Market Dominance Guys
Guest: James Thornburg
Episodes
Wednesday Jan 10, 2024
EP209: Your Only Product Is the Meeting
Wednesday Jan 10, 2024
Wednesday Jan 10, 2024
Closing sales requires trust, and trust is built through conversation. As Chris Beall notes, in B2B, the gateway to ongoing dialogue is the discovery meeting. Yet, too often, sales teams fail to view the meeting itself as the product they are selling. As Bruce Lewolt highlights, sellers must frame their sincere care for the customer’s success. This care is best conveyed interpersonally. By securing that initial meeting, the sales rep opens the door to relationship-building. As Jennifer Standish explains, delivery matters as much as content in piquing interest. With the right tonality and empathy, a seller can turn cold calls into warm introductions. James Thornburg and Matt McCorkle build on this idea: the meeting is a gift, saving the prospect time and money. When sellers view appointment-setting as customer service, their conviction carries through. The discovery meeting enables the sales conversation to continue. Building trust starts with booking that first meeting. Join us for episode 209: Your Only Product Is the Meeting.
This episode has segments from the following full episodes featuring Matt McCorkle, James Thornburg, Corey Frank, Chris Beall, Jennifer Standish, and Bruce Lewolt.
EP139: Your Product Is the Meeting
EP122: Learning to Manage Your Voice Under Pressure
EP115: The Enemy of Your Message Is Drift
EP113: The Cold-Call Kiss of Death
EP108: Sales and the State of Apprehension
Tuesday Dec 28, 2021
EP114: There Is No Going Back
Tuesday Dec 28, 2021
Tuesday Dec 28, 2021
You may have heard the term “post-pandemic” bandied about in recent months, but there’s nothing “post” about the COVID pandemic yet: We’re still in the thick of it. It’s not all downside, though, as James Thornburg, Enterprise IT Strategist at Bridgepointe Technologies, and our Market Dominance Guys, Chris Beall and Corey Frank will tell you. In their third conversation together, they talk about the upside of the pandemic as it concerns sales. Because what is “post” for most salespeople is that bone-wearying business air travel, and the time-waste of business lunches, and the tedium and expense of that daily commute to and from the company office or to and from the offices of business prospects. The combination of cold calling by phone and discovery meetings by Zoom has made a new and successful world for salespeople, one that doesn’t require leaving home. Yes, you’ve heard of attempts to return sales to the pre-pandemic days, but as Chris predicts in this episode of Market Dominance Guys, “There Is No Going Back.”
About Our GuestJames Thornburg is the Enterprise IT Strategist at Bridgepointe Technologies, which offers a service that helps design IT and telecom projects for their clients and includes selecting the right supplier at the right price with no extra cost to their customers.
Tuesday Dec 21, 2021
EP113: The Cold-Call Kiss of Death
Tuesday Dec 21, 2021
Tuesday Dec 21, 2021
There’s a decided difference between the purpose of a cold call and that of a discovery call. During a discovery call, marketing language, also known as “selling your product or service,” is entirely appropriate. But if you foolishly use marketing language during your first conversation with a prospect — well, that, my podcast friends, is the cold-call kiss of death. Join these three successful cold-callers as they discuss the components of each type of call and warn you away from the two biggest cold-calling mistakes. James Thornburg, Enterprise IT Strategist at Bridgepointe Technologies, continues his conversation with our Market Dominance Guys, Chris Beall and Corey Frank, in order to provide you with some guidance about this important difference. Listen in to borrow from the best as these three professional salespeople lend you their expertise on this Market Dominance Guys’ episode, “The Cold-Call Kiss of Death.”
About Our Guest
James Thornburg is the Enterprise IT Strategist at Bridgepointe Technologies, which offers a service that helps design IT and telecom projects for their clients and includes selecting the right supplier at the right price with no extra cost to their customers.
Catch his previous episode here: Is Cold Calling a Form of Slapstick?
Tuesday Dec 14, 2021
EP112: Is Cold Calling a Form of Slapstick?
Tuesday Dec 14, 2021
Tuesday Dec 14, 2021
What makes a great cold caller? Our guest today on Market Dominance Guys, James Thornburg, Enterprise IT Strategist at Bridgepointe Technologies, defines the characteristics of a great cold caller as someone who puts in the hard work by having lots of conversations — and also has a little charisma. James uses humor and ConnectAndSell’s Lightning platform to connect to his prospects, and then shares his cold calls on LinkedIn for all to learn from — or be entertained by. Our hosts, Chris Beall and Corey Frank, are enthusiastic listeners, each touting the entertainment and educational value James provides with his cold-calling triumphs as well as his train wrecks. Listen in as these three sales guys discuss James Thornburg’s ability to “pivot to a chuckle” on this Market Dominance Guys’ episode, “Is Cold Calling a Form of Slapstick?”
About Our Guest
James Thornburg is the Enterprise IT Strategist at Bridgepointe Technologies, which offers a service that helps design IT or telecom projects for their clients and includes selecting the right supplier at the right price with no extra cost to their customers.