Market Dominance Guys

In this episode of the Market Dominance Guys podcast, Chris, Corey and Helen Fanucci discuss the evolution of the internet, from its early days as a way for messages to move across networks to the democratization of global information through the browser and search engines. They also explore the capabilities of ChatGPT, including its ability to generate email responses and interact with customers using personalized prompts. They highlight the potential of ChatGPT to save time and improve the quality of communication for sales professionals. Join us for this idea-filled episode, "How ChatGPT Can Improve Sales Enablement."
 
Four ideas on how sales professionals can benefit from using ChatGPT for follow-up:
Personalized Follow-Up: ChatGPT can help sales professionals create personalized follow-up messages for each customer based on their preferences, interests, and past interactions with the sales team. ChatGPT can analyze the customer's conversation history and provide personalized responses that feel like a human wrote them.
Lead Nurturing: ChatGPT can help sales professionals nurture leads by sending automated follow-up messages to potential customers at regular intervals. These messages can be customized to meet the specific needs of each customer, making it easier to keep them engaged with the sales process.
Schedule Meetings: ChatGPT can help sales professionals schedule meetings with potential customers by automating the process of finding a mutually convenient time to meet. This can save the sales team a lot of time and effort by eliminating the need to go back and forth with customers trying to find a suitable time.
Provide Instant Customer Support: ChatGPT can be used to provide instant customer support to customers who have questions or concerns about a product or service. Sales professionals can use ChatGPT to respond to these inquiries in real-time, providing customers with the information they need to make a purchasing decision. This can help increase customer satisfaction and improve the chances of closing a sale.
The Evolution of the Internet and Digital Communications
1960s: The concept of hypertext is introduced by Ted Nelson.
1980: Tim Berners-Lee develops the idea of a "mesh" network of hyperlinked documents and begins working on the WorldWideWeb (WWW) project.
1990: The first web page is created by Tim Berners-Lee. It contains information about the WWW project and how to use a web browser.
1991: The first web browser, called WorldWideWeb, is developed by Tim Berners-Lee. It was a text-only browser and was only available on the NeXTSTEP operating system.
1993: The first graphical web browser, called Mosaic, is released by Marc Andreessen and Eric Bina. It was a huge success and helped to popularize the web.
1994: The first search engine, called WebCrawler, is launched by Brian Pinkerton. It was the first search engine to index entire web pages rather than just titles and headings.
1995: Netscape Navigator is released by Netscape Communications Corporation. It becomes the most popular web browser and sets the standard for web browsing features.
1996: The first version of Internet Explorer is released by Microsoft, marking the beginning of the "browser wars" between Microsoft and Netscape.
1998: Google is founded by Larry Page and Sergey Brin. Their search engine quickly becomes the most popular and sets a new standard for search technology.
2003: Skype is launched, becoming one of the first and most popular VoIP (Voice over Internet Protocol) services.
2004: Mozilla Firefox is released by the Mozilla Foundation as an open-source alternative to Internet Explorer.
2008: Google releases the first version of the Chrome browser, which quickly becomes popular due to its speed and simplicity.
2009: WhatsApp is launched, providing a new way for people to communicate via instant messaging and voice calls over the internet.
2010: Microsoft releases Internet Explorer 9, which is considered a major improvement over previous versions.
2013: Google's Chrome becomes the most popular web browser, surpassing Internet Explorer for the first time.
2021: The current versions of popular web browsers include Google Chrome, Mozilla Firefox, Apple Safari, Microsoft Edge, and Opera. Popular search engines include Google, Bing, Yahoo, and DuckDuckGo. VOIP services like Skype, Zoom, and Teams have become critical tools for remote communication in response to the COVID-19 pandemic. The Worldwide Web continues to evolve and expand, with new technologies and innovations being introduced regularly.
2022: ChatGPT from OpenAI.com takes the world by storm and changes how we write and communicate forever.

Welcome to another episode of Market Dominance Guys! In this third installment of our Road Trip visit series, we join Helen Fanucci and the team at Branch 49 as they discuss trust-building, gratitude, and top-of-the-funnel strategies.
Helen Fanucci shares her experiences with cold calls while using ConnectAndSell, adjusting her approach to engage prospects effectively. Her customized calls-to-action cater to each prospect's unique needs, leading to successful completions even when the prospect isn't the right person or ready for a meeting.
The experts also explore the value of cold calls in generating website traffic, comparing it to targeted Google ads. The conversation emphasizes the power of trust in maintaining lasting relationships, highlighting that trust endures indefinitely, provided it's not undermined by sales pressure. Join them for this episode, "Boosting Website Traffic with Cold Calls."
Links from this episode:
Branch 49 Sean Snyder on LinkedIn  Corey Frank on LinkedIn Microsoft Helen Fanucci on LinkedIn Helen's book, Love Your Team ConnectAndSell Chris Beall on LinkedIn Chris and Corey's book, Market Dominance: A Conversation with ChatGPT
 

As our Market Dominance Guys continue this road trip book signing tour with Helen Fanucci, Chris emphasizes the significance of practicing sales conversations in order to become a high-performance salesperson, with the script being the key to unleashing creativity in sales. Helen tells the story of her experience cold-calling using ConnectAndSell, a script, and how it affected her Fitbit. Additionally, Chris talks about the energy transfer that takes place in a sales conversation, and how BDRs need to provide energy but also listen carefully to the emotional response of the prospect. Helen shares her experience of working with a coach and learning from the best in the world to improve her sales skills, and the importance of being objective about oneself to become a great salesperson. This episode provides valuable insights on how to engage customers effectively to build lasting relationships. As Chris says, "You are a performance athlete with your voice. That's what you are. That's what you have to work with." Join us for this episode, “What Do a Fitbit and Surfboard Have in Common with Cold Calling?”
About Our Guest
Helen Fanucci, Transformational Sales Leader at Microsoft is the author of Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.
Helen's book is available on Amazon:
LOVE YOUR TEAM A SURVIVAL GUIDE for Sales Managers in a Hybrid World
Helen Fanucci on LinkedIn
Corey and Chris' book is also available on Amazon:
Market Dominance: A Conversation With ChatGPT
Corey Frank on LinkedInChris Beall on LinkedInConnectAndSellBranch49

In this episode of Market Dominance Guys, author Helen Fanucci joins Chrisand Corey. Helen suggests that when thinking about the first job, you should consider the industry you want to work in, as it can set you up for future success. For instance, sales tech is a great industry for those passionate about sales and technology, while cybersecurity is growing rapidly due to the increasing sophistication of hackers.
The importance of building your network is another crucial aspect of a successful career, as it can provide exposure to others' work and broaden your horizons. Helen emphasizes the need to develop a point of view and post original content on LinkedIn to distinguish yourself.
Helen also stresses the need for continuous learning and growth in our role. By intentionally meeting people in other parts of the business and getting exposure to their work, one can learn and grow.
Join us for this episode, "Intentional Choices: Mapping Out Your Sales Career."
About Our Guest
Helen Fanucci, Transformational Sales Leader at Microsoft is the author of Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.
Links for this episode:
Helen Fanucci on LinkedIn
Corey Frank on LinkedIn
Chris Beall on LinkedIn
ConnectAndSell
Branch49
 
Full episode transcript below:

In this episode, Gerhard Gschwandtner compares ChatGPT to a painter's palette with an infinite amount of colors, and salespeople are the artists who must decide how many colors to use and when the painting is finished. The hosts discuss the role of technology in sales and how salespeople can use ChatGPT to harness its intelligence to make more informed decisions. Chris describes a practical example of how he used ChatGPT for list creation for a company called Partner Tap. He was able to ask it about the specific job titles used in senior roles in companies and generate a table of titles for each company. Gerhard suggests that salespeople can tap into their internal ChatGPT to discover great ideas and pursue meaningful work. Chris mentions how they are exploring the use of ChatGPT in developing a new data product and using it to summarize the best conversations that set a meeting with different types of executives. Key points from this portion of the episode include the power of ChatGPT in harnessing technology to make more informed decisions in sales, the importance of pursuing meaningful work, and the potential for ChatGPT to be used in various aspects of sales, from list creation to conversation summaries. Corey reminds us, "You have to be willing to put in that work, do your research and know that it's going to take time. It's not going to happen overnight. It's really about understanding who your customer is and what they care about."
Key points from this episode:
ChatGPT can be used in various aspects of sales, such as list creation and conversation summaries.
Salespeople can use ChatGPT to harness its intelligence and make more informed decisions.
Pursuing meaningful work can lead to greater happiness and success in sales.
The better the "why" behind what you are doing in sales, the easier the "how" will be.
Prompt engineering is a method for developing ChatGPT responses that require careful consideration of the language and wording used in prompts.

Chris Beall and Corey Frank welcome Gerhard Gschwandtner, the CEO of Selling Power and an advocate for non-verbal sales communication. Gerhard emphasizes the importance of being aware of one's own energy, as sales is a transfer of energy. They talk about the challenge of losing cultural underpinnings when not being on-site with customers and how finding the right connections that can help you learn and grow is important in gathering energy.
Chris, Corey, and Gerhard's experiences and insights provide valuable lessons for salespeople and individuals looking to improve their energy and become their authentic selves. They emphasize the importance of being aware of one's energy, using technology as a natural extension of oneself, finding the right connections to learn and grow, taking action and engaging with the world to build self-discovery, and accepting mortality to improve energy and focus in this episode of Market Dominance Guys, "Sales energy: The Importance of being an omnichannel salesperson."
 
Full episode transcript below:

In this episode of Market Dominance Guys, Chris Beall, and Susan Finch discuss their experience using ChatGPT to write a book based on their podcast, and the benefits of using AI to create content. They delve into the limitless possibilities of machine learning, natural language processing, and computer vision, and how they are transforming various industries. Chris and Susan also share their insights on the process and the excitement of seeing the AI learn and improve. Chris and Susan talk about how ChatGPT can generate various versions of a prompt, and the different approaches they took to refine their requests for better results. They also reflect on the human-like interactions they had with ChatGPT, and the Eliza effect that makes people treat the AI as if it were a person. Ultimately, they highlight the efficiency and creativity that AI can bring to content creation, and the potential for using ChatGPT to write more books in the future. Tune in to hear their fascinating discussion on the intersection of AI and writing in this episode, "How ChatGPT is Writing a Book: The AI and Human Collaboration."
 
Full episode transcript below:

Welcome to the continuation of a conversation with Hitesh Shah, CTO and CPO of ConnectAndSell. This episode delves into the world of sales and coaching for sales managers. Hitesh shares his experience and insights on coaching by the numbers and how to effectively manage and coach a sales team.
Corey and Chris share their thoughts on how to analyze sales data and determine the strengths and weaknesses of individual sales reps. They stress the importance of getting granular with data and looking at it with a critical eye. By understanding the patterns and details of sales interactions, sales managers can take the necessary steps to help their reps improve and drive better results.
Chris also offers his advice for new sales managers on how to stay up-to-date with fast-moving sales trends and how to effectively manage a sales team in a fast-paced environment. He suggests starting the day by looking at sales data and focusing on the critical details of sales interactions.
So whether you're a seasoned sales manager or just starting out, join us for this exciting episode as Chris, Corey and Hitesh help you take your sales management, training, and sales skills to the next level in this episode, "Get Granular to Boost Your Sales Performance".
If you missed the first half to this interview, you can listen here:
The Power of Childlike Curiosity in the Digital World of Sales
 
Full episode transcript below:

So, what's the biggest challenge in sales? Today, the guys have a special guest, Hitesh Shah, CTO and CPO of ConnectAndSell. As Hitesh puts it, it's the fact that we don't like to be sold to. That's why sales is about helping, not selling. And if you want to succeed in sales, you have to understand who your target audience is and what their business problems are. You have to start at the bottom and work your way up, building relevance and trust with each person you talk to. Hitesh says there are two things, one is always trying to understand what happened. And, when it goes against your instinct -  what did you expect it to do? Be open to the possibility that you may have missed something. Corey says that this requires a level of humility that doesn’t exist in high quantities in sales, even though it should.
One of the things these three have learned over the years is that when something starts working when it shouldn't, it can be scary. But in the digital world, everything is deterministic. There are causes and effects, and there's no such thing as waiting or hoping that something fixes itself. As Hitesh puts it, you have to have a childlike curiosity and naivete, especially in the digital world where computers are deterministic. Join us for this episode of Market Dominance Guys, “The Power of Childlike Curiosity in the Digital World of Sales”
 
Full episode transcript below:

In part two of this series, Barry Traile, Chris and Corey bring a touch of humor to the conversation on the topic of sales and how it relates to the corporate business world today. Barry emphasizes the importance of establishing and elevating relationships over time, stating that sales isn't about predicting anything but rather bringing people together. He compares the unpredictability of sales to the unpredictability of a baseball game, where even the best players are out 70% of the time. Chris Beall adds that the desire for predictability is a universal human desire, but sales is about doing things that have a reasonable shot of bringing people together so that problems can be solved that would otherwise be left unsolved. There is even a reference to fortune tellers, who are able to convince people to believe in the impossible. They guys agree that while the game of sales has not changed, the tools available to do it have improved, and the ability to access and share information has greatly increased, making sales performance level much higher today than in the past.
If you haven't listened to the first half of this series, we highly recommend you to check it out, "The Scarcest Commodity in Corporate Business Today.”
 
Full episode transcript below: