Guest: Santosh Sharan

Welcome to a special episode of the Market Dominance Guys podcast, where we dive deep into the power of nurturing relationships through multiple conversations over time. In a world where many salespeople focus on quick wins and low-hanging fruit, our guests today reveal why playing the long game is the key to achieving true market dominance.
Join Corey and Chris while they explore the insights of sales experts like Marc Hodgson, who shares his strategy for building a massive queue of relevant conversations, and Chris Beall, who explains how data gathered from ongoing prospect interactions becomes an appreciating asset. We'll also hear from Jim Graf on the cascading effect of conversations, Ron Brooks on the importance of mastering the art of sales dialogues, and Chris's conversation with Sushee Perumal on the art of "tapping the bells" to find the perfect fit.
Whether you're a seasoned sales professional or just starting out, this episode will provide you with actionable strategies for mastering the craft of sales conversations and nurturing long-term relationships with your prospects. We hope you gain a lot of ideas from this episode, "The Conversation Queue - Nurturing Sales Relationships for Market Dominance."
Episodes included in this topic-driven collection:
EP199: Conversational Alchemy - Transforming Sales in the Age of Cheap Outreach
EP85: When the Time Is Right, the Magic Happens
EP36: Celebrating a win isn‘t anything, it‘s just preparing for the next thing.
EP105: Data & Trust: Your Assets in Market Domination
EP179: Conversations Over Headcount: What VCs Should be Counting
EP242 - The Minding Your Business Podcast with host, Ron Brooks
 
 
 
 

If we train our salespeople to use data and devise probing questions that sort out which prospects are worth their time, is our main instruction to reps, “Go for the disqualification jugular vein!”? How’s that working for you? Santosh Sharan, president, and COO of Apollo.io joins our Market Dominance Guys, Chris Beall, and Corey Frank, in part three of their three-part conversation about the roles of technology and data in cold calling, and the necessity of training the human voice to do more than disqualify prospects. Santosh explains, “Sales reps depend on technology so much that they don’t take time to do research and take a look at conversations strategically.” Chris and Corey both concur: To be a good talker and listener in a sales setting, training is essential, and the goal of that training should be gaining the buyer’s trust through the use of a great script and “The Impact of the Human Voice,” which is the title of today’s Market Dominance Guys’ episode.
Listen to the previous segments of this interview:
EP105: Data & Trust: Your Assets in Market Domination
EP104: The Increasing Atomic Weight of Data
About Our Guest
Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo.

Sales and marketing departments usually operate as two separate entities. Although that’s not healthy for a business, it’s generally the reality in many companies. Santosh Sharan, president and COO of Apollo.io, joins our Market Dominance Guys, Chris Beall and Corey Frank, in this second of three conversations, to talk about the evolution of data as a business asset and how shared data — and unified leadership — can eliminate this unfortunate dichotomy of purpose, and fuse sales and marketing into one weapon with a single goal: market domination. “Sales is simple,” Santosh says, “You’re looking for an edge over your competitors.” It used to come primarily from developing relationships, which Chris defines as gaining your prospect’s trust. Now, though, getting the desired information or data to an interested prospect provides an increasingly important edge — if you can do it faster than your competitors can. And, thus, data joins trust as a necessary tool of sales. Learn more about this and other data- and sales-related insights in today’s Market Dominance Guys’ episode, “Data & Trust: Your Assets in Market Domination.”
Listen to the previous and next parts of this interview
EP106: The Impact of the Human Voice
EP104: The Increasing Atomic Weight of Data
About Our Guest
Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo.

Sales used to be considered a trick done by salespeople, but success in sales today relies more and more on collecting information, analyzing the resulting data, and then using it to finetune your sales department’s approach to prospects. Santosh Sharan, president and COO of Apollo.io joins our Market Dominance Guys, Chris Beall, and Corey Frank, in this first of three conversations about instrumentation that collects data and how careful analysis can help make sense of that data in order to provide guided intelligence to sales teams. Join these three sales-minded experts as they walk you through what to do with all the data you collect in this week’s Market Dominance Guys’ episode, “The Increasing Atomic Weight of Data.”
About Our Guest
Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo.