Market Dominance Guys

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The Theory of Constraints - Abandon or Persuade

The theory of constraints dominates the world of business, and yet it tends to be ignored by almost everybody in business for a pretty simple reason: it's politically unpalatable. The theory of constraints says your business is a system, and every system has one and only one constraint.

And that's the only thing you should be working on right now: understanding that constraint, characterizing it, coming up with an investment thesis, making the investment, or observing the results of the investment. The investment is something like better cycle time, increased throughput, more units that are doing the work, or better quality. Those who employ this practice will dominate markets.

What we tell you here at Market Dominance Guys is that there’s an environmental constraint on businesses, which is gaining the trust of your prospects. How do you do this? In other words, what’s your investment? Have conversations with them! Do you have to wait till they're ready to buy? No, have the conversations now, and the relationships you create will begin paving the road to trust, which leads to eventual sales.

The main challenge as you narrow your focus down to this one constraint is keeping all the human beings in your own business happy and willing to allocate enough resources from the business to solve this one constraint issue, one bottleneck at a time. Join Chris, Corey, and Jake Housdon as they discuss this challenge, as well as how to successfully employ the conversation-first investment.

About Our Guest:

Jake Housdon is CEO and co-founder of SDR League, the world’s first esports league for salespeople. 

 

Marketing Language Kills Sales Conversations

Marketing Language Kills Sales Conversations

How long will it take to get the meeting? You have three steps first:

1. Make the list. And review that list and eliminate the dumb titles. Chris is a fan of Zoominfo.

2. Write the messaging. Remember, one turn of phrase can kill the meeting. Marketing language kills a sales call. Subtle nuances make or break the call.

3. Talk to people in that market, those that are intrigued enough to hear what we have to say. Who does the talking? Find and hire the ASKERS.

Tune in for this short episode of Market Dominance Guys: Change the Message or Change the List

Modern Sales is a Collaborative Exercise in Search.

Sales is a Collaborative Exercise in Search

The sales lead discernment process is similar to search results. The ones that come up on the first page are the ones you interact with. It's like a discovery call.  A discovery call's purpose isn't to say, "I'm going to buy." One of the biggest mistakes sales trainers make is relying on role-playing as the method to gain confidence. Role-playing is not designed to get you calm and confident. It's a "gotcha" set up. Rehearsal and practice are a better training method to allow the salespeople to get comfortable enough they don't have to think about how they might fail. You need to have it be a reflex to get to the underlying emotion. The underlying emotion that needs to come through is curiosity.

As for the introverted sales pros we talked about in an earlier episode, public Rah Rah adulation is of little value. Giving these professionals a private rah rah is more effective in keeping them motivated. Get these and more insights in this episode of Market Dominance Guys: Sales is a Collaborative Exercise in Search.

It’s the CEO’s Job to Feel the Ice Rather than Harpoon the Whale

Feel the ice rather than trying to harpoon the whale.

CEOs are allowed to have weird thoughts and consider odd possibilities. You need input from the market you don't have yet. This is why a CEO needs to be selling to understand what is actually happening. Their job is to feel the ice rather than just sending your reps to drive the road.

Put yourself in there as CEO, don't absorb the friction, find the root cause. The marketplace is always changing. CEOs love to harpoon a whale, but they need to experience every aspect of a sale. They need to be in the mix and feel what is behind the numbers. Listen to this episode of Market Dominance Guys, It's the CEO's Job to Feel the Ice Rather than Harpoon the Whale.

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.

The “We’re Set !”objection and why introverts make the best salespeople.

Introverts make the best introverts

Marketing can step in and help sales overcome it.

1. Beginning: listen to discovery conversations.

2. Middle: look at support tickets to see the unvarnished truth.

3. End: work on getting the pipeline to be seen as an asset, it belongs on the balance sheet. Ask to be measured on the value we are contributing to help steer my efforts based on results that are being produced.

1. I want to know upfront what's going on - attribution

2. in the middle - discovery

3. at the end - support tickets and we should want to know this first hand.

BONUS SEGMENT: Introverts tend to make the best salespeople.

Why? They have time to THINK before they act and put deep thought into their approach to securing the meeting. Listen to the second half of this episode to confirm why you want more of them on your sales team.

Market Dominance Guys is brought to you by ConnectAndSell and UncommonPro

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.

91% of All Marketing Dollars are a Waste.

Sales and Marketing Alignment is a Myth - thank goodness.

Only 9% of all MQ's (marketing qualified leads) every result in a conversation. Worse than that, you have now stimulated your target audience to explore and investigate your competition. 91% of all marketing dollars are a waste. This is because Sales only contacts a prospect two times, rather than the 6 times requested or required.  That leaves 91% for your competitors to speak to. But the good news is, everyone else is doing the same thing. It may all work out.

Sales says the lack of reach means low quality leads. Marketing says good targeting means good quality leads, but without feedback, they'll never know. Marketing says, "You know, those salespeople, they won't talk to our leads!" Sales says, "Your leads suck!" which is translated to "we can't reach them. The best leads are those who are busy and important. The easy ones to reach aren't the best leads, yet sales is asking for precisely that - leads that are easy to reach.

What you really want are the ones that are most likely to need, value, pay fair prices for what you have and work with you and your team to solve their problems.

Don't mistake the dog who comes up and licks your hand with the one who will defend your house. Tune in to this episode to hear a story about single malt whiskey, the mother liquor, and leakage to the distillery across the road.

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.

We need to do together before we partner together.

Safoian episode 2

 

Part 2 of the interview with SADA CEO, Tony Safoian. Questions answered include How is Google going to support my enterprise business better than its competitors. Needs have changed, demand for "bat phone" support is now part of any proposal. Every customer is different in their behavior than they were four months ago. If you're an organization that doesn't know how to meet your customer where they are now, your organization is dead. 

 

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.

 

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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.

Manufacture Trust at Scale and Pace to Grow Exponentially

Tony Safoian CEO SADA is Corey & Chris' guest on Market Dominance Guys

 

The rate of growth SADA has experienced gives them credibility when their CEO, Tony Safoian explains that in order to scale you have to manufacture trust at pace. 

SADA does one thing exceptionally well, they transform companies into a cloud solution partnering with Google. Yes, that's paraphrasing, but as a Google Cloud Premier Partner, SADA Systems has gained global accolades as an exceptional service provider with proven expertise in enterprise consulting, cloud platform migration, custom application development, managed services, user adoption, and change management. They do what they do REALLY well. They do it so well that ConnectAndSell turned to them to move from AWS to a better solution on the Google platform.

 

Learn from Tony in this episode of Market Dominance Guys, then join us for the next episode where Corey and Chris continue the conversation.

Every Mitigation is Untested - WFH or Going Back to the Office

Every mitigation is untested - do you continue to work from home or go back to the office #WFH

This episode of Market Dominance Guys starts with Chris recapping the numbers from the previous episode on the tremendous infusion of savings Work From Home creates as knowledge workers are no longer required to go into an office to be productive. Quite the opposite. The data supports they are as much as 47% more productive working from home - ending the commute economy.

After the recap, Corey and Chris talk about the other aspects and concerns of potentially returning to the office, why it's a bad and wasteful idea and how we can all benefit by allowing knowledge workers to continue to work from home.

Join us for this episode of Market Dominance Guys - All Mitigation is Untested - Work from home or return to the office?

 

Market Dominance Guys is Produced 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.

Work From Home Injects Over $1 Trillion Into the Economy

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There's a whole bunch of commuters that are used to driving to cities. And I think it would be good and very timely talk a little bit about some of the things that we've learned and this massive economy that is forming from the non-commuter economy, the non-commuter economic forces. Chris will perhaps give us a little bit of hope, as far as what the trends are with this new stay at home economy.

In downtown Seattle, there are office buildings and those office buildings right now are pretty much empty as of today, July 14, 2020. And a lot of people thought this whole COVID thing would be over by now. I think with a record number of cases per day coming in or individual states like Florida are now number four in the world is where the country is. There's a kind of sobering up going on with regard to what’s happening. One of the interesting things is that we talked about it a little before is that the big companies always lead the way on this sort of thing for a bunch of reasons.

One is they've got the best information.

Two, they've got the best lawyers and their lawyers advise them as to what's why somewhat safe to do.

Three, they can often work the numbers better than the rest of us. And so what to us might be a small saving to them can be quite material.

Here's what we have today, roughly 48 million knowledge workers in America and they used to commute by car about 26 minutes each way.

So that's .87 hours of car time commuting. Anybody who's lived near a big city and commutes knows that is an understatement. That's just over 200 hours spent commuting by car which adds up to about 10 billion hours for those 48 million knowledge workers.

This has been time boldly wasted.

Commuting and that multiplied by the $50 an hour that most knowledge workers are paid, which clearly is less than they're worth and nobody ever gets paid what they're worth. That's $505 billion of labor that's being wasted commuting. And then if you throw in the car and just take the federal government's mileage reimbursement rate of 57 and a half cents per mile which accounts for gas, maintenance, wear and tear, tires.

And you take the number of miles committed 29 per day. It's about 6670 miles a year. That's $193 billion of commute costs and that's just raw costs again in the economy that's considered to be positive. Well, then it must have been worth it to them. But you know, it's not worth it to anymore.

Let's throw in a little something here for knowledge workers with children. This is really an illustration. It's not a huge number, but it's a big enough number. Knowledge workers with children are at about 40% and you've got to have some childcare costs averaged at $8 per hour. That alone is $33 billion.

The direct commute costs, just for the knowledge workers, which I will call pure waste is $731 billion.

That's a big number. And then if you look at the rest of the commuting workforce -  62,000,000 other people and they commute about the same amount of time each way. But what if we could actually improve their commute by 25% and what if they're being paid an average or they're worth an average of $35 an hour and you multiply those numbers together with those 53,940,000 commute hours.

Times $35 an hour and you take 25% of that you get yourself another $114 billion.

And so if you had $114 billion for the non-knowledge workers up with the $731 plus billion for the knowledge workers, the direct savings, we're getting pretty close to a trillion dollars - $845 billion dollars of direct costs. It's a big, big number. And it was considered to be essential, but we just have to do this right, and it's not considering everything else is not considering the environmental impact. It's not considering the geopolitical impact and what it means to have an economy that generates such a dependency on oil which doesn't always come from exactly where you would want it to come from, neither is the money always used exactly like you would want it to be used.

Ignoring all that it's $846 billion roughly that could be saved and is being saved. Today, this isn't a suggestion or something we do in the future. This is just saying, look what happened, look what's happening right now that 813 billion dollars is effectively being put in the pockets of consumers, one way or another, mostly as their own time. But we know that people figure out a good things to do with their time - the gig economy is about that. But people they value their time and we should consider them when their time is saved. They're getting value.

 


Market Dominance Guys is brought to you by:

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.

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