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 [...]
As an instructor for the Direct Marketing Association of Northern California, Susan Finch regularly updates her hands-on workshops. This is for tomorrow's Podcasting Production Masterclass Part 3: Publish, Promote, and Grow! This is a quick checklist of 13 items you should have ready before you launch. It's only a taste of the course, but [...]
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, [...]
Alex McNaughton continues his visit with Chris to share psychological insights that challenge traditional sales training. As an AI entrepreneur, Alex emphasizes confidence should be the priority when onboarding salespeople, not technique. He advocates first building enough confidence just to "pick up the phone” and draws parallels between sales and coaching - both guide people [...]
The Market Dominance Guys are tackling the big question on every sales manager's mind: Could AI replace me? With wisdom and reassurance, Corey and Chris explore the power of Taylor, an AI sales coach created by grw.ai CEO Alex McNaughton. Taylor provides a judgment-free space for reps to vent frustrations and surface red flags managers [...]
In the last episode of Market Dominance Guys, our Sales sultans, Corey and Chris tackled the folly of chasing too many shiny objects. Now, Chris shares pragmatic insights on building resilient teams for the marathon versus the sprint. Should staff know the messy truths from day one? Chris believes people need full commitment to the [...]
Thank you to Corey, Chris and their guests from these episodes. 10: EP189: Rock Salt & Roll: Unraveling Sales Tech’s Mystery Chris Beall and Corey Frank take us on a nostalgic journey through the evolution of sales tech and the intriguing world of AI. They start with a blast from the past, reminiscing about a [...]
Chris and Corey talk about getting punched in the face as practically a rite of passage for startups with seemingly bulletproof business models. Spreadsheets might predict hockey stick growth, but, as Corey says, "customers aren't formulas on a page. They're human beings who are often "repulsed by new technology". Adoption requires an emotional journey and [...]
We are celebrating Episode 200 of the Market Dominance Guys. Chris and Corey continue their conversation with Jim Graf. They explore key trends shaping modern prospecting – from the diminishing returns of broad email campaigns to the rise of personalized, longitudinal selling. Jim explains how the old concept of BANT (budget, authority, need, timeframe) fails [...]
Prepare for another thought-provoking journey as Corey and Chris are joined by special guest Jim Graf, the CEO and Founder of Kazzcade, a former private equity finance titan turned outreach sales guru. Together, they delve into the concept of "Gresham's Law" – where "bad money drives out good" – and apply it to the world [...]