifi.com. Links from this episode: Richard Rabins on LinkedIn: https://www.linkedin.com/in/richard-rabins/ Company website: https://www.alphasoftware.com/ Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below: [00:01:04] Corey Frank: One, two, three. Welcome to another episode of the Market Dominance Guys. A Branch 49 home-based mothership version with Corey Frank. [00:01:13] Corey Frank: And of course the Sage of Sales, the Hawking of Hawking. and the Elvis of [00:01:20] EBIT. What do you think about that? The Elvis of EBIT? No? All right, we're still working on that one. And in the studio, all the way from Boston we have Richard Rabins, the CEO of Alpha Software. Richard, thanks for coming all the way to Branch 49 to have a little fun with the Market Dominance [00:01:40] guys. [00:01:40] Richard Rabins: Fantastic. Great to be here. Thanks. [00:01:45] Corey Frank: As is per custom, when Chris arrives here at the Branch 49 mothership, he gets the regalia, the full regalia of my office and as I sit here on the sales floor. So as we were talking about last night at [00:02:00] at dinner and a little bit today, that bled over. [00:02:03] Corey Frank: One of the things that came up in the GoToMarket and the Sales Market Dominance Guide Strategy Richard, with you and, , and Chris, is we were talking about different techniques in GoToMarket and the subject of, of humor came up in the subject , of Chris, I guess what we're calling [00:02:20] ricochet opportunities. [00:02:23] Corey Frank: Opportunities that I once thought were dormant, were dead. My marketing expenses has probably already been flushed. And what's some techniques I can, I can resurrect these things, maybe recoup some of the [00:02:40] costs of acquisition that I had that are creative, that certainly can be leveraged with a good message and, and a powerful weapon like ConnectAndSell. [00:02:48] Chris Beall: Well, I'll, I'll speak to this. I'll tell a story about yesterday being on the airplane. So I was coming back from Nashville. To Phoenix in order to attend the event that we were all at [00:03:00] yesterday evening, Josh Wagner of InRevenue Capital invited us to a tremendous event and there were LimitedPartners, and PortfolioCompany, now called PortCos. [00:03:13] Chris Beall: Eventually they're going to be called PCOS, but I don't know if that's really going to work so well. And we just have to keep shortening things. Finally, just [00:03:20] call them COS. But anyway, we were all going to get together there. I came back a little early, sat next to a nice, quiet woman on the airplane. [00:03:29] Chris Beall: She was writing a screenplay. And just because the pilot inadvertently said we were going to Las Vegas instead of Phoenix, which created a [00:03:40] moment of surprise, then a whole bunch of humor, as everybody told jokes about or made fun of going to Las Vegas instead of Phoenix. That broke the ice. [00:03:47] Chris Beall: She and I started talking, and at the end of that conversation, one thing led to another, and she said,

Welcome to a special episode of the Market Dominance Guys podcast, where we dive deep into the power of nurturing relationships through multiple conversations over time. In a world where many salespeople focus on quick wins and low-hanging fruit, our guests today reveal why playing the long game is the key to achieving true market dominance. Join Corey and Chris while they explore the insights of sales experts like Marc Hodgson, who shares his strategy for building a massive queue of relevant conversations, and Chris Beall, who explains how data gathered from ongoing prospect interactions becomes an appreciating asset. We'll also hear from Jim Graf on the cascading effect of conversations, Ron Brooks on the importance of mastering the art of sales dialogues, and Chris's conversation with Sushee Perumal on the art of "tapping the bells" to find the perfect fit. Whether you're a seasoned sales professional or just starting out, this episode will provide you with actionable strategies for mastering the craft of sales conversations and nurturing long-term relationships with your prospects. We hope you gain a lot of ideas from this episode, "The Conversation Queue - Nurturing Sales Relationships for Market Dominance." Episodes included in this topic-driven collection: EP199: Conversational Alchemy - Transforming Sales in the Age of Cheap Outreach EP85: When the Time Is Right, the Magic Happens EP36: Celebrating a win isn‘t anything, it‘s just preparing for the next thing. EP105: Data & Trust: Your Assets in Market Domination EP179: Conversations Over Headcount: What VCs Should be Counting EP242 - The Minding Your Business Podcast with host, Ron Brooks

In this solo episode of Market Dominance Guys, Chris Beall explores the potential of AI-powered data analysis using ChatGPT. Chris demonstrates how this cutting-edge technology can uncover valuable insights from complex sales data in a matter of minutes, a process that would typically take a human analyst days or even weeks. By utilizing ChatGPT's Data Analyst feature and uploading data from ConnectAndSell, he's able to quickly examine the correlations between sales reps' skills and key business outcomes, Chris showcases how AI can help identify the most critical factors influencing pipeline generation and financial success. This eye-opening episode is a must-listen for CEOs, CROs, and CSOs looking to leverage the power of AI to make data-driven decisions and optimize their sales strategies. Join Chris as he delves into the future of sales analytics, revealing surprising findings that could revolutionize your approach to sales training and coaching. Join us for this episode, "Your New Data Analyst BFF Uncovers Surprising Sales Insights. Key points and timestamps from the episode: (00:01:37) Chris Beall introduces the topic of using ChatGPT to analyze sales data and uncover insights. (00:02:39) Chris shares his experience working with ChatGPT to write a book summarizing Market Dominance Guys podcasts in just two days. (00:04:20) Chris discusses using ChatGPT for a pricing exercise at ConnectAndSell, balancing customer ROI and company profit. (00:04:55) Chris explains his plan to use ChatGPT to analyze the correlation between reps' skills and business outcomes. (00:07:37) Chris walks through the process of uploading data to ChatGPT and having the AI analyze the columns and data structure. (00:08:34) ChatGPT identifies key columns relevant to the analysis, including activity metrics, conversion rates, and skill scores. (00:19:49) The correlation matrix reveals that asking for the meeting has the strongest correlation with positive outcomes, while professionalism has a surprisingly low correlation. Keep listening for the analysis results: The regression analysis shows that 24.1% of the variability in direct amounts is explained by the combined skill metrics. The breakthrough score has a significant negative coefficient, suggesting that higher breakthrough scores might be associated with lower direct amounts. Conclusion: Chris emphasizes the value of using AI for rapid, unbiased data analysis to gain insights and make data-driven decisions in sales. FULL EPISODE TRANSCRIPT Below: [00:00:00] Susan Finch: Welcome to another session with the Market Dominance Guys, a program exploring all the high stakes speed bumps and off ramps of driving to the top of your market with our host Chris Beall from ConnectAndSell and Corey Frank from Branch49.[00:00:20] [00:00:23] Susan Finch: In this solo episode of Market Dominance Guys, Chris Beall explores the potential of AI powered data analysis using ChatGPT. Chris demonstrates how this cutting edge technology can uncover valuable insights from complex sales data in a matter of minutes, a process that [00:00:40] would normally take a human analyst days or even weeks. [00:00:43] Susan Finch: By utilizing ChatGPT's Data Analyst feature and uploading data from ConnectAndSell, he's able to quickly examine the correlations between sales rep skills and key business outcomes. Chris showcases how AI can help identify the most critical factors influencing [00:01:00] pipeline generation. and Financial Success. [00:01:02] Susan Finch: This eye opening episode is a must listen for CEOs, CROs, and CSOs looking to leverage the power of AI to make data driven decisions and optimize their sales strategies. Join Chris as he delves into the future of sales analytics by uploading his own data and [00:01:20] feeding in complex prompts. This reveals the surprising findings that could revolutionize your approach to sales training and coaching. [00:01:27] Susan Finch: Join us for this episode, your new data analyst BFF uncovers surprising sales insights. [00:01:38] Chris Beall: Hey everybody, Chris Beall [00:01:40] here with another episode of Market Dominant Skies. My co host Corey Frank is actually in Armenia right now. And while technically I'm sure it's possible for us to co-host Market Dominant Skies Armenia and Southern Arizona at the same time. Well, let's let [00:02:00] him be. It's getting pretty late there. [00:02:01] Chris Beall: It's about 2. 35 in the afternoon here in Arizona. Intuitively, I know that's got to be very, very late in Armenia. So I want to try something today and let's see if it works. It could be a little bit tricky, because it could require following a fair amount of verbal input from [00:02:20] me, I guess output, input to you, for something that's a little bit complicated. [00:02:24] Chris Beall: But here's what I want to look at. I want to look at an example, maybe inspirational, maybe more step by step, you can use it in some way or another. to an example of how to u

Welcome to this special Market Dominance Guys compilation episode featuring highlights from some of our most downloaded episodes in the first quarter of 2024. In these segments, Chris Beall and Corey Frank are joined by expert guests Shane Mahi and Helen Fanucci to explore critical topics for sales and marketing leaders navigating the evolving landscape of go-to-market strategies, data-driven targeting, and the impact of AI on authentic human connection. You'll hear eye-opening insights on the future of software development in the age of generative AI, why conversations are the often-overlooked key to unlocking your total addressable market, and how to coach reps effectively by providing immediate feedback. Helen shares her framework for leveraging proprietary data to identify your best opportunities and align resources accordingly. The discussions also examine the challenges of territory assignment and the power dynamics of sales leadership. Shane and our hosts dive into balancing the power of AI tools like ChatGPT with the irreplaceable value of genuine, trust-building conversations. And you won't want to miss Shane's story of how combining the entrepreneurial operating system with AI helped him rebuild his business in record time after previous setbacks. These clips from Chris, Corey, Shane, and Helen will help you learn how to position your organization for market dominance through the right mix of data-driven strategy, technological leverage, and authentic human engagement. Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell Helen Fanucci on LinkedIn Full episodes for this segment: #10: EP215: Sales Artisans: Thriving Alongside Smart Bots #9: EP216: Conversations, The Kryptonite of MarTech? #8: EP213: Ethical AI Selling - Reality vs Hype #7: EP208: Balancing Relationships and Efficiency in AI Sales #6: EP209: Your Only Product Is the Meeting #5: EP214: The Future of Sales: Balancing AI and Authenticity #4: EP212: Reps Dread It, Managers Avoid It: Coaching #3: EP211: Conversations Convert to Pipeline Power #2: EP210: Sales Targeting Beyond LinkedIn and Navigator #1: EP145: Building Trust Must Always Be Step One FULL EPISODE TRANSCRIPT Below: #10: EP215: Sales Artisans: Thriving Alongside Smart Bots The economy always gets reshaped around new capabilities in ways that surprise everybody who is thinking about it. So it's never like that. This is going up and this is going down and it crosses or whatever. It goes along as it goes along with increasing efficiencies in certain areas until somebody innovates a flip and the flip turns it on its head and now it's new, whatever the new thing is, and now you have the old way competing with the new way and the new way since it's enabled by new material science. By that I mean a new capability that does tricks you couldn't do before. It always wins, but it always starts where it has the obvious advantage. The skyscrapers are not out in the desert, they're in Manhattan. It depends where you look, but once you get 'em going in Manhattan, I pretty much guarantee you the little three story building that you used to have that you had some offices in or whatever. First the offices go, then the condos and it's all skyscrapers. Take a look at New York. It's all up, right? Take a look at Des Moines. It's a little up. Take a look at Scottsdale or Tenny. It's just how it goes. Shane Mahi (01:09:35): You can even see in Dubai, Dubai was what? Flatland desert. DJ Khalifa Burj Khallifa is the biggest one up. And now, I don't know if you guys are familiar with the line in Saudi Arabia, same kind of concept, complete desert. Now there's what, a quarter mile long, two pieces of glass inside a metropolis that is going to be heavily tech-orientated, flying cars, all kinds of weirdness. So if Saudi's doing stuff like that, at what point do the outbound agencies or even tech companies realize we've got to kind of adopt the same kind of thing? Chris Beall (01:10:08): For sure. Shane Mahi (01:10:08): Who is that going to be? Chris, Chris and Corey. Who do you guys have your eyes out on in those markets who are going to be those game changers, those market shapers for AI and tech in our space? Chris Beall (01:10:22): Who I don't know. I don't know and I don't care. I don't know and I don't care. I know who the big early winner is going to be with ai. This is actually fairly simple. Microsoft pulled off a trick that nobody even thought of and that trick was to invest 10 billion to get an unlimited royalty free forever license to not only the tech, but all the learning that goes into it, all the training. That was a very good trick because they've always been in the business of helping folks build new things. And the most obvious thing about all this gen AI stuff isn't what it does to sales, which is trivial. It's what it does to what used to be called software development. Software development essentially is in the

In this solo episode of Market Dominance Guys, Chris Beall unveils the ultimate sales KPI: pipeline dollars generated per rep hour. This metric is a game-changer for CROs, CFOs, and CEOs looking to optimize their sales efforts and drive business growth. Chris explores the importance of measuring and maximizing this KPI, sharing insights from ConnectAndSell's own data and revealing the significant potential of a well-executed market dominance program. He breaks down the different types of attribution, ideal conversation and meeting rates, and optimal prospecting hours per week. Whether you're a sales leader aiming to improve your team's performance or a C-suite executive seeking to understand the economics of your sales efforts, this episode will help you discover how pipeline per rep hour can help you take your company's revenue generation to new heights. FULL EPISODE TRANSCRIPT Below: [00:00:00] Chris Beall: Hey everybody, Chris Beall with Market Dominance Guys with an episode about a bunch of numbers, a bunch of KPIs. And I decided since it's just going to be numbers I'd leave Corey to do something more useful than ask me questions about numbers. [00:00:16] Chris Beall: So, I came up with the questions myself and [00:00:20] I'll play you with them. It's right now, the 4th of April, 2024, right before Tax Day. And I was speaking last week, had the pleasure of speaking with Mike McCracken, the Founder and CEO of McCracken Alliance Partners, who provide all the information. amazing help with regard [00:00:40] to finance things, not just taxes, which is that'd be fairly straightforward, probably, although they can be complex, but really how to make your company sing, how to make your company dominate even with the help of financial professionals who know what they're talking about and who will work with you to make [00:01:00] some stuff happen that you probably didn't believe could happen. [00:01:03] Chris Beall: So I asked Mike a question. I said, Hey, Mike it kind of bothers me that ConnectAndSell, which primarily has two impacts on companies that one would think CFOs would be interested in. One is immediate increase in pipeline, and everybody [00:01:20] knows that pipeline is a leading indicator of future revenue, and CFOs sure like to be able to forecast future revenue with [00:01:27] Chris Beall: greater accuracy, specificity, and fidelity. And then it also allows you to decrease costs immediately because you can do more with less. And [00:01:40] less tends to be unnecessary headcount, extra headcount. You can also do more with more if you're in the mood to do that. But in any case, there's an efficiency play and capital efficiency is of great interest to CFOs. [00:01:51] Chris Beall: And Mike, he gave me a great answer. He just like, boom, hit me between the eyes. He said, Chris, you gotta come up with a KPI that [00:02:00] is meaningful to CFOs, that's meaningful to the business. And I said, well, we have one of those, and it's called Pipeline Built Per Rep Hour. And I thought, as I was out doing my little barefoot trot today, getting the usual comments from folks, what is it about going barefoot that makes everybody think that you're weird? [00:02:19] Chris Beall: I [00:02:20] don't know. In any case, I was out there trotting along in beautiful Arizona sunshine, and thinking, why don't I just say what some really good values would be for some, KPIs, some metrics that folks tend not to think about very much. And so I, I just thought I'd share [00:02:40] some we measure at ConnectAndSell what we call attribution, and we measure three kinds. [00:02:47] Chris Beall: So one kind is what we call direct attribution. That's looking at all the pipeline that's been built directly from meetings, appointments that were set in, ConnectAndSell. We know that happened because there are [00:03:00] dispositions that indicate that a meeting was set and there. Certainly is pipeline out there to be measured, and you can link it together a number of different ways. [00:03:09] Chris Beall: The most straightforward is by the account name, by the customer name, and you can say, hey, set a meeting with somebody. Pipeline shows up later. How much pipeline? [00:03:20] What stage is it in? And you get a pretty good read on what you're prospecting is accomplishing in terms of dollars of pipeline. That are being set by your reps, but what's in the denominator and the big question that I think really is out there for all of us who care about prospecting and anybody who doesn't care about [00:03:40] prospecting, certainly they either got some other weird kind of magic going on. [00:03:45] Chris Beall: Or and bless you if you do, right? You don't need prospecting, you're in a special place. But most businesses need prospecting. And, in fact, Jason Lemkin just wrote an article this week talking [00:04:00] about how the new KPI for venture finance companies, not just net retained revenue, not even just gross retained revenue, all the st

Corey Frank and Chris Beall are once again joined by Fred Mondragon for this final segment from their visit. In the first two episodes with Fred, the guys covered the topic of The Seductive Shadowboxing of CRM data - Fit vs. Intent, Then the other side was discussed - Intent, Fit and the Future of Sales intelligence. In this final segment, the trio explores how Rev's AI-powered platform is helping sales teams "find the zipper in the weasel suit," transforming weasels into top-performing pigs. Fred explains how Rev's "special purpose AI" leverages vast amounts of data to help reps identify and target their ideal customers, while Chris emphasizes the importance of engaging in trust-building conversations. Corey sees the immense potential in combining Rev's AI targeting with ConnectAndSell's powerful sales acceleration tools to solve the challenge of "Who do I go after next?" Join us for this episode, "Finding the zipper - helping weasels become top-performing pigs." About Fred Mondragon: Fred, a senior sales and business development executive with extensive experience at SaaS software companies, joined Rev in 2021. He has managed revenue generation channels at numerous successful startups and large companies, including TimesTen, Oracle, and most recently, Medallia, where he set up the channel sales and alliances function from scratch. Fred received his B.A. and MBA from Stanford. Links from this episode: Fred Mondragon | LinkedIn The Sales Development Platform: Find your next best customer | GetRev.AI Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this episode of Market Dominance Guys, Chris Beall and Corey Frank are joined by special guest Griffin McGowan, a recent college graduate navigating the world of sales job hunting. The trio delves into the challenges and opportunities faced by young professionals seeking to launch their sales careers, with a particular focus on the crucial role of mentorship. Griffin shares his experiences interviewing with various companies and the valuable lessons he's learned, while Chris and Corey offer insights on what employers look for in new hires and the skills needed to succeed. The conversation also explores the idea that interviewees are not just looking for a job, but are essentially "hiring" a boss or mentor to guide them through their professional journey. Packed with wisdom gained from years of experience, this episode is a must-listen for recent grads, mentors, and interviewers alike. Join them for this episode, "New Grads: You're the Product, Choose Your Buyer." Links from this episode: Griffin McGowan on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below: Corey Frank (00:00): Welcome to another episode of the Market Dominance Guys with Corey Frank from Branch 49. And as always, the sage of sales, the profit of profit, the Hawking of Hawking, the CEO of ConnectAndSell Chris Beal. Good afternoon, Chris, how are you? Chris Beall (00:16): Hey, I just finished watching Oppenheimer. So that Hawking of Hawking thing goes pretty deep right now. I'm into physics. Corey Frank (00:23): Really? Okay, we'll have to think of one that rhymes my alliteration for o the [00:00:30] blank of Oppenheimer of, I don't know, origination. How about that? Sales origination. So Chris, we have a special guest. I think this is a first for us in our 230, 40 episodes plus of the market dominance guys, because we talk about at Branch 49 and certainly a ConnectAndSell is what you've helped us build. Here is the term uco, which is a finishing school for future CEOs. And today we have Griffin McGowan, [00:01:00] who is a future CEOI think from all senses and from what we know about No pressure Griffin, but we want to track your progress on LinkedIn here over the years. And Chris, you have an interesting story about how Griffin, and then we want to hear from Griffin about what stage in this finishing school are you at and what is this concept of [00:01:30] a finishing school and what are the pieces that maybe are missing or that Chris and I certainly can help contribute to newer folks who are entering in a profession. So welcome Griffin and Chris. How do we know Griffin and why is he in a hot seat here at the Dominus guys market? Chris Beall (01:48): Well, the short version of the story is I got fired. I can't remember what day it was probably Christmas Eve or something like that from AP Par when they decided to sell the company. And [00:02:00] I said, we don't need a senior vice president of product innovation anymore. Who does need one of those anyway, when you really think about it. But I had the job and so I was flying back from the east coast where I used to commute back and forth between here and the West coast and there. And I was sitting next to somebody that I just hit it off with and we had this great conversation for the six hours it takes to fly into the wind from one coast to another. And that was Brian McGowan, Griffin's dad. [00:02:30] And we talked about venture capital and we talked about building businesses, we talked about all manner of things you can talk about a lot in six hours. Chris Beall (02:37): And so, okay, that was fine. And we did some things later. Brian helped us out at ConnectAndSell in the commercial real estate arena. Got us a great meeting with JLL. I learned that commercial real estate as a world, whether you just don't care about their salespeople and so they'd hardly want to help them with something like ConnectAndSell. But it was fascinating and we had a thesis and we ran at it and had a great time. [00:03:00] And then a couple of years ago, Griffin, you can tell the story. Did you reach out to me? It had to be your dad basically saying, look, I don't know very many good people in business, but I know this guy is semi okay but better than nothing. So why don't you chat with them or something like that. Griffin McGowan (03:20): Yeah, definitely. So it was my junior year of college I was planning on doing an internship at a big company, but right after hopping out of Covid, a lot of the internships [00:03:30] I was looking at were online internships, remote, and didn't believe I'd really get that great experience doing an online remote interview would be better to be in person in the office. So my dad thought of the idea, why don't I put you through my own little just background of meeting with a bunch of people, understanding how business works, getting that little internship feeling. And one of the things he specifically focused on was [00

Welcome back to the second part of our insightful conversation with Fred Mondragon, where we continue to explore the intricate world of sales intelligence. In our previous episode, the guys discussed the significance of prioritizing fit over intent when targeting potential customers. However, the most successful sales strategies understand that fit and intent must work hand in hand to achieve outstanding prospecting results. Intent data has become an indispensable tool for sales teams seeking to identify and engage with prospects actively looking for solutions to their challenges. By analyzing online behavior, intent data offers invaluable insights into a prospect's buying readiness. When combined with a deep understanding of customer fit, sales teams can unlock the full potential of their prospecting efforts. In this episode, Fred shares his expertise with Chris and Corey on effectively integrating intent data with fit-based targeting to create a powerful, holistic approach to sales. They examine the best practices for leveraging intent signals alongside demographic data, ensuring that you're targeting not only prospects who are ready to buy but also those who are the right fit for your solution. Join Chris, Corey, and Fred as they dive into the fascinating interplay between intent and fit, and discover how this synergy can help you achieve unparalleled success in your sales efforts. Listen to episode 218: Intent, Fit, and the Future of Sales Intelligence." About Fred Mondragon: Fred, a senior sales and business development executive with extensive experience at SaaS software companies, joined Rev in 2021. He has managed revenue generation channels at numerous successful startups and large companies, including TimesTen, Oracle, and most recently, Medallia, where he set up the channel sales and alliances function from scratch. Fred received his B.A. and MBA from Stanford. Links from this episode: Fred Mondragon | LinkedIn The Sales Development Platform: Find your next best customer | GetRev.AI Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn

Is your sales team seduced by intent data, only to end up shadowboxing with poor-fit prospects? In this episode of Market Dominance Guys, hosts Chris Beall and Corey Frank explore a game-changing alternative with guest Fred Mondragon, CRO of GetRev.ai. Discover how "exographics" - AI-powered insights into how companies operate - enable sales teams to efficiently target ideal customers from the very first mile. Learn why fit beats intent when it comes to maximizing sales efficiency and dominating your market. If you're a CEO or sales leader looking to slash wasted effort and turbocharge your prospecting, don't miss this deep dive into GetRev.ai's revolutionary approach. Tune in now and point your reps in the right direction from the start in this episode, "The Seductive Shadowboxing of CRM Data." About Fred Mondragon: Fred, a senior sales and business development executive with extensive experience at SaaS software companies, joined Rev in 2021. He has managed revenue generation channels at numerous successful startups and large companies, including TimesTen, Oracle, and most recently, Medallia, where he set up the channel sales and alliances function from scratch. Fred received his B.A. and MBA from Stanford. Links from this episode: Fred Mondragon | LinkedIn The Sales Development Platform: Find your next best customer | GetRev.AI Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below:

Corey Frank and Chris Beall share eye-opening insights from their recent marketing conference experience that every CSO and sales manager needs to hear. Chris uncovers a startling truth: nearly all MarTech tools are based on the misguided belief that you can't achieve success by simply calling prospects and having meaningful conversations. He challenges this notion head-on, emphasizing the immense power of genuine dialogue in building trust and gathering valuable information. Our Market Dominance Guys also explore the critical difference between a mere phone call and a true phone conversation, revealing how these conversations can dramatically amplify your downstream marketing efforts. This episode is packed with actionable insights that will help you leverage the power of conversations to dominate your market and drive sales success. Listen to episode 216: Conversations, the Kryptonite of MarTech? FULL EPISODE TRANSCRIPT Below: Corey Frank (00:00): Welcome to another episode of the Market Dominance Guys with Corey Frank and the Sage of Sales, the Hawking of Hawking and the profit of profit. Chris Beal. Welcome to Phoenix, Arizona and the campus Grand Canyon University for an onsite edition of the Market Dominance. Guys, Chris Beall (00:17): I'm telling you onsite, anybody, by the way, who has a chance to come to Grand Canyon University and visit this incredible campus and meet these incredible people and come in and actually hobnob with the Branch 49 team. I say, book your tickets now. Avoid that spring training thing because unless you really want to come and get some baseball too, because there's a lot of great baseball this time of year around here. There Corey Frank (00:42): It sure is. And what brings Ms. Ucci and Mr. Beal to Phoenix and the greater Phoenix area, Scottsdale, Arizona if you had a very interesting couple of days at a marketing conference. That's where I wanted to have a special edition of the market. Dom guys talk, not just about the conference and some of the learnings, but just kind of an above the line treatise, if you will, manifesto of what your rant for 2024 is about basic MarTech tools. So Chris, what did you learn at this conference where I'm taking deep Chris Beall (01:19): Breath? Well, I learned two things. So the conference is great. It was really well organized. It's in Phoenician, so it was beautiful. It's put on by Emerald, I think who puts it on, and they've got a bunch of conferences, so I highly recommend they do great conferences, go to their conferences, and I was invited to this one with Helen by our friend Scott Gordon and Lamb Alliance. They're of salutary data, so they kindly invited us. They were going and they had kind of a discount coupon so to speak, and so well, but marketing conference, do I really want any marketing, right? I mean, I love marketing, but marketing tools and technologies and services have always struck me as there's something about 'em that puts me off a little bit. But I decided, Hey, I want to go, Helen, you want to go? Yeah, let's go. (02:08): So we drove up a couple hour drive, and here's my impression twofold. One is actually about ConnectAndSell, which is surprising, and that is almost everybody, by which I mean about 35, 40% of the sales reps who were there pitching these marketing tools when they saw who I was and where I was from, as Helen said, you're actually a little bit of a thing. I said, yeah, well, it's kind of a thing that they would go to ConnectAndSell. I used that in and then they would cast it out in their mind when I was at this company 10 years ago, six years ago, nine years ago, whenever it was, and I love that all I had to do is push a button and talk to somebody and make this sort of a dance. Like, oh, I'd sit back in my chair and it was all smiles and all that kind of stuff. (02:57): And some really senior people were like, yeah, yeah, I really know. ConnectAndSell, blah, blah, blah. And one of them said, there's something wrong with you guys. Your technology is so powerful, you should be dominating the entire world, and I'm going dominant, market dominant must not be doing something right. So that was part of it, but that's a minor part. The major part was I went and talked to all the vendors. It was kind of a little bit of a quiet conference. It had some sessions. I didn't do any of the sessions except I went and listened to ZoomInfo and technology advice together, and I like Henry a lot. So it was great to go and sit and have lunch and get to talk to him for a minute afterwards. That was kind of enlightening. They're bringing in what they call second party data to go with first party data, which is the stuff you have third party data, which is the stuff ZoomInfo has. (03:43): But what about second party data, which is published data, but it's not the data, it's the fact that people who might be your potential buyers have come to consume it. So from publishers. So that was interesting, but the number one thing I

This episode wraps up our conversation with Corey Frank, Chris Beall, and Shane Mahi. Throughout this series, the guys have delved into the profound impact of AI on sales, the evolving role of human expertise, and the transformative potential of AI in reshaping businesses. They muse on the future interplay of AI and the craft of sales. Corey champions niches - and the need to summon specialists. And we, the artisans, must elevate our skills. Chris predicts more earthshaking disruption for software developers than sellers. And Shane sounds warnings that agencies lean heavily on human effort today. Soon enough AI shall permeate their ranks. Our craft endures turbulent seas, yet we shall reach new fortunes with nimble navigation. Mine your own insights from these philosophic titans who've logged countless hours of bold outreach fueled by devotion to their calling. Stay tuned for part 3, where they unveil actionable guidance to navigate what's next for our noble profession. “EP215: Sales Artisans: Thriving Alongside Smart Bots.” Here is the full series. Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below: Corey Frank (00:58:09): Yeah, it is, it is. I would argue the counter to that, it's not really counter, it's more of a pivot. As we said Chris many times, Russell Brunson, one of his books he wrote, says, the riches are in the niches and I believe there will always be a need for specialists. When you have a specialized software that requires not just a transaction but a relationship when folks care about their brand, you will have a niche. I'm a big believer in Plato or Aristotle, et cetera. The unexamined life is not worth living. And so when a person or a salesperson does this, the whole purpose of Flight School in a lot of ways is when they don't examine their life to find their true self or their excellence of function, they're ignoring their true self. And part of what we do certainly at Branch49, certainly Chris, what you do at Flight School, Shane, what you've taught with a lot of your organizations is that sales is a craft and just like being a writer for the New Yorker, it's a craft. (00:59:30): Being a tradesman is a craft and there's a lot of crappy bricklayers out there and there's a lot of artesian bricklayers out there. And so I believe that there will always be a market for those that see that this is a mastercraft Shane. One of the stories that we talk all about here at Branch49 is a guy walks past the construction site and sees five guys laying bricks. Greg Chriss wrote the story many, many times. First guy, what are you doing? He's like, I'm making six bucks an hour. Go to the second guy, what are you doing? He's like, I'm building a wall, goes to the third guy. What are you doing? And he's like, I'm building a cathedral and goes to the fourth guy and say, what are you doing? He's like, I'm saving men's souls. So the last two folks, the people who see I'm building a cathedral or I'm saving men, souls are the ones that you want on your team versus the ones that are building a wall or making six bucks an hour. (01:00:28): There's a lot of folks in our profession who will leverageChatGPT to say, “Hey, I'm making five bucks an hour but I'm making 30% margin versus I'm making six bucks an hour and I'm making 5% margin.” So those folks who will see this as an efficiency game without a corresponding increase in the delivery of the service, they're the ones that I think will fall by the wayside. I think there will always be a market for the higher end and part of our purpose at Branch49 is to create these organizations where folks can move out into the world and be truthsayers, be the pinnacle of their communities and their craft. We know that folks don't leave Branch49. We say they graduate from Branch49 and that was part of the intention of starting this with Chris's inspiration and I think we celebrate our fourth year coming up here. Chris, it's crazy. It's been four years already and how many millions of phone calls and I dunno how many hundreds of thousands of meetings, but that's my response to that and part of that is tree hugging certainly to be sure what we are doing? We're going to be the best damn buggy whip people that there are on the face of the earth. Even when there's a sparse number of horses in the city, we're still going to be selling these buggy whips come hell or head water. Chris Beall (01:02:02): Well actually I think that one of the ideas of Branch 49 was let's take everything that's skills and stance focused around sales and apply it to a wider range of so that the development of the craft and the codification of how to develop as a professional in the craft can be advanced. And it really wasn't about cold calling and it wasn't about follow-up calling. It was about discovery. And in the world of discovery, discovery is going to be in the information sense. Discovery alrea

The guys are back with sales visionary Shane Mahi as we dive into the vital facets of authenticity, ethics, and trust in the world of sales. As sales leaders, you know these elements are crucial for fostering customer loyalty and closing those pivotal deals. Shane elaborates on how transparency and being genuine have led to exponential sales growth for him over the past months. They also investigate AI's emerging impact and why interpersonal skills remain vital, even with advancing technology. This forward-looking discussion offers invaluable wisdom on steering sales teams through a shifting landscape. Whether you aim to amplify results or spearhead AI adoption, you will gain insight from Shane’s real-world perspectives. Join us as we continue unraveling the keys to ethical and successful selling in this next-level episode, "The Future of Sales: Balancing AI and Authenticity." Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below: Chris Beall (00:32:56): So the ethics piece I think actually is simplified down to the bot's, got to tell the truth that it's a bot. It turns out that's also the practical path. Bots that lie are like salespeople that lie. By the way, there is no shortage of the ladder. I mean, we act like, oh my God, the bot's going to be lying about being a bot. The salesperson is going to be lying about being on your side. In B2B sales, I have exactly two jobs. One, I have to be an expert. Two, I have to be on your side. If one, I'm not an expert, but I portray myself as one and two, I pretend to be on your side, but actually over here on the side, I'm kind of dragging my commission in here to make sure that it talks to you before I do. If those two things are happening, which I believe happen in a very high proportion of sales conversations, then I'm exactly what people think. I am a lying salesperson. We have a podcast here that has 210 episodes that say you can dominate markets with the human voice at pace and scale under one and only one condition, which is that you tell the truth. That's actually the condition. And it's very interesting. I mean, we're conceptually hoping to liberate salespeople to tell the truth, but you got to liberate the bot to tell the truth. You built the damn bot. Have it tell the truth. Shane Mahi (00:34:16): Well, I think that's the only thing that made us successful. We picked the most lovely industry to go into, and that's telemarketing and cold prospecting. And what was it? And the only reason that I was able to get to the truth faster was because read about Daniel Disney when the pandemic hit found, cog found ConnectAndSell, bought Cog, bought ConnectAndSell, spoke with Gerry, did Flight Scool, had seven meetings in six hours, and that's where it started. It was the ability to have your script, be honest, open, and just get into those conversations. And by doing that fast, quickly, efficiently, and at scale, we were able to progress our business much faster, I think, than a lot of people. We actually had 444% growth from year one to year two from using ConnectAndSell and implementing a system called the Entrepreneurial Operating System™ by Gino Wickman. (00:35:15): Now the authenticity of our brand, and even what is happening right now, it came from all of the mistakes we made. And those are typically our storytelling, selling mechanisms, the mistakes we made and the path we took got us to a place where made all those mistakes, learned everything, service customers. I obviously lost my business because of some bad decisions I had to let go of my business, A lot of bad decisions. But I've recreated my business. That took me three years in three months with the use of ChatGPT. And why is because I prompted all of my problems, all of my stakes helped me build a business plan that bypasses these mistakes and gives me the outcomes I'm looking for in half the time. And in that now, my marketing, my messaging, emails, prospecting, research, everything that, again, like you said, rightfully so, anything in the future is anxiety. (00:36:12): Anything in the past is regret. The only thing that matters is right, right now. And what's happening right, right now is yes, you better get on board because AI is happening. As much as you are worried about what can happen 5, 10, 15 years in the future, that shit is going to happen whether you like it or not. So it's either get ahead of the curve or get with the curve, or you are going to be that. They're just bums, bums who want to stay behind and complain and say, this is going to ruin me. This is going to take my job. Get with the program, dude, get with the program. Start using it. I was a novice, an absolute novice using ChatGPT when it first came out. The only thing that drew my attention was a hundred million users in one week for that alone. I was like, all right, let me see what this is about. I'm a novice still to this

Artificial intelligence is transforming sales, whether we're ready or not. In this episode, we dive deep on questions sales leaders have about leveraging AI amidst the hype and uncertainty. What’s driving adoption? Where can bots add value now vs. someday? We debate ethical considerations and the threat of/or replacing human jobs. Our guides, Chris and Corey, are joined by Shane Mahi, now Chief Partnership Officer at AI startup mega.ai. Shane shares insights from the AI frontlines on what’s realistic today and the autonomous sales agent vision of tomorrow. Shane shares the hard-won insights he's gained through making over 650,000 sales calls and landing more than 30 major clients. In this 3-part series, we'll cover Shane's journey along with the role of AI in sales. Join us for episode 213: Ethical AI Selling - Reality vs Hype Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell Chris Beall (00:08:41): Great. So I just finished a book I can recommend to everybody called Molecular Storms. If you want to understand how quantum physics actually derives from or is consistent with the second law of thermodynamics and why we are we are, what we are, where we are, and how it all works. Read that and Stephen Hawking has mentioned it in that book, so go for it. Corey Frank (00:09:07): The original Hawking and you are the Hawking of Hawking. Alright, I will add that to my children's book list. Yes, it's recorded, but we have a guest, we have a repeat guest from what, almost three years ago. We have Shane Mahi from Points undetermined Morocco, the UK, Maryland. So Shane, great to have you back on the Market Dominance Guys, after an extended disappearance and as you've built up your companies and built up your rotation and how many hundreds of thousands of phone calls you've had since the two and a half years that you've arrived, ready to share the information, not only on all what you've learned in those two and a half years since you've made the last appearance, but also we're going to talk today, Chris and Shane Wright is about something I know nothing about, which is the I in ai, and we're going to talk specifically about AI in sales and in outbound sales. So Shane, great to have you back on the Market Dominance. Guys. Shane Mahi (00:10:05): Thank you very much Corey, and thank you, Chris. It has been, I think, almost four years now. We're in 2024. And from what I know, Chris, our episode was one of the most popular, most listened to episodes of that year. And in that time, I am thankful to Chris and the ConnectAndSell team, I was able to grow my company to a million dollars in sales revenue. I won't say pounds because it doesn't sound as cool, but we hit a million dollars in sales revenue. We made over 650,000 calls. We landed about 32, 32 major clients that had an A CV of about 76,000 pounds each. They ran for about seven, eight months and we were on our way to becoming a very dominant player in the market as a boutique firm. But the normal peaks and troughs of startup life happened. Me, I neglected my marriage and my family and I focused a lot on my business. (00:11:07): And that ended up breaking down what that relationship was. I also made a few mistakes in that process, which I'm glad I made because it helped me figure out how to increase the value of my business, what I'm doing, profit margins and all of these peaks and troughs. Letting go of my entire team at one point has led me down a path to where I am today where I have an abundance, an abundance of knowledge, I have an abundance of experience, the types of conversations I sit in, the people in people's room and just really repeat what Chris has said, what Jerry has said, what all the CEOs that I've ever spoke to have said, and they're just thinking, who is this young kid? And I'm 37 years old. I'm proud of everything I've done to this date right now. I don't even know what my company name is. (00:11:55): I've changed it so many times, but where I am today, I'm the chief partnership officer of a company called mega.ai. I was brought into that company to build the strongest relationships in the industry. Chris, I believe is going to be one of, if not the strongest relationship I've ever had in my entire life because of this, Corey, hopefully you too. And the next journey in the next 11, 12 months is to build the next generation of autonomous agents that are going to be booking meetings 24 7, instant ramp up time, a thousand dollars an agent, 2070 5% cheaper than a human rep. And more importantly, your business can scale exponentially without the need for human labor. The only reason I've been able to build this type of narrative is because I ran 27 seconds, 650,000 times. So that to me, in a nutshell, Corey Frank (00:12:47): 27 seconds, that actually works. Wow. Shane Mahi (00:12:51): Seven seconds and 20 Corey Frank (00:12:52): Baby. So wild. Wow. So no, that is an incredible sto

We're missing Corey Frank today, but we still have a meaty solo episode for you from Chris. Chris is diving into a perplexing sales practice - coaching cold calls. Perplexing because everyone talks coaching up, yet so few actually do it. He explains why this type of coaching is critical yet so scarce, why both the coach and the call induce fear, and how to actually make coaching work. With compelling examples from golf and hostage negotiations, Chris breaks down the elements of an effective coaching framework. The key - simplify each call into bite-sized pieces and target very specific first failures to drive rapid gains. This episode overflows with accessible coaching advice for sales leaders. Join us for this Market Dominance Guys Episode, “Reps Dread It, Managers Avoid It: Coaching.” FULL EPISODE TRANSCRIPT Below: QUOTE OF THE EPISODE: "Comfort is always the enemy of performance." - Chris Beall Others: “Use recordings to model great calls, not critique.” Here are 5 key points from the Chris Beall episode on coaching cold calls: Coaching cold calls and unscheduled sales conversations is critical but rarely done effectively. Recordings and delayed feedback don't work well for coaching short, high-pressure sales calls. Fear of judgment from the manager and fear of rejection on the call inhibit performance during coaching. Coach one specific first failure at a time, use repetition, and offer feedback immediately after the call. Simplify calls into a repeatable framework focused on building trust, avoiding too much value too early, and closing for the next meeting. Chris Beall (00:08): Hey everybody. Chris Beal here with another episode of Market Dominance. Guys, I'm going solo today. Corey's tied up doing some kind of work that is probably super useful I'm sure, and I got a moment so I thought I'd do something fairly quick, but on a subject that's really been on my mind a lot recently, and that's coaching, and it's amazing to me but probably shouldn't be that there's so much talk about coaching in sales and there's so little actual coaching. So the question is why and is there something we can do about it or is this, there's something we should do about it First, I believe that at least for ambush calls for the cold call and the follow-up call that are unscheduled coaching is super important and super effective and the reason is that it's a short performance and the performance has got to be pretty precise to be effective, but it doesn't have to be perfect and we often fail fairly early in a cold call or fairly early in a follow-up call and when we do, we don't have a chance at what would come next. Chris Beall (01:18): There's not a lot of recovery time because there's an inclination on the part of the person receiving the call to go ahead and say, Hey, great, thanks for calling me goodbye. And that's if they're being nice. So what to do about it? Well, one thing that's recommended and one thing that's done a lot is recordings. So you record so that you can have a recording for the coach to listen to. And self-coaching and self-coaching recordings can actually be reasonably effective as long as the person who's coaching themselves has got a framework, they have a way of looking at and thinking about the recording. And as long as they get over the hump with regard to listening to themselves, a lot of people are very, very uncomfortable listening to themselves on a recording. I know I used to be, maybe I still am for all I know. Chris Beall (02:10): I used to make recorded videos back many, many years ago when I worked at Martin Marietta, now Lockheed Martin and I'd make a video every day and these were training videos in the world of software design and software development requirements, engineering subjects like that. And first few times I had to just look at that camera, how far away was it? I don't know, 16 inches, something like that, big studio camera and then even worse, spend the afternoon with my good friend Mr. Singer going through the material and editing it. And first I didn't have a very objective view because I was too concerned about that mismatch between what my voice sounds like to me inside, no echoing in my bony head and what it sounds like when it's recorded and coming back to me. So with recorded coaching, even self-coaching, it's rather challenging to get to the point where you're listening, I would say clearly. Chris Beall (03:11): And you still have to have a framework that you're listening for and so it's hard using recordings to coach somebody else that's really commonly said that it's happening. It's really, really common. There are products out there whose purpose is entirely to help you coach your reps and what I tend to find is they don't get used very much and when they do, they tend to get used in a way that isn't very effective either. Some scores are put on them that says, you did this well at this, you did this well at that, kind of like grading a paper or something like tha

As sales leaders, we're ultimately responsible for revenue growth. In part two of this must-listen episode, Helen Fanucci and Chris Beall reveal how to build an asset that drives results: pipeline power. Learn why phone and conversation intelligence beats guesswork. Discover how to arm your team with the right data to fill your pipeline with serious opportunities. We dive into the critical questions you must ask on every account to accelerate sales cycles. Helen emphasizes that trust builds between companies early on, so executives must engage alongside reps. Tune into part two for tangible tips on avoiding over-strategizing in favor of authentic conversations. You’ll pick up tactics to leverage intent signals, stop playing pipeline games, and create alignment around valuable targets. The key takeaway: with closed-loop feedback, your pipeline can become a core competitive advantage that speeds up cycles and boosts revenue. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below: Corey Frank (00:01): Chris, you've said many times marketing has budget, but no headcount. Sales has headcount, but oftentimes no budget. I would imagine certainly one of the things with pipeline power, Helen, in this consultancy and this advisory that you have on helping clients get more refined targeting to think about their targeting differently is about giving more power to the sales folks. And perhaps if you're talking to the marketing folks, giving more power to the marketing folks, how to allocate their budgets and allocate the resource probably a little bit more efficiently. Helen Fanucci (00:38): Yeah, I think so. But it also may be, it depends on the size of the organization, but I think there is a strategic, there needs to be a decider, if you will. Okay, this is the strategic decision, the direction we're going in because the targeting is a representation or a manifestation of the strategy of the business strategy. So that could be the head of sales, it could be marketing, it depends organizationally where that lands, or it might be the CEO if it's a smaller company, but it does absolutely point to a business strategy. Now, if you get more efficient with targeting and are able to do more with less, that could be threatening to some sales leaders who want to have a bigger organization headcount wise, or that might mean higher quotas. So it just depends on the dynamics and I think it's really going to take some iteration and conversations with some, if you will, friendly customers, friendly folks that I have relationships with to actually kind of see what that dynamic is and what the sweet spot is in terms of the offering as well as really the business challenge that these companies are looking to solve. Helen Fanucci (01:59): Because it may not be targeting, per se, I say targeting, but it actually may be market expansion. They want to test more markets. I mean, there's a lot of ways to apply that methodology and thought process. It could be, as I said, grow revenue fast here, get feedback, do more, or it could be okay, we want to expand and we want to try out some new markets. So it'll be interesting as I get more time and focus engaging with my potential market to see really what's resonating and what the core, I have an idea of the core challenges, but I think in some organizations it will be different titles that care and it will resonate with some folks and other folks it might not resonate with. Corey Frank (02:54): Well, I see Helen on this. There's a market maker to open up your aperture when you look at your total addressable market is right. How everybody's taught is total addressable market, and then you have your service addressable market, and then maybe even under that, you have your serviceable, attainable market, right? So if TAM is your total potential market demand and then you have your sam, which is the portion that a business can realistically target, and then the OMM service attainable market is the portion that your business can realistically capture. If you're helping me expand again or open up that aperture a little bit tot to grab folks that maybe I didn't have access before, it seems like that aperture opening is good for small mid-size companies, especially because I don't have, at Microsoft you probably had X amount of account managers walking through the halls. You had X amount of client amazement managers, so you could fill in the gaps where maybe I couldn't see if I'm a small mid-size company to know, oh, no, no, no. Hey, Helen does the same thing that Chris, but Chris has a different title than Helen and she's on LinkedIn and Chris doesn't believe in that and he's not on that. Would you see that Chris, from market dominance perspective is that that whole aperture gets a little bigger? Chris Beall (04:17): Yeah, I think it gets bigger and then you get to wrestle with the big factor in business,

Building a target account list is the critical first step for any successful sales strategy, yet it remains an overlooked and haphazard process at many SaaS firms. Rather than leave targeting up to individual reps, centralize it to boost efficiency and revenue growth. As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasize in this episode, outdated title-based targeting must give way to responsibility-based keyword searches on LinkedIn and intent signals from job profiles. They delve into common missteps sales leaders make, from over-researching targets to allowing bloated pipelines and territories that hamper productivity. Tune in to learn how to focus your targeting, embrace open territories, have meaningful conversations, and build trust with the right prospects from day one. You’ll pick up tangible tactics to scale pipeline and accelerate deals. Listen to the first half of this discussion, Sales Targeting Beyond LinkedIn and Sales Navigator. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell FULL EPISODE TRANSCRIPT Below: Corey Frank (00:30): To be here, bestselling author of Love Your Team by Helen Fucci and former executive over at Microsoft and DRL over at Mediafly. So Helen is joining us today, Chris, and we're going to specifically talk about, I think something that we've talked about many times on the Market Dominance Guys, which is targeting, right, the four legs of the bar, stool, target list message, and reps. Sometimes we forget that targeting is one of the easiest to overlook, and so we brought the heat, we bring the expert, Ms. Fanucci on the market dominance guy. So Chris, over to you to introduce Helen and some of the things that we've been talking about before we jumped on air here about targeting and what we can all learn from Helen today. Chris Beall (01:16): Sure. Thanks Corey. Well, just to let you know, by the way, speaking of that Hawking thing, my most recent book I read is Molecular Storms, which is the application of the second law of thermodynamics to everything. So I think that it applies to targeting, actually, interestingly enough, targeting, it is an attempt to reduce the entropy that is the number of micro states that correspond to a macro state. The macro state in this case would be, Hey, bookings, we're making money. The micro states would be all of the folks that you talk with and what you're talking with them about and all that. And you're trying to get that ratio in line so that you can survive by talking to relevant people, avoiding talking to irrelevant people and all that kind of good stuff. And Helen and I talk about stuff like this all the time. Chris Beall (02:00): Somebody said to me once, you must be the nerdiest people, at least in all of Quail Creek as a couple. And I said, well, perhaps as a working couple, yes, that's possibly the case. We may have nerdier people here in Quail Creek, but I don't think very many of them were both of them profess to have jobs. So Helen, you've had some recent experiences and some previous experiences that I think bring something about targeting into focus that is often missed, which is kind of the cultural issues and the people issues and the change management issues around targeting and B2B, Corey and I tend to refer to it like, Hey, you're the boss, let's make a list. And as you have known all along and have certainly gotten to experience recently, it's not quite as simple as that from a people perspective. Helen Fanucci (02:55): Yeah, I mean there's a lot to be said in response to what you just said. So I've never had a job or been in a company where there was centralized targeting. Of course, everybody wants to engage the market. So when I was at Microsoft and my team had these big global accounts like Intel and hp, they were responsible for their own targeting and creating a strategy for reaching out to executives or go higher or broader, what have you across the organization. But even if an account rep didn't have a single account but had a territory, again, they were responsible for it. And then more recently at Mediafly as a CRO, the reps would decide what accounts to focus on and who to reach out to as well as the SDRs. And it just got me thinking that that is perhaps a misuse of resource, that it might be more effectively done if it was centralized. Helen Fanucci (04:08): And then there was some deliberate strategy around the targeting rather than leaving it up to the individuals with a theory that, well, they're being paid to make their quota, and it's up to them how they go about doing it. But I think that that actually is inefficient. There is a piece about it in terms of defining strategy and helping craft that strategy as represented by who do we want to talk to in the market? Who do we want to get feedback from in the market? Who do we want to pursue to generate growth and revenue? And then there's a piece that