Market Dominance Guys

Can you truly say that you’re always on your customer’s side? Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, can. At Kaeser, providing support for the products they sell is everything, explains this week’s guest on Market Dominance Guys. “It’s always about the customer,” Matt states. In this third of three conversations between Matt and our hosts, Chris Beall, and Corey Frank, the discussion centers on being 100% committed to supporting customers — those who have put themselves in your hands because you’ve convinced them to trust you. Corey explains that this starts with that first conversation, the cold call. “You are the product that builds trust first,” he says. “The actual product you’re selling comes second.” Join our three sales experts on this week’s Market Dominance Guys’ episode, “Being There for Your Customers.” About Our Guest Matt McCorkle is Manager of Branch Operations for Kaeser Compressors. He has earned both a bachelor’s degree and a master’s degree in mechanical engineering and has now been with Kaeser Compressors for 13 years. ----more---- Here is the full transcript to this episode: Corey Frank (01:20:) Yeah, I have a theory probably that Chris, certainly knowing you as long as I have, that connect and sell, and Matt, I think you'd probably agree with this as a testament, is that it's not a product, it's not even a weapon as you guys like to say internally, but the medium is the message. The trust that you've engendered with people who are sitting in the front row of a workshop, people who you meet on a barefoot run, people who you meet in the dreariest German bars in O'Hare, wherever it is, that you are the product, which builds trust first. Then the product comes second. Matt, I think that you can't have a company like Kaeser that's been around for over 100 years and certainly, you have technical competence, the company does. You have industry competence, but I think, probably, the leadership that continues to come generation after generation continues to engender that trust. Kaeser is a name that I can pick up the phone at 3:00 in the morning if I have a problem with. If I have a problem, I know that Kaeser's going to try to figure out a manufacturer solution to help me. Sometimes it's a little tougher to get when it's pure software and there's no touch. When it's e-commerce alone, you miss out on certainly some conversations like this at an enterprise level, or at a more intimate level. You have just the brand promise, the website, the commercials, Somehow to sometimes drive that, and it'll be interesting to see if those companies end up being as durable as certainly as ConnectAndSell or Kaeser. Matt McCorkle (02:55): Chris and I were actually talking about that as it relates to ConnectAndSell. Building trust, getting meetings with folks because as I was calling with [Cheryl 00:03:04], we're trying to set up some virtual meetings, phone meetings. It's not common in our industry and it's because of exactly what you put your finger on there. This is a hard product, it's a piece of machinery in somebody's plant. They want to know that they can believe that you have the absolute best machinery ever. It's just amazing. It's reliable, it's efficient. It's just an incredible piece of machinery, but if you can't support it, they don't want it anywhere near their plant. That support piece, that you're going to have somebody here at 3:00 in the morning, they're going to know how to put it back together if something catastrophic happens. That's really critical in our industry. When it comes to ConnectAndSell, a lot of times you're pushing for that face-to-face meeting. The way, certainly, we use the sales process after that is to demonstrate that not only do we have business outcomes, but we also have the infrastructure to support these business outcomes in terms of technicians and parts support and things like that. That is definitely a piece that comes into play. I feel that it is more difficult to sell remotely, that you need a little bit of that face-to-face touch. Now, certainly, we're not giving up on doing things from a virtual perspective because it's such a powerful time saving, but at some point in that process, you've got to make that connection. Corey Frank (>04:26): I commend you, Matt. I mean, you think about the stewardship that you are responsible for, for this 119-year-old company, is that what it is? Matt McCorkle (04:26): Yes. Corey Frank (04:36): The stewardship that you're responsible for that company, the leap of faith, of trust that you had to have to say, "I want to take this approach not only from selling but also from certainly the technology benefit of ConnectAndSell." Can't underestimate that, right? I think that there's going to be a reciprocal effect as you can continue to see the market dominance effects occur. You're number three in the US. Hey, I'm sure when you're on the episode and on the show maybe next year, maybe it'll be number two. Ma

Nobody likes to be told what to do. But in sales that’s exactly what we do: We tell our prospects what to do. With each cold call or discovery call, we’re basically saying, “Buy this!” No wonder prospects on the receiving end of a sales call feel apprehensive and try to end the call quickly! Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, joins our Market Dominance Guys, Chris Beall and Corey Frank, for a dissection of this sales problem. How do you take a prospect from that state of apprehension, where they fear they’re going to be sold to, and get them to a state of pride, where they are comfortable enough to share their company’s pain and open the door to true discovery? Join Matt, Chris, and Corey as they talk turkey on this Market Dominance Guys’ episode, “Sales and the State of Apprehension." About Our Guest Matt McCorkle is Manager of Branch Operations for Kaeser Compressors. He has earned both a bachelor’s degree and a master’s degree in mechanical engineering and has now been with Kaeser Compressors for 13 years. Listen to the next installment of this interview with Matt McCorkle Being There for Your Customers And the first one - EP107: On the Phone, They’ll Tell You the Truth! ----more---- Here is the complete transcript of this episode: Corey Frank (01:15): And so Chris and Matt maybe can talk a little bit about that, about how the discovery call is maybe a little bit different than most people think. Chris Beall (01:23): I'll tell you one thing that's different, is discovery call doesn't have any piece of it that belongs in the cold call or the follow-up call to get a meeting. The psychology of getting a meeting is so radically different from the psychology of having a discovery call with somebody, which is an exploration. Chris Beall (01:42): I mean, you don't ambush somebody in order to explore something with them. You ambush somebody in order to see whether they'll agree to get past the ambush and have a chat with you about something that could go a little bit deeper and be more legitimately exploratory. And I mean, the mistake we see all the time, I see it all the time is folks going, "Oh, I got the meeting." In fact, I was just listening to one of my own reps the other day. She had the meeting, she had it on the calendar for a date and then started asking questions. Chris Beall (02:15): The questions that you would ask in discovery. And after the third question, the prospect said, "You know what? I don't think this is for me." Now, I went and looked at that particular company. They could use ConnectAndSell all day long. In fact, Kaeser would be an example of the kind of company that we might have rejected because we'd go, "Well, I don't know, [inaudible 00:02:36] using the phone?" And it'd be, "Well, not really." "How many reps do you have or are using?" How many hours did they blah, blah, blah. Was that kind of question. Chris Beall (02:45): So believing in the meeting as the only product that you're selling in an ambush conversation or follow up conversation, I believe is a big key, and then believing the potential value of that meeting for the human being you're talking with, even if you're never going to do business with them is the other key. Chris Beall (03:05): And this is where we've actually learned from some folks like Scott Webb over at HUB International and Cheryl Turner’s picked up these techniques. Scott told me once, he said, when I insist that somebody take the meeting, I feel like I'm pulling them out of the way of a speeding bus. I don't need their permission to save their life. And I think that attitude is super important. And you have that moment where you've gotten enough trust to move into the meet, I'll call it, the middle part of the cold call, where, okay, we get through that, now what? The answer is now what is, we should meet. Not, we should talk more about the meeting. Chris Beall (03:49): And Cheryl's got another thing she does, which I think is beautiful. And she had a CEO on the phone and I think she mentioned this one. She was on the podcast, he's putting gas in his car and he's standing in the rain. And he says, "Cheryl, I'm putting gas in my car. I'm standing in the rain. Of course, I don't have my calendar available." And she says, "Fantastic. Tell you what, I'm a morning person. I'll shoot you something for next Thursday. We'll move it around if we have to." Chris Beall (04:12): Because keeping in mind that the prospect's desire is to get off this call with their self-image intact. That's their only desire that never changes. Doesn't matter what they say. That's what they want. And that your view is they're better off if they take the meeting. A lot better off. So I'm going to make sure they take the meeting and I'll use the fact that they want to get off the call. Great. We're in alignment now, let's get this over with and at least get a verbal. Chris Beall (04:42): I won't go into discovery too far. You know how I do discovery? I mea

Coming from a background in mechanical engineering, Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, is very interested in how sales works. He has always believed in the power of the telephone as a selling tool, so when he learned about ConnectAndSell’s sales-acceleration platform from our Market Dominance Guy, Chris Beall, Matt immediately saw how he could use the telephone to increase Kaeser’s market share. “Matt was so curious, unlike many people in sales,” Chris says. Curious about how to get future appointments, how to coach coaches, how long onboarding takes, and about why face-to-face sales is different from phone sales. In this episode of Market Dominance Guys, Corey Frank and Chris learn what Matt has figured out: In face-to-face sales, he says, “people like you to leave feeling that they like you, and you like them, and everything’s okay, so they’re not really telling you the truth.” But — as the title of today’s episode of Market Dominance Guys states — “On the Phone, They’ll Tell You the Truth!” Tune in to hear our Guys’ and Matt’s view on dominating your market through the awesome power of well-orchestrated and professionally coached cold calls. ----more---- Here is the complete transcript of this episode: Corey Frank (01:38): But Matt, good to finally meet you. I don't know if you've listened to all 100 plus episodes or not. I think besides me and Chris and my mom, I don't know if anybody's listened to all of them. Maybe Henry. [crosstalk 00:01:52] That's right [inaudible 00:01:52] sushi of course. Right. But you've been the subject of many a story that we've had on the Market Dominance Guys over the last couple of years. And I think it's near real time. I remember hearing the narrative of when you met Matt, because that's about the time that we started this thing a couple years ago coming up. And today we have Chris Beall's birthday eve too, I believe. Is that on the docket as well? We're going to celebrate, pre-celebrate that perhaps? Chris Beall (02:19): Indeed, indeed. Oh yeah. I should go get the bottle of Oban just to make sure that we're clean here. I will do that. I'll do that. Yes, indeed. This is my last day at the age of 66 now. Not my last day. Let us be clear. Corey Frank (02:36): God willing, you will see another sunrise tomorrow. Well, welcome to this very special episode of the Market Dominance Guys. I think that Matt who's the leader of the sales and the service sector for Kaeser Compressors has probably been just as instrumental in a lot of the theory and the practice and the application of market dominance that Chris and I have discussed over the last couple years. Probably more than anybody, I think Chris, because you certainly talked through your story and your discovery process. And so we figured what better way to have the pre-birthday eve Chris Beall episode here than to have the guy that really kind of helped inspire this whole thing. So before we get started. So welcome, Matt, it's great to have you on the program. Matt McCorkle (03:21): Thank you, Corey. Corey Frank (03:22): Absolutely. I know two things about air compressors. I know two air compressors only because one of my sons is hopefully becoming an Eagle scout here soon. So we do a lot of camping. Matt McCorkle (03:31): Awesome. Corey Frank (03:32): And I know around campfires, you got your lungs as an air compressor. And then when that kind of wears out and a guy my age, and especially as big as I am, you use these little things called bellows. That's the limit of my experience of understanding air compressors. So maybe you could give a guy like me and some of our listeners maybe an intro to what Kaeser does and an air compressor. And how in the heck did you get this advanced weaponry of ConnectAndSell in something that is very industrially efficient and focused like a compressor? Matt McCorkle (04:04): Absolutely. So compressors, I have a mechanical engineering degree, love seeing how things work, seeing how things are made. And so that's one of the things that attracted me to the compressed air industry, because anything that's made, anything that's in a plant has compressed air in it. It's the significant source of power in every plant that you get into it. We have really fancy motors. Now there's all kinds of technology. But at the end of the day, you've got to move stuff. With all this increases in production capacity, you want to move it faster. And if you want to move it faster, you're using compressed air. So the examples you brought out are good. We would be calling those blowers though. So those are just increasing the velocity of the air. They're not actually squeezing it. So we also make blowers. So you think of blowers like a supercharger on a car. That's just basically increasing the flow. It does increase the pressure a little bit. But when you're in a plant, you're increasing the pressure 10, 15, maybe 20 times the ambient air and compressing that down, putting it into a pip

If we train our salespeople to use data and devise probing questions that sort out which prospects are worth their time, is our main instruction to reps, “Go for the disqualification jugular vein!”? How’s that working for you? Santosh Sharan, president, and COO of Apollo.io joins our Market Dominance Guys, Chris Beall, and Corey Frank, in part three of their three-part conversation about the roles of technology and data in cold calling, and the necessity of training the human voice to do more than disqualify prospects. Santosh explains, “Sales reps depend on technology so much that they don’t take time to do research and take a look at conversations strategically.” Chris and Corey both concur: To be a good talker and listener in a sales setting, training is essential, and the goal of that training should be gaining the buyer’s trust through the use of a great script and “The Impact of the Human Voice,” which is the title of today’s Market Dominance Guys’ episode. Listen to the previous segments of this interview: EP105: Data & Trust: Your Assets in Market Domination EP104: The Increasing Atomic Weight of Data About Our Guest Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo. ----more---- Here is the complete transcript to this episode: Corey Frank (01:21): Well, that's critical. Again, as you know, not denigrating my profession, I'm in my profession, so I know. And is that you can't just take this plutonium 235 and drop it off at the office of the sales manager, and then just say, "Hey, you're good," without any guiding principles and data about operating procedures. And I think that's where Chris to your point was on the tech stack. The MarTech stack particularly is there's so many different increments that we can chase endlessly, but I think it really comes down to the companies that have the deep philosophy, right? You're not a carpet bagger. This is your industry. I don't think you're going to medical school or law school anymore. You are in the data industry. You are in the success industry, right? You are an entrepreneur that continues to see the world differently when it comes to empowering, giving companies like mine the rocket field, companies like Chris' the rocket field. Corey Frank (02:22): And so I want to know that about Apollo as if my folks are aligned that way, philosophically, that I'm buying into a product like Apollo that sees the world that I do, or that challenges me versus simply as a one-dimensional MarTech, that's going to charge me another seat license. And it may not last renewal period because, hey, my guys didn't use it or they didn't use it well. And you realize your account managers, your success managers that you have been spending an awful lot of time trying to reengage with the clients after they've sold them about, "Hey, did you know about this feature? Hey, did you know about this feature?" Corey Frank (02:59): And there's got to be some correlation where how many success managers you have versus your renewal rates. And I'm sure for a lot of companies it's a diagram, you should have maybe positioned it or sold it the right way at the beginning. And finding out a little bit about the culture of the organization, which is tough for salespeople to do, because, hey, we want to hit that number, but Chris, what are your thoughts on that? Chris Beall (03:24): Well, you know me, my crystal ball is actually here because I drove the excursion down to Arizona. So I have the room in that massive 9,000-pound beast for a crystal ball finally. No trunk, it's mostly crystal ball. I actually think what Santosh just described is coming to pass. We've seen it in what Henry at RealSource is doing, that he does have a system that analyzes that highly vertical data in commercial real estate world around medical office buildings. Corey Frank (03:54): Very small market, very tight market. Chris Beall (03:56): Very tight, right? Everybody in it is named. He has a thesis which is to talk to them well before they're thinking of selling, so that he can frame that opportunity for them. He has the Ironman suit, which allows him to basically it is an autopilot. It says the next best thing to do is this. There's another weird piece, which is most people are too busy to talk to you right now. So if you need to intersect that with conversations, you need a way of getting the conversations within the bounds of other people's what they're doing, right? Somebody called me while we're doing this podcast, the person who called me happens to be my regular insurance agent for a kind of insurance you have to buy now in the state of Washington or they tax you for some reason I can't understand. Chris Beall (04:43): So did he get through to me? No. That phone's sitting down there on the floor buzzing at me because I'm busy right now. So how hard is it for him to get ahold of me whe

Sales and marketing departments usually operate as two separate entities. Although that’s not healthy for a business, it’s generally the reality in many companies. Santosh Sharan, president and COO of Apollo.io, joins our Market Dominance Guys, Chris Beall and Corey Frank, in this second of three conversations, to talk about the evolution of data as a business asset and how shared data — and unified leadership — can eliminate this unfortunate dichotomy of purpose, and fuse sales and marketing into one weapon with a single goal: market domination. “Sales is simple,” Santosh says, “You’re looking for an edge over your competitors.” It used to come primarily from developing relationships, which Chris defines as gaining your prospect’s trust. Now, though, getting the desired information or data to an interested prospect provides an increasingly important edge — if you can do it faster than your competitors can. And, thus, data joins trust as a necessary tool of sales. Learn more about this and other data- and sales-related insights in today’s Market Dominance Guys’ episode, “Data & Trust: Your Assets in Market Domination.” Listen to the previous and next parts of this interview EP106: The Impact of the Human Voice EP104: The Increasing Atomic Weight of Data About Our Guest Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo. ----more---- The complete transcript of this episode is here: Corey Frank (01:45): Chris talks about a connected cell and he's done many a podcast and panel discussion about weasels. And pigs and weasels in data, pigs and weasels and dials, probably in life too. I suppose we could extend this to the zest for life. When you see this Santosh, is it possible that sometimes the intentions, the well intentions that I have as a sales manager or VP or a CRO to get the best data for my team. But, I look at the evolutionary scale. Maybe my marketing eyes are bigger than my sales stomach, if you will. Right? And it ties in into Chris, your weasel and pigs analogy. What do you do when they're just operating at two different evolutionary mentalities? Who wins? Where's the lowest common denominator that you can apply that? Does that make sense for both you guys? Chris Beall (02:39): Yeah. I'm really mystified, but I do get the pigs and weasels thing. I don't know Santosh, if you even know our pigs and weasels analogy. But, it goes like this. At ConnectAndSell, we divide our users or people that we meet into two categories, pigs and weasels. We love pigs because pigs are hungry for the next conversation, no matter what the last one tasted like. And we don't like weasels, because they're trying to weasel out of the one thing you need to do in sales to gain proprietary advantage, which is hold an intelligent conversation with somebody. When we work with a company that will have sort of a rebellion among the reps who are saying, "We don't want to talk to anybody. Management is making us talk to people using this horrible ConnectAndSell thing, right? We have a name for that too. We call it a weasel fest. This actually happens in every field, when you come right down to it. I've told this story... Actually, I told it to the Times of India, at one point. I was asked, "What in your career convinced you that you could do anything and be business." I said is when I was a landscape laborer working on the Indian Bend Wash in Scottsdale, Arizona at the McCormack ranch, soon-to-be McCormack ranch golf course. There were 22 of us on the team using shovels and rakes and stuff like that in order to take the vegetation off the side of this Washington, so that it could be nice and pretty and have grass planted on it. And the shop went union and you know who they got rid of. They got rid of the weasels, this really intelligent company out of Canada and our three Hungarian bosses were just super smart guys. They identified the weasels and fired them. Because, when we went union, they couldn't afford all of us and they kept the seven pigs, no matter what the last shovel felt like. The last time we scraped something we were looking to do more, we were looking to improve, right? And so I think you're right, Corey, it does go all the way down, even into the world of landscape laboring. By the way, the reason I made this little video for the Times of India, as I was convinced by somebody that it would be so bizarre and amazing for people in India to see that a guy who used to be a landscape laborer with a shovel and a rake would be the CEO of a software company. To me, it was just the most normal thing in the world, right? Where I grew up, sure, that kind of thing would happen. But, in different parts of the world, not only do we have different participation on the internet, but we have different ways that people come into the economy and there're all those changes going on. Again, all of which ne

Sales used to be considered a trick done by salespeople, but success in sales today relies more and more on collecting information, analyzing the resulting data, and then using it to finetune your sales department’s approach to prospects. Santosh Sharan, president and COO of Apollo.io joins our Market Dominance Guys, Chris Beall, and Corey Frank, in this first of three conversations about instrumentation that collects data and how careful analysis can help make sense of that data in order to provide guided intelligence to sales teams. Join these three sales-minded experts as they walk you through what to do with all the data you collect in this week’s Market Dominance Guys’ episode, “The Increasing Atomic Weight of Data.” About Our Guest Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo. ----more---- The full transcript of this episode is here: Corey Frank (01:14): Hello. Welcome to another episode of the Market Dominance Guys with Corey Frank and the indomitable, Chris Beall, the Sage of Sales, CEO of ConnectAndSell. Good afternoon, Chris. How are you? Chris Beall (01:25): Hey, Corey, I'm doing good, back from Italy and happy to see it. Corey Frank (01:28): That's a big back from Italy and really happy, but I'll take that for what it is. But I'm sure you and Ms. Fanucci had many, a wine label that was retired, over the course. That's for the post-show, I think. But we're happy here. We don't want to waste any more time than we have. We're with Santosh Sharan, who is now the President and COO of Apollo.io. And if anybody within the sound of my voice is not subscribed or using Apollo.io and you call yourself a professional salesperson, you're clearly like to operate with one arm behind your back. But I think what Chris and I are so interested in hearing about today here, Santosh, is your background is certainly you've been a data guy. You're not a carpetbagger. You're not a tourist. This is the industry that you have lived and cut your teeth in for many, many a year, including over at LeadGenius and a little company called Zoominfo. And then of course, I was geeking out before we hit the record button here, but your experience with Aberdeen and Spiceworks. Since I'm an old IT guy at heart and that community of Spiceworks and Aberdeen that you guys created, we were talking about how really the AISP Community that we have today, the community certainly led by thought leaders, such as Chris Beall and Ryan Treasure and the boroughs of the world, and guys like that. That's what we need in our sales data world today, is what you guys built in Spiceworks. So if anything, that contribution to, you were saying earlier is that the data comes from content and really, really liked that, Santosh. And maybe we start with that since you're a data guy at heart, but you really build these engaging communities that produce better content, which in turn produces more data. And you have this little flywheel effect that saves. Santosh Sharan (03:21): Yeah. Thank you for inviting me. I'm glad to be here with you, Corey and Chris. The way I look at data is, data is a computational representation of reality. So if you allow me to geek out, why do we need data? It's really to simulate real our world problems so computers can run simulations and solve problems. So this computational representation is like an exhaust that comes out of either community or content or multiple other ways that you source data. But this is also why accurately they're so important. Because if you're simulating something of inaccurate information, then clearly the outcome is going to be inaccurate. And where we stand, even though our discussion will mostly be around the use of data in sales and marketing, but if you think about it, sales and marketing is ahead in some ways using data, but in coming decades and years, you would see use of data in many other. You already see data being used in recruitment, finance, a few other places. But I think sales and marketing is a very interesting segment to leverage data. Because deals historically, it's all been about human interaction. A good marketer just had a good gut feel 10 years ago, a good CMO. Now, what's happening is like good engineers, we are taking the sales problems or marketing problems or breaking these down into small silos and using data to optimize the silos, whether it's lower in the funnel, top of the funnel or different interactions. And then using automation, we are trying to remove all the inefficiencies. And one last point that I'll tell for now, sales and marketing contribute to about 30 to 40% of any balance sheet. And there's so much inefficiency because it was not optimized, without data or without automation or without that engineering-type outlook. This is an area of balance sheet that has not been as optimized as operations, finance or some other areas

Is the goal of each member of your sales team to dominate your company’s market? Or is their goal to make their sales quotas? According to our Market Dominance Guy, Chris Beall, it should be “Dominate or die!” This week, Chris shares with our podcast audience a Selling Power webinar he calls “How to Achieve Market Dominance,” in which he details the steps necessary to do just that: dominate your market! In this first part of a three-part series, Chris defines the terms “market” and “addressable market,” and then goes on to explain precisely what information you need to obtain from your addressable market prospects when you have a conversation with them. Using a clear and organized approach, Chris will lead you to an understanding of this week’s Market Dominance Guys’ topic, “What Do You Do With an Addressable Market?” As usual, you’ll walk away from this how-to guide with insights and strategies to help your company on its way to dominating its market. ----more---- Here is the transcript to the full episode: Gerhard Gschwandtner (01:27): Hi. My name is Gerhard Gschwandtner, I'm the founder and publisher of Selling Power magazine. I want to welcome you to our webinar. With me is Chris Beall, he's the CEO of ConnectAndSell. Hi, Chris. Chris Beall (01:39): Hey. Hi, Gerhard, it's great to be with you back from Italy. Gerhard Gschwandtner (01:43): Well, I'm glad you took some time off and recharged and feel like a Renaissance man, right? Chris Beall (01:49): I'm fired up to broaden my scope of understanding and appreciation. Gerhard Gschwandtner (01:55): And you have a fresh perspective on how to achieve market dominance. And before we dive in, Chris, can we do a quick poll with the audience? I want to welcome everybody to think about when you want to ask question, type him in, then we're going to pick him up on the fly. We also have about 10 minutes at the end for a Q and A, so let's show the audience poll in the beginning. Who on your team is responsible for creating and maintaining prospecting target lists? Is it marketing? Is it sales development reps, sales leadership, or a research team? Think about those four questions and check the box. Chris and I will look at the results and share them with you. Right now, I'm seeing this in the real-time. Marketing and sales development reps are in the lead, sales leadership is third, and the research team does not exist at this point, doesn't have a showing. Chris Beall (03:01): I don't know if that horse didn't even show up for the race. Gerhard Gschwandtner (03:04): Didn't that horse didn't come? It didn't come in. Chris Beall (03:09): If this were the race in Sienna, the horse is still in the church being blessed. Gerhard Gschwandtner (03:15): So, is it true that they ride horses in the middle of those small towns? Chris Beall (03:19): In that one in Sienna, they have a horse race with 10 horses each year. Right in the square in town, they bring in dirt and put mattresses up to keep people from dying and they ride bareback. Gerhard Gschwandtner (03:31): Amazing. Chris Beall (03:32): Yeah. Gerhard Gschwandtner (03:33): So, the leading horse is marketing. The second horse is sales development reps and sales leadership. And there's no research team among our audience today. What do you make of that? Chris Beall (03:44): Well, it's interesting. It actually speaks to the heart of what I want to talk about today, but it depends on how you think of the purpose of sales in the business. And there's a major change came about because of software as-a-Service. Primarily, software eating the world, as they say, in which the role of sales, the old role of sales was really to dispose of inventory at a gross profit in order to keep the lights on at the factory and maybe generate some net profit, which you could use to expand the business. So, this is what we called... I believe the term for is capitalism, and the idea is that you put capital to work. Most people think of that as money, but capital is actually plant and equipment and stuff like that. And you produce stuff, you make things and when you make things, of course, you've got to get rid of them. And so, sales job was to get rid of the things you made and turn them back into dollars, so that you could pay to do stuff. The role of sales actually has fundamentally changed in the economy, and most people don't recognize it. And that's really the why behind this entire webinar, it's the why behind my podcast, it's called Market Dominance Guys. We're on episode 104, 105 or something like that. Apparently, either we're crazy or people are interested in this new role of sales, which is to dominate markets. It doesn't seem like that's connected to making prospecting lists, right? Why would they even be connected? Who really cares? Isn't a market just like, "Oh, we're going to go and do something. I know we're going to be the leader of..." And then, a bunch of pretty words. And if we take it down one level, we say, "Well, that's

Driving revenue is what keeps a startup company in the hands of its founders, instead of in the grasp of a venture capital firm. That’s what Canyon Ventures Center for Innovation and Entrepreneurship is all about: teaching founders how to sell their own product or service to get that revenue rolling in. Robert Vera, founding director of this Grand Canyon University center, is proud of the success of the founders he has been mentoring. During this second part of their two-part conversation, our Market Dominance Guys, Chris Beall, and Corey Frank talk with Robert about the importance of his program. “It’s only by selling that we learn how our business is really working,” explains Chris. Those selling conversations with prospects give startup founders the information necessary to fine-tune their products and services so they can dominate their market. Here on Market Dominance Guys, we try to do much the same thing: For 100 episodes now, Chris, Corey, and their guests have helped our listeners finetune their businesses so they can dominate their markets. At the end of today’s episode, Chris and Corey applaud a couple of stand-out guests who have generously shared their insights on this podcast. Like Robert Vera’s program, Market Dominance Guys is also — just as the title of this episode states — “A Finishing School for Future CEOs.” Episodes mentioned by Chris and Corey as two of their favorites: EP7: Don‘t Make the Spiders Angry EP75: The Secret of Her Success EP76: I Heart No Shows! About Our Guest Robert Vera is a bestselling author and the founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University in Phoenix, Arizona. ----more---- The full transcript for this episode is here: Chris Beall (01:47): Just to have an organization that can, itself, scale and is based on sound principles, and not just sound principles but sound values, that can attract companies of all sizes who want to succeed and want to take care of the part where they're most likely to fail. That's amazingly heartening, right? Corey and I have each done one company at a time. I've got to help a lot of companies here at Connect and Sell, but it takes more than just pushing a button and talking to somebody. It takes a lot more. It takes having the data, it takes having the messaging, takes having the management, it takes a lot. So having all that come together is super gratifying. The other part is, as you and I have talked, and Corey always laughs at all the different jobs I've had, I was trained in education at Arizona State University. I was going to be a high school physics teacher at [Sorale 00:02:37] High School in Scottsdale, Arizona. Chris Beall (02:39): And until I was talked out of it by my high school physics teacher who said, "You should go start companies." And she gave me a bunch of good reasons, including a stack rank of all the students she'd ever had. A stack rank to buy entrepreneurial potential. And she showed me where I was on that list and then sent me off into the world to do what I've since been doing. My heart is still there though. At the age when folks are deciding what to do, deciding what they can do, what they love to do, and even getting a vision of the possible by doing, not just by listening, I think it makes all the difference in the world. And so, to me, it's the opportunity of a lifetime for me to get to provide something. Those $200 in an hour or whatever, that's $200 somebody didn't have to make. Thank God. Chris Beall (03:28): My 600 people are navigating those dollars and working for a good cause. And so it's only going to grow. This is just the start. You guys have been doing this in COVID for how long? A year and three months or something like that. [inaudible 00:03:43] story is very familiar to me, I will never forget that day. I was up at that time in the morning, too, with all of the instrumentation that I have bristling in order to watch and listen to make sure it was all going. And it was clear who was going to kick whose butt and I could go off and have a little brekkie and enjoy the day. So I think we're going to have those kinds of stories. Chris Beall (04:05): And by the way, Ramsey's a customer of ours also. So, it all kind of comes full circle. That's a great, great firm. I love working with those guys. They're one of my personal accounts, so I like hearing that also. Education is where it's at, but education isn't sitting there listening to people. It comes about from doing and doing in a framework that has a shot. And when I said this was a finishing school for future CEOs, that was not a turn of phrase. That was a seriously considered concept. And I just am totally excited and gratified. Corey Frank (04:39): What comes out of the mouth of Robert, that I furiously write down every little nugget, certainly could have easily come from you, Chris. And I think that when you guys sit down and talk about who you know and what you can do and the philos

One of the major challenges of getting a startup up and running is doing a lot of things you don't know how to do. How are you going to learn to do them? Enter Robert Vera, founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University, and today’s guest on Market Dominance Guys. Mentoring a portfolio of 32 startup companies that are beyond the ideation stage, the Center's goal is to accelerate the growth of each company by coaching them, at no cost, in selling their product and generating cash flow. The program’s one caveat? Each company must hire Grand Canyon University students and give them professional sales experience prior to graduation. Our own Market Dominance Guy, Corey Frank, helps to provide that successful selling experience with his company, Branch 49, a sales acceleration software and service that uses AI to score leads, dramatically increasing conversations-to-meeting rates. Intrigued? Find out more about how to grow your startup on today's Market Dominance Guys' episode, "Taking a Leaf Out of Branch 49' book." ----more---- About Our Guest Robert Vera is a bestselling author and the founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University in Phoenix, Arizona. The full transcript for this episode is here: Susan Finch (01:31): Well, that brings us to our topic today, and I know we're waiting for a very special guest to join us. But, flipping the format of the Market Dominance Guys, Corey, usually you're the one who's prodding, and commenting, drawing it out of our guests. Usually it's Chris bantering with the guests, and you're bringing it out of them. To make sure that we get to all their goodness. Well, it's your turn today. And you have struck me, since you started talking about Youngblood Works at Grand Canyon University, I have been intrigued, impressed, and touched by the work that's happening there. And when Chris and I were having lunch the other day, we said, we have to do this. Corey has to be in the seat. It's Corey's turn. And we want to hear all about what got you started, how difficult it was. And at the end of this episode, I would like a call to action, to challenge other businesses, to step up in the mentoring, step up in, take a little bit of a risk. To have an effect, such a positive effect on so many, as you guys have. Corey Frank (02:45): Yeah, I think that has its roots. Certainly, Chris, I think you can add color to this. And I think we did an episode early on, where we talked about if digital is your only strategy, that's not necessarily a sound strategy. And, Chris, if you recall right, we went into the science of just simply delivering information, right? So that was really the brainchild of this, right Chris? As much as I've been poking my stubby figure in Chris's chest for years, trying to get as many nuggets of information to steal from his brain as possible, he's certainly been challenging me, and all the businesses that I've done and the successful exits that I've had, to go back to [inaudible 00:03:29] at its core. It's that we, both of us, I think all three of us, so you included Susan, right? We like to mentor. And we like to guide our profession, and leave a mark on our profession, that maybe folks don't understand the craft as well as they should. Corey Frank (03:44): The craft of selling, the craft of cold calling. And especially as a startup, we're here on campus at GCU and the incubator and the innovation center. And we have 29 different organizations, that are at various stages of funding here. And all of them have one thing in common. They all want to talk with more prospects at the top of their funnel. And all of them struggle with, how do I do that? I just received seed funding. I just received A-round funding. I just received friends and family funding, and now I've got to put it to work. I think that was episode one, chapter one, verse one, I think Chris, we talked about, right? Getting that funding. Corey Frank (04:25): And so all the things that we've talked about, on Market Dominance, it's funny, because it's paralleled a lot of the experiences that we see. So this isn't in a vacuum, this advice and this guidance that Chris provides. We actually see it every day in the companies that we guide, as the entrepreneur in residence here, to help take these companies at least on the right path to think about market dominance. Which unfortunately not a lot of them really think about their foray into a business world as a Zero-sum game, which it should be. So Chris, you certainly see a lot of these startups and they ask you for unsolicited advice. Many of our folks that end up being guests on our show, seek you out still as an in-demand sage, Muhammad at the top of the mountain, for all business advice of all kinds. So I know of what I speak. You see that traditionally, even outside of here in Phoenix, in the companies we deal with, correct? Chris Beall (05:20):

Are you providing your reps with excellent sales training only to find that most of them drift slowly back to their old behavior? In today’s podcast, Gerry Hill, Regional VP/EMEA of ConnectAndSell, and Shane Mahi, Founder and CEO of SalesDRIIVN, join our Market Dominance Guy, Chris Beall, to discuss the solution to sales rep drift. Using the analogy of machinery that drifts out of tolerance and requires maintenance for necessary adjustments, the guys discuss the necessity and effectiveness of sales coaching in real-time. The solution’s success hinges on catching and correcting those little (or big) errors in message, tone, and pacing before your reps run through your lists and have nothing to show for it. Vigilance and just-in-time coaching: All that and more on today’s Market Dominance Guys’ episode, “Do You Catch Their Drift?” ----more---- About Our Guests Shane Mahi is Founder and CEO of SalesDRIIVN, a service provided by some of the sharpest minds in sales, generating quality meetings for its customers. Gerry Hill holds the position of Regional Vice President/EMEA of ConnectAndSell, a Silicon Valley–based sales acceleration company, which provides technology that gets salespeople 10x more live conversations with decision-makers. Related to this episode: All Churn is Not Created Equal Desert Solitaire by Edward Abbey (on Amazon)

What’s the most efficient, most secure method of growing your company? Shane Mahi, Founder and CEO of SalesDRIIVN, and Gerry Hill, EMEA Regional Vice President of ConnectAndSell, explore this question with Chris Beall in today’s Market Dominance Guys’ podcast. “Overhead is like a racehorse,” Chris says. “It eats while we sleep.” He offers the following advice to Shane and to our loyal listeners: Forget taking money from VCs. Instead, work on shortening your pitch-to-value cycle time and build your business that way. “The faster your company can cycle and produce value,” he explains, “the lower your risk of losing your business.” Gerry chimes in with his own great advice: “Be sure to take a scientific approach to the experiment, not an emotional approach.” And, as always, Chris reminds those pursuing success in business that “Market dominance is a risk-reduction program: in order to reduce the risk of losing your company, you need to dominate one market. Then go dominate another.” That’s the way we roll on Market Dominance Guys every day: lots of valuable advice and helpful reminders. Listen in for more of it on today’s episode, “Overhead Is Like a Racehorse.” ----more---- About Our Guests Shane Mahi is Founder and CEO of SalesDRIIVN, a service provided by some of the sharpest minds in sales, generating quality meetings for its customers. Gerry Hill holds the position of Regional Vice President/EMEA of ConnectAndSell, a Silicon Valley–based sales acceleration company, which provides technology that gets salespeople 10x more live conversations with decision-makers. Here is the full transcript from this episode: Shane Mahi (01:36): So how does a new business owner protect themselves when they are seeking funding? Because with all the advice in the world, some people will just still go for it. What can a business owner do to protect themselves from getting into bed with the wrong person? Chris Beall (02:01): Wow, that's a tough question. I'll take a shot at it. Well, I'm going to go with an analogy. Some people who've watched this program know that there was a time when I was working with somebody as an advisor to his company as a friend, and he came into some money and decided to hire some salespeople, a salesperson to take his product to market. And I told him, "I'll fire you. I won't advise you anymore if you do that." And he asked me, "Why?" And I said, "Because we're doing an experiment now with a great deal of money to determine the answer to this question, 'Are you great at hiring salespeople?' And the answer is no, we know you're not, you've never done it before." Chris Beall (02:40): So what are the odds, your first go, one of the hardest things in business, which is to hire a salesperson, but an unattractive company that you do no business with anybody, you're just getting started, what are the odds that you're going to hire the great salesperson that you need to take a product nobody knows about to market with the chief operating officers and similar of some of the biggest companies in the world? It's like zero, right? So I told him, "I'm not going to waste my time." And he said, "Well, what's your alternative advice?" I said, "You mean, after you fire the salesperson?" Chris Beall (03:13): And he said, "Well..." And I said, "Okay, let's assume that you do the right thing and that you let this person go so that they can go do something useful with their life. You need to cold-call these chief operating officers and talk to them, somehow, get a meeting with them and talk to them about what their needs are, what they see in their own organization that you can help with, with your idea of a product, and that's it. And if you can get the flow rate of those conversations up high enough, then you'll be fine. Your money won't run out, or you'll find out your idea is bad and you'll find out fairly quickly it's bad. And then you'll save yourself a bunch of grief and you can do something else." Chris Beall (03:54): And he said, "Huh." And I said, "So it's very similar when you think your problem is I got to, I got to raise some money. You're just like this guy thinking his problem was, I got to hire a salesperson. The odds of you choosing a financial partner as a naive and getting the right financial partner, who's going to be there with you with your interest in mind rather than theirs, bringing something beyond money to the party because money is, Gerry just said, "Cash is trash." The world's awash in money. It's of no value to you. You can get it from anywhere. So what are the odds of you doing a great job of... I think of this way, you're not seeking investment, you're hiring a financial partner. You've never done it before. I guarantee you will fail. However, the price of your failure will be your company. And so given that you're crazy, just crazy to take investment, unless you're an expert investment taker, that is your great at buying from out there somewhere, a great financial partner and selling them

How did you get started in sales? And what led you to the position you now hold and the company you are currently involved with? Shane Mahi, Founder and CEO of SalesDRIIVN, and Gerry Hill, EMEA Regional Vice President of ConnectAndSell, are asked these very questions by our Market Dominance Guy Chris Beall in today’s podcast. Surprisingly, a common answer emerges to the first question: both guests, as well as our host, took their first step into the sales world by selling products door to door — and doing so successfully. Our guests describe the steps that subsequently led them to where they are today, and this leads to a discussion with Chris about funding new companies and the temptation and possible pitfalls of taking venture money to facilitate growth. Follow their conversation in this first of three meetings of the minds on today’s Market Dominance Guys’ episode, “Is Venture Capital for You?” ----more---- About Our Guests Shane Mahi is Founder and CEO of SalesDRIIVN, a service provided by some of the sharpest minds in sales, generating quality meetings for its customers. Gerry Hill holds the position of Regional Vice President/EMEA of ConnectAndSell, a Silicon Valley-based sales acceleration company, which provides technology that gets salespeople 10x more live conversations with decision makers. The full transcript from this episode is here: Chris Beall (01:29): Okay, everybody. This is another episode of Market Dominance Guys, and this one is special. So we've had no guests. We did that for, I don't know, 50, 60, 70 episodes, because remember those of you who don't know, we're just trying to get material for a book on market dominance. By the way, the book still hasn't come out. But I am here with Shane Mahi and Gerry Hill all the way from the UK. So we recorded a bunch with no guests. Then we had a bunch of guests and finally, we had woken up to the possibility that there really is business, including sales, on the other side of the Atlantic Ocean. I think it's amazing that we discovered this. So I feel like, my name is Chris. So I feel like Christopher Columbus going the other way and finding out that, in fact, not only is there sales, there's a level of sales innovation going on in the UK right now that I've thought we should tap into. Chris Beall (02:24): So Gerry and Shane, welcome to the show. Shane Mahi (02:30): Thank you so much for having me. Chris Beall (02:32): And by the way, this is the first time we've ever had two guests at once. So I anticipate this is going to be a total cluster with regard to who talks when. So I'm going to try to be a good host and ask questions when at a time or whatever. But first I'd like to start with beauty and youth. So we'll go with Shane. And Shane, could you tell us how you got to here? You're running this company called Sales Driivn. We just observed you guys, your team knocking it out of several parks. I think in some games it would've been a six and others it would've been a walk-off home run. I don't know what it would've been in fencing, but somebody would've died. ConnectAndSell yesterday. But how did you get here to where we're hanging out on this podcast together? Shane Mahi (03:12): I think, I think you're being quite modest, Chris, but I got here from... There's plenty of good conversations with you around growing our business, and yesterday was a definitely an eye-opener, even for our team. We got a chance to trial the weapon. But trialing the weapon, selling the weapon, which is definitely something new for us. And we're able to achieve some incredible results based on our activity yesterday. And lo and behold, had a good conversation after. We are now partnering with you guys, and I am now featuring as a guest on the podcast. So, just really excited to be here and share our story. Chris Beall (03:51): Fantastic. Fantastic. And did you grow up in sales or did you intend to be something more productive? Shane Mahi (03:57): My dad told me one time, if you go to law school, if you go to Harvard Law School, I will get you any Porsche 911 that you want. That wasn't enough to get there. Clearly, because I did not get to that law school. But I was horrible, absolutely terrible at school. I was always a disciplinary issue in high school, middle school, college, didn't really take a liking to books. And when I got out of college and realized that I had not achieved anything in my life, I decided to sell Cutco Knives. So I don't know... In America that's a whole thing. Cutco knives, going door to door, family relatives, trying to sell knife sets for $1,500. Came to find out that I was pretty good at selling knives to parents and my friend's parents. So that obviously went into a whole rabbit hole of more selling. Shane Mahi (04:54): I ended up taking my Series 7 license, my Series 66 license to become a financial advisor, ended up getting into a different environment or walk of life and that cut that path right in half. And then long story short, I fell

Could you name that one all-important thing that makes your relationship with your customers successful? Rahul Maniktala, Microsoft’s Strategic Account Director of Semi/Hi-Tech Manufacturing, can: As he tells our Market Dominance Guys, Chris Beall and Corey Frank, that all-important thing is “doing the day-to-day right.” Why? Because it daily reinforces the trust your customers feel for you and your company, which incrementally builds the credibility of your services and products. And with that credibility in place, you have a decent shot at an agreement with your customer when you propose bigger, more important initiatives. Take a listen to more insights shared by Rahul, who has been a Microsoft employee for eight years, as he explains the culture of collaboration at his company, whether he stands with human intelligence predictions or artificial intelligence predictions, and what job he wanted to do when he was a 10-year-old, on today’s Market Dominance Guys’ episode, “Doing the Day-to-Day Right.” Listen to the first half of this two-part interview: Empathy, Goals, and Alignment of Purpose ----more---- About Our Guest Rahul Maniktala is a technology executive, a sales engineer, and currently Microsoft’s Strategic Account Director of Semi/Hi-Tech Manufacturing. Here is the full transcript from this episode: Christopher Beall (01:31): So there's a big difference in the world of just regular old sales market dominance kind of stuff. People care a lot about forecasts. I don't care that much about forecasts because I think you handle those with a portfolio and you just don't worry about it. Have a bigger portfolio, the individual deal is not that big of a deal. It happens or it doesn't. Who knows? The world's full of all sorts of crazy stuff, right? But it sounds like forecasting of a kind - prediction is a real key for you. And so when people talk about like, you've got to know what's going to happen next. You have to have that conviction, right? That I know what's going to happen next. I don't have to keep second-guessing myself and acting crazy about it. Maybe every once in a while, there's this surprise, but pretty much if I've done my job right, it kind of plays out. So here we live in a world where everything that has the word "prediction" associated with it is now associated with AI, right? So if there's a prediction, somebody is going to tell you there's some ML that can do the prediction better than us human beings. So here you are, somebody who handles relationships, there's a political element to it, there are the rules of engagement, and then there are these predictions. Do you think an AI is ever going to come in and help with those predictions, replace your right arm or a lobe of your brain or something like that? You guys at Microsoft got no shortage of AI, right? You got AI everywhere. Do you actually use AI kind of predictive capabilities in the job itself, or is that more in the bucket of things that you offer to your customer that they can use in their business, and Microsoft can use it elsewhere in the business, but they're not using it as a prosthesis or anything else for Rahul? Rahul Maniktala (03:20): We do both. Christopher Beall (03:21): Oh, now he's talking. Rahul Maniktala (03:24): The technology, and we rely on every human being for their own AI. So the technology AI gives a certain thing with some amount of predictability, but then our own AI, which is bent on those connections and rules of engagement helps us with how we engage. And some people do it more. Some people do less. I have a little line there. Sometimes folks on the team would say that you come up with all these conspiracy theories and generally I would say, generally, those conspiracy theories are true. They come true with that element of AI. What we do, we do internally. There is a lot of in the last three, four years, we have seen those items helping us with the business as such. Christopher Beall (04:10): I can tell Corey has a thought, Corey is thinking. This Rahul, is he a bot? Maybe he's actually a bot. Corey Frank (04:18): He is right because I'm going to say that I'm a part AI. Then I've never considered myself. Certain my wife doesn't think I'm part AI. Something else starts with an eight 50. If we take Rahul out of Microsoft you become the fourth market dominance guy, right? It's like the Musketeers we have Henry, he's obligated for the third spot. And then Rahul, let's say you become an investor, private equity investor, or venture investor. And you were to give advice to organizations that are in that 10 to $50 million range about market dominance, knowing what you've learned and gleaned certainly from the Cisco days and the latter Microsoft years of working with, as you said, the 65 clients now to just one, I imagined the speed that you see in a large organization like that, managing one client, everything slows down like the matrix to you, probably to a smaller organization that you see things that maybe

What if you only had one account to sell to? One with a $100-million budget and a quarter of a million employees? Rahul Maniktala, Microsoft’s Strategic Account Director of Semi/Hi-Tech Manufacturing has that very job. He’s today’s guest on Market Dominance Guys, and Chris Beall and Corey Frank are curious about how Rahul goes about dominating his market of one. “Behind me is the might of Microsoft,” he explains, and the culture there lends itself very well to support for their customers. In addition, Rahul’s background in technical expertise and an understanding of high-tech products, which is the basis of his customer’s business, helps him gain an understanding of what his customer wants to accomplish. After that, “[t]here are a lot of people you have to align,” Rahul explains to Chris and Corey. He always starts with the customer, employing empathy in order to understand their goals, and then works with the people at Microsoft to create an alignment of purpose between the goals of this company he works for and the goals of the customer he serves. It’s a balancing act, and one that Rahul is very adept at, as you’ll learn in today’s Market Dominance Guys’ episode, “Empathy, Goals, and an Alignment of Purpose.” ----more---- Part 2 is here Doing the Day-to-Day Right Market Dominance Guys is sponsored by: ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. Here is the full transcript from this episode: Corey Frank (01:48): Welcome to another episode of The Market Dominance Guys with Corey Frank and Chris Beal, Chris it's been a while, hasn't it? I think we've had our vacations, right. All points north, east, west European and otherwise. And we finally get together. You've had a couple of solo episodes. I've had a solo episode. They're not the same, just I love Susan, but there's nothing like having Johnny Carson in his seat. You can't have the Joan Rivers and those replayed to John Davidson and the replacement homes. So it's good to have you back in the seat as always. And we have guests, which is always some of our favorite episodes as we approach the hundredth episode of The Market Dominance Guys, Chris, we're leading up to that milestone and today, right? We're raising the bar from an interesting perspective and the topic Chris, when you hit me up on this, right, is dominating a market of one. Corey Frank (02:37): And so we're pleased to bring on and I'll let you introduce some Chris, his background, a little bit Rahul Maniktala from Microsoft and Rahul. I apologize if I butchered your last name, but we'll just go by Rahul for now. And Rahul’s a friendly, and we're fascinated because as we talked about in the previous 95 episodes, or so the different machinations of how you dominate a market and the moving pieces and how many different variables in a closed system and an open system. And sometimes it can be probably equally challenging if you're in Rahul’s situation here, can it not Chris, where you have a market of one, you have concentration risk as the private equity folks like to call it. And how do you turn that to an advantage and how do you not screw it up? So with that, Chris, I'm going to let you introduce Rahul and how you guys started chatting about market dominance. Chris Beall (03:29): Yeah. So, Rahul, it's great to have you on thanks so much, Corey. Rahul And I met through my fiance, Helen Fernutchi at a bourbon tasting event online. So it was how many of us were there Rahul, like six or something like that. And we were being introduced to Kentucky bourbons by a real master. And then afterward we had a private conversation in which we didn't say anything during the event, but here's the McKellen 18. This is more along our lines. Corey Frank (04:03): When you switched from bourbon, to you went immediately up into the scotch realm. Chris Beall (04:06): Well, we went back to our native habitat, so to speak and had a nice cha

How do you improve your cold calling skills if your present company isn’t providing any sales training? Train yourself! Until you can get with the right company, borrow ideas from the best sales experts you can find (many have been guests on this podcast), take improv classes, join Toastmasters, and keep your mind open to absorb what works. Our Market Dominance Guy Corey Frank is talking in more depth about training yourself during this second part of his conversation with Susan Finch, president of Funnel Media and Funnel Radio. He advises listeners that salespeople should fall in love with their craft — not the product they’re selling. How do you do that? Care about the potential value of the meeting for your prospect and remember the “why” of what you’re doing. And what skills should you hone? Learn what moves prospects to make a decision, create a well-written script and adhere exactly to it, use the tone of voice that elicits the response you want, and most importantly, leave your own mood and ego behind when you make a cold call. Train yourself to remember that it’s not about you. When you place a call, it’s showtime! Listen to the first half of this interview here: Are You Laying Brick, or Making $12 an Hour? ----more---- Here's the complete transcript for this episode: Susan Finch (00:06): Welcome to another episode with the Market Dominance Guys, a program about the innovators, idealists, and the entrepreneurs who thrive and die in the high-stakes world of building a startup company. We explore the cookbooks, guidebooks, and magic beans needed to grow your business. Susan Finch (00:35): How do you improve your cold calling skills if your present company isn't providing any sales training? Train yourself. Until you can get with the right company, borrow ideas from the best sales experts you can find. Many have been guests on this podcast. Take improv classes, join Toastmasters, and keep your mind open to absorb what works. Susan Finch (00:55): Our Market Dominance Guy, Corey Frank, is talking in more depth about training yourself during the second part of his conversation with me, Susan Finch, from Funnel Radio. He advises listeners that salespeople should fall in love with their craft, not the product they're selling. How do you do that? Care about the potential value of the meeting for your prospect and remember the why of what you're doing. And what skills should you hone? Learn what moves prospects to make a decision. Create a well-written script and adhere exactly to it. Use the tone of voice that elicits the response you want. And most importantly, leave your own mood and ego behind when you make a cold call. Train yourself to remember that it's not about you when you place that call. It's showtime. Listen to this episode of Market Dominance Guys. Not getting trained? Train yourself. Susan Finch (02:00): And in my own business, in the podcasting, I've watched the weasels and the people that hide, "Oh, it costs this much." Why? Why is it nine times as much as I charge? "Oh, because we do this." Is that nobody cares about that. Why is that so expensive? When, what's the benefit for the people you're promoting? If I don't make you guys look good, and help you grow, and give you confidence, you can speak better everywhere you go, I am failing. Corey Frank (02:26): Sure. Well, you have though, sales folks. It doesn't matter if they're experienced or new, but certainly, it's more common in newer folks. It's common in more mediocre folks who just go from job to job, to job, and you see their LinkedIn kind of stack up, is that they have a tough time introducing that tension that we were talking about because again, the need to be liked, the need to be accepted. And I think that leads them down a path, if they value supplication too much in the denominator that it's going to cause them to over-promise maybe a product delivery, a product feature, add in things that they know they can't deliver on. It's almost as if I would ... I wouldn't question anybody's necessarily ethics, but it's the root of, publicly people see it as dishonorable. Internally, I think that starts and it manifests into that dishonor because of a need for approval more than anything else. Would you agree with that? Or is it ... Susan Finch (03:23): I would agree with that, but I'm wondering, not everybody is this familiar with Orin as they should be, or you and Chris. Can you give us an example of building that tension with those four elements in there? Corey Frank (03:37): Well, it's an easy way. Now, this has to be delivered with the deft sense of humor and self-deprecation. But let's say we have a meeting scheduled Susan, and it's you, and it's your VP of sales, and it's your CEO, and you're my product champion. But, two or three other people, executives are supposed to show up for the demo. And you show up, of course, you're my champion, but the others do not. Or the CEO doesn't. Whoever is that stakeholder that I really need, tha

What good is a salesperson with five years' experience if they've never been trained and have a hopscotch career of many short stops at companies that never invested in training their sales teams? Corey tells the old story, "A guy walks past a construction site and sees five people laying brick. And he goes to the first guy and says, "Hey, what are you doing?" He's like, "Building a wall." Goes to the second guy, "What are you doing?" And he's like, "Making 12 bucks an hour." Listen to the rest as Corey Frank and Susan Finch, president of Funnel Media Group and Funnel Radio, go on without Chris Beall this week and talk about the concept behind Branch49, a sales acceleration software and service that uses AI to score leads based on their preferred contact channels, while also dedicating a sales team to perform top-of-funnel and full-stack revenue generation. They discuss the obligation that companies have to ensure sales professionals are trained correctly and with the good of the prospect and customer at the forefront, how to undo bad sales habits, and how to help sales professionals who were never trained prepare to work for honorable companies who value sales skills. This is part one of a two-part interview. ----more---- Part two of this interview is here: Not Getting Trained? Train Yourself! Here is the full transcript from this episode: Susan Finch (01:17): This week on Market Dominance Guys, I'm joined by Corey Frank. Chris is off busy doing something and I'm sure we will catch up with him later, but Corey and I wanted to dive into the topic of our responsibility to help bring up honorable, terrific, trained, competent, confident, and enjoyable salespeople. How do we do that? You're going to have to listen to this episode for some great suggestions, what you needed to be aware of and how you can start to have a better sales team, not only for now, but for the future. Join us for this episode, Keeping the Weasels out of the Cathedral. Corey Frank (02:01): Then the focus of Youngblood Works and Uncommon Pro is we find companies and then we invest or we'll lead the round or we'll do a pile on round on a funding place, or we'll do like sales advisory consulting and what's your product-market fit and stuff. But then it led to the creation of the accelerator. And the accelerator is where we have organizations all across the world, like a hundred plus different mainly in cybersecurity and med-tech, where we do top of the funnel and we'll help them create their top of funnel activities, prove product-market fit. And then we'll also do full-stack. So if they want us to sell their product in their name, because they don't have a sales team, we'll do that. And that's branch 49. Corey Frank (02:43): And so branch99.com is really like if we were going out, like with maybe something like this and say, Hey, it's really youngblood Works, but it's Branch 49 is kind of the go-to-market, the B2B kind of element with regards to what we do. It's like a VSA. Remember we had Val on about six months ago. So we do similar, but we focus predominantly on cyber. And then we do all the messaging. So through Oren Klaff, who we've had on before too, my buddy Oren, that's what we do on Uncommon Pro is we craft kind of the face melter messaging screenplays for folks. We have a technical sales division where we take cybersecurity content, educational content, and that's called Tresorit. And so Youngblood Works is the parent. And then we invest and fund all these other different companies. Branch 49 is the one that's forced your main to what we talk about at market dominance, which is trust-based conversations at scale when we do that for companies. Susan Finch (03:41): I want to talk, I mean, you gave me the overview of Branch 49, of Youngbloods and things, but I want to talk about the impact that you guys are having starting people from a good starting point with good training, rather than having to correct bad habits that people learned from first jobs where people have no clue how to train somebody, and the strength and the advantage that all those people are going to have, having gone through your programs and how many of them are already on their way to successful careers as they graduate debt-free. There's a point to me, almost a social responsibility and as successful business people, if we want to keep everybody being successful and growing and dealing with successful people, we have to put our time in and our effort in to getting people to that level before they even start down some career path, starting their own businesses, whatever it is. Susan Finch (04:37): And so you guys have taken that responsibility and taken that lead. Yeah, you're making money from it and you guys are benefiting and other people are too. That's not the point. It's that long-term investment in these humans that are choosing to be a part of this program. I watched too many people that I run across in B2B, B2C that have had horrible training, no traini

On Market Dominance Guys, Chris Beall continues his two-part conversation with his fiancée, Helen Fanucci, Microsoft’s Strategic Accounts Global Sales Leader. Today, they’re talking about how work-from-home experiences have resulted in a shift in employees’ attitudes about where and when they are willing to work. This is Helen’s area of expertise: She’s been managing employees remotely for 15 years, helping them grapple with their work-from-home issues. Additionally, she understands the challenges of attracting and retaining the best people, especially in today’s job market. Microsoft’s customers demand great service and support, and, Helen says, “That’s why we have to win the war to get talent. We have to keep serving our customers with amazing talent, or they’ll find somebody else who will.” And once you’ve hired talented people, how do you keep them? “Through servant leadership,” Helen explains. Describing her role as a manager at Microsoft, she says, “I am expected to model and coach, be inclusive, take accountability. I remove the blocks and barriers so that my team can achieve.” ----more---- Chris plays devil’s advocate with his question, “If you’re all touchy-feely with your employees, where does their drive to achieve come from?” Helen is ready with the answer: “When we hire the best people,” she explains, “they come with an inborn drive to achieve. Part of a manager’s job is to make sure those people feel respected. [At Microsoft], we really bend over backward to be accommodating and help employees be successful. But make no mistake about it,” she assures Chris, “We’re about being competitive and winning in the marketplace, and our results show that.” Learn all about hiring and retaining the best people on this Market Dominance Guys’ episode, “A Talent for Managing Talent.” About Our Guest Helen Fanucci has been a valued employee at Microsoft for 13 years and is currently their Strategic Accounts Global Sales Leader, heading up an incredible global team of seasoned sales professionals who are working with some of Microsoft's most strategic accounts. Here is the full transcript from this episode: Chris Beall (02:35): Well, one of the things I hear you saying is that we need companies to kind of give us places to go. But there aren't places anymore that give us some boundary within which we can organize and work together and be a team. This does actually remind me of the first 88 episodes or whatever, of Market Dominance Guys, which are about, Hey, your company's job is to dominate markets, which provides a stable foundation for doing more, for servicing those customers. Chris Beall (03:07): And maybe that's one of the things that we do, as companies. Your company has done an extraordinary job, although I'm sure that there is nobody there who likes to talk about dominating markets, because when you're big and you don't need to talk about it, why talk about it? Right? But the fact of the matter is, there are markets where Microsoft does extraordinarily well. And in a way, that's what makes the home, that's the house in which employees can come. But then we better make sure that they have a good time while they're there, but it's not enough to have a good time. It's a bigger deal. Chris Beall (03:41): This is the hardest part for me. Sales management, traditionally, I'll be crude, used to consist of throwing somebody into a territory and seeing if they worked out. So, that was kind of it. And if they didn't work out, then you put somebody else in the territory. I mean, I know there's a lot more to sales management, but traditionally, I think that a lot of what folks call, sales management, has really been, checking to see if people are working out. And then, yes, there're improvement programs and all sorts of stuff and there's training and this and that, all sorts of wonderful things. But that's been kind of the theory, over time. Chris Beall (04:14): I've observed how you manage, and you actually get ultra high performance from individuals and from the team, as a result. And yet doing it with these principles, these cultural principles, things that people would say, "Oh, that's a bunch of touchy, feely. Aren't your employees just going to hang out? Aren't they just going to go for long, barefoot runs down to the beach? Why is it they bothered to work at all and do anything useful, if you're just going to make it so delightful and easy for them, and you're just trying to attract them?" Chris Beall (04:46): So, how do you achieve that balance? Because that seems to be the key to this whole thing. And I bet a lot of our listeners are going, "Yeah. Okay, great. Attract, attract, attract. Retain, retain, retain. But what about achieve, achieve, achieve?" How do we get all that to go together? Helen Fanucci (05:02): Have high expectations of achievement, but do it in a kind way, and do it in a way that helps the employees learn and grow. So first and foremost, I check in with my team and I have one-on-ones

This week on Market Dominance Guys, Chris Beall is once again flying solo while Corey Frank is out traveling the world. Chris’ guest today is Helen Fanucci, Strategic Accounts Global Sales Leader at Microsoft — and Chris’ fiancée! The topic today veers away from competing with other companies for market domination, to competing with other companies for market talent. It’s just another result of our almost year and a half of working from home due to the pandemic: People now want flexibility in where they work and when they work. ----more---- Helen explains that, because of this, managers have to manage and hire differently today, and provide the flexibility that workers might prefer. “We have to manage for outcome and results,” she says, “not just how long people are spending in the office.” Companies need to understand how to get the best out of their teams, building in that flexibility so that people want to continue to work. Another change is the necessity of asking how your team is doing on a personal level. Helen tells Chris, “If members of your team aren’t doing well, how can your company meet customers’ needs?” Employees exercise more power now with their decisions to stay at their current job or look elsewhere for a company that is willing to meet their needs, so it becomes imperative for managers and companies to be the kind of people that employees want to work for. Want to know more? Then listen to today’s Market Dominance Guys’ episode, “Will They Stay or Will They Go?” About Our Guest Helen Fanucci has been a valued employee at Microsoft for 13 years and is currently their Strategic Accounts Global Sales Leader, heading up an incredible global team of seasoned sales professionals who are working with some of Microsoft's most strategic accounts. Here is the full transcript from this episode: Chris Beall (01:50): Hey, everybody, welcome to an unusual episode of Market Dominance Guys. For one thing, we are missing my co-host, the estimable, maybe inestimable, I don't know how to estimate him, Corey Frank, who is off somewhere. I don't know if he went off on this cruise ship behind me or if he's doing something else, but he's not available today. And so we're going to have me play the host. And with me today is Helen Fanucci. And full disclosure, Helen Fanucci and I are engaged to marry each other. That's how it works is you marry each other. It's not a passive voice, like to be married, it's active voice because we're active people. Chris Beall (02:30): And Helen is working for Microsoft. She calls herself a sales manager. I think that's accurate. She is a sales manager, but she manages some really, really big strategic accounts at Microsoft. But Helen has a substantial career in sales and sales management, also in marketing and actually an MIT-trained engineer, mechanical engineer, which is pretty unusual in the world of sales. So Helen, welcome to Market Dominance Guys. Helen Fanucci (03:01): Thanks, Chris. Delighted to be here and delighted to be here with you. Chris Beall (03:05): It's pretty cool. So Helen, we've been talking on Market Dominance Guys for 80-something episodes about one thing, which is dominating markets in terms of competing for customers and particularly competing for markets. So markets are all those collection of customers that are inter-referencing, so if you sell to one, your risk and the cost of selling to every other single one within the market. Chris Beall (03:30): You have been looking at the world of successful companies, being successful and being successful as a sales manager and being successful in all these ways, in a completely different way. Basically, turning the lens around almost exactly 180 degrees and talking about something that we have literally never mentioned on Market Dominance Guys, which is how the world is structured now, with regard to companies competing with each other. Chris Beall (04:01): And your thesis appears to be that companies are now competing for something completely different from customers and it's much more important. So first, tell us a little about what that view is and then kind of how did you get to that view, and what led you there throughout your career? Why would you think such unusual thoughts? Helen Fanucci (04:22): Well, thanks Chris. So you're right, we used to compete for customers, and now we're competing for talent. And the big sea change that's happened is really accelerated by the pandemic. So during the pandemic, it became painfully at times clear that what really mattered as a sales manager, sales leader is how my team was doing. If we individually aren't doing well, we can't possibly serve our customers and do our best for our customers. Helen Fanucci (05:00): And so the expectations of employees has really changed, and we probably would have gotten there eventually. But as Satya said, a few months after the pandemic started, that we did two years worth of digital transformation in two months. And I think it's la

This week’s Market Dominance Guys’ podcast wraps up a terrific three-part conversation between our guys, Chris Beall and Corey Frank, and their guest, Henry Wojdyla, Founder and Principal of RealSource Group. Today, Corey asks Henry how he’s finetuned his business perspective and cold-calling technique since his recent immersion in Market Dominance Guys. “I copy and steal religiously,” Henry freely confesses. “I’ve wholesale stolen Chris’ approach.” ----more---- Henry has gone so far as to distill all he learned into a playbook, with links to related parts of Market Dominance Guys’ podcasts. He references the episode, “You’d Better Believe It,” with Matt Forbes, Head of Strategic Accounts at ConnectAndSell. “Listen to Matt Forbes,” Henry advises passionately, “to the tone he uses when he talks about belief.” Henry extolls the cold-calling virtues of Cherryl Turner, Chief Development Officer of ConnectAndSell’s new Flight School Division, in “The Secret of Her Success” episode, and the value he gained from her belief that she’s the equal of anyone she speaks to on the phone. Believe me — you’ll want to hear the complete conversation between Chris, Corey, and Henry to get the full value from this week’s Market Dominance Guys’ episode, “Borrowing from the Best.” When the Student Is Ready, the Teacher Will Appear Lead That Cold Call With Trust, Not Value About Our Guest Henry Wojdyla is Founder and Principal of RealSource Group. RealSource Group is retained by institutional real estate investors, enhancing their speed and surety of execution through “off-market” acquisitions of medical office buildings and surgical centers. Here is the full transcript from this episode: Corey Frank (01:48): So the initial cold calls you made, BC and AD, before Chris and after- Henry Wojdyla (01:53): Yes. Yes. Corey Frank (01:54): So with the croc brain and now that knowledge afterwards, you were leading with in essence, again, talk about orange world, the cold cognitions, data-driven, assuming folks would subscribe to the intellectual attraction of a deal from the numbers, from the status of the firm. And then post, you led with what? How did you establish that trust out of the gate to have better results than before? Henry Wojdyla (02:27): Well, again, it wasn't really so much... Before Chris, BC, was not so much about, again, the firm, it wasn't about patting your chest about who we were, but it was just almost probably cramming facts down people's throats before they had the chance to finish the word hello. Now I have no shame in being honest about this. I've pretty much wholesale stolen Chris's approach, the 27 seconds, even the approach to frankly discovery meetings. Henry Wojdyla (02:53): It's really about, I think, getting the counterparty on the phone in a psychological condition. You can actually deliver something of value to them, but you can't get there without trust. So I've really become a disciple. And that's part of what drove frankly, a pretty big redraft. We have a playbook that I use heavily, but there was a lot of editing that went on to that when I really stumbled across this whole concept of leading with trust as opposed to value. Chris Beall (03:20): When you pulled up the Market Dominance Guys' part of that book and the other book when we were in Seattle, I will admit it, I shed a tear or two. Really, I was so touched. I didn't know that anybody was ever going to use this stuff. So you didn't just use it. You used it with precision and thoughtfulness and commitment. It was one of those moments that I thought, "Okay, what Corey and I have been up to all this time might actually be worthwhile," because you always looked for, "Is anybody going to get it?" Well, you went way beyond getting it. Henry Wojdyla (04:00): Well, it wasn't until I really came. Again, I really can't take any credit. I don't know if it's Oscar Wilde or Pablo Picasso or whoever I've heard various attributions to. But the idea of the best thing to do is frankly steal the best ideas. And I'm nakedly admitting that I've stolen the best ideas because they weren't my own, but it was immediately apparent upon doing that binge-listening. That was the disconnect. Henry Wojdyla (04:26): Don't get me wrong, the prior approach worked. It certainly worked, but it really wasn't a best practice. And again, I can hearken back to a few key operating principles for me. One is the constant accumulation of best practices and I'm totally agnostic to either where they came from or that they have any particular shelf life. If there's something better comes along, the prior one's gone. I don't care. Corey Frank (04:50): Absolutely. The concept of building trust. We've had a lot of episodes, probably more than half of our episodes I'd say, Chris, it comes up one form or another. And you referenced Warren and we had him on a few times talking about that certainly. And Chris has had many great episodes and riffs where we talked about tonality, and in the Sandler

This week, our Market Dominance Guys, Chris Beall, and Corey Frank are into part two of their three-part conversation with Henry Wojdyla, Founder and Principal of RealSource Group. And what a conversation it is! Chris was surprised to discover Henry had binge-listened to every Market Dominance Guys’ podcast in one weekend. You might wonder why the rush until you hear the questions Henry was wrestling with while attempting to finetune his business: “How can I systematize what I’m doing?” “How can I maximize the efficacy of the sales practitioner?” “How can we create systems that are somehow universal?” Right here on Market Dominance Guys, Henry found what he was looking for! ----more---- One answer came from Chris’ advice about what you lead with when you are that invisible stranger calling a prospect: Do you immediately trot out your company’s value? Or do you attempt to establish trust first? Henry confesses, “I was obsessed with the idea of leading with value.” He says his approach was data-driven, data-forward. But as Chris has repeated in his discussions with other guests, “Trust always has to precede presenting your value.” Henry is a true believer now in establishing trust first and restates it this way: “You create trust by essentially alleviating the pain of who you are as the attacking entity.” Join Henry, Corey, and Chris as they explore more about calming a prospect’s fear of cold callers on today’s Market Dominance Guys’ episode, “Lead That Cold Call With Trust, Not Value.” About Our Guest Henry Wojdyla is Founder and Principal of RealSource Group. RealSource Group is retained by institutional real estate investors, enhancing their speed and surety of execution through “off-market” acquisitions of medical office buildings and surgical centers. Here is the full transcript from this episode: Corey Frank (02:07): Well, we talk a lot about, there's only really three things you can do in business from a strategy perspective. You can do something with your current situation and move it from a position to a better position. You can see who you have together as team members or board members or capital and do something different with those people. Or it sounds like what you've done clearly is take what you have and make it run better, faster, cheaper, which is expanded the bottleneck in some way with your ability to kind of replicate in this iron man concept that [inaudible 00:02:40] talks about. Henry Wojdyla (02:40): Mm-hmm (affirmative) I think that's an interesting way to parse that earlier question. And to your point, a hundred percent. I think I've been an absolutely obsessed with figuring out what are best practices and putting best practices on top of each other, in a way that's cohesive. You can't just apply maybe one system that doesn't necessarily align with another, but we've been very judicious in the way we look at things. I'd say from a business perspective, if I was going to really simplify it, one of my theories I'm trying to play out over a period of years is how can I shift from opex to capex or operating expenses to capital expenses. And the way I'm doing that is by really heavily investing in systems, which can both be literal systems in terms of technological systems, but also systems of practice and systematizing the way in which I operate. Henry Wojdyla (03:26): And I think one of the things I'm really keenly desirous to prove out here in the coming years, I think with Chris, it's going to be very interesting ride here over the next 12 to 18 months with ConnectAndSell is how can we really maximize the efficacy of the sales practitioner. And to your point earlier, Corey, about the way to apply and readapt business models into other either industries, another way that's something too that I've kind of been always cognizant of in the back of my mind that we could templatize this approach. On the one hand, you're hearing me talk very, very specifically about the dynamics and the realities of the TAM that I focus on, but the systems in which we get there are largely replicable to entirely different industries or sectors. Corey Frank (04:12): Sure. Certainly the industries. When you dominate and as you continue to dominate the medical space for the asset class for real estate to medical buildings, again, this is part of what you do in your business, but are there designs the same template can be applied to other kinds of broader types of commercial real estate as well, correct? Henry Wojdyla (04:32): Absolutely. In many ways, there's a broader, theoretical discussion that I think Chris has had been [inaudible 00:04:38] on that just recently on LinkedIn, but we've had some conversations about other property types that we've been picking particularly on commercial office. That's a different topic for probably a different podcast. Suffice to say, yes, it absolutely can be applied to different industries. And that's been something that I've been, like I said earlier, I'm cognizant about, ho

This week, the Market Dominance Guys’ dynamic duo of Chris Beall and Corey Frank are back together again, talking with Henry Wojdyla, the dynamic Founder and Principal of RealSource Group. His company’s special business niche? The direct acquisition of healthcare facilities, particularly medical offices and surgical centers around the country. Recently, Henry was introduced to ConnectAndSell’s sales-acceleration system, and from there, he discovered Chris’ blogs and then this podcast. He is now taking the theories and techniques of marketing domination, which he learned from listening to every Market Dominance Guys’ episode and employing them to dominate his own market. ----more---- Listening in on their conversation, you’ll discover that Chris, Corey, and Henry are kindred spirits and speak a similar business language: the laws of sales thermodynamics; the self-referential dynamics of markets; feedback-loop dynamics; and tactical empathy. What these men also share is a true belief in the practice of having real conversations with prospects over what can often be a prolonged period time, so that when a prospect is ready to buy, the relationship that has been developed will lead to a sale. Borrow ideas from their insights in Chris and Corey’s three conversations with Henry Wojdyla, beginning with this Market Dominance Guys’ episode, “When the Student Is Ready, the Teacher Will Appear.” About Our Guest Henry Wojdyla is Founder and Principal of RealSource Group. RealSource Group is retained by institutional real estate investors, enhancing their speed and surety of execution through “off-market” acquisitions of medical office buildings and surgical centers. Market Dominance Guys is sponsored by: ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. Here is the full transcript from this episode: Corey Frank (02:08): Okay. Welcome to another episode of the Market Dominance Guys with Corey Frank and Chris Beall, the sage of sales. Today, Chris, it's a special episode. It is the two-year anniversary of the Market Dominance Guys. This little exercise, where we stumbled upon a litany of my problems that I wanted to solve in the sales universe and I went to you, the sage of sales, and you systematically checked the box for me. It turned into an idea for a book, and then a podcast and then, oh, so much more. Then our new friend, our guest today, Henry Wojdyla from RealSource Group here up in Colorado, right Henry? I think that's where. Henry Wojdyla (02:51): Denver. Corey Frank (02:52): In Denver. Henry is the principal of RealSource Group and is on the buy-side of real estate assets and helps focus really into the capital placements into a really tight niche. We always talk about the riches and the niches on this podcast. Henry's got a great story about how he is employing the theory of market dominance into practical market dominance today, using some of the techniques that we've talked about for the last couple of years so welcome, Henry. Henry Wojdyla (03:22): Thank you. Glad to be here. Corey Frank (03:23): I think it's helpful, Chris, how did Henry come into our little market dominance universe? Cause I think we have your family members, your son, and I got my mom. I think we got about seven subscribers, eight subscribers. Henry was the eighth that just stumbled into our world here. How did this happen and how did Henry come to be a guest here today? Chris Beall (03:45): Well, first of all, I have to correct you and thanks so much, Corey. Thanks for being here, Henry. There was a doe walking out here in my fiance's forest, as we call it, the next door lot. I call it Helen's forest because a queen should have a forest and she has two fawns so I signed up all three. We're now up to 10 people listening to Market Dominance Guys. I don't think they will ever be guests, though. They seem to be very, very quiet and they've got a lot of work to do out

This week, our Market Dominance Guy, Chris Beall, is again flying solo as he continues his conversation with business intelligence engineer Tom Zheng, an expert in the field of data analysis. Explaining the importance of a data-related topic to this podcast audience, Chris points out, “Everybody who is used to Market Dominance Guys knows we talk sales, sales, sales. But because sales generate a lot of numbers, you need a data concierge to take that information and help you generate potential insights.” As a CEO, Chris is currently using a data concierge to analyze all the numbers his company generates and to make sense of the results. What works best, he says, is to tackle this process one-on-one — the CEO and data concierge only — in order to eliminate company politics. ----more---- This depth of analysis requires skills and tools beyond the use of an Excel spreadsheet. So, on our listeners’ behalf, Chris asks Tom what you should look for when hiring someone to guide you through your data analysis. And then, from his own successful experience working with Tom, Chris adds this advice: “Your data concierge needs to be someone with clear communication skills to explain things to you in terms you can understand.” Obviously, comprehensive data analysis is not a do-it-yourself project for a Chief Executive Officer: There are just not enough hours in a CEO’s day. Thus, the strong recommendation, as the title of this week’s Market Dominance Guys commands, “Get Thee to a Data Concierge!” Listen to Part 1: Giving Your Data the Sniff Test About Our Guest Tom Zheng, a business intelligence engineer, and independent contractor is a seasoned data guru who specializes in transforming your company’s data into actionable insights. With experience throughout the entire data value chain, from designing robust data ecosystems, implementing automated pipelines, and visualizing results in meaningful ways, Tom’s unique storytelling approach will help you discover those “Aha!” moments needed to challenge traditional thinking and assumptions. He can be reached at (416) 877-5412. Here is the full transcript from this episode: Tom Zheng: Yeah, I mean, communication is definitely something that one has to develop over time, right. But one of the things that I've quickly learned is that people, generally speaking, don't like to be told what to do or what they need to do. So instead, what I tend to do is I give them the opportunity for them to come to the same conclusion that I wanted them to do in the first place. Right? So for example, you know, like, let's say if I wanted my girlfriend to clean the kitchen, right. Instead of saying "Hey, please clean the kitchen." And by the way, I usually clean the kitchen so I can use this analogy. I'll say, "Hey, doesn't this kitchen look a little bit dirty to you?" You know? And then you try to get the other person to come to the same conclusion. And then they realize, oh, you know what, you're right. I got to do this. Right. Or, oh, I got to change my assumption. Tom Zheng: So that works out to be a better play usually then directly saying to somebody no, this assumption is flat out wrong. Even if you genuinely believe that you can usually use better language to help the other person drive to this. Chris Beall: And that gives them a little bit of time to, you know we say this about cold calling that when you get cold-called your problem is that you've been cold called. And so you're trying to solve that problem by getting off the call, but you have to keep your self-image intact. And the great cold caller takes advantage of that and says, okay, I know that you want to get off this call. They know going in. You want to get off this call with your self-image intact. I will offer you a way to do that. That if you take that way, I'll get something also, which is the opportunity to say something to you. And so, we teach that, right? I know I'm an interruption in 27 seconds, tell you why I called. Chris Beall: And the purpose of that is, one, to get somebody to trust you, which is also very important if you're going to be a data concierge, you have to be trusted. And two, to give them some time to change their mind about their goal. Their goal is to get off the call with their self-image intact, but maybe their goal could be to be sufficiently curious. It could be changed to be sufficiently curious, to accept a calendar invitation for a meeting. Chris Beall: So it seems like as a data concierge, you're in a funny situation because you can see often what is needed, but just straight up prescribing it so to speak is not going to get the patient to take the medicine. You have to figure out some way without wasting time to let enough time go by with enough, the right kind of input that somebody can shift their mind. And I would imagine the hardest mind shift is away from assumptions that have been baked into the business for a long time. The way we've always done things, right. I come up with those all t

Our Market Dominance Guy, Chris Beall, is flying solo again this week as he meets with data guru Tom Zheng. Tom is a business intelligence engineer and works as an independent contractor in the field of data analysis. In other words, he spends his days making sense out of those large quantities of data that tend to pile up in businesses. As CEO of ConnectAndSell, Chris uses Tom’s data analysis services to guide him through the often-confusing pathways that data can create. As Chris says, because data is kept in ways that are not always optimal for analysis, business leaders need people like Tom to help make sense of it, so they’ll know if they’re dominating their market or not, or if they’re making or losing money on different parts of their business. ----more---- With education credentials in economics and finance, Tom employs his talents in data engineering, data architecture, and data analysis. Along with these skills, he brings a great bedside manner — coupled with brutal honesty — to his data-sharing sessions with CEOs. To get to an actionable truth about the numbers he’s analyzing for companies, Tom uses a series of questions that he asks himself and his clients: “Is this data meaningful? Is it true? And does it lead us somewhere or not?” Take a listen to how expert data analysis can help you dominate your market on today’s Market Dominance Guys’ episode, “Giving Your Data the Sniff Test.” Listen to Part 2: Get Thee to a Data Concierge! About Our Guest Tom Zheng, a business intelligence engineer, and independent contractor, is a seasoned data guru who specializes in transforming your company’s data into actionable insights. With experience throughout the entire data value chain, from designing robust data ecosystems, implementing automated pipelines, and visualizing results in meaningful ways, Tom’s unique storytelling approach will help you discover those “Aha!” moments needed to challenge traditional thinking and assumptions. He can be reached at (416) 877-5412. Here is the full transcript from this episode: Chris Beall: Hey everybody, Chris Beall here without [Corey Frank 00:02:03], I don't know how I can get by a Market Dominance Guys episode or two without him, but I don't know I'm going to be brave and I'm going to plunge right in. I'm here with Tom Zheng. Tom is a data guru. He's a guy who makes sense out of data. He's a master of the tools and the techniques and the mindset that it takes to take those big piles of data that tend to pile up in our businesses and help you make sense out of them. And he's working with me at Connect and Sell to make sense out of our let's say 50 million rows a year of data. We call them rows in the data business. So think of it as we do 50 million dials a year. Each one generates some data. And if we wanted to figure out anything about that data, it's a couple of different ways we could go. I could have somebody do a project and go try to figure some stuff out. But what I've been doing with Tom, and this is a very Market Dominance Guys relevant is we spend some time every day exploring the data together. I've come up with a name for it. I call it a data concierge. So the CEO or a CRO, or whoever really cares about trying to understand the business and figure out what to do about the business can actually exercise their curiosity directly on the data, but without becoming an expert on the tools and have somebody to help them think through what makes sense. What's a good hypothesis. How might we go about addressing that hypothesis and get some facts. So welcome, Tom. Tom Zheng: Thanks Chris. Glad to be here. Chris Beall: It's awesome to have you here. And this is one of these things that we've talked about a lot of stuff on Market Dominance Guys, but it tends to be about sales. And it tends to be about sales as though my thesis, which is you can pave a market with trust and with trust-based conversations or trust-yielding conversations, and then harvest that market over three or four years as folks come into the decision process. It says though, that thesis just operates by itself, right? And I think that's BS actually, when you really look at a real business and then you think, "Well, how does it work?" I've got to be getting feedback from the outside world somehow that says, Hey, what you're trying is either working or not, or accomplishing X or Y, or maybe doing something surprisingly wonderful that you didn't even imagine. And that tends to be, I'll say hidden in the data in two ways. One is data is fundamentally complex. Maybe three ways. Tom might give us some more, but one is it's fundamentally complex. It represents lots of different things that happen and you're trying to figure out what does it all really, really mean and how does it go together? And the other is data is kept in ways that are not optimal for analysis. So we tend to build systems that are good for operating, getting something done, but we tend not to build them so that they're great for fig

This week on Market Dominance Guys, Chris Beall and Corey Frank continue their interview with Marc Hodgson, sales director at ConnectAndSell. What’s the topic? How to get the most out of a first conversation. As Marc says, “All the magic happens inside the conversation,” getting your prospect from fear to trust and then on to curiosity. But how do you take a green SDR — or even a fairly well-seasoned one — and develop the skills that get them to the level where the magic happens? As Chris and Corey have discussed in previous episodes, first you need to have a clear idea of what the purpose of that initial conversation is: You’re not trying to sell anything but the discovery meeting. And to do that, you need to truly believe in the value of that meeting for the person you’re talking with. Once you have that belief firmly in place, it’s time to develop your skills, which start with learning a great script and how to deliver it in the right tone and with the correct pacing. After that, practice, practice, practice. As Marc explains, “It’s not enough to do it. Now you have to get really great at it. You’ve got to be frequent before you can get good.” As usual on the Market Dominance Guys, you’ll hear this and lots more sage advice on today’s episode, “Tried and True: Practice Makes Perfect!” ----more---- About Our Guest Marc Hodgson has had an illustrious and successful sales career at a variety of companies and currently holds the position of Sales Director (aka Sales Headcount Multiplier and Cost Per Meeting Reducer) at ConnectAndSell. Marc resides happily in the Greater Boston area. ------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. Here is the full transcript from this episode: Marc Hodgson (02:04): It's about getting there and having them have the experience, the rest takes care of itself. Corey Frank (02:11): Yeah. We've had a couple of episodes where we spoken about from a connected self-perspective, Chris, how much you love those test drives too and the look of the change that you've seen and feel on those sales floors when we could travel, if we're getting back to those test-drive days. When you think Marc about this approach, what kind of guidance would you have of a new salesperson kind of getting in. Corey Frank (02:35): And I really liked the way how you described this Chris, right, is that you have to have, get your senior folks in a red ocean, a top of funnel, and then you have your executives of one portion, and then you have this other trinity with a small T as a, as a long play salesperson. Are there certain skill sets, mindsets, prep that you would give to because you're probably a five, two-player, you can do it all. But to do this probably requires different skill set that you probably would have talked to yourself 10 or 20 years ago, "Wow". But clearly it works. The math works. What advice or guidance would you give to me as a newer salesperson, a sales gal, a sales guy to get into this, to believe in the math. Marc Hodgson (03:13): There's the math, the sales, and then there's the multiplication factor of what really works, right. You see what's happening all over the place where you look at your inbox, things are noisy. Things are, are mucky, LinkedIn, and email and all that jazz. But I think what we're really seeing now is the resurgence in not just B2B, but human to human, right. It's that conversation. And I think the newer salespeople, the best thing you could do for yourself is learn how to have those first conversations. Right Marc Hodgson (03:51): We talk a lot about being able to move from fear to trust and curiosity and all that. That's probably the core skillset that any new sales rep could, should develop, right. That's the one that is going to pay dividends. And I think

The Market Dominance Guys, Chris Beall and Corey Frank, had a meeting of the minds this week with Marc Hodgson of ConnectAndSell, who proudly claims the titles of Sales Headcount Multiplier and Cost Per Meeting Reducer. Chris introduces Marc as a learner, a student of the craft of selling, and a delight to work with. As Chris says, “With Marc there’s no bravado, no sales-jock stuff.” Marc is what’s known as a “long-game player,” spending his work days building relationships with prospects, not pushing for an immediate sale. He credits fellow ConnectAndSell salesperson John Jackson with being his long-player model. As Marc explains John’s sales approach, “[He] talks to a prospect three or four times a year … and when they’re ready to buy, they buy from John.” The phrase, “Conversations matter,” is the basic tenet of ConnectAndSell, and Marc explains his adoption of it this way: “It takes time to build relationships. I have that core belief that there’s going to be value in the conversation. We’re going to learn together.” You can learn more about being a long-game player in this week’s Market Dominance Guys’ episode, “When the Time Is Right, the Magic Happens.” ----more---- About Our Guest Marc Hodgson has had an illustrious and successful sales career at a variety of companies and currently holds the position of Sales Headcount Multiplier and Cost Per Meeting Reducer at ConnectAndSell. He resides happily in the Greater Boston area. ------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. Here is the full transcript from this episode: Corey Frank (01:39): Fantastic. We have a quorum... an official quorum. Of course, last week, Chris, in the last weeks episode of Market Dominance Guys, a quorum was one because I was indisposed. So... but today we have a real quorum. We actually have a guest and that is Marc Hodgson from Connect and Sell. And me Corey Frank, of course, and the prognosticator of profit in the sake of sales Chris Beall. Corey Frank (02:05): Chris, I'm a little ahead of myself in my skis today because Marc's joining us. And it's not often that we can chat with somebody who is... you take Chet Holmes' pyramid, the market dominance pyramid that we've talked about so much. And Marc is a living, breathing, W2-ing his off, example of somebody who lives on the bottom part of that proverbial pyramid. And so it's good to welcome you to the Market Dominance Guys, Marc. Marc Hodgson (02:35): I'm honored to be here. Honored to be here. Corey Frank (02:38): You know, Marc, I got to ask you, looking over your LinkedIn, your previous experience, you were VP of here and you were a sales director of this, but then when you get to Connect and Sell, you don't use kind of antiquated terms like that. Vice President of Sales, CRO Director. Right? You call yourself a Sales Headcount Multiplier or a Cost per Meeting Reducer. So I think that alone endears yourself, certainly to me and Chris, but of course we're biased because you're part of Connect and Sell, but love the titles. And I think that ties into what we're going to, what we're going to talk about today. Right, Chris? Corey Frank (03:14): How do you kind of get a tap into that 11 twelfths of the market dominance pyramid, or show where the dollars live, where lazy salespeople don't go. In fact, when lazy salespeople see that pyramid, it's like the proverbial Darby dragons, right? Because they don't go that far down the pyramid to actually tap in to this blue ocean. So Chris. How'd you end up tripping over a guy like Marc to join a company like Connect and Sell. And what makes a guy like Marc so perfectly aligned with some of the goals of Connect and Sell on how he approaches market dominance? Chris Beall (03:51): Well, the alignment comes from some straightforwar

On our podcast this week, our Market Dominance Guy, Chris Beall, is flying solo with an episode about selecting the best SDR to have discovery conversations with senior-level prospects. You might subscribe to the “cheaper cold callers are better” mindset, but Chris presents some well- thought-out reasons to put your money where your telephone’s mouthpiece is. That’s right — once again, Market Dominance Guys is asking you to look at the scary spot — cold calls — and rethink what would work best. Chris’ contention is that people holding senior-level positions are much more likely to respond to and connect with someone who has the same level of experience or background they have. ----more---- Here’s what he says: “If somebody is worth having a meeting with, then have a senior person be the contact.” He means, have that person conduct each call in the sales process, from first conversation, through follow-up calls or rescheduling a missed meeting, to the discovery call. Why? Because it’s a lot easier to set a meeting or to get accurate discovery information when talking with a senior person if the caller is also a senior person. Generally, there will be a shared background or job experience that will create a connection between these two senior-level people. As good old Mom used to tell us, “You never get a second chance to make a first impression.” So, put your best, most experienced, highest level cold caller’s foot forward. There are plenty of other sales-related tasks better suited for your young SDRs. Yep. Doing what works: That’s what it’s all about on today’s Market Dominance Guys’ episode, “The Best Frog- Kisser for the Job.” ------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. Here is the full transcript from this episode: Chris Beall (02:22): Hey, everybody. Welcome to a solo episode of Market Dominance Guys. This is Chris Beall, one of your two co-hosts. Corey Frank and I, have not quite been able to get it together, to get it together and put an episode down. And it is Memorial Day weekend, so I figured I'd leave Corey alone to enjoy time with his family, and I'd come down here to the beach and tell you what I think about the world of SDRs. Chris Beall (02:51): So here's what I think. SDRs became very popular mostly because Aaron Ross wrote a really cool book called Predictable Revenue. And in Predictable Revenue he said, we should specialize, we should have folks who work really at the top of the funnel who are going out and identifying new business opportunities and engaging with them, bringing them to meetings and getting them into the funnel really proactively. Chris Beall (03:18): And back in the day, that could be done with email, and so there was a lot of email involved. It can still be done a little bit with email. It's a lot easier to do just by calling people and talking to them. Although that's not easy, because you're going to go to voicemail probably 23 out of 24 times. So then you could cheat and use something like our product ConnectAndSell. And then you push a button and talk to somebody and suddenly conversations can be how you move forward. Chris Beall (03:44): Now here's my point, is once you elect to go conversation first, use a conversation as the very first way that you interact with somebody, a whole bunch of stuff happens, and some of it has something to do with SDRs. Why is that? Well, first let's look at what happens. Chris Beall (04:02): When we talk to somebody, especially a senior person, a decision maker, and we talk to them directly, we have a problem at the very beginning and the problem is they don't want to talk to us. Why? Well, they don't know who we are. Frankly we scare them. We're the invisible stranger on the other end of the phone, a whole bunch of reasons

In this week’s episode of Market Dominance Guys, you’ll get to listen in on part 2 of the conversation between our own Market Dominance Guy, Chris Beall, and our guest, Mark Roberts, CEO, and founder of OTB Solutions. These two experts hold the same unfaltering belief about the importance of the first conversation a sales rep has with a prospect: they’ve learned that the cold caller has to believe in the potential value of the discovery meeting they are offering in order to be successful at setting that meeting. Mark works as a consultant with CEOs of manufacturing companies, many of whom have voiced the lament, “Why can’t my sales department run like my plant?” Mark thinks that sales really can be a science. “There are dollars in your data if you know where to look,” he says. So, how do you get a CEO to say, “Oh! Belief really does count!”? Show them the numbers. Chris and Mark know that every time a CEO listens in on his reps’ sales calls during one of ConnectAndSell’s intensive test drives, they can easily discern the difference between reps who believe in the value of the meeting and reps who don’t — just by looking at the conversation-to-meeting ratio. They can see what “good” looks like and how much fun reps have when they are successful. Marks explains it like this: “Belief, worthy intent, and fun change the quality of the rep’s output. These things that sound ‘squishy’ are the bedrock of success.” And bringing market dominance to worthy manufacturers is the bedrock of this episode of Market Dominance Guys, “Why Can’t Sales Run Like My Plant?” ----more---- About Our Guest Mark Allen Roberts, CEO and founder of OTB Solutions, works with company leaders to improve sales and profits by leveraging a data-driven, no smoke and mirrors approach to driving profitable sales growth through assessing sales teams’ skills, motivations, and beliefs and then providing strategic development to improve their performance. ------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. Here is the full transcript from this episode: Chris Beall (02:22): It's so interesting. And that worthy intent part is such a big deal. We went through something a few years ago with a manufacturing company in this case also, where they asked us to do some calling for them, which is something we did for a while. And then we backed off of that and let our partners like young blood works, Corey Frank runs that company, my podcast cohost and others who want to use ConnectAndSell in a setting appointments to do it. But we were doing it ourselves a little bit at the time and we were getting terrible results for a week. And a week of ConnectAndSells it, is a lot. Mark Roberts (02:55): That's a lot of conversation. Chris Beall (02:56): Four people we... It's a lot. It was roughly speaking, 600 conversations. Mark Roberts (03:02): Wow. Chris Beall (03:02): And with four people that were working in that week, about 150 each and they were getting horrible results. And yet we knew that the scripting was good. The breakthrough script that we use, we know that it's effective if used correctly. They sounded good, but there was something a little off and over the weekend, I was out for a long run. And I suddenly thought, I know what the problem is. They don't believe. Mark Roberts (03:25): Yup. Chris Beall (03:26): These people don't believe in the potential value of the meeting as a learning experience for the person they're talking with, regardless of whether business ever gets done any further. And so, went back to the customer to the company and said, "hey, could you dig up one or two folks who would have a very clean recollection of their first discovery meeting with your company?" And they could tell our reps, our top of funnel reps, what the customer l

Today on Market Dominance Guys, Chris Beall has a discussion about first conversations with Mark Allen Roberts, CEO, and founder of OTB Solutions. Mark and Chris compare notes on how things were in the “old days” of sales, back in the 1980s when they got started in this area of business. Mark recalls that in the old days, you weren’t allowed to go out and sell until you were trained. Nowadays, though, most salespeople aren’t trained. Many don’t even know the purpose of the call they’re making: Their knee-jerk reaction to getting someone on the phone is to immediately start pitching their product. And so, they totally miss the opportunity to use the first 7 seconds of a conversation to establish trust and, thus, begin a relationship that may eventually lead to setting a meeting or making a sale. ----more---- Mark further explains why the pitch-first approach is a mistake. “When you’re reaching out on the phone,” he says, “it’s all about worthy intent. Are you reaching out to help somebody? Or are you just trying to hit your numbers?” Your prospects can tell the difference and will react accordingly. If no trust has been established, they will continue to feel ambushed and will maneuver to end the call quickly. Avoid this disaster by learning all there is to know about first conversations from these two experts in this week’s episode of the Market Dominance Guys, “Worthy Intent Will Fill Your Funnel.” About Our Guest Mark Allen Roberts, CEO, and founder of OTB Solutions, works with company leaders to improve sales and profits by leveraging a data-driven, no smoke and mirrors approach to driving profitable sales growth through assessing sales teams’ skills, motivations, and beliefs and then providing strategic development to improve their performance. ------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

Welcome to another episode of Market Dominance Guys with Chris Beall and Corey Frank. Today, our guys continue exchanging ideas with Gregory Smith, CEO at G Group Holdings. In this third part of their discussion, they talk about the view from a CEO’s desk. Chris, who is himself a CEO, thinks that most chief executive officers’ view of their company is often skewed by the remove at which they look at its operations. As he puts it, “They tend to be either stuck in the mud or full of fantasy.” Greg and Chris then reveal that they are both true believers in C-level staff getting out on the frontline and experiencing the jobs their employees do. ----more---- “If you want to be an effective CEO or even a VP or SVP,” Greg advises, “you’ve got to get out in the field and experience it, feel it, understand it.” He encourages all CEOs to spend the day with one staff member in each division of their business once a year. Chris agrees with this plan. “When you do that,” he says, “you grow in respect for your people who are on the front lines. You see that what they do is brilliant.” Get the details on how to dominate your market by spending time with the talented people you’ve hired in today’s Market Dominance Guys’ episode, “Stuck in the Mud or Full of Fantasy.” About Our Guest Gregory Smith is CEO of G Group Holdings. He is a confident, self-motivated, multi-faceted business leader, and entrepreneur with extensive experience planning and executing strategies that result in substantial revenue and profit generation. ------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Branch49- Selling a big idea to a skeptical customer, investor or partner is one of the hardest jobs in business. So when it's time to really go big, you need to use an uncommon methodology to gain attention, frame your thoughts, and employee successful sequencing that is fresh enough to convince others that your ideas will truly change their world, from crafting just the right cold call screenplays to curating and mapping the ideal call list for your entire term, Branch49's modern and innovative sales toolbox offers a guiding hand to ambitious organizations in their quest to reach market dominance. Learn more branch49.com

In this Market Dominance Guys’ episode, Chris Beall and Corey Frank continue their conversation with Gregory Smith, CEO of G Group Holdings. They’re talking today about talent acquisition and development, which Greg says is about 60–80% of most companies’ expenses — and could be one of the significant reasons why some businesses don’t grow. He believes that a company is only as good as its people and the way its people treat customers. With the goal of inspiring his own team to reach for that high customer-service bar, Greg explains his approach in this way: “I’m a coach, I’m a mentor, and I appropriate the resources my team needs to be rock stars.” ----more---- The guys then segue into a conversation about the importance of bringing employees in on the reasoning behind what they are being asked to do. Chris and Corey refer to this explanation as “the why,” and you’ll hear how each of these three experts is a believer in this part of talent development. Here’s Greg’s explanation of how he uses this approach in leading his team: “First, I provide the strategic vision and make sure they understand ‘the why.’ Then, I get the hell out of the way and let them do their job.” Pause for a few moments from your own job to take in all the insights and advice you’ll hear on today’s Market Dominance Guys’ episode, “Why ‘the Why’ Is So Essential.” About Our Guest Gregory Smith is CEO of G Group Holdings. He is a confident, self-motivated, multi-faceted business leader, and entrepreneur with extensive experience planning and executing strategies that result in substantial revenue and profit generation. ------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Branch49- Selling a big idea to a skeptical customer, investor or partner is one of the hardest jobs in business. So when it's time to really go big, you need to use an uncommon methodology to gain attention, frame your thoughts, and employee successful sequencing that is fresh enough to convince others that your ideas will truly change their world, from crafting just the right cold call screenplays to curating and mapping the ideal call list for your entire term, Branch49's modern and innovative sales toolbox offers a guiding hand to ambitious organizations in their quest to reach market dominance. Learn more branch49.com

Today, our Market Dominance Guys, Chris Beall and Corey Frank, interview Gregory Smith, CEO, G Group Holdings. Corey introduces Greg as an “M&A whisperer,” which Greg lives up to as he reveals insights gleaned from his work with mergers and acquisitions. How can he tell if a company is going to survive and thrive? Greg says that he begins with two questions: “Does your company’s product or service fill a particular niche? And does your product or service solve a specific problem for customers?” Greg then warns our podcast listeners against being a “one product or service — and done” business. As he explains it, you can occupy a great niche and have a fabulous customer solution, but you need to continue to develop and augment what you’re offering. He illustrates his point with an example from Starbucks’ early days in business and then goes on to tell a cautionary tale of a company that pioneered bacon-infused vodka. ----more---- The guys switch over to talking about customer service and how your company’s treatment of customers defines your business more than any product or service ever could. You won’t want to miss this eye-opener and other examples of what can cause businesses to succeed or fail on today’s Market Dominance Guys’ episode, “One and Done Is the Loneliest Number.” About Our Guest Gregory Smith is CEO at G Group Holdings. Gregory Smith is a Senior Executive with extensive experience starting, growing, selling, managing, and acquiring Electrical Distribution companies with revenues between One Million and Two Hundred Million dollars. -------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor or partner is one of the hardest jobs in business. So when it's time to really go big, you need to use an uncommon methodology to gain attention, frame your thoughts, and employee successful sequencing that is fresh enough to convince others that your ideas will truly change their world, from crafting just the right cold call screenplays, to curating and mapping the ideal call list for your entire term, Branch49's modern and innovative sales toolbox offers a guiding hand to ambitious organizations in their quest to reach market dominance. Learn more at branch49.com The complete transcript of this episode is below: Corey Frank (02:19): Chris, good afternoon. Chris Beall (02:23): Corey, is that you? Corey Frank (02:26): Once again. We have a special edition today where this is the... Is this the drinking edition of the Market Dominance Guys? I think it is, right? So Chris, what have you got there in your glass? Chris Beall (02:35): This is would be Macallan 12. It's nice and simple. I'm just having it with my favorite accoutrement, air. Corey Frank (02:41): Air? Probably a nice soft [bree 00:02:46], okay. As for me, I am drinking a Jocko white pomegranate tea. And if you've noticed, we have a special guest in the other panel here of our discussion. We have Greg Smith. Greg, we're honored to have Greg today. Corey Frank (03:00): Greg is an M&A whisperer, a true dirt floor operator. And I think many times, Chris, when we talk about the Market Dominance Guys, we are enamored. We are seduced by people who have taken a lot of these practices and dominated a market. And I think Greg clearly as we uncover and unpack Greg's story, that he's done it again and again. Corey Frank (03:25): So he has the unlock code for many entrepreneurs and for many businesses that are just existing and not growing and how to kind of bust out. So Greg welcome, and what's in your glass? Gregory Smith (03:40): Thanks guys. It's a pleasure to be here. And I don't know about the unlock code, but I guess if you rate the number of mistakes I've made in my 40 year career, they're pretty extensive. So I guess mistakes sometimes can equate into lessons learned. So yes, I am drinking Don Julio 70 on the rocks and the secret there is two lime wedges and a splash of orange juice, just a splash. Gregory Smith (04:07): And I think Don Julio 70 is probably some of the best tequila out there. It's just nice and smooth as Blanco and Silver. So it's just nice and smooth. Corey Frank (04:16): Okay- Gregory Smith (04:18): [inaudible 00:04:18] afternoon. Corey Frank (04:19): That's right. Well, speaking of nice and smooth, Chris, I know you have a little story about how you kind of ran into Greg and we have ver

In today’s episode of the Market Dominance Guys, Chris Beall and Corey Frank continue their conversation about the unifying convergence of B2B and B2C sales tactics with Jeff Lerner, CEO and founder of Entre Institute. The product Jeff’s company offers its customers is empowerment for people wanting to have a better, more successful life. As he explains it, “Everyone wants an awesome life. There's nothing special about wanting one, but defining your awesome life and executing on a strategic plan to create it, regardless of personal circumstances, is something most don't ever do. You have to be committed to excellence.” In talking about why excellence isn’t pursued by most people, Chris explains, “Excellence is a form of exile from the community they grew up in — in which people mostly complained about how bad things are in their lives.” Jeff simplifies the process of switching from complaining to pursuing an “awesome” life with his offer of Entre’s blueprint, which lays out three areas of concentration — personal, professional, and physical — which he has named the "3 Ps.” Listen to Chris, Corey, and Jeff discuss the 3Ps, plus the particulars of how Jeff dominates his market using social media videos, and how that B2C approach correlates with the Market Dominance Guys’ B2B approach of “conversations first” on today’s episode, “Do You Want an Awesome Life?” ----more---- About Our Guest Jeff Lerner is CEO and founder of Entre Institute, which provides business training, inspiration, and personal support through videos, messaging, online workshops, and one-on-one interaction for entrepreneurs who want to create online businesses and awesome lives. -------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Chris Beall (02:08): Who was it... You probably are a little bit more educated than I am in the field, but I think it was... was it Jim Rohn who said the definition of success is a few simple disciplines repeated every day, and the definition of failure is a few simple errors in judgment repeated every day? What I hear you saying is that [inaudible 00:02:28] brought half a beer, I like beer, or about to have a water. If I'm looking at number one, the physical, excellent. If I just follow that guiding light, right? Corey Frank (02:40): Right. Chris Beall (02:41): That's simple enough for... I bet you tell your children this, I bet you talk to high schoolers about a simple roadmap compass for excellence. Corey Frank (02:41): Totally. Jeff Lerner (02:49): And if you've got a message as big and broad as mine, you have to find language that says, "Broadly accessible." I can explain 3 P's of excellence to a five-year-old and a 95-year-old and get the same nod. Corey Frank (03:03): What would you say, Chris, are those equivalent 3 P's of excellence in our world from a B2B pitch? If I'm a business starting off, and I recently got some funding and trying to decide if I should hire a sales team, but I got to get to product market fit, what are those may be four, maybe five, maybe six, maybe one, but what are those equivalent three tablets coming down the mountain, if you will, in the B2B world that are equitable to what Jeff said in the B2C world? Chris Beall (03:34): Well, I think let's try to map them straight up and see what happens. That's always fun, right? Corey Frank (03:34): Mm-hmm (affirmative). Chris Beall (03:38): The mathematician in may says, "Let's try one-to-one and onto." So what's the equivalent of the physical? In the B2B world, the physical is actually what we offer. It's our product, it's the offering. And we're either working on the offering to make it better or not, but that's the equivalent of the physical. And when we look at the personal, in the B

Up to now, our Market Dominance Guys, Chris Beall and Corey Frank, have used this podcast as a platform addressing the topic of how to dominate B2B markets. But today, the guys are interviewing Jeff Lerner, founder, and CEO of Entre Institute, about the process he employs to dominate a B2C market. By placing daily video messages on social media about himself, his life, and his goal to help people improve their lives, Jeff proves to his prospects that he is a person they can identify with and, eventually, a person they can trust. It’s not as quick as a cold call: Jeff says it takes about six months of exposure to his messages before skepticism is diminished in his prospects’ minds and they trust him enough to be open to what his company offers. ----more---- Chris compares the arc of Jeff’s social media campaign with that of a salesperson who makes cold calls, including the ambush of catching a prospect unaware with an unscheduled call — which is very much like what Jeff does when his videos pop up on social media, essentially ambushing his potential buyers and creating instant mistrust. Jeff explains that the more complex the problem is that you’re trying to solve for your prospects, the more mistrust there is for you to overcome. And, as he says, “You don’t build trust with knowledge or technical competence. You build it emotionally, empathetically.” Listen in while Chris, Corey, and Jeff discover more similarities between dominating business and consumer markets in this Market Dominance Guys’ episode, “B2B or B2C: It’s All About Gaining Trust.” About Our Guest Jeff Lerner is CEO and founder of Entre Institute, which provides business training, inspiration, and personal support through videos, messaging, online workshops, and one-on-one interaction for entrepreneurs who want to create online businesses and awesome lives. ----more---- This is the full transcript for this episode: https://mcdn.podbean.com/mf/web/jsn8u2/mdg-20210422-lerner-2-time-50-15.mp3 Chris Beall (02:18): All right, everybody. We got to overcome the shock of it being me, Chris Beall on Market Dominance Guys. I'm CEO of ConnectAndSell. I'm here with Jeff Lerner, who is the founder CEO of Entre Learning Systems. Broke jazz musicians done $250 million in sales. I don't know, I can't keep track and things go up into the [inaudible 00:02:42] all you can do is just kind of whip your head up and see if you can keep your eyes going. Jeff, welcome to the show. Jeff Lerner (02:46): Thanks Chris. Excited to be here. We can parse those numbers, but I'm grateful for the intro for sure. Chris Beall (02:52): Well, I tell you what, every once in a while I tell people about a deal I did back in the day and I know it was a hundred and twenty million, but when other people tell the story, it becomes 150, 180. Sometimes you just got to go with it. Just got to go with it. Jeff Lerner (03:06): I just have to say exits, run rates. They're basically all fishing stories. Chris Beall (03:11): Yeah. Oh God. Yes, yes, yes, yes. I caught a fish that was this big. Yeah, exactly. Exactly. Well, Jeff was kind enough to have me on his podcast and it was spectacular. It was a ton of fun. We kept finding out all these bizarre things that we had in common. It got weirder and weirder and weirder in a good way. I mean, it really did. After a while, we're like, "Really? Not one more thing? You got to be kidding me." Right? So he's done me now, a double kindness coming on and let's let Corey in the room here. Here comes Corey Frank. Corey Frank is in the room. He's looking good. He's he's running a real business to. Corey, we're already on. We're already running. So I want to introduce you to Jeff Lerner. Corey Frank (03:59): Jeff, how are you? Jeff Lerner (04:00): Hey Corey. Nice to meet you, man. How are you? Corey Frank (04:02): Fantastic. Last day of the month. Last day of the quarter. Always good. Jeff Lerner (04:05): Yes, that's right. Yeah. We're all trying to break records, right? Corey Frank (04:09): Indeed. Chris Beall (04:10): So Jeff founded and runs Entre education services? I can never remember things. Jeff Lerner (04:17): Entre Institute. Chris Beall (04:18): Entre Institute. I love it. Entre Institute. And Corey runs something called Youngblood. I can't even say it because when I get to the word blood, I realize everybody's listening. Youngblood Works and it's one of those names you have to parse it and go, is it that the Youngblood Works or that the Youngblood Works or whatever, but he is bringing a whole new way of making new business happen for companies, especially in cybersecurity, but for others. And it's pretty magical stuff. So Corey is, I believe in Phoenix right now it's our Scottsdale. It looks familiar. Corey Frank (04:54): We have another store's Location in Phoenix, Arizona. That's correct. Chris Beall (04:57): An undisclosed location. Corey Frank (04:58): [inaudible 00:04:58]. Chris Beall (05:00): So what we're going to talk about today is Corey,

On this week’s episode of Market Dominance Guy, Chris Beall continues his conversation with Cherryl Turner, Chief Development Officer of ConnectAndSell’s newest division, Flight School. Together they talk about why it is that of the four sales outcomes — Yes, No, Not me, or Not now — the response that dominates is “Not now.” As Chris explains, “It’s the nature of life.” People are busy. Things come up. Priorities shift. But when a prospect says, “Not now,” what’s a sales rep to do? Push harder and try to squeeze his pitch into the conversation anyway? Or should he relax and bow to the prospect’s protestations that it’s a bad time to talk, by graciously saying, “No problem. I’ll give you a call next week.” It’s an unusual reaction in the high-pressure world of “Make that sale,” but this may be one of the keys to Cherryl’s success in her career: as Chris says, she handles the rigors of cold calling with grace. It also takes grace to handle the frustration of a no-show. But Chris’s surprising reaction to a cancelled appointment is, “I heart no-shows! They’re my favorite thing in business!” A no-show, he says, makes the relationship more real, because now it’s less perfect. It creates a more-even footing for the next conversation, as well as an opening for a prospect to reveal an insight or two about his business as he explains the why behind his missed appointment. So, when a rep or AE is faced with a no-show and is able to relax and say, “Hey, I understand. I’ll call you back later so we can find a time that will work better for you,” then that improves what Cherryl calls the “trust-o-meter.” She has learned that being persistent with call-backs to “Not now’s” and “No shows” lets her prospects know that she believes in the potential value of what she is selling. And you can believe me when I say, you’re going to want to hear every minute of this week’s episode of Market Dominance Guys, “I Heart No-Shows!” ----more---- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. Here is the complete transcript from this episode: Cherryl Turner (02:46): Well, I think of the way that my husband and I met. It was an ambush conversation. We were sitting next to each other, and it was that other moment, right? If he had pushed, "I've got to know that you want me," right at the very first conversation, I would've said, "There's the road. You can take a long walk on that one." But it's not. (laughing). That just kind of came to my head. I was like, "Oh, we can apply this to any part of our life," right? Which is true. It's the same with cold calls. It's an ambush conversation, and however you want to turn it, if you are a full cycle rep going after a targeted list or if you're trying to crack into a new market or if it's just high-volume cold calling, it applies across the board, because you always have to have initial first conversations, regardless if you're trying to continue to build relationships or if they don't know you from Adam. So that is critical. So if that relaxation and that confidence, you take that on for them, they feel that over the phone and this exchange of emotion that you're having with this person. It allows them freedom to, "Okay," and they'll want to actually meet with you. It's okay if it takes two or three or four conversations to get there. I honestly believe that meeting will end up being more productive, because they already know you have their best interest at heart. Chris Beall (04:10): You were willing to call them again. I mean, face it. Cherryl Turner (04:10): Exactly. Yeah. Chris Beall (04:15): People like attention. They like somebody who cares enough about them. That first time that they don't attend the meeting, that could be just a little tiny test that's not ... You think about this. It's like, "Does somebody car

In this week’s Market Dominance Guys’ podcast, Chris Beall conducts a solo interview with Cherryl Turner, Chief Development Officer of ConnectAndSell’s new Flight School Division. In the first episode of this two-part conversation, Cherryl relays to Chris how she got started in cold calling and about the important experiences she had talking with prospects — experiences that helped shape how she approaches cold calls and conducts meeting-setting conversations today. As an example, Cherryl recounts a pivotal moment during a call with a prospect, in which she had the impulse to stop talking and just listen — instead of pushing to make the sale — and how the whole tone of the conversation warmed up after that. This was a career changer for her! Chris alludes to this when he describes Cherryl, touting her practice of conversing with each prospect as a peer and the way she is constantly looking to understand and help them. Feel free to borrow everything you’ll learn in this week’s Market Dominance Guys’ episode, as Cherryl Turner shares “The Secret of Her Success.” ----more---- About Our Guest Cherryl Turner is Chief Development Officer of ConnectAndSell’s new Flight School Division, a four-session, cold-call conversation training program for sale reps. Previously founder and CEO of BDPro Solutions, Cherryl’s extensive expertise encompasses sales and business development. Here is the full transcript from this episode: Chris Beall (01:41): Hey everybody, this is Chris Beall, and I am actually going to be the interviewer on Market Dominance Guys today. Corey Frank probably was available, maybe not. I don't know. He's a busy guy off there running Youngblood Works and doing all manner of other things. I just thought today, a conversation that I was having earlier in the day with Cherryl Turner was worth expanding on for this audience. I think as everybody knows, Market Dominance Guys is all about the nuts and bolts of dominating markets and doing so with what we call a conversation-first approach. Cherryl has been a master of the conversation-first approach to dominate everything as far as I've known. For a number of years before I met her, she did that kind of stuff for a number of other companies, including InsideSales.com, now XANT. We stumbled across each other, I would say, at what we call a test drive of ConnectAndSell where she was participating in the test drive, rather skeptically I would say. She can maybe tell us a little bit about that. It didn't take very long for us to realize that we were kindred spirits and believed the same kind of stuff. One thing led to another, and just recently, very recently, five weeks ago, she joined ConnectAndSell as our chief development officer for our Flight School Division. We're taking our world-famous Flight School out into the world as a standalone product. Cherryl is our head of sales for that and head of marketing and head of thinking things up and making the scripts actually work, and all sorts of things. She's kind enough to bring me into an occasional meeting and I yap a little bit. I'm Chris Beall, not Corey Frank. I'd like to introduce you to Cherryl Turner. Cherryl, welcome to the show. Cherryl Turner (03:44): Thank you, Chris. Always a pleasure. Chris Beall (03:46): It's truly an honor to have the real deal on this program. Corey and I could be accused of a number of things, but I don't think either one of us is going to be considered the real deal when it comes to cold-calling. We just have reputations. I'm going to guess that you have cold-called somebody on an average of more than, oh, I don't know, 20 times a day for each day, except for weekends and time off with family and so forth. I don't know if you do that, in the last, what? Five, six, seven years? Maybe beyond that. How did you get into cold-calling? Why are you attracted to something that is so repulsive to so many people? Cherryl Turner (04:27): It's a fascinating story actually, Chris. I really started my career ... You mentioned InsideSales.com. I was just an entry-level BD. In fact, when they hired me, when I got interviewed, I didn't even know what a CRM was. I came from Vivint, selling alarm systems to B2C markets. What I did know about myself ... I wasn't concerned that I didn't know what a CRM was, or didn't know I need to know what a CRM was, but I did know who I was. So I always enjoyed proving the impossible possible. That's just something that runs through my blood. That is what I sold what was going to be my boss. I ended up blowing 'out of the market', or in our department. Not only that, but spearheading new companies that InsideSales.com ended up acquiring, even though none of the sales reps really knew what they were about, so I did my own research and just hitting 250/300 quota. Chris Beall (05:28): That's interesting. I hadn't heard this story about you spearheading the go-to-market thrust and the growth trajectory of new acquisitions. I mean, that's really hard to do. Did you

“Everybody knows that the flow of discovery meetings is the constraint on their business.” So states Chris Beall, CEO of ConnectAndSell, as he and Corey Frank, our two Market Dominance Guys, continue their interview with Matthew Forbes, Head of Strategic Accounts at ConnectAndSell. Together, they explore the epiphany that is behind Matt’s recent 4-times uptick in his call-to-meeting ratio. So, what is it that increased that flow for Matt recently, and how can others adopt what he learned so that they too can increase the number of meetings they set? “I think we let people off the hook,” Matt says, “because they’re busy.” It’s second-nature to get apologetic or back down when the prospect starts making noises like, “Not now” or “Call back later.” But Matt’s epiphany about his true belief in the value of the discovery meeting and in the value of ConnectAndSell for the person he’s talking to, has changed the way he delivers his message. “You’ve got to have the right words, but the words only get you so far.” As Matt explains, if you truly believe in what you’re offering, your tone of voice will communicate that belief. As you’ll hear in this week’s Market Dominance Guys’ episode, “This Is What Makes All the Difference.” ----more---- -------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (01:39): At my last company, I think Chris, you were there a number of times, you walk in, and one of the things I had on the sales floor was a big sign in all caps that said "No tourists." And we find in our profession that there's so many tourists who like to dabble. "Well, I can get five grand across town on an extra base over here, Hey, they're paying an extra 12 points on a rip on a commission over here. I'm going to end, right." And you have, these tourists would just kind of go, and the product's irrelevant. And so they're mercenaries, they're tourists. And because there's no barriers to entry in our profession, right? There's no MCAT, or GMAT, or LSAT, we had to go through. You have to go through an interview with another salesperson. Maybe there's a personality test, we slide through. And it sounds like the baseline, the table stakes is "Can I convert 5% of my conversations to meetings?" And for Matt, your client that you were mentioning, for that gentleman to do 28% versus five, they're doing over five times the head count on one person. And then you combine that with the weapon ConnectAndSell, I mean, forget about that. I mean, you have an amplific effect here that is staggering. Matthew Forbes (02:49): Well, I'll tell you I always enjoy ConnectAndSell. I like talking to people every six or eight minutes and not doing any of the nonsense work, but I really liked it on Friday. Now granted there was a couple of dollars on a spiff on the line, and I'm slacking and everybody else and making fun of them, because I've been here for nine years and I have that personality and that was fun. But that was the most fun I've had on ConnectAndSell in an awfully long time or ever. I think people would hear this and go like, "Oh yeah. Okay. That's that sounds pretty cheesy. Like, yeah next. I believe in your soul. Yeah. I believe like, okay." You have to stop and inspect. I don't think I've ever spoken to any of my bosses or Chris, or any CEO of any company and actually like sat down and reflected. I don't think I meant to. I just, I had a scotch, there was a fire and that's all I could think about for a couple hours was like, "Do you re like ... You know you do." It, wasn't a question of whether I do or not. It's almost like the self awareness of no, no, no, you do. You really do. How come you're not coming from that place? And it was like, "Okay." And I don't think it

This week, our Market Dominance Guys, Chris and Corey, interview Matthew Forbes, Head of Strategic Accounts at ConnectAndSell, about an epiphany Matt had that increased the meetings he set by almost 400%. Wow! What could possibly change that would explain that kind of increase? Well, it’s actually a simple change, but it’s a very necessary one: Matt came to truly believe — deep in his soul — in the potential value of the discovery meeting for his prospects, even if they were never going to do business with ConnectAndSell. His messaging script didn’t change at all. It was his belief that did. Listen to today’s Market Dominance Guys episode, “You’d Better Believe It!” to learn how Matt came to make this meeting-setting leap. ----more---- -------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Matthew Forbes (01:20): I have a friend who I used to work with. We discovered 16 years ago who was like, "enough of me looking at your crap online. You've got to tell me how you're doing this. I need to go talk to more people." So, we went through it very, very quickly, but it would not be Insperity. It would be just him and plausibly could grow from there, but I think they were once a customer. Corey Frank (01:43): Flight school has not been grounded. Flight school is taken off. I love it. We're going to talk today. We're going to interview big Matt Forbes about belief. Chris Beall (01:53): So here's the little story Mr. Forbes and I had a conversation three or four weeks ago, right before I bought this house. And it went on for a couple hours. He refers to it in one way. I refer to it in another. I'll let him describe it, and something happened inside Mr. Forbes that changed his conversion numbers to the point where he is now the gold medalist on two consecutive flight school experiences across one of the most experienced ConnectAndSell calling teams on earth, our account executives. And he didn't win by a little- Corey Frank (02:33): He cheated. Chris Beall (02:34): He won by a lot. [crosstalk 00:02:36]. He cheated. He did cheat. He cheated by believing in the potential value of the meeting for the human being that he was talking with. Even if there's never going to be any business. I know, he's been deeply corrupted. I thought it'd be great to have Matt share his story while we listen. Corey Frank (02:52): Okay, Matt, are you a Sales Director at ConnectandSell? What's your specific title? Matthew Forbes (02:58): Oh, I'm the Head of Strategic Accounts, Mr. Frank. Chris Beall (03:01): I was going to say you remember the guy at the end of the Rocky and Bullwinkle and everything goes down and the guy with the broom, comes out, and sweeps everything off? Corey Frank (03:08): Yes, he's the one Chris Beall (03:10): That guy. Corey Frank (03:10): He's the one. I love it. Okay. All right. Welcome to another episode of the market Dominance Guys with Corey Frank, and as always the prophet of profits, the head of the market domination department for many companies, even though they won't admit it, Chris Beall, the CEO of ConnectandSell. Chris, good afternoon. Chris Beall (03:32): As always Corey, it is a good afternoon when I'm here with you. Corey Frank (03:35): And we have a guest, Chris. You know how we feel about guests. We don't have to repeat it, but I think this is a very appropriate guest for what we've been talking about the last few weeks, which is the system of the cheat codes. I think it sounds like what you and Matt had been cooking up here is probably the Occam's razor of cheat codes. I think you could say, because it's right in front of you, but you have folks trying to make things a lot more complex than they are. And we have Mr. Matt Forbes, who is the Head of

Over the years, how salespeople make an initial contact for a sale has changed. In these modern times, it has come down to a choice between making a cold phone call or sending a cold email. It seems to be a matter of choice. However, if you’re trying to break through a prospect’s initial fear of being sold to so that you can engender that level of trust necessary to set a meeting or make a sale, which approach should you put YOUR trust in? The human voice? Or a digital communication? Today, our Market Dominance Guy, Chris Beall, talks with podcast producer Susan Finch about this very question. As CEO of ConnectAndSell, Chris is an impassioned believer in phone conversations first as the most successful tool for setting appointments. Why? Because with your voice, you can employ timbre, tone, pacing, and emotion. In a one-on-one conversation, you can pause for a response, share humor when appropriate, or convey that you understand the other person’s situation. However carefully crafted, an email message can never do as a good a job at interacting with another human being. In pursuing the all-important goal of engendering trust with a prospect, initial phone conversations win, hands down! Listen in to today’s Market Dominance Guys’ episode as Chris shares his well-honed opinions on “How to Warm Up a Cold Communication.” ----more---- -------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Susan Finch (00:06): Hey everybody, Susan Finch here. I am the Producer for Market Dominance Guys, and I was invited by Chris Beall to join him on today's episode. Chris, what are we going to talk about? Chris Beall (01:00): Well, let's talk about something we've never talked about, which in 70 episodes or whatever is a little bit hard to find but this turned out to be easy to find. So I've been doing some radio advertising recently and we've been doing a lot more work with what we call talk to send, which is sending an email after each conversation and talk to sequence and talk to cadence or whatever people call these things in case it's not just an email that might be triggering a sequence. And I thought it might be interesting to talk about how does a conversation first approach work with all of the other media, all the other ways of having information flow between you and your prospects. I thought that might be kind of fun. Susan Finch (01:46): It is. It's dizzy you know. And new players and new shiny things, as you brought up clubhouse earlier today, are coming into our spectrum of time sucks and we don't know whether they're effective or not. And we don't know where they're playing or where they're hanging there or invest in time over there is really worth the time. And how do we measure it all? Chris Beall (02:11): Yeah, there you go. So I think measuring it is really, really, really hard. But I think there's a principle we can apply that's really simple. There's only two kinds of communication we can have with somebody; one is communication with somebody we have no relationship with and the other is communication with somebody we have a relationship with as I often say. And sometimes derided for, that's just math, right? In fact, it's a branch of math called Logic which is not that popular here in our country, but every once in a while somebody takes it up for a few minutes and they get some good out of it. So it's just two possibilities. And what's so interesting to me is that when you divide the world of communication with prospects and customers into those two categories instead of into other categories, you find something out really quickly. You may not get it at first, most of us don't, but it works like this, all communication of a digital form with somebody we d

On this week’s episode of the Marketing Dominance Guys, Chris Beall and Corey Frank continue their conversation about the middle phase in the creation of every startup or new product — being stuck. That’s the stage when things aren’t working out the way you’d envisioned them. That’s when prospects aren’t embracing your concept as you’d hoped they would. That’s when you have that sinking feeling that this whole project might be a terrible, terrible mistake. Something’s wrong! Panicking isn’t going to help the situation, but neither is denial. That can lead to faking that everything is just fine — when you know darn well it isn’t. Listen to Chris’ warning: “It’s hard to be honest once you start faking it.” Corey and Chris encourage you to face the truth, because as they say, “The truth is the boss!” Come listen to how to use your resources to get an honest assessment about why you’re stuck so that you can start moving toward getting your project back in flow. You’ll learn these details and other great advice in this week’s Market Dominance Guys’ episode, “Stuck in the Middle with Denial.” ----more---- The complete transcript of this episode is below: Chris Beall (01:40): Oh, yeah. But what do we do when we're stuck for too long? We go back and we fake flow? Corey Frank (01:56): Yeah. Chris Beall (01:56): That's what we do. We fake flow and faking flow is the death knell of a start-up. You're dead if you fake flow because where you're going to go is somewhere and where the gold is somewhere else. Corey Frank (02:08): And also you have these quarterly or every eight weeks or so meetings with your board as a start-up, right. And we both been there where you got to give him something, you got to shoot a hostage, you got to give him some red meat, you got to make a virgin offering or something or you have to fake it. And that's the worst because you're an ear inauthentic in all of those and it sounds like... Which is probably going to butcher it. I think it was Lao-Tzu who had this Zen syllogism he says, "I know nothing, I know everything, I know nothing." Chris Beall (02:46): Yes, yeah. Corey Frank (02:46): And the stages that folks go through, right. And some folks will never get past the first or the second stage. So when you look at that from the makeup of a start-up so we drill a little deeper here. That has to be a safe place for Cherryl to be able to go to the CEO of the company in this new position she's in and say, "Hey boss, I'm just not feeling it. I think we need," "What do you mean it's not feeling it?" Right. And then there's got to be a level of humility there to incorporate other folks. So how do you, you mentioned earlier that a start-up of one it's a tough and lonely proposition to do and arguably you could say that the success curve is a little more elongated than one with multiple folks but what are you doing to kind of surround yourself with those kinds of folks? We talked early on and at some of the earlier episodes last year about politics and bcc'ing emails and all that kind of stuff. We don't have to go into it now but right now if I'm going to start-up and I don't necessarily have those types of folks, what can I do to get it? How can I navigate those waters to showcase folks that, "Hey, maybe I'm stuck and we need to break out of this otherwise we are faking it". Chris Beall (04:04): Yeah. I think that the trick to start-ups is like the trick to everything. One is tough, one person it's a tough business, right. I used to be as you know pretty serious rock climber mountaineer. That's a very, very, very dangerous game to do alone. Not only because there's no rope to catch you but primarily because you can't trust your mind and you think you can but where are you going to check it, right. Where are you going to check it? Where are you going to figure out whether you're doing something based on fear, on self-induced bravado, on you're tired you just don't want to think about it anymore so you're going to try it. It's a dangerous, dangerous world. Start–ups are a lot like that, we did an episode in which you brought up the Free Solo your pitch, right. Alex, up there climbing a El Capitan's- Corey Frank (04:56): El Capitan's, yeah. Chris Beall (04:57): Free Soloing it. Well, if you watch the movie you see that he's not really alone, alone in that endeavor, right. He's got people that he talks to, he's a kind of guy who can trust his own mind by the way almost but he's too smart to trust only his own mind. So he has other people to talk with and I think that even that kind of thing it's not the rope, it's the relationship that allows you to go. And what do you have to have? You got to have somebody who sees the world a little differently from you is on your side. And is sincerely going to come forward with their own enlightenment and their own ignorance and you can put the two together and you got a shot, you really do have a shot. It's like trying to walk on one leg, it's just a problem. You'r

This week, the Market Dominance Guys, Chris Beall and Corey Frank, walk you through the three states of cycle time for start-up businesses or for any company that’s trying to launch a new product or service. There’s in flow. There’s stuck. And there’s waiting. Using an example from his own company’s experience launching Flight School, their brand-new sales-rep training program, Chris tells what happened when they thought they were in flow and ready to set meetings for discovery calls, but soon found that prospects didn’t respond as enthusiastically as expected to what his company was offering. In other words, they were stuck. But what was the problem? It’s a great program! Why weren’t their prospects seeing the value of what was being offered? Chris explains that it’s often necessary to put your own narcissism aside in order to clearly look at all the possible reasons why you’re not moving toward success as quickly as you think you should be. Only then can you be open to exploring and utilizing all the resources that might help you get unstuck. As he says, “You need to plumb the depths of your ignorance! You need knowledge!” As practical and helpful as usual, our Market Dominance Guys offer advice on this common problem encountered by almost every startup company. Join them for today’s episode, “How to Get from Stuck to Unstuck.” -------------------------------- ----more---- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (02:00): Welcome to another episode of the Market Dominance Guys with Corey Frank and the ... I used to say the sage of sales and the profit of profit and the duke of discovery, but I think what we're going to talk about today, Chris, it's more like the Coronado of closing, the Pizzaro of profit, and let's say the Diaz of discovery. And so we're going to talk a little bit about exploring and discovering things, and the process of maybe persistence and cycling. Corey Frank (02:34): And before we even get to that, it's funny because, Chris, you and I were talking before we hit the record button, that you needed to turn off your phone because it was discovered by you that even if your phone's in airplane mode that you can still get calls. I believe the phrase was, "Let me turn off my phone, because it's in airplane mode, and I can still get calls when it's in airplane mode." Corey Frank (02:59): And we were joking that if that was a phrase mentioned at a cocktail party 15 years ago, I think there'd probably be a different phrase that people would be saying to you. What would they say to you if you mentioned something like that? Chris Beall (03:13): I think somewhere between the loony bin and burn the witch. Corey Frank (03:18): Burn the witch. Indeed, indeed. So I think this concept to discovery, Chris, and we've talked about this off air many, many times, you've helped me with this in my various startups that I've created here, is that the discovery process and even the top of funnel cold calling breakthrough process, it's different for startups than it is for more mature companies, is it not? Chris Beall (03:44): It is, it is. Everything's different for startups, because of the depth of your ignorance about your own offering and what it's worth to anybody, even whether you can truly deliver, because if you don't really know what it is, and who might want to take advantage of it, you actually don't quite know if you can deliver it. You're starting with kind of a conjecture, I'll call it a narcissistic conjecture, right? Chris Beall (04:06): So what's narcissistic about it? Well, you believe it, nobody else in the world does and the only thing you really know about it is I came up with it so it must be great, and that's pretty narcissistic, right? And the

Chris Beall and Corey Frank, our Market Dominance Guys, explore the subject of artificial intelligence taking over jobs held by humans. It’s an emotional issue, to be sure. But instead of looking at this as an either/or concern, the Market Dominance Guys take a different tack by asking,” What do humans do well? What do machines do well? And what can they do together?” You may be thinking, “Wait a minute! Using AI will help us run our business much more cheaply than keeping all those humans on our payroll.” If so, Chris asks you to take a few steps back and look at the big picture by asking yourself, “What’s my main goal here?” In other words, should you be concentrating on how to operate your company more cheaply, or should you be thinking about what will help you dominate your market? And what skill sets are required for your company to do that? Using a sales department as an example, Chris and Corey discuss the different cluster of skills needed for each type of job in that division and which ones can be handled by either humans or artificial intelligence — or by a combination of both. As usual, you can trust the Market Dominance Guys to steer you in the right direction when it comes to dominating YOUR market, just as they do on today’s podcast, “The Right Skills for the Job.” ----more---- Market Dominance Guys is brought to you by: ConnectAndSell - ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. and Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (01:57): Hello. Welcome to another episode of the Market Dominance Guys with Corey Frank and the indomitable, [inaudible 00:02:05] of sales, the profit of profit, the rasputin of revenue. How about that? That's a new one, the rasputin of revenue, mad monk rasputin and the controversial Chris Beall. And today, one of our topics we're going to tackle is this little thing called scale, Chris, you and I were talking the last several weeks about this going back and forth about AI and the advent of machine learning and can human scale? A human with all its faults can it compete with a fully automated, fully mandated machine learning algorithm that learns on the fly? And when you consider human scaling at the same rate as maybe software, how does that play into what folks want to do from a market dominance perspective? So I figured we could start there. Corey Frank (02:54): This will be a fun one. We have a lot of folks of our colleagues on both sides of the aisle businesses that depend predominantly on humans. And we certainly have our share of folks who are on the tip of the spear so to speak on folks who are really focusing on the AI side particularly when it comes to sales, will we ever be out of a job, so to speak? So let's start there, Chris, what's your opinion on scale using humans versus machines and a profession from top of funnel all the way through discovery, to closing? Chris Beall (03:27): Sure. It's a very interesting topic. I've been obsessed with it for I don't know, 40 something years. This question of what do humans do well? What do machines do well? And what can they do together that they can't do separately that's of high value? I think that's actually the interesting question. I think in the engineering world, there's an either or mindset that tends to show up. It's like, I want to make the humans go away. It's almost like a science project. I want to make them go away to show I can make them go away. And as though that last human, that last drop of blood running through the system somewhere is going to carry a fatal disease. And yet when you come right down to it, any system that can do something marvelous without any human involvement can do something better with human involvement. Chris Beall (04:15): Even if the only thing it does better is throws out the silly stuff that the machine has come up with because of

Our Market Dominance Guys, Chris Beall and Corey Frank, continue their discussion about churn and its various causes. Today’s topic is about how a company’s growth is managed. Are the guiding forces going after traction first? Or are they jumping right into how to scale before they have worked out their product’s kinks? Chris and Corey talk about the tragedy of designing for scale before you have traction. As Chris will tell you, it’s a fool’s errand. If you have no traction, no conversations with your buyers, then you’re not going to learn anything about what your customers need or about why they may not be coming back. Once again, market dominance is achieved when you investigate your churn! And that’s done with conversations. Today’s podcast winds up with a question of “Who’s in charge here?” when it comes to how to steer a company toward success. Is it the investors you’ve taken money from, who may be pressuring you to scale quickly? Or is it your customers, who, if asked, will tell you what they do or don’t like about your product or service, guiding you toward what you should do to keep them renewing? Listen in to what Chris and Corey think about this important matter on today’s Market Dominance Guys’ episode, “Which Comes First? Traction or Scale?” ----more---- Market Dominance Guys is brought to you by: ConnectAndSell - ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. and Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (01:54): How I think a lot of folks start in this profession of sales, right? We're talking about churn and SaaS, and there's certainly churn in your team. And what do you see when the landscape today, particularly all the implementations ConnectAndSell as part of? I would imagine it saves a lot of careers though too. When you have the right tech stack with the sales rep, who maybe again is in this existential crisis, that tech stack can revitalize or reclarify, re-energize that what they thought sales was doesn't necessarily have to be what sales will be. And they have a sense of promise of future potential, of hope again, I would imagine in quite a few instances, true? Chris Beall (02:41): ConnectAndSell in particular, I think has a place in that hope equation, in that if you didn't really recognize that your issues had to do with the fact that you just weren't talking to enough people to even have a shot. It's like if somebody put you to the task of driving a car up a hill, because you've got to deliver something, or trucks, say you're an Amazon Prime delivery person, which I believe is now one out of three Americans. So, your job is to get this truck up the hill. Well, if the truck has the horsepower and it has the gearing and it has tires on it and it has a steering wheel, it's connected through some coupling mechanism to the front wheel so that they'll still both point the same direction at the same time, this seems really straightforward. Chris Beall (03:28): It may be that the hill is steep or windy. It could be like the hill that led up to the geodesic dome I used to live in up in the Santa Cruz mountains where people would visit us once and never come back. That was pretty common. We had very few dinner parties after a certain point. It's like, "We're never visiting your house again." Chris Beall (03:46): "Why?" "Because you can't see where you're going on that hill and there's a cliff." "Okay, got it." I don't see the cliff anymore. But if that's your job, and your boss says, "Go do it." And then the problem is that there's something on the hill, say a little skiff of snow or a little wetness or a little oil or whatever, that friction issue in this case, that lack of friction issue is going to manifest itself as 1,000 things you're going to try, none of which are going to work, because unless you have enough fundamental friction between the t

Our Market Dominance Guys, Chris and Corey, are back this week with an episode about “churn.” No, they’re not talking about butter-making here. They’re addressing business churn — a measurement of cancellations or non-renewals of your company’s product or service. Are you thinking, “Churn: What can I do about it?” If you’re like many people, you may look at your company’s churn rate, give a philosophical shrug, and go back to hunting for more prospects to replace those MIA customers. But is it really easier to find new customers than it is to figure out what went wrong? As the folk-rock band, The Byrds, might have sung in the 60s, “To every cancellation (churn, churn, churn), there is a reason (churn, churn, churn).” Corey points out that some churn is inevitable, but not all churn. Examination of cause and effect is needed! In a spirit of solidarity, Chris comes clean about what unexamined churn cost ConnectAndSell, the company he works for. He explains that he had to put arrogance aside and face the fact that their customers weren’t getting the full benefit from ConnectAndSell’s sales- acceleration platform simply because reps didn’t know how to successfully conduct a cold call. And, thus, a training program was born. Yes, it’s shine-a-bright-light-on-the-problem time on the Market Dominance Guys in today’s episode, “All Churn Is Not Created Equal.” ----more---- Market Dominance Guys is brought to you by: ConnectAndSell - ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. and Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (01:58): So here we have my friend, Chris, and we have nobody on Johnny Carson's couch today, buddy. It is just you, the Carnac, and then me. I don't even think [inaudible 00:02:08] Ed McMahon, I'm probably even like Doc Severinsen. I don't even know what I am to your Johnny Carson, so. The production assistant to feed you the little three by five cards that you do your Carnac the Magnificent, so. Corey Frank (02:19): So here we are today, and we were talking before we jumped on, we got yet another story of a lesson learned from your life about one of your first jobs. How you hung out at the right place at the right time, and almost owned a restaurant. And that led us talking about, sometimes when we are thinking about our profession, how many times are we really tourists in our own profession? Where I think this is what I'm supposed to do, be promoted to a sales manager, or assume this more... This bigger territory, the VP or the CEO sits down and seductively presents it to us. Right, Chris? And I guess that's what I'm supposed to do, and then I very quickly realize that I don't know if I like this. And so, you shared kind of a couple of stories about that, but what do you think about that epidemic in our profession? That just because you can, should you? Chris Beall (03:19): Yeah. I think the answer is generally... Well, I don't know if it's generally anything, actually, now that I think about it. I mean, my whole career is built to these things, and there's two flavors of it. One is like the one story I told you, of coming up out of the desert on a warm day. And I was out rock climbing by myself, bouldering, not dressed particularly for company. A pair of cutoffs, a pair of climbing shoes, and some geeky glasses that I wore. And long hair, and a headband pulled down behind my back, and that was it. And- Corey Frank (03:49): So, you were the Matthew McConaughey before there was Matthew McConaughey? Sounds [inaudible 00:03:53]. The outfit you're describing, that sounds very much like something he would... And bongos in your backpack or something, probably. Chris Beall (03:59): I didn't have even a backpack, and I still have this bad habit, I didn't even take water with me. So I used to go climbing out in the desert for three, four hours at a time with no w

On today’s episode of the Market Dominance Guys, Chris and Corey continue their conversation with Jason Beck, Vice President of Sales at Enerex, by addressing how sales got a dirty name. Chris explains that in ancient times, the salesman met the buyer face to face, but the encounter was usually a one-time transaction. Then, the camel caravan moved on, and if the buyer wasn’t happy with his purchase, there was no one to appeal to for a replacement and no one to lodge a customer complaint with. Ancient sales was a hit-and-run relationship that frequently left a bad taste in the buyer’s mouth about salesmen. But in modern times, the sale is never over, because the telephone and the internet have created an ongoing relationship between sellers and buyers. The modern salesperson needs to understand that you can run, but you can’t hide, which makes it imperative that reps provide value to their customers. Jason and the Market Dominance Guys segue into a discussion of what type of personalities are best suited to be salespeople and what types should definitely NOT hold this job. The attributes of being pro-active and persistent are touted, as well as the importance of being in sales for the right reasons. As Jason puts it, “If closing the deal at the end of the day isn’t what you live for, then don’t be in sales.” This team of sales-savvy guys wraps things up with a discussion of the cycle of the sales process for a new product and why it works — as this podcast’s title says — to Strategize, Execute, Evaluate, and Repeat. ----more---- About Our Guest Jason Beck is Vice President of Sales at Enerex, retail energy's trusted data platform, providing secure connectivity to the entire value chain — brokers, suppliers, agents, customers, and utilities — to drive efficient transactions. Their flagship service, Sparkplug, is the #1 retail energy sales platform in the world, powering over 10% of US commercial and industrial (C&I) transactions. -------------------------------- Market Dominance Guys is brought to you by ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Chris Beall (02:16): Sales is so delicate because we have to ask first what do they get out of it? And as an expert, can we be an honest broker and be on their side? Because it's actually imbalanced. I know more than you do when I'm selling to you. Therefore, I have to take your side in the transaction. Otherwise it's imbalanced. That's just simple. That's just a fact, right? And an imbalanced transaction will always come back to bite you because at some point there's a further relationship, except 2,500 years ago, sales done at a crossroads and the silk road or 1500 years ago or whatever, never see me again. That's where sales got the dirty name. Chris Beall (02:51): You'll never see me again. That's not the modern world. So I think of sales now, I'll call modern sales as different from ancient sales. Ancient sales was a transaction between strangers haggled under the time pressure that somebody's got to move on. The guy in the caravan has got to move on the guy at the crossroads, the trader, gets to stay, but has got to dump the inventory. At some point, a deal is struck and it's over. In modern sales, it's never over. Corey Frank (03:19): No, especially- Chris Beall (03:20): And that's the difference. Especially in tech. Right. Corey Frank (03:24): It's an ongoing relationship. And it's really... Maybe we shouldn't be coming up with... You're not a VP of sales, you're the VP of relationship management, right? At the end of the day. But that's really what it is. It's that relationship. I agree. And then I always thought that was very interesting, asking for the close comes so easy for me because if you talk upfront about somebody's problems, you discuss what different alternat

The Market Dominance Guys, Chris and Corey, welcome a new guest this week: Jason Beck, Vice President of Sales at Enerex. Or as Corey dubbed him — the Pied Piper of Retail Energy. The topic today? What leads to the adoption of a new product or service. Jason is a big believer in the role of trust in establishing business relationships that will lead to adoption. “Trust is so hard to gain,” he says, “and so easy to lose.” In gaining trust, it’s a two-step program, Jason explains. First, be honest in the claims you make about your product’s value — not as you hope it will one day perform, but as it performs today. And second, find out what your prospects fear most and make sure you and your company are none of those things. If you’re trying to dominate any market, Jason continues, you need to be working toward that tipping point where your initial adopters, whose trust you have successfully gained, will begin vouching for you to your new prospects. Chris, Corey, and Jason end the podcast with a frank discussion about that dirty word “sales.” They talk about the negative reputation sales acquired and why people fear being sold to. You’ll want to listen in for Chris’ insights about how to turn that frown upside down by shining a brighter light on the necessary role of salespeople in the B2B world. Join us for this episode of The Market Dominance Guys: I’m Not the Salesman Your Mother Warned You About. ----more---- About Our Guest Jason Beck is Vice President of Sales at Enerex, retail energy's trusted data platform, providing secure connectivity to the entire value chain — brokers, suppliers, agents, customers, and utilities — to drive efficient transactions. Their flagship service, Sparkplug, is the #1 retail energy sales platform in the world, powering over 10% of US commercial and industrial (C&I) transactions. Market Dominance Guys is brought to you by: ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (02:06): Welcome to another episode of the Market Dominance Guys with Corey Frank and my very handsome co-host, with the Howard Cosell headphones on this evening, Chris Beall, the Sage of sales, the prophet of profit and the Prince of the P&L. And today, Chris, we have yet another guest. Do we not, the incomparable, Mr. Jason Beck, VP of sales for Enerex. And we'll have Jason certainly tell a little bit about his background, but most you could say at the very least he's a VP of sales of Enerex, but he's also bigger than that. He's an entrepreneur and he's an innovator and he's probably a gadfly of the status quo. How about that? I think we can probably describe, Jason better [inaudible 00:02:52]. Jason Beck (02:51): What is [crosstalk 00:02:55]. Corey Frank (02:55): Yeah. It's not just a bad thing to give and it's a good thing to give. You see you're proverbial fly in the ointment of many a mouse trap that you have come across. Mr. Beck. Great to have you on the Market Dominance Guys here, Jason. So Chris, why is Jason sitting in the hot seat with the Market Dominance Guys today? Not only is he one of your newest, best clients I have connected [inaudible 00:03:17] of course, but over the course of the communication and the relationship with Jason, there's something about Market Dominance, is it not that we said, we got to have Jason here on the show? Chris Beall (03:27): Well, Jason represents the world that I lived in forever, which is the world of what I'll call pure innovation, where you come up with something that's really new that people said, "Yeah, I don't know." And then you go out and you make it so. And so I've been doing that stuff as you know for way too long. And what's interesting about innovation, pure innovation and market dominance is they very rarely go together. So it's a wonderful thing to innova

Join us on the Market Dominance Guys as Chris and Corey continue their conversation about sales enablement with CEO Roderick Jefferson of Roderick Jefferson & Associates. This week, the guys address the challenge of hiring the right people for this function — people who have a certain level of sales credibility within the company. Roderick explains that in order to be a respected voice and get a vote when it comes to providing sales enablement tools and processes to support the sales team, you need to bring people on board who have extensive sales experience. Now, don’t get him wrong: Roderick is not advocating a perpetual continuation of “Do sales the way we’ve always done sales.” Instead, he suggests hiring those who understand that what really works in sales is helping clients maintain their customer roster, and aiding clients with increasing THEIR profits, reducing THEIR costs, and mitigating THEIR risks. In other words, your need to hire a sales enablement team dedicated to having conversations with prospects about business outcome. Roderick states that to do this, sales people have to stop giving presentations and start having conversations — true discovery conversations. ----more---- Chris, Corey, and Roderick then discuss how diagnosing a prospect’s pain is only a first step in what we should teach sales reps. “Isn’t it a miracle,” Chris says, “that most salespeople act as though whatever a prospect’s pain is, their product will fix it?” The guys wind up this Market Dominance Guys’ session in agreement that sales reps should be taught how to get out of the way when their solution is NOT a solution. You won’t believe your ears at some of the eye-opening, jaw-dropping ideas in this week’s podcast! About Our Guest Roderick Jefferson is CEO of Roderick Jefferson & Associates, a global sales enablement consultancy that uses cutting-edge technology to enable its clients to decrease time-to-revenue and increase productivity. Market Dominance Guys is brought to you by: ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. and Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (02:06): Welcome to another episode of the Market Dominance Guys with Corey Frank and my very handsome co-host, with the Howard Cosell headphones on this evening, Chris Beall, the Sage of sales, the prophet of profit and the Prince of the P&L. And today, Chris, we have yet another guest. Do we not, the incomparable, Mr. Jason Beck, VP of sales for Enerex. And we'll have Jason certainly tell a little bit about his background, but most you could say at the very least he's a VP of sales of Enerex, but he's also bigger than that. He's an entrepreneur and he's an innovator and he's probably a gadfly of the status quo. How about that? I think we can probably describe, Jason better [inaudible 00:02:52]. Jason Beck (02:51): What is [crosstalk 00:02:55]. Corey Frank (02:55): Yeah. It's not just a bad thing to give and it's a good thing to give. You see you're proverbial fly in the ointment of many a mouse trap that you have come across. Mr. Beck. Great to have you on the Market Dominance Guys here, Jason. So Chris, why is Jason sitting in the hot seat with the Market Dominance Guys today? Not only is he one of your newest, best clients I have connected [inaudible 00:03:17] of course, but over the course of the communication and the relationship with Jason, there's something about Market Dominance, is it not that we said, we got to have Jason here on the show? Chris Beall (03:27): Well, Jason represents the world that I lived in forever, which is the world of what I'll call pure innovation, where you come up with something that's really new that people said, "Yeah, I don't know." And then you go out and you make it so. And so I've been doing that stuff as you know for way too long. And what's interesting a

Today on the Market Dominance Guys, you’re invited to join Chris and Corey and their guest, Roderick Jefferson, the CEO of Roderick Jefferson & Associates, a global sales enablement consultancy firm. This trio of sales gurus outlines the whys and how's of providing sales teams with the information, training, content, and tools that reps need to successfully engage buyers throughout the buying journey. This is known as “sales enablement.” Sounds like a pretty simple “follow the blueprints” process, doesn’t it? And, yet, as Roderick informs us, if you ask 10 people what sales enablement is, you’ll get a multitude of answers. Chris and Roderick discuss this quandary and, more specifically, how the pandemic has impacted training and overseeing sales teams now that each rep works from home, physically away from their manager’s watchful eye. Roderick relates this problem to that of an orchestra whose conductor is missing. Like so many other things now, sales enablement must be fine-tuned to this new situation. In order to orchestrate and conduct a sales team so that each rep plays their part and uses the provided resources in a collaborative manner, a major change must take place in how they are managed. If you’re a follower of the Market Dominance Guys, you know that this episode will have you nodding along with the opinions of Chris, Corey, and their guest, and jotting down notes from their insights. Stay tuned! They aim to help you dominate your market! ----more---- About Our Guest Roderick Jefferson is CEO of Roderick Jefferson & Associates, a global sales enablement consultancy that uses cutting-edge technology to enable its clients to decrease time-to-revenue and increase productivity. Market Dominance Guys is brought to you by: ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (02:19): Well, welcome to another episode of the Market Dominance Guys, with Corey Frank, and the sage of sales, Chris Beall. Today, Chris, we have yet another guest, I think. And our booking agents finally found time to get on the calendar with. In fact, I think he's probably the only guest we've had that can say they have a lifetime achievement award from anybody. Right? Well, actually I got a lifetime achievement award from Luby's Cafeteria, but Roderick has one from selling power that he got. Corey Frank (02:49): And so, Roderick Jefferson, the sales enablement OG of all OGs is with us. We'll talk a little bit about it, but sales enablement at Oracle, and at Salesforce, and at Marquetto, and way back even to Siebel. In fact, I think you did sales enablement before it was even called sales enablement, right? [crosstalk 00:03:06]. Roderick Jefferson (03:06): I did. As far as I know, I'm the guy that actually created the nomenclature sales enablement. Oddly enough, there's one other guy that claims it. He could have it maybe, who knows. Corey Frank (03:16): Well, we have the right guest for the Market Dominance Guys then today, certainly, Chris. But I am curious, before we start though, Roderick, and we talked about this on the phone the other day, is when you get a lifetime achievement award, is it assumed that they put you out to pasture, and there's no more content coming out of that grape of yours, and there's no more good ideas? If you do happen to create anything that's good, that's fresh, that's new, what do they call that award then? Roderick Jefferson (03:41): You know what they say about assuming? So we're not even going to go down that route. Let's not assume anything. I think if there's anything else, maybe it'll be really cool to have something named after me. Other than that, who knows? Corey Frank (03:54): Like a Lombardi trophy. There you go. Perfect. Roderick Jefferson (03:56): Like the Lombardi. Kind of like that, yeah. T

In this follow-up to last week’s Market Dominance Guys’ podcast, “Your Sales People Are Brain Surgeons,” Chris and Corey have another conversation with ConnectAndSell’s customer success manager, Donny Crawford, about using the telephone plus your beliefs to gain market dominance. First things first, they discuss how to get prospects on the phone who are the most likely to set a meeting with you. It sounds like a numbers game — more dialing equals more people picking up the phone, which equals more meetings set, right? But as every sales rep knows, you can lead a prospect to a conversation, but you can’t make them link you to their calendar. That rate of success is fairly low. In his experience calling on prospects, though, Donny discovered an amazing way to increase the dial-to-meeting conversion rate: make more calls to people on your follow-up list. He found out that if at first you don’t succeed, call, call, call again. Wait till you hear what his success rate is — and then listen to the story Chris tells about follow-up calls, which corroborates Donny’s experience. ----more---- Donny also shares the most important key for success in a cold call, and then he lists for you all the other ingredients in his proven recipe for successful conversations with prospects, one of which is his practice of listening to his own recorded cold calls to hone his ability to sound human. As Corey says in the wind-up to this interview, what we’ve got here is “another great, fantastic episode of the Market Dominance Guys!” We sure do! About Our Guest Donny Crawford is a Customer Success Manager for ConnectAndSell. He is responsible for providing Flight School training to sales representatives of ConnectAndSell customers in order to help them become more effective and successful when cold calling. The complete transcript of this episode is below: Chris Beall (02:15): There are some weird sub lists that are out there, but you're right, Donny. The big question is, do they trust you? If you handle the first seven seconds of the first conversation right, they trust you for the rest of their life, and it's not a voluntary thing, unless you blow it. Corey Frank (02:31): Well, that's true. We talked about that many times, about the trust. I'm curious about... Let's talk some turkey here on some actual conversion rates. Just ballpark conversion rates here, Donny, of what you've seen from maybe dial to meeting. Implementing this practice, if I didn't, if I'm an average inside sales leader on the street, and maybe I use a dialer. Maybe I don't. Maybe I use ConnectandSell. Maybe I don't. I'm probably in the what dial to meeting range, would you say? Just an at rest, average inside sales team? Donny Crawford (03:12): I don't know. Chris, would you say probably somewhere in the 500 to 700 dials to get a meeting range? Chris Beall (03:17): Yeah, it's pretty normal to see... 500 is a reasonable cold number. Corey Frank (03:22): Yeah. That's what I would say. Maybe a little bit higher for tougher gets, if the persona or ICP is higher, and then my contact conversion rate. For every hundred people I talk to, for instance, on a given day, what should I expect? Four? Five? I don't know. Maybe a little bit more, a little bit less? What do you generally see? Donny Crawford (03:44): I would say the less trained sales rep who's on their own doing what feels comfortable is, on average, going to set meetings around maybe 3% of the time on a first conversation, maybe 4%. The well trained, the well honed in skilled cold caller, the person who is having those initial conversations, I think that can rise up to 5% to 7%, 7% to 9% for a first conversation. For a first conversation, most of the time, the majority of the time, probably 90 out of 100 conversations, they're not going to turn into a meeting that first conversation. It's okay. Everyone needs to be okay with that. Corey Frank (04:29): Okay. What have you seen after you go to the flight school to implement this process that... I love the fact that a lot of it was implemented under duress. You had this Damocles plan hanging over to you, all the best ideas. I had a friend... All the best ideas come from being in the vicinity of porcelain in the bathroom, in the shower, or wherever. The second best ideas come under duress under stress. It sounds like this concept of the follow-ups here. What have you seen from some of the ratios, some of the ranges of a conversation percentage? When you have a proud graduate student of the Donny Crawford Academy, what can I expect to see? Donny Crawford (05:15): What's nice is that you can almost break it down to the actual follow-up number. On a first conversation, if you're scheduling at about a 5% rate, then you can almost expect that the second conversation itself will be around a 10% to 11% rate to schedule meetings on just the second conversation with the prospects that you're reaching. On the third conversation, if you actually happen to be able to get a second

What do you do if you have a group of 25 or so folks on your sales team, and you want to really make a splash in the first quarter of the new year? Due to the on-going pandemic, we all know that connecting with customers face to face at trade shows is no longer an option. No doubt, your reps are still working from home, most of them researching their prospects and trying a little social media marketing, but all of them eventually doing the traditional dialing, dialing, dialing, and praying, praying, praying that someone will pick up the phone. How, in the name of all that’s financially holy, are your reps going to help your company dominate its market if they simply continue to use the same old methods during this brave new year we are entering? Our two Market Dominance Guys, Chris and Corey, along with this week’s guest, ConnectAndSell Customer Success Manager Donny Crawford, diagnose the problem of what’s keeping companies from the market domination they desire. These three cold-calling practitioners offer their insights into what works best to get the greatest number of conversations with decision makers — despite cold call outcomes like “Not me,” “Not now,” “Not interested,” “Call back later,” or even the dreaded hang-up. Wait till you hear Donny’s proven method for how to turn repeated hang-ups from a prospect into the appointment you’re after. Chris compares the work of a salesperson to that of a brain surgeon, first cracking open a company’s “skull” by getting that first appointment, and then exploring what’s wrong inside the “brains” of a company by having a discovery conversation. Join Chris, Corey, and Donny as they guide you through that operation during this episode of Market Dominance guys, "Your Sales People are Brain Surgeons." ----more---- Listen to Donny's previous episodes: The Power of the Anti-curse to Overcome Rejection Three Reasons Sales Reps Don’t Follow Up About Our Guest Donny Crawford is a Customer Success Manager for ConnectAndSell. He is responsible for providing Flight School training to sales representatives of ConnectAndSell customers in order to help them become more effective and successful when cold calling. Market Dominance Guys is brought to you by: ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Corey Frank (00:43): Welcome to another episode of the Market Dominance Guys with your host, Corey Frank, and your co-host, the Sage of sales, the prophet of profits, Chris Beall, CEO of ConnectAndSell. And today we have another guest. I think we're on a roll Chris. We've had, normally we say, I think we had a rule, no guests, but in the last couple of months or so we had Oren Klaff, had certainly Ryan Reisert. And so we're going to dig deep into the connoisseurs of our craft in your own backyard. We have Donny Crawford, the customer success manager over at ConnectAndSell. And Donny's been with ConnectAndSell for several years, I think over five years, I think you had mentioned Donny, and you're originally from the main streets of San Jose, but now you live in the rarefied air somewhere in a nondescript location in Utah, having spent we'll get out of them. Corey Frank (01:37): But one of the talk with Donny today, Chris, I think too, we were talking about market dominance, certainly for the last 60 plus episodes. Can't believe it's over 60 episodes now. And one of the questions we get oftentimes is, well, how do you put this actually into practice? Can we interview and talk with somebody who puts ConnectAndSell into practice? The theory of market dominance into practice and who lives it at scale? Now, Chris and I, Chris was my guide and my Sherpa here in the days of my previous company, where I was a degenerate gambler. And when I got ConnectAndSell, I just kept spending and spending and spending those dials and eight, nin

In this episode of Market Dominance Guys, we’ll dissect that sales process called the “discovery call” and diagnose the problem that is keeping sales reps from making a successful one. Chris, Corey, and Oren Klaff, managing director of Intersection Capital, share their opinions on the subject, and lament the unfortunate fact that most sales reps have no set method for conducting a discovery call that includes true discovery. As Oren describes it, “Selling is a bit icky, and [salespeople] want to retreat quickly back to the relative calm of their normal lives. Once a salesperson hears one thing [from the prospect] that’s an indicator of interest, they want to hit the buzzer” and immediately jump to the sales pitch so they can end their own discomfort. As Oren sees it, this cut-to-the-chase method is the primary reason many discovery calls fail. Instead of truly finding out what problems the prospect or his company might have, which the product being offered might solve, reps skip right over the creation of a relationship that might help them eventually make that sale. Chris is convinced that salespeople can actually be coached on where they went wrong during a discovery call and how to do it in a way that works. In this podcast, you can listen to the two questions that Chris begins his own discovery calls with — and then find out what the heck “the dog, the meat, and the chain-link fence” have to do with this subject. Who knew that a discussion about discovery calls could be so insightful and entertaining? If you missed the first half of this conversation, you can get it here: https://marketdominanceguys.com/e/getting-prospects-from-fear-to-commitment/ ----more---- About Our Guest Oren Klaff is managing director of Intersection Capital, which provides training, management, and advisory services in the areas of technology banking, healthcare investment banking, and asset-backed securities. Oren is also the author of Pitch Anything and Flip the Script. Market Dominance Guys is brought to you by: ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com. The complete transcript of this episode is below: Join us for this conversation in progress from the previous episode. Chris Beall (02:17): Which by the way, is not we've got the inside track on watching this, right? We do more of it than everybody else in the world put together. We don't create meetings. We just help other people do them. Corey's team is one of the sets of other people. We just help them get first conversations and follow-up conversations and if you're doing right, you can take the market in terms of meetings and meetings are good leading indicators of the potential of the business, as long as the message happens to correspond to the value in some way. Chris Beall (02:43): What we're doing is we're pushing the bottleneck down to discovery, and what we're finding is nobody can do discovery. So I'm fascinated with what you're doing because I've been looking for a long time for some blockbuster, some stick of dynamite I can stick into the discovery process that regular people can learn, like your North Dakotans, right? They can actually learn to do it and where you can analyze where they're going bad, where it's coachable, because that's the other thing we're not seeing is... We're not seeing methods that are specific enough that you can say, "Right there, you slipped into the sorcerer. Dude you were dead at that point." Oren Klaff (03:23): Yeah, so I think in discovery, what happens is people don't like being in discovery and then with discovery tends to rhetorical questions. Chris, would you like to make a million dollars by just going to the mailbox and collecting the mail and cash and checks? You just rolled your eyes. Chris Beall (03:23): Two million. Two million. Oren Klaff (03:44): You just rolled your eyes. You lit