Anyone who has listened to podcasts regularly, and anyone who has edited them knows what "Zoom Twang" is. It's when a word or syllable is glitched due to bandwidth or gremlins in the recording and the word or syllable is LOST. It's just not there. Many times, you can simply edit it out. But what [...]
Most sales reps think discovery isn’t sexy: Closing the deal is. But “Deals are won or lost in discovery,” cautions Sales Gravy CEO Jeb Blount, today’s podcast guest. This successful author of 15 sales-related books advises that “80% of your time in the sales process should be in discovery", especially in a recession. Nicole has [...]
#10 - EP138: Don’t Get Lost in Your Rock ’n’ Roll Training and coaching are essential for the rookie cold caller, and that’s an important part of the life work of today’s guest, Bruce Lewolt, Founder of both JoyAI and Blast Learning. But, as our hosts, Chris Beall and Corey Frank, remind our podcast listeners, [...]
Most people look at a potential job from the standpoint of “What am I going to earn?”. Chris and Austin talk about an additional and very important way of looking at any new employment you’re considering. They suggest asking yourself the question, “What am I going to learn?” Austin cautions job hunters that even a high-paying [...]
Chris Beall asks his guest, and editor, Austin Finch, about the challenges of podcast editing, including the pruning and grafting necessary to increase a podcast audience’s understanding and to decrease the distractibility caused by any audio glitches or guests’ faux pas. Austin loves his job and sees his editing work as that of a translator [...]
Retaining your top talent and delivering results is a challenge for all sales leaders when your top talent can walk out the door without taking a single step. Chris Beall, host of Market Dominance Guys and Helen Fanucci continue their conversation about her new book, Love Your Team: A Survival Guide for Sales Managers in [...]
Chris Beall and Helen Fanucci, Transformational Sales Leader at Microsoft, talk about the 17 conversations that matter between a sales manager and their team. In this scary new world of employment, where top sales talent has the power to stay with your team or leave you in the lurch, how do you hold onto that [...]
What’s your Big Idea? And does your Big Idea solve your prospect’s Big Problem? Exploring this important aspect of a discovery call today are Chris Beall and Corey Frank, our Market Dominance Guys. As Chris explains it, at the beginning of a discovery call, you don’t really know what problem your prospect is facing. If [...]
Can discovery be swapped with probing, chatting, visiting? No. Corey and Chris talk about the distinction and how to do discovery right. Nicole Rueth brings us good news, and bad news about the market in Denver Metro on The Double Comma Club. You all love lists. John's list this week is "Seven Elements of Crazy [...]
Chris is back with Corey. "Every discovery call begins with apprehension,” says Chris Beall, our Market Dominance Guys’ co-host. Chris says that you need to be aware that starting a discovery call by interrogating your prospect only increases their apprehension. Data drives B2B marketing. But many marketers question how upcoming changes will shape the future [...]