Market Dominance Guys

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

In this solo episode of Market Dominance Guys, Chris Beall explores the potential of AI-powered data analysis using ChatGPT. Chris demonstrates how this cutting-edge technology can uncover valuable insights from complex sales data in a matter of minutes, a process that would typically take a human analyst days or even weeks. By utilizing ChatGPT's Data Analyst feature and uploading data from ConnectAndSell, he's able to quickly examine the correlations between sales reps' skills and key business outcomes, Chris showcases how AI can help identify the most critical factors influencing pipeline generation and financial success. This eye-opening episode is a must-listen for CEOs, CROs, and CSOs looking to leverage the power of AI to make data-driven decisions and optimize their sales strategies. Join Chris as he delves into the future of sales analytics, revealing surprising findings that could revolutionize your approach to sales training and coaching. Join us for this episode, "Your New Data Analyst BFF Uncovers Surprising Sales Insights. Key points and timestamps from the episode: (00:01:37) Chris Beall introduces the topic of using ChatGPT to analyze sales data and uncover insights. (00:02:39) Chris shares his experience working with ChatGPT to write a book summarizing Market Dominance Guys podcasts in just two days. (00:04:20) Chris discusses using ChatGPT for a pricing exercise at ConnectAndSell, balancing customer ROI and company profit. (00:04:55) Chris explains his plan to use ChatGPT to analyze the correlation between reps' skills and business outcomes. (00:07:37) Chris walks through the process of uploading data to ChatGPT and having the AI analyze the columns and data structure. (00:08:34) ChatGPT identifies key columns relevant to the analysis, including activity metrics, conversion rates, and skill scores. (00:19:49) The correlation matrix reveals that asking for the meeting has the strongest correlation with positive outcomes, while professionalism has a surprisingly low correlation. Keep listening for the analysis results: The regression analysis shows that 24.1% of the variability in direct amounts is explained by the combined skill metrics. The breakthrough score has a significant negative coefficient, suggesting that higher breakthrough scores might be associated with lower direct amounts. Conclusion: Chris emphasizes the value of using AI for rapid, unbiased data analysis to gain insights and make data-driven decisions in sales.

Welcome to this special Market Dominance Guys compilation episode featuring highlights from some of our most downloaded episodes in the first quarter of 2024. In these segments, Chris Beall and Corey Frank are joined by expert guests Shane Mahi and Helen Fanucci to explore critical topics for sales and marketing leaders navigating the evolving landscape of go-to-market strategies, data-driven targeting, and the impact of AI on authentic human connection. You'll hear eye-opening insights on the future of software development in the age of generative AI, why conversations are the often-overlooked key to unlocking your total addressable market, and how to coach reps effectively by providing immediate feedback. Helen shares her framework for leveraging proprietary data to identify your best opportunities and align resources accordingly. The discussions also examine the challenges of territory assignment and the power dynamics of sales leadership. Shane and our hosts dive into balancing the power of AI tools like ChatGPT with the irreplaceable value of genuine, trust-building conversations. And you won't want to miss Shane's story of how combining the entrepreneurial operating system with AI helped him rebuild his business in record time after previous setbacks. These clips from Chris, Corey, Shane, and Helen will help you learn how to position your organization for market dominance through the right mix of data-driven strategy, technological leverage, and authentic human engagement. Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell Helen Fanucci on LinkedIn Full episodes for this segment: #10: EP215: Sales Artisans: Thriving Alongside Smart Bots #9: EP216: Conversations, The Kryptonite of MarTech? #8: EP213: Ethical AI Selling - Reality vs Hype #7: EP208: Balancing Relationships and Efficiency in AI Sales #6: EP209: Your Only Product Is the Meeting #5: EP214: The Future of Sales: Balancing AI and Authenticity #4: EP212: Reps Dread It, Managers Avoid It: Coaching #3: EP211: Conversations Convert to Pipeline Power #2: EP210: Sales Targeting Beyond LinkedIn and Navigator #1: EP145: Building Trust Must Always Be Step One

In this solo episode of Market Dominance Guys, Chris Beall unveils the ultimate sales KPI: pipeline dollars generated per rep hour. This metric is a game-changer for CROs, CFOs, and CEOs looking to optimize their sales efforts and drive business growth. Chris explores the importance of measuring and maximizing this KPI, sharing insights from ConnectAndSell's own data and revealing the significant potential of a well-executed market dominance program. He breaks down the different types of attribution, ideal conversation and meeting rates, and optimal prospecting hours per week. Whether you're a sales leader aiming to improve your team's performance or a C-suite executive seeking to understand the economics of your sales efforts, this episode will help you discover how pipeline per rep hour can help you take your company's revenue generation to new heights.

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

In this episode of Market Dominance Guys, Chris Beall and Corey Frank are joined by special guest Griffin McGowan, a recent college graduate navigating the world of sales job hunting. The trio delves into the challenges and opportunities faced by young professionals seeking to launch their sales careers, with a particular focus on the crucial role of mentorship. Griffin shares his experiences interviewing with various companies and the valuable lessons he's learned, while Chris and Corey offer insights on what employers look for in new hires and the skills needed to succeed. The conversation also explores the idea that interviewees are not just looking for a job, but are essentially "hiring" a boss or mentor to guide them through their professional journey. Packed with wisdom gained from years of experience, this episode is a must-listen for recent grads, mentors, and interviewers alike. Join them for this episode, "New Grads: You're the Product, Choose Your Buyer." Links from this episode: Griffin McGowan on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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

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

Corey Frank and Chris Beall share eye-opening insights from their recent marketing conference experience that every CSO and sales manager needs to hear. Chris uncovers a startling truth: nearly all MarTech tools are based on the misguided belief that you can't achieve success by simply calling prospects and having meaningful conversations. He challenges this notion head-on, emphasizing the immense power of genuine dialogue in building trust and gathering valuable information. Our Market Dominance Guys also explore the critical difference between a mere phone call and a true phone conversation, revealing how these conversations can dramatically amplify your downstream marketing efforts. This episode is packed with actionable insights that will help you leverage the power of conversations to dominate your market and drive sales success. Listen to episode 216: Conversations, the Kryptonite of MarTech?

This episode wraps up our conversation with Corey Frank, Chris Beall, and Shane Mahi. Throughout this series, the guys have delved into the profound impact of AI on sales, the evolving role of human expertise, and the transformative potential of AI in reshaping businesses. They muse on the future interplay of AI and the craft of sales. Corey champions niches - and the need to summon specialists. And we, the artisans, must elevate our skills. Chris predicts more earthshaking disruption for software developers than sellers. And Shane sounds warnings that agencies lean heavily on human effort today. Soon enough AI shall permeate their ranks. Our craft endures turbulent seas, yet we shall reach new fortunes with nimble navigation. Mine your own insights from these philosophic titans who've logged countless hours of bold outreach fueled by devotion to their calling. Stay tuned for part 3, where they unveil actionable guidance to navigate what's next for our noble profession. “EP215: Sales Artisans: Thriving Alongside Smart Bots.” Here is the full series. Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

The guys are back with sales visionary Shane Mahi as we dive into the vital facets of authenticity, ethics, and trust in the world of sales. As sales leaders, you know these elements are crucial for fostering customer loyalty and closing those pivotal deals. Shane elaborates on how transparency and being genuine have led to exponential sales growth for him over the past months. They also investigate AI's emerging impact and why interpersonal skills remain vital, even with advancing technology. This forward-looking discussion offers invaluable wisdom on steering sales teams through a shifting landscape. Whether you aim to amplify results or spearhead AI adoption, you will gain insight from Shane’s real-world perspectives. Join us as we continue unraveling the keys to ethical and successful selling in this next-level episode, "The Future of Sales: Balancing AI and Authenticity." Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

Artificial intelligence is transforming sales, whether we're ready or not. In this episode, we dive deep on questions sales leaders have about leveraging AI amidst the hype and uncertainty. What’s driving adoption? Where can bots add value now vs. someday? We debate ethical considerations and the threat of/or replacing human jobs. Our guides, Chris and Corey, are joined by Shane Mahi, now Chief Partnership Officer at AI startup mega.ai. Shane shares insights from the AI frontlines on what’s realistic today and the autonomous sales agent vision of tomorrow. Shane shares the hard-won insights he's gained through making over 650,000 sales calls and landing more than 30 major clients. In this 3-part series, we'll cover Shane's journey along with the role of AI in sales. Join us for episode 213: Ethical AI Selling - Reality vs Hype Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

We're missing Corey Frank today, but we still have a meaty solo episode for you from Chris. Chris is diving into a perplexing sales practice - coaching cold calls. Perplexing because everyone talks coaching up, yet so few actually do it. He explains why this type of coaching is critical yet so scarce, why both the coach and the call induce fear, and how to actually make coaching work. With compelling examples from golf and hostage negotiations, Chris breaks down the elements of an effective coaching framework. The key - simplify each call into bite-sized pieces and target very specific first failures to drive rapid gains. This episode overflows with accessible coaching advice for sales leaders. Join us for this Market Dominance Guys Episode, “Reps Dread It, Managers Avoid It: Coaching.”

As sales leaders, we're ultimately responsible for revenue growth. In part two of this must-listen episode, Helen Fanucci and Chris Beall reveal how to build an asset that drives results: pipeline power. Learn why phone and conversation intelligence beats guesswork. Discover how to arm your team with the right data to fill your pipeline with serious opportunities. We dive into the critical questions you must ask on every account to accelerate sales cycles. Helen emphasizes that trust builds between companies early on, so executives must engage alongside reps. Tune into part two for tangible tips on avoiding over-strategizing in favor of authentic conversations. You’ll pick up tactics to leverage intent signals, stop playing pipeline games, and create alignment around valuable targets. The key takeaway: with closed-loop feedback, your pipeline can become a core competitive advantage that speeds up cycles and boosts revenue. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

Building a target account list is the critical first step for any successful sales strategy, yet it remains an overlooked and haphazard process at many SaaS firms. Rather than leave targeting up to individual reps, centralize it to boost efficiency and revenue growth. As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasize in this episode, outdated title-based targeting must give way to responsibility-based keyword searches on LinkedIn and intent signals from job profiles. They delve into common missteps sales leaders make, from over-researching targets to allowing bloated pipelines and territories that hamper productivity. Tune in to learn how to focus your targeting, embrace open territories, have meaningful conversations, and build trust with the right prospects from day one. You’ll pick up tangible tactics to scale pipeline and accelerate deals. Listen to the first half of this discussion, Sales Targeting Beyond LinkedIn and Sales Navigator. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

Closing sales requires trust, and trust is built through conversation. As Chris Beall notes, in B2B, the gateway to ongoing dialogue is the discovery meeting. Yet, too often, sales teams fail to view the meeting itself as the product they are selling. As Bruce Lewolt highlights, sellers must frame their sincere care for the customer’s success. This care is best conveyed interpersonally. By securing that initial meeting, the sales rep opens the door to relationship-building. As Jennifer Standish explains, delivery matters as much as content in piquing interest. With the right tonality and empathy, a seller can turn cold calls into warm introductions. James Thornburg and Matt McCorkle build on this idea: the meeting is a gift, saving the prospect time and money. When sellers view appointment-setting as customer service, their conviction carries through. The discovery meeting enables the sales conversation to continue. Building trust starts with booking that first meeting. Join us for episode 209: Your Only Product Is the Meeting. This episode has segments from the following full episodes featuring Matt McCorkle, James Thornburg, Corey Frank, Chris Beall, Jennifer Standish, and Bruce Lewolt. EP139: Your Product Is the Meeting EP122: Learning to Manage Your Voice Under Pressure EP115: The Enemy of Your Message Is Drift EP113: The Cold-Call Kiss of Death EP108: Sales and the State of Apprehension

In our brave new AI-augmented world, navigating tech integration while retaining that human trust factor remains a tricky balancing act. So who better to provide expert guidance than our sage of sales, Chris Beall? Today our very own ChatGPT steps in as co-host for Corey to pepper Chris across the AI-sales trust landscape. Should we unleash these bots to comb leads? How do we mitigate client skepticism? Does transparency enhance trust? Chris distills hard-earned wisdom on these questions and more. From specific use cases in training and process efficiency to ethical dilemmas around transparency, you’ll gain critical insights for smoothly integrating AI without severing those all-important human connections. Chris even gazes into the future, weighing engaging versus alienating roles for our robot friends. Chris offers actionable advice so we can deploy AI judiciously while cementing bonds of respect and rapport. Time to bridge that tech-touch gap in this episode, Balancing Relationships and Efficiency in AI Sales

Discovery calls are typically auditory-only affairs, but this episode of Market Dominance Guys reminds us that we are physical beings having a full-person experience. As Chris emphasizes, you don't converse with a brain in a jar, so why disconnect your body from the persuasive power of discovery? From micro-prancing, to miming props, to the hepatic value of gestures and pauses, your physical presence profoundly impacts connection, emphasis, and revelation. Body language not only expresses what pure words cannot, but it heightens the musicality and truth-emergence Chris describes as “letting the silence breathe.” So start envisioning your prospects, get your blood pumping, and bring your whole self into alignment with the call. It’s time to let your full-bodied discovery create breathing space for truth. What non-verbal techniques will you incorporate next call? This is a continuation of last week's discussion with Henry Wojdyla and Shawn Sease. You can listen to the previous episode here. EP206: Mastering the Art of Silence How Pauses Can Improve Discovery Links from this episode: Shawn Sease on LinkedIn Henry Wojdyla on LinkedIn Corey Frank on LinkedIn Chris Beall on LinkedIn Branch49 ConnectAndSell

What's the secret sauce to nailing discovery calls? Is it your intricate questioning strategy? Your ability to build quick rapport? We're exploring an underappreciated element today - the power of tonality. From a Marine drill sergeant's verbal shock and awe to real estate power players commanding eight-figure deals, our esteemed guests get vocal about vocal dynamics. Join Chris, Corey, and their guests, Henry Wojdyla and Shawn Sease as they battle assumptions, pregnant pauses, and the occasional restraining order. You'll hear straight from the horse's mouth why tonality eclipses terminology and how losing your cool in discovery can cost you deals. If your team overlooks today's vocal victory tips, you'll condemn them to tone-deaf discovery call defeats. Listen to this episode: Mastering the Art of Silence: How Pauses Can Improve Discovery Links from this episode: Shawn Sease on LinkedIn Henry Wojdyla on LinkedIn Corey Frank on LinkedIn Chris Beall on LinkedIn Branch49 ConnectAndSell

Many a promising startup has seen their lofty dreams dashed on the rocks due to lacking a bridge to cross that yawning chasm, separating early adopters from pragmatic mainstream buyers. Chris has contended with this treacherous chasm across multiple expeditions. Those early adopters feature prominently in startup lore - enthusiastic pioneers who relish new technology, derive career perks from kick-the-tires experimentation and care little about reputation risk. Yet they differ radically from that mainstream majority awaiting pragmatic proof. Chris invites you to draw on the profound insights of Geoffrey Moore (Crossing the Chasm) to help identify those visionary partners, extract maximum value from your earlyvangelists, and ultimately package your technology into a must-have product. Join Chris for this episode, “Finding Your Beachhead Beyond The Chasm.” Reading list from this episode: Out of Crisis - W. Edwards Deming Theory of Constraints - Eliyahu M. Goldratt Crossing the Chasm - Geoffrey A. Moore Full episode transcript below: ----more---- (00:23): Today, Chris unpacks one of the toughest challenges for startups, navigating the chasm, separating enthusiastic early adopters from pragmatic mainstream customers. As an admitted disciple of Jeffrey Moore's pioneering work, Chris aims to spare fellow innovators from the common downfalls along the journey to achieving industry dominance. He'll examine how to identify key early evangelists and high value visionary partners to fund the next grueling leg after the chasm. Safely across, he'll share hard-won experience on transforming novel technologies into a must-have solution for pressing business needs. Charting this course carefully can turn scrappy upstarts into mighty market rulers. Chris offers guideposts so more pioneers can find safe passage from fledgling startup to titan. Join us for this episode, finding Your Beachhead Beyond the Chasm. Chris Beall (01:23): Hey everybody. Chris Beall here with Market Dominance Guys podcast. And hey, Corey's not available right now, and I thought I'd just put something in the can here and see whether anybody's interested in what I have on my mind today. So today I thought I'd talk about something really important that you can just go out and get a book and read what it's all about and figure it out, but maybe you want to think through some of the things that are unappealing about it that will make you not want to do the right thing when it's time to do the right thing. So this is for folks who come up with new technologies, with new solutions. So if all you do is you sell old stuff, probably isn't particularly relevant to you. But if you're selling a new technology, if you've invented something, or even if you've just come up with a twist on something and you think it's really valuable, important, could make a difference in the marketplace, could solve some real problems, you have a real problem. (02:19): And your real problem is that people are generally repulsed by new technologies. In fact, in general, people are repulsed by just plain old new stuff. Once it's been established and other people are doing it, they're buying it, they're using it, they're getting good value from it, yeah, then it's all pretty easy. But that's a big barrier to get through is that psychological aversion that people have to doing something new or trying something new, especially if it involves parting with something that they already have that would normally be money and always time, and then you could throw in risk to their reputation and well, it only gets worse. So now you've got something new, you're a member of the innovation economy, you want to come out with something, and I'm going to assume it's B2B. Why? Because I don't know anything about B2C. (03:08): I think I've mentioned this before. I'm clueless as a consumer and as a result, I don't think that I'm qualified to say anything about businesses that sell to consumers. I divide my...