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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

Stuck in the Middle with Denial

3/3/2021
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...

Duration:00:29:35

How to Get from Stuck to Unstuck

2/24/2021
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...

Duration:00:29:35

The Right Skills for the Job - AI vs. Humans

2/17/2021
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...

Duration:00:36:58

Which comes first, traction or scale?

2/10/2021
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...

Duration:00:27:51

All Churn is Not Created Equal

2/3/2021
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...

Duration:00:23:40

Strategize, Execute, Evaluate, Repeat

1/27/2021
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...

Duration:00:28:48

I’m Not the Salesman Your Mother Warned You About

1/20/2021
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...

Duration:00:33:35

Got pain? Have I got a product for you!

1/12/2021
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,...

Duration:00:19:56

An Enabler Is a Good Thing — in Sales

1/6/2021
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”...

Duration:00:29:49

Never, Never, NEVER Retire a Follow-Up Call

12/23/2020
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...

Duration:00:21:43

Your Sales People Are Brain Surgeons

12/16/2020
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,...

Duration:00:25:46

Diagnosing Discovery Call Failures

12/9/2020
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]...

Duration:00:27:50

Getting Prospects from Fear to Commitment

12/2/2020
You’re about to make a cold call, hoping to get a commitment out of your prospect. What are you feeling? A little trepidation, perhaps? As all salespeople know, that’s the fear of rejection. But have you ever considered that your prospect is feeling some fear too? It’s true: most prospective customers feel the fear of having to talk to an invisible stranger. That’s a lousy way to start a conversation with someone you’re wanting a commitment from. So, how do you, an invisible stranger, get...

Duration:00:29:59

Your Prospect Adores You! But Will His CFO?

11/25/2020
Every single thing that happens in sales is about learning — on both parties’ parts — and this includes presenting and discussing value metrics with prospects and with customers who are up for renewal. What works best? Adopting an attitude of rampant optimism or one of friendly skepticism? Should the value metrics you present be the same, or should they vary when you’re talking with inbound prospects versus outbound prospects? Is it most effective to emphasize only one appealing value, or is...

Duration:00:23:44

What to Charge for a Trip to the Promised Land

11/18/2020
As a follow-up to the recent Market Dominance Guys’ podcast, “Vanity, Vanity, Thy Name Is Value Metrics,” Chris and Corey continue here with part two of their conversation with Mike Genstil, co-founder and CEO of VisualizeROI. Mike and Chris share their insights into value metrics and how to construct and present statements about value propositions and returns on investment. These market dominance experts explain that it’s all dependent upon the job title of the customer rep being addressed,...

Duration:00:28:07

Can Innovation and a Pandemic Coexist?

11/11/2020
Change is the obvious hallmark of the current pandemic. And, as most of us know, change rewards innovation and punishes those who stand pat on tradition. This is especially true in the winner-takes-all world of sales. Most people believe that true innovation springs from the use of technology. But is innovation mostly about taking a technological product or service and then marketing and promoting it to the stage called “user adoption” — or even to the more desirable stage that we’ll call...

Duration:00:24:46

Vanity, Vanity, Thy Name is Adoption Metrics

11/3/2020
In the modern SaaS economy, adoption metrics abound. Sure – they measure something that VC investors care about, and sometimes something that product recommenders and even decision-makers want to track. But does adoption speak to business impact? One thing for sure: when it comes to business impact, adoption metrics are pure vanity. A business doesn’t measure return on investment by asking how much time its employees are spending as “users.” Horror stories abound of products that suck up...

Duration:00:26:59

Where Did All the Coaching Go? (Long Time Passing)

10/27/2020
In the last two podcasts, When Operational Excellence Hits a 9-Foot Wall and Myths and Misconceptions of the Cold-Calling World, Chris, Corey, and Valerie Schlitt, CEO and founder of VSA, have been discussing various aspects of striving for operational excellence. In this third and final podcast on the subject, these three sales experts turn to the topic of coaching. Listen to what they have to say about how coaching works best — and the challenge of doing it in today’s work-from-home...

Duration:00:25:25

Myths and Misconceptions of the Cold-Calling World

10/19/2020
Chris and Corey continue their discussion with Valerie Schlitt, CEO and founder of VSA, which began with the Market Dominance Guys’ podcast, When Operational Excellence Meets a 9-Foot Wall. Making another observation about operational excellence, Chris begins this session with the statement, “A big part of operational excellence is recognizing that you don’t always have the resources that you need to get the job done perfectly — or even well.” Valerie thrives on solving problems just like...

Duration:00:27:41

When Operational Excellence Meets a 9-Foot Wall

10/13/2020
Operational excellence is achieved when every member of an organization can see the flow of value to the customer and fix that flow before it breaks down. But as a manager of people, you know that this isn’t an easy goal to achieve — especially if your team members are now working from home instead of working together in one building. As Chris explains in a story about his experience mountain climbing and running up against a 9-foot tall stretch of wall, “We make a great plan — and then we...

Duration:00:27:47