In this episode of Market Dominance Guys, Chris Beall challenges conventional wisdom about pre-call research in cold calling. Drawing from a recent real-world experience, Chris dives deep into the mathematics and psychology behind sales conversations. Is extensive research before each call genuinely beneficial, or could it hinder your team's effectiveness? Chris presents a compelling case [...]
Five Thursdays in August means this is a light week. We hope you enjoy these episodes. Deborah welcomes Colleen Vacelet, the founder of Intreegue Design and CEO of Order Green Supply, as she shares her journey from landscape architect to multi-company entrepreneur. In this episode, she discusses: Building a company culture that feels like "home" [...]
One of the beautiful benefits of Zoom is that it is an equalizer. There are no tall people, short people, people sitting in the back of the room, people at the head table. We have our grid of participants. The lovely gallery. When we interview people, most of us use Zoom, Riverside, or similar because [...]
Chris Beall gives us a manufacturing-inspired blueprint for supercharging your sales pipeline in this episode. Chris breaks down the process into actionable steps, from refining your contact lists to calibrating your sales team's performance. He shares a powerful Excel technique for rapidly improving list quality and introduces the concept of "Flight Schools" to perfect those [...]
#10: EP77: Feature: Executive Insights On AI’s Impact On Marketing Integrating generative AI into marketing workflows is a move only a select few forward-thinking leaders are making. We’re excited to collaborate with the Test. Learn. Grow. podcast to feature discussions with two such trailblazers—Tessa Burg, host of Leader Generation and CTO at Mod Op, and [...]
In this episode of our Mental Models series, Chris kicks off by comparing sales processes to a manufacturing line, where quality at each step is crucial. But he quickly switches to a meatier topic: the role of "the guesser" in business decision-making. "Time is never our friend," Chris warns as he unpacks why every organization [...]
#10: EP229 Navigating the AI-Clogged Digital Highway in Sales In this episode, Corey Frank and Chris Beall explore the power of conversations as the key to thriving in a future sales market increasingly clogged by AI. As digital channels become oversaturated and ineffective, the skilled rep emerges as the crucial resource, capable of navigating the [...]
#10: EP64: Leading Leaders - Balancing Accountability and Empowerment Deborah Fell reflects on her recent conversation with James Hyman, a seasoned turnaround CEO and board member. Deborah discusses the critical insights from their full episode, focusing on themes of leadership, accountability, and empowering teams. #9: EP58: The CEO's Role in Creating Elite Teams Deborah interviewed [...]
In this next episode of our Mental Models series, Chris Beall tackles two critical aspects of modern sales strategy. He begins by examining the 'do nothing' competitor - often your most formidable adversary. Chris uses vivid analogies to illustrate why prospects cling to the status quo, invoking the familiar and ominous warning that 'Winter is [...]
In this episode of our Mental Models series, Chris dives into the crucial topic of strategic positioning and the competitive landscape. Chris dissects how to effectively align team mental models, using ConnectAndSell as a real-world example. He explores the concept of positioning against alternatives, emphasizing the importance of complementary strategies and differentiating based on customer [...]