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Market Dominance Guys

Business & Economics Podcasts

Chris Beall and Corey Frank host episodes with thought leadership that leaves you shaking inside.

Chris Beall and Corey Frank host episodes with thought leadership that leaves you shaking inside.

Location:

United States

Description:

Chris Beall and Corey Frank host episodes with thought leadership that leaves you shaking inside.

Language:

English

Contact:

(888) 240-7377


Episodes

What Do You Do With an Addressable Market?

10/13/2021
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...

Duration:00:23:54

EP102: A Finishing School for Future CEOs

10/5/2021
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,...

Duration:00:21:00

EP101: Taking a Leaf Out of Branch 49‘s Book

9/29/2021
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...

Duration:00:25:12

EP100: Do You Catch Their Drift?

9/22/2021
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...

Duration:00:25:25

EP99: Overhead Is Like a Racehorse

9/14/2021
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...

Duration:00:31:17

EP98: Is Venture Capital for You?

9/8/2021
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...

Duration:00:27:59

EP97: Doing the Day-to-Day Right

9/1/2021
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...

Duration:00:30:47

EP96: Empathy, Goals, and Alignment of Purpose

8/25/2021
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...

Duration:00:35:23

EP95: Not Getting Trained? Train Yourself.

8/17/2021
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,...

Duration:00:21:28

EP94: Are You Laying Brick, or Making $12 an Hour?

8/11/2021
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...

Duration:00:28:10

EP93: A Talent for Managing Talent

8/4/2021
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...

Duration:00:25:45

EP92: Will They Stay or Will They Go?

7/28/2021
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...

Duration:00:28:44

EP91: Borrowing from the Best

7/20/2021
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...

Duration:00:33:54

EP90: Lead That Cold Call With Trust, Not Value

7/14/2021
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...

Duration:00:22:55

EP89: When the Student Is Ready, the Teacher Will Appear

7/7/2021
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...

Duration:00:27:35

EP88: Get Thee to a Data Concierge.

6/30/2021
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...

Duration:00:30:59

EP87: Giving Your Data the Sniff Test

6/22/2021
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,...

Duration:00:37:53

EP86: Tried and True: Practice Makes Perfect

6/15/2021
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...

Duration:00:23:29

EP85: When the Time Is Right, the Magic Happens

6/9/2021
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,...

Duration:00:33:12

EP84: The Best Frog-Kisser for the Job

6/1/2021
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...

Duration:00:16:48