Market Dominance Guys

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Got pain? Have I got a product for you!

Roderick Jefferson on The Market Dominance Guys

Join us on the Market Dominance Guys as Chris and Corey continue their conversation about sales enablement with CEO Roderick Jefferson of Roderick Jefferson & Associates. This week, the guys address the challenge of hiring the right people for this function — people who have a certain level of sales credibility within the company. Roderick explains that in order to be a respected voice and get a vote when it comes to providing sales enablement tools and processes to support the sales team, you need to bring people on board who have extensive sales experience.

Now, don’t get him wrong: Roderick is not advocating a perpetual continuation of “Do sales the way we’ve always done sales.” Instead, he suggests hiring those who understand that what really works in sales is helping clients maintain their customer roster, and aiding clients with increasing THEIR profits, reducing THEIR costs, and mitigating THEIR risks. In other words, your need to hire a sales enablement team dedicated to having conversations with prospects about business outcome. Roderick states that to do this, sales people have to stop giving presentations and start having conversations — true discovery conversations.

Chris, Corey, and Roderick then discuss how diagnosing a prospect’s pain is only a first step in what we should teach sales reps. “Isn’t it a miracle,” Chris says, “that most salespeople act as though whatever a prospect’s pain is, their product will fix it?” The guys wind up this Market  Dominance Guys’ session in agreement that sales reps should be taught how to get out of the way when their solution is NOT a solution. You won’t believe your ears at some of the eye-opening, jaw-dropping ideas in this week’s podcast!

About Our Guest

Roderick Jefferson is CEO of Roderick Jefferson & Associates, a global sales enablement consultancy that uses cutting-edge technology to enable its clients to decrease time-to-revenue and increase productivity. 

Market Dominance Guys is brought to you by:

ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter.

and

Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

An Enabler Is a Good Thing — in Sales

Roderick Jefferson - An Enabler Is a Good Thing - In Sales

Today on the Market Dominance Guys, you’re invited to join Chris and Corey and their guest, Roderick Jefferson, the CEO of Roderick Jefferson & Associates, a global sales enablement consultancy firm. This trio of sales gurus outlines the whys and how's of providing sales teams with the information, training, content, and tools that reps need to successfully engage buyers throughout the buying journey. This is known as “sales enablement.” Sounds like a pretty simple “follow the blueprints” process, doesn’t it? And, yet, as Roderick informs us, if you ask 10 people what sales enablement is, you’ll get a multitude of answers.

 

Chris and Roderick discuss this quandary and, more specifically, how the pandemic has impacted training and overseeing sales teams now that each rep works from home, physically away from their manager’s watchful eye. Roderick relates this problem to that of an orchestra whose conductor is missing. Like so many other things now, sales enablement must be fine-tuned to this new situation. In order to orchestrate and conduct a sales team so that each rep plays their part and uses the provided resources in a collaborative manner, a major change must take place in how they are managed.

If you’re a follower of the Market Dominance Guys, you know that this episode will have you nodding along with the opinions of Chris, Corey, and their guest, and jotting down notes from their insights. Stay tuned! They aim to help you dominate your market! 

About Our Guest

Roderick Jefferson is CEO of Roderick Jefferson & Associates, a global sales enablement consultancy that uses cutting-edge technology to enable its clients to decrease time-to-revenue and increase productivity. 

Market Dominance Guys is brought to you by:

ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter.  

Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

Never, Never, NEVER Retire a Follow-Up Call

Never Retire a Follow-up Call - Donny Crawford on The Market Dominance Guys

In this follow-up to last week’s Market Dominance Guys’ podcast, “Your Sales People Are Brain Surgeons,” Chris and Corey have another conversation with ConnectAndSell’s customer success manager, Donny Crawford, about using the telephone plus your beliefs to gain market dominance.

First things first, they discuss how to get prospects on the phone who are the most likely to set a meeting with you. It sounds like a numbers game — more dialing equals more people picking up the phone, which equals more meetings set, right? But as every sales rep knows, you can lead a prospect to a conversation, but you can’t make them link you to their calendar. That rate of success is fairly low. In his experience calling on prospects, though, Donny discovered an amazing way to increase the dial-to-meeting conversion rate: make more calls to people on your follow-up list. He found out that if at first you don’t succeed, call, call, call again. Wait till you hear what his success rate is — and then listen to the story Chris tells about follow-up calls, which corroborates Donny’s experience.

Donny also shares the most important key for success in a cold call, and then he lists for you all the other ingredients in his proven recipe for successful conversations with prospects, one of which is his practice of listening to his own recorded cold calls to hone his ability to sound human.

As Corey says in the wind-up to this interview, what we’ve got here is “another great, fantastic episode of the Market Dominance Guys!” We sure do!

About Our Guest
Donny Crawford is a Customer Success Manager for ConnectAndSell. He is responsible for providing Flight School training to sales representatives of ConnectAndSell customers in order to help them become more effective and successful when cold calling.

Your Sales People Are Brain Surgeons

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What do you do if you have a group of 25 or so folks on your sales team, and you want to really make a splash in the first quarter of the new year? Due to the on-going pandemic, we all  know that connecting with customers face to face at trade shows is no longer an option. No doubt, your reps are still working from home, most of them researching their prospects and trying a little social media marketing, but all of them eventually doing the traditional dialing, dialing, dialing, and praying, praying, praying that someone will pick up the phone. How, in the name of all that’s financially holy, are your reps going to help your company dominate its market if they simply continue to use the same old methods during this brave new year we are entering?

Our two Market Dominance Guys, Chris and Corey, along with this week’s guest, ConnectAndSell Customer Success Manager Donny Crawford, diagnose the problem of what’s keeping companies from the market domination they desire. These three cold-calling practitioners offer their insights into what works best to get the greatest number of conversations with decision makers — despite cold call outcomes like “Not me,” “Not now,” “Not interested,” “Call back later,” or even the dreaded hang-up. Wait till you hear Donny’s proven method for how to turn repeated hang-ups from a prospect into the appointment you’re after.

Chris compares the work of a salesperson to that of a brain surgeon, first cracking open a company’s “skull” by getting that first appointment, and then exploring what’s wrong inside the “brains” of a company by having a discovery conversation. Join Chris, Corey, and Donny as they guide you through that operation during this episode of Market Dominance guys, "Your Sales People are Brain Surgeons."

Listen to Donny's previous episodes:

The Power of the Anti-curse to Overcome Rejection

Three Reasons Sales Reps Don’t Follow Up

 

About Our Guest
 
Donny Crawford is a Customer Success Manager for ConnectAndSell. He is responsible for providing Flight School training to sales representatives of ConnectAndSell customers in order to help them become more effective and successful when cold calling.
 

Market Dominance Guys is brought to you by:

ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com

Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

Diagnosing Discovery Call Failures

Diagnosing Discovery Call Failures with Oren Klaff, Corey Frank, and Chris Beale

In this episode of Market Dominance Guys, we’ll dissect that sales process called the “discovery call” and diagnose the problem that is keeping sales reps from making a successful one. Chris, Corey, and Oren Klaff, managing director of Intersection Capital, share their opinions on the subject, and lament the unfortunate fact that most sales reps have no set method for conducting a discovery call that includes true discovery.

As Oren describes it, “Selling is a bit icky, and [salespeople] want to retreat quickly back to the relative calm of their normal lives. Once a salesperson hears one thing [from the prospect] that’s an indicator of interest, they want to hit the buzzer” and immediately jump to the sales pitch so they can end their own discomfort. As Oren sees it, this cut-to-the-chase method is the primary reason many discovery calls fail. Instead of truly finding out what problems the prospect or his company might have, which the product being offered might solve, reps skip right over the creation of a relationship that might help them eventually make that sale. Chris is convinced that salespeople can actually be coached on where they went wrong during a discovery call and how to do it in a way that works. In this podcast, you can listen to the two questions that Chris begins his own discovery calls with — and then find out what the heck “the dog, the meat, and the chain-link fence” have to do with this subject. Who knew that a discussion about discovery calls could be so insightful and entertaining?

About Our Guest
Oren Klaff is managing director of Intersection Capital, which provides training, management, and advisory services in the areas of technology banking, healthcare investment banking, and asset-backed securities. Oren is also the author of Pitch Anything and Flip the Script.

 

Market Dominance Guys is brought to you by:

ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter.

 

Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

Getting Prospects from Fear to Commitment

Market Dominance Guys' Guest: Oren Klaff

You’re about to make a cold call, hoping to get a commitment out of your prospect. What are you feeling? A little trepidation, perhaps? As all salespeople know, that’s the fear of rejection. But have you ever considered that your prospect is feeling some fear too? It’s true: most prospective customers feel the fear of having to talk to an invisible stranger. That’s a lousy way to start a conversation with someone you’re wanting a commitment from. So, how do you, an invisible stranger, get your prospect, an unknown person, to go quickly from fear to trust, then from trust to curiosity, and, finally, from curiosity to commitment — all in about a half of a minute? And how do you do it so the call doesn’t end with a disappointing outcome? Chris, Corey, and today’s Market Dominance Guys’ guest, Oren Klaff, managing director of Intersection Capital, tackle this challenge with a discussion about trust and how to manufacture it, especially at the speed and scale necessary for startup founders to glean success — before their new venture runs out of money.

About Our Guest
Oren Klaff is managing director of Intersection Capital, which provides training, management, and advisory services in the areas of technology banking, healthcare investment banking, and asset-backed securities. Oren is also the author of Pitch Anything and Flip the Script.

 

Market Dominance Guys is brought to you by:

ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter.

 

Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

Your Prospect Adores You! But Will His CFO?

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Every single thing that happens in sales is about learning — on both parties’ parts — and this includes presenting and discussing value metrics with prospects and with customers who are up for renewal. What works best? Adopting an attitude of rampant optimism or one of friendly skepticism? Should the value metrics you present be the same, or should they vary when you’re talking with inbound prospects versus outbound prospects? Is it most effective to emphasize only one appealing value, or is it better to trot out several beneficial metrics?

 

In this third Market Dominance Guys’ conversation between Chris, Corey, and Mike Genstil, co-founder and CEO of VisualizeROI, this trio of experts discusses how to price your company’s offering, how to handle discount requests, and what to do about a prospect’s fixed-budget limitations. Most importantly, they delve into the reality of what happens when you have successfully convinced a prospect of the value of your offering — to the extent that he is now a champion of your product or service — but when he carries your banner back to his company, he is faced with a bunch of skeptics who haven’t had the benefit of hearing your pitch. Since 98.3% of all sales decisions are fought internally, you’ll want to hear the strategy Chris, Corey, and Mike suggest for arming your prospect with the value metrics that will help him win that battle.

 

About Our Guest

Mike Genstil is co-founder and CEO of VisualizeROI, an innovative company that enables B2B sales and marketing professionals to easily create and share visually compelling value propositions with prospects and clients.

ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter.

 

Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

What to Charge for a Trip to the Promised Land

What to charge for a trip to the promised land with Mike Genstil

As a follow-up to the recent Market Dominance Guys’ podcast, “Vanity, Vanity, Thy Name Is Value Metrics,” Chris and Corey continue here with part two of their conversation with Mike Genstil, co-founder and CEO of VisualizeROI. Mike and Chris share their insights into value metrics and how to construct and present statements about value propositions and returns on investment. These market dominance experts explain that it’s all dependent upon the job title of the customer rep being addressed, as well as where in the sales cycle you are with that company. Is risk mitigation the most appropriate metric? Is it perhaps better to talk about productivity gains? Or would a statement regarding cost savings be more enticing as a promised ROI? And, as Corey asks, whose job is it to craft the appropriate statement for the value prop or ROI?

Mike cautions listeners about the importance of being careful in the representation of value when talking to a prospect or customer, because it’s necessary that the stated ROI be credible.

He then gives examples of formulas for determining what you should charge a customer by relating it to the amount that company will gain by using your product or service. As with all Market Dominance Guys’ podcasts, you’ll find this sales-related topic both
enlightening and helpful in your quest to dominate YOUR market!

About Our Guest
Mike Genstil is co-founder and CEO of VisualizeROI, an innovative company that enables B2B sales and marketing professionals to easily create and share visually compelling value propositions with prospects and clients.

Can Innovation and a Pandemic Coexist?

Can innovation and a pandemic coexist?

Change is the obvious hallmark of the current pandemic. And, as most of us know, change rewards innovation and punishes those who stand pat on tradition. This is especially true in the winner-takes-all world of sales. Most people believe that true innovation springs from the use of technology. But is innovation mostly about taking a technological product or service and then marketing and promoting it to the stage called “user adoption” — or even to the more desirable stage that we’ll call “user embrace”? Or should innovation be more cultural than technical?

Join Chris as he makes the case for pursuing innovation during the pandemic and talks about the difference between strategy and tactics during this pursuit. Chris is joined by his friend, Gerhard Gschwandtner, founder and CEO of Selling Power, Inc., as they discuss the role of empathy in sales and its importance as a leadership tool.

About Our Guest
Gerhard Gschwandtner is founder and CEO of Selling Power, Inc., a multi-channel media company that produces Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981, and conducts Sales 3.0 conferences, which provide sales leaders with strategic insight and best practices for improving sales performance and revenue growth.

Vanity, Vanity, Thy Name is Adoption Metrics

Michael Genstil, VisualizeROI

In the modern SaaS economy, adoption metrics abound. Sure – they measure something that VC investors care about, and sometimes something that product recommenders and even decision-makers want to track. But does adoption speak to business impact?

One thing for sure: when it comes to business impact, adoption metrics are pure vanity. A business doesn’t measure return on investment by asking how much time its employees are spending as “users.” Horror stories abound of products that suck up time due to their own internal inefficiencies, sending employees on wild goose chases to figure out what to put in that so-called “required field,” or how to coax a shiny new SaaS product into spitting out a coherent report on what it did for you — or, more likely, what you did for it. At its worst, a focus on adoption invites corruption, as the SaaS vendor needs to make a claim that their goodness is spreading throughout your organization and the buying committee needs to justify, and feel good about, their purchase.

Join Chris and Corey as they talk with Mike Genstil, co-founder and CEO of VisualizeROI, and analyze the practices and dilemmas of determining adoption, the difference between theoretical value and harvestable value, what a QPR has to do with renewal, and the role of a VP of Value.

About Our Guest

Mike Genstil is co-founder and CEO of VisualizeROI, an innovative company that enables B2B sales and marketing professionals to easily create and share visually compelling value propositions with prospects and clients.

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