Scientific methods have a place in sales, whether it is to keep existing customers happy or to continue building the pipeline. David Dulany of Tenbound says, “You create a hypothesis of what your messaging is going to be, and then you run an experiment on it and report on the results of the methodology that [...]
What is the point of having a business podcast? As an entrepreneur, should you be thinking of having one? Susan Finch replies to that question with an emphatic yes. In this conversation with Doug C. Brown, she makes the case for why every company, small and large and everything in between, should consider having a [...]
CROs, VP of Sales or VP of SDRs need to be able to persuade like Atticus Finch, write and email like Tarantino, and perform like DiCaprio. You’re actually looking for people to have a decent conversation with somebody that is built on trust and authenticity. You can’t solve that if all you want to do [...]
How are you tracking your pipeline’s success? If you are only looking at one quarter or two, you are missing the larger picture of the attribution. Most of the results are going to be 3, 4, 5, and 6 quarters later. Is it the SDRs, advertising, phone calls made, or conversations you’ve had? David Dulany [...]
A company’s leadership – the lead singer, picks up the pieces and fills in the holes in a performance. Their drummers keep the rhythm of the deal moving forward so everyone can stay in time. But what about the sale professional making the calls – the lyricist? The correct tone of a single syllable can [...]
What helps make someone an effective leader? According to Market Dominance Guys guest, Paula White, the Leadership DJ of Side B Consulting, it’s all about employing a leader’s human side along with their business side when they connect with their team. Using music and musician metaphors, Paula helps leaders discover the aspects of their flip [...]
Recently we were editing an appearance of one of our hosts on another show. They had edited the episode so tightly, there wasn't even an exhale between the host's question, the guest response and the next question. Realizing sometimes there can be uncomfortable silences between question and answer, and the next question, there is also [...]
It costs five times more to get a new client than to keep one you already have. Rick Elmore, Founder and CEO of Simply Noted says, "When you’re truly on your client’s side, they’ll hear it in your voice." He challenges our Market Dominance Guys listeners to focus on over-delivery. Nicole Rueth catches us up [...]
Who would have guessed that hand writing a note to 500 prospects would be a highly successful marketing campaign? Our guest, Rick Elmore, did! Founder and CEO of Simply Noted, Rick joins our host, Chris Beall, today to discuss his career path from college, to professional NFL football player, to a job in medical device [...]
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 [...]