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 [...]
As sales leaders, we're ultimately responsible for revenue growth. In part two of this must-listen episode, Helen Fanucci, Corey Frank, 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 [...]
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 [...]
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 [...]
#10: EP198: Pruning the Unnecessary to Focus on Strengths Corey and Chris continue their discussion about inertia and constraints. How can leaders identify hidden constraints shaping their strategy? What fosters innovation: centralization or decentralization? Can classic texts offer counter-cultural wisdom to elevate leadership today? Pulling insights from ancient to modern thinkers, Corey and Chris tackle [...]
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 Frank to pepper Chris across the AI-sales trust landscape. Should [...]
#10: EP41: Augmented Worlds Beckon the Curious Pragmatist What if you could preview the future before it arrives? Our guest today, Brad Waid, provides that sneak peek. As a former third-grade teacher turned AI expert and futurist, Brad has a gift for making complex innovations understandable and relatable. Watch the full video of this episode. [...]
With the holiday and light schedule, the Funnel Media crew picked a few of their favorite episodes to share with you again. We hope you enjoy and learn from the selection. In this episode, we step in with the AI sales tango. Corey, our tree-hugging sales champ, questions if AI can replace good old empathy. [...]
In this Success Beneath the Surface commentary episode, host Deborah Fell reflects back on her conversation with Brad Waid, a Futurist and AI expert also known as "The Curious Pragmatist." Brad embraces new technologies quickly due to his innate curiosity. He then brings these learnings into his work - originally as a teacher engaging students, [...]
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 [...]