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 [...]

James Townsend joins Chris Beall to compare acquiring data on prospects, targeting the right insertion points, the importance of cold call training, and selling vs. serving customers’ needs. John Asher turns nutrition on its head. Wine vs. water, the dangers of cooking at high heat, and how processed meats shorten your life by five years. [...]

Today’s Market Dominance Guys’ guest, Gavin Tice, a sales instructor for ConnectAndSell’s Flight School, says not to worry about this awkwardness. He even says it’s an okay place to start. What a relief, huh? Nicole Rueth says to buy NOW to have options later. Real estate is still the number one hedge against inflation and [...]

What’s a pattern interrupt? And how can it help you break down the resistance most people feel when ambushed by a cold call? Donny Crawford, Director of Conversation Optimization at ConnectAndSell, joins our Market Dominance Guy, ConnectAndSell CEO Chris Beall, on a Selling Power webinar hosted by Founder Gerhard Gschwandtner. Jeanne Hopkins welcome Jenna Cason [...]

Today's playlist features Angela Cooper and Helen Fanucci as they continue their visit about diversity as a competitive edge in sales. Nicole Rueth has a quick tip for you about gaining an edge to getting your offer accepted.  Dr. Pat Alagia and Mike Lukas discuss on Diagnostics Dialogues how strong laboratory partnerships can create sustainable [...]

When you’re making a cold call, is the voice you’re using an effective voice? Or could it use a little fine-tuning so that you can engender trust with your prospect — the trust needed to secure a discovery meeting? Donny Crawford, Director of Conversation Optimization at ConnectAndSell, joins our Market Dominance Guy, ConnectAndSell CEO Chris [...]

There are winners and there are losers. That's why the approach of thinking of sales as a WIN doesn't work. It's not a contest. Who's the loser? The prospect. That's no way to build trust. Tune in to Market Dominance Guys as they are talking about the Magical Kind of Cold Call. John Asher brings [...]

Corey, Chris, Sundeep and Fr. Tony are outnumbered this week. Considering it's International Women's Day week, we've, without intention, brought together quite the playlist of some entertaining, wise, and admirable women as guests and hosts. Corey and Chris continue their conversation with Jennifer Standish and talk about the value of adding grandmas to your sales [...]

This week's playlist brings a very honest stream of thought, facts, and logic from Nicole Rueth talking about interest rates and how the current Russian situation will affect us here. Jeanne and Kaeli talk about the joy of new skills and bringing forward old skills - on Table Fries. Our Market Dominance Guys, Chris and [...]