Even the most experienced and successful cold callers also need coaching from time to time. They can suffer from an inadvertent tendency to drift away from the prescribed plan — the script, tonality, and emotion that they’ve been trained to use — one that generally elicits a prospect’s response of “Sure! Tell me why you’re [...]

How do you produce the emotional reaction that you want in those you are cold calling? Bruce Lewolt, Founder of both JoyAI and Blast Learning joins Chris and Corey to explain how even the most carefully worded message and well-meaning tone and pacing don’t always have the emotional significance to your prospect that you had [...]

What’s the reason customers bought from you before and will buy from you again? Don’t know? Look to the end of your buyer’s journey — to the team that helps customers successfully use their purchase. That’s the advice of Ed Porter, fractional Chief Revenue Officer of Blue Chip CRO and today’s Market Dominance Guys’ guest. [...]

Whether you’re new to sales or a seasoned cold caller, you no doubt have a go-to way of starting a phone conversation with a prospect. Excellent! But how’s that working for you? Ed Porter, the fractional Chief Revenue Officer of Blue Chip CRO and our Market Dominance Guys, talk today about scripts, pattern-interrupts, and the [...]

If a company isn’t experiencing success, the finger of blame is usually pointed at the sales department. Chris and Corey's guest on Market Dominance Guys, Ed Porter, today’s podcast to talk about his experience in helping companies ferret out the real culprits — and it’s not always the sales reps. On Love Your Team, Janie [...]

How often do salespeople need to be trained? Most people would say, “Once during onboarding should do it.” “Not so,” says Dan McClain, Sales Director at ConnectAndSell as today’s guest on Market Dominance Guys. Public relations is actually about trying to get conversations going, and actually being able to elevate things that are going on [...]

Today is a full list of episodes to improve your week! You’re no doubt familiar with the buyer’s journey, but what do you know about the seller’s journey? Dan McClain, Sales Director at ConnectAndSell and today’s guest on Market Dominance Guys. On Love Your Team, guest Janie Wall joins Helen to explore the power of [...]

What a great ending to this series with Elena Hesse. She tells us stories leading back to the concept Chris and Corey are covering regularly, "Why Conversations Matter" on Market Dominance Guys. Meher welcomes Visishta Challa to Table Fries to talk about going against what was expected of you do pursue your real cup of [...]

In the old days, sales was generally a “hit and run” affair. You’d probably never see your customers again once the sale was made, so there was little reason to provide true value in a product or to develop and maintain a relationship with a customer. But in the modern world, most of us want [...]

“If you’re not curious, you’re not going to be a good sales rep.” That’s the well-considered opinion of our Market Dominance Guys’ guest, Elena Hesse, Vice President of Operations of Thomson Reuters’ tax and accounting professionals. So how old do I have to be, to take advantage of a reverse mortgage? Gabe Bodner is Nicole's [...]