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Chris Beall and Corey Frank host episodes with thought leadership that leaves you shaking inside. Join Chris Beall and Corey Frank for a journey into the vast forces, best practices, and simple path that can propel your organization to reach true market dominance.

Chris Beall and Corey Frank host episodes with thought leadership that leaves you shaking inside. Join Chris Beall and Corey Frank for a journey into the vast forces, best practices, and simple path that can propel your organization to reach true market dominance.
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Chris Beall and Corey Frank host episodes with thought leadership that leaves you shaking inside. Join Chris Beall and Corey Frank for a journey into the vast forces, best practices, and simple path that can propel your organization to reach true market dominance.




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Mr. Miyagi and the Theory of Market Dominance.

Rocky. The Karate Kid. The Average Joes. Rudy. Underdogs. We love them. They are the people who use their grit combined with their well-coached and newly acquired skills to make waves, cause the odds-makers fits, and run up the score. When you get funded by a VC and finally have the green light to release the Kraken and launch your vaunted sales machine, there is a temptation to run up the bill on the countless tools available in the sales and marketing stack and forget the meager stack...


Get the DeLorean; My Profession is Stuck in 1855!

Today, when you examine the toolbox of the modern sales professional, many of us immediately see the abundance of options in the marketing and sales stacks that decorate most of our desktops…I have tools that can disguise my phone number, I know when someone opens an email, I can do a virtual face to face meeting…AI and machine learning tools even tell me what to say and who I should say it to…a scale of portable technology and advancement and capital on any ordinary rep desktop that would...


The Two-State Solution in Market Dominance: Dollars or Donuts?

States, lots of ‘em, 50 states. Plus Red States, Blue States. States of consciousness. Physical states. Liquid/Gas… How about the state of Markets, being Market Dominant, or simply being an “also-ran?” The fact is there only two states you can reside in as a company: you're either dominating one market or more, or you're dominating zero. And if you're dominating zero markets, you WILL go out of business in time unless you turn into a company that IS dominating at least one market. Market...


Are You Serious About Reaching the Top of Your Market?

What do you need to believe when you ask someone for 15 minutes of their time? What’s the underlying emotional and rational DNA of true belief that is pulsing through your brain? And even beyond this, it would be helpful to remind our listeners about our mission here at the Market Dominance Guys…what’s the real reason these nuances and steps and tactics of market dominance even matter? Because, after all, if we don't get past the discovery step consistently we can never dominate our...


How to Harvest Authentic Trust in your Discovery Calls

Ask 50 bartenders how to make the best Tom Collins and 48 out 50 will tell you: Pour 1 oz Freshly squeezed lemon juice, 1 1/2 oz Gin, 2 oz Carbonated water and 1/2 oz Sugar syrup and shake. Now ask 50 sales professionals how to “make” the best Discovery call and you’ll get 50 different answers. Have an agenda. Build rapport. Establish time frames. Set a power frame. Identify a budget upfront or don’t do the call at all. Do a question stack. Talk a lot. Talk a little. It seems that everyone...


How to Free Solo Your Pitch

Alex Honnold, one of the most talented mountain climbers in the world – who is the only man to ever successfully summit El Capitan free solo – and that means no ropes - by the way – had a strategy. And his strategy did not reach the top of the mountain. That was his ultimate destination. His strategy was to map the 30 sections – or “pitches” as they are called in climbing parlance - and practice the necessary and wide variety of different skills needed to manage each of these 30 precarious...


Don't Make the Spiders Angry

There is a universal product that every company has that it needs to better understand and sell more effectively and correctly. And it's a product that can be crafted and messaged just like any other product your team sells. Because it’s a real product, it requires belief in its potential value and worth from the folks that sell it. It’s a product that shouldn’t be short-cut or mis-messaged…or even try to do too much. It needs to be measured for effectiveness. And the ability to get this...


Stranger Things in Sales

Growing up, your mom probably told you to never talk to strangers. She also said never ask anyone for money. So…fast forward 20 years and find yourself at your desk, a newly minted college grad and a fresh-faced and newly hired sales professional at a great company. And what does your boss tell you to do on your first day? “Um…Josh, I need you to take this list of leads and I need you to call them (i.e. talk to strangers)…oh and then, if they’re really friendly, I need you to ask them to...


Market List Creation - Know Your Enemy.

Explaining the decision to employ the newly developed and yet far-from-perfect radar system used to protect England from the stifling Nazi blitz in World War II, the esteemed scientist Robert Alexander Watson-Watt said, “Always strive to give the military the third-best because the best is impossible and second best is always too late.” This attitude of being good enough, and not perfect, has been dubbed ‘the cult of the imperfect.’ The French philosopher Voltaire summed this attitude nearly...


Messaging Eats Product for Breakfast

Startups that begin their journey without a primary mission and focus on getting to true market dominance causes many teams to instead lead their new company into conditions that are ripe with extreme uncertainty and essentially abandoning all process. They often jump head-on into the product development cycle in order to execute on their “idea” and get to “market” as quickly as possible…so they can start selling and bringing in revenue. Understandable for sure. But this is not the only...


The Hard Truths About Taking VC Funding

I know many veteran entrepreneurs would agree that “Raising venture capital is the easiest thing that a startup founder is probably ever going to do.” Marc Andreessen said that the venture capital business is a 100% game of outliers- it’s all about extreme exceptions.” “…think about it…there are on the order of 4-5000 ‘fundable’ companies a year, that want to raise venture capital.” “…and about 300 of those will get funded by what’s considered a ’top tier VC’; about 25 of those will...


The 3 Features & 3 Strategies Every Startup Must Have

In our journey to Market Dominance, Hope springs eternal…it does in sales forecasts…in product rollouts…and especially in venture fundraising. “But Hope is not a strategy. And Luck is not a factor. And fear is not an option.” In this episode, I ask Chris about the key features and strategies every startup must-have. I brought extra paper expecting a long list…but to Chris, things are simplified…there are only three. So arm yourself! Let’s now dive into the 3 Features & 3 Strategies...


Your Startup Origin Story: Sales is not the Villain!

There’s a common storyline for newly minted entrepreneurs…it goes like this: I have a product… a widget…a service. It works…I think it works pretty well. And so now I'm going to hire a bunch of sales folks…probably a VP of Sales and he’s going to do the hiring…and then we're going to launch and then we’re going to get working and execute on that hockey stick picture I have in my investment deck. Oh, and we're also going to do the market launch, some PR about our funding, and spend a few...