Market Dominance Guys

Market Dominance Guys header image 1

Tried and True: Practice Makes Perfect!

SDRS - Tried and True: Practice Makes Perfect!

This week on Market Dominance Guys, Chris Beall and Corey Frank continue their interview with Marc Hodgson, sales director at ConnectAndSell. What’s the topic? How to get the most out of a first conversation. As Marc says, “All the magic happens inside the conversation,” getting your prospect from fear to trust and then on to curiosity. But how do you take a green SDR — or even a fairly well-seasoned one — and develop the skills that get them to the level where the magic happens?

 

As Chris and Corey have discussed in previous episodes, first you need to have a clear idea of what the purpose of that initial conversation is: You’re not trying to sell anything but the discovery meeting. And to do that, you need to truly believe in the value of that meeting for the person you’re talking with. Once you have that belief firmly in place, it’s time to develop your skills, which start with learning a great script and how to deliver it in the right tone and with the correct pacing. After that, practice, practice, practice. As Marc explains, “It’s not enough to do it. Now you have to get really great at it. You’ve got to be frequent before you can get good.” As usual on the Market Dominance Guys, you’ll hear this and lots more sage advice on today’s episode, “Tried and True: Practice Makes Perfect!”

 

About Our Guest

Marc Hodgson has had an illustrious and successful sales career at a variety of companies and currently holds the position of Sales Director (aka Sales Headcount Multiplier and Cost Per Meeting Reducer) at ConnectAndSell. Marc resides happily in the Greater Boston area.

-------------------------------

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.

When the Time Is Right, the Magic Happens

When the Time Is Right, the Magic Happens - ConnectAndSell

The Market Dominance Guys, Chris Beall and Corey Frank, had a meeting of the minds this week with Marc Hodgson of ConnectAndSell, who proudly claims the titles of Sales Headcount Multiplier and Cost Per Meeting Reducer. Chris introduces Marc as a learner, a student of the craft of selling, and a delight to work with. As Chris says, “With Marc there’s no bravado, no sales-jock stuff.” Marc is what’s known as a “long-game player,” spending his work days building relationships with prospects, not pushing for an immediate sale.

 

He credits fellow ConnectAndSell salesperson John Jackson with being his long-player model. As Marc explains John’s sales approach, “[He] talks to a prospect three or four times a year … and when they’re ready to buy, they buy from John.” The phrase, “Conversations matter,” is the basic tenet of ConnectAndSell, and Marc explains his adoption of it this way: “It takes time to build relationships. I have that core belief that there’s going to be value in the conversation. We’re going to learn together.” You can learn more about being a long-game player in this week’s Market Dominance Guys’ episode, “When the Time Is Right, the Magic Happens.”

 

About Our Guest

Marc Hodgson has had an illustrious and successful sales career at a variety of companies and currently holds the position of Sales Headcount Multiplier and Cost Per Meeting Reducer at ConnectAndSell. He resides happily in the Greater Boston area.

 

-------------------------------

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.

Podbean App

Play this podcast on Podbean App