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 [...]
What changes should you make when you’re selling in an economic-downturn period? Jeb Blount visits the Market Dominance Guys to talk about patterns and signals and where to find both. The froth is off The Top from the recent real estate buying history of waking up one day and saying, "You know what I would [...]
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 [...]
This list of 17 ways to use your podcast content pertains specifically to the individual podcast episodes. If you recorded as a video meeting, consider an extract to be posted publicly on your YouTube channel. Creating content is expensive. Converting podcast content to new-use content is inexpensive. An original video for YouTube may cost several [...]
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 [...]