Revealing the scarcest commodity in corporate business, especially in America today, first requires an understanding of how we got there. Today Barry Trailer, Co-founder of Sales Mastery, joins Chris and Corey. He reviews the four levels of process implementation: the percentage of revenue, the target revenue plan attained, the percentage of reps meeting or beating [...]
On Market Dominance Guys, Chris and Corey say, "Finesse is a very elegant way of describing the search process, reading the signals, reading the tea leaves, and understanding where the constraints are. Understanding that in this discontinuous innovation process, you're going to have of extraneous pipeline that's going to come in very rapidly at a [...]
Corey asked Chris to visit the theory of constraints. Businesses are artificial, in the sense, that we say we're going to do something for others, and they're going to pay us money for it. And then the question is, what are the inputs to the business? And whenever you have a system with inputs and [...]
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 [...]