Market Dominance Guys
Sales Methodologies
Episodes
![EP126: Pattern Interrupts Are Your Friend](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep126-showcard-20220407-gschwandtner-crawford_300x300.jpg)
Tuesday Apr 05, 2022
EP126: Pattern Interrupts Are Your Friend
Tuesday Apr 05, 2022
Tuesday Apr 05, 2022
What’s a pattern interrupt? And how can it help you break down the resistance most people feel when ambushed by a cold call? Donny Crawford, Director of Conversation Optimization at ConnectAndSell, joins our Market Dominance Guy, ConnectAndSell CEO Chris Beall, on a Selling Power webinar hosted by Founder Gerhard Gschwandtner. These three conversation experts share some little-known tricks of the cold-calling trade, one of which is that saying something unexpected, like “Can I have 27 seconds to tell you why I called?”, can break a prospect’s usual pattern of hanging up or refusing to engage. As Donny says, it truly is a game-changer, especially when said in a friendly, playful voice. “The friendliness actually matters,” he explains. “You’ve got to be assertive enough, but in a friendly manner.” Get ready to absorb this and other helpful tips from ConnectAndSell’s Flight School cold-calling training lessons in this Market Dominance Guys’ episode, “Pattern Interrupts Are Your Friend.”
About Our Guest
Donny Crawford is Director of Conversation Optimization at ConnectAndSell. With the expertise developed as a former customer and as Customer Success Manager at ConnectAndSell, he operates as chief instructor of Flight School, a structured program designed to help cold callers find their voice. Hear more from Donny Crawford on his other Market Dominance Guys’ episodes.
![EP117: We Try Hardest!](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-showcard-ep117-_300x300.jpg)
Tuesday Jan 18, 2022
EP117: We Try Hardest!
Tuesday Jan 18, 2022
Tuesday Jan 18, 2022
In striving for market dominance, which among the top companies in any field do you think puts forth the most effort to gain — or hold onto — that dominant position? Our guest, Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, and our two Market Dominance Guys, Chris Beall and Corey Frank, debate this question during this final conversation of their four-part discussion on all things sales-related. Even loyal followers of our Market Dominance Guys’ podcast will be surprised at the shared opinion these three sales gurus hold about which highly ranked company within each industry or service can claim bragging rights to the title of this episode, “We Try Hardest!”
About Our Guest
Matt McCorkle is Manager of Branch Operations for Kaeser Compressors. He has earned both a bachelor’s degree and a master’s degree in mechanical engineering and has now been with Kaeser Compressors for 13 years.
Catch the three previous episodes in this session with Matt McCorkle:
EP107: On the Phone, They’ll Tell You the Truth
EP108: Sales and the State of Apprehension
EP109: Being There for Your Customers
![EP113: The Cold-Call Kiss of Death](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep113-thornburg-showcard_300x300.jpg)
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?
![EP107: On the Phone, They’ll Tell You the Truth](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/MDG-ep107-showcard-mccorkle_300x300.jpg)
Tuesday Nov 09, 2021
EP107: On the Phone, They’ll Tell You the Truth
Tuesday Nov 09, 2021
Tuesday Nov 09, 2021
Coming from a background in mechanical engineering, Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, is very interested in how sales works. He has always believed in the power of the telephone as a selling tool, so when he learned about ConnectAndSell’s sales-acceleration platform from our Market Dominance Guy, Chris Beall, Matt immediately saw how he could use the telephone to increase Kaeser’s market share. “Matt was so curious, unlike many people in sales,” Chris says. Curious about how to get future appointments, how to coach coaches, how long onboarding takes, and about why face-to-face sales is different from phone sales. In this episode of Market Dominance Guys, Corey Frank and Chris learn what Matt has figured out: In face-to-face sales, he says, “people like you to leave feeling that they like you, and you like them, and everything’s okay, so they’re not really telling you the truth.” But — as the title of today’s episode of Market Dominance Guys states — “On the Phone, They’ll Tell You the Truth!” Tune in to hear our Guys’ and Matt’s view on dominating your market through the awesome power of well-orchestrated and professionally coached cold calls.
![EP60: Diagnosing Discovery Call Failures](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-showcard-20201210-klaff_300x300.jpg)
Wednesday Dec 09, 2020
EP60: Diagnosing Discovery Call Failures
Wednesday Dec 09, 2020
Wednesday Dec 09, 2020
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?
If you missed the first half of this conversation, you can get it here:
https://marketdominanceguys.com/e/getting-prospects-from-fear-to-commitment/
![EP59: Getting Prospects from Fear to Commitment](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-showcard-20201203-klaff_300x300.jpg)
Wednesday Dec 02, 2020
EP59: Getting Prospects from Fear to Commitment
Wednesday Dec 02, 2020
Wednesday Dec 02, 2020
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.
Listen to the continuation of this passionate conversation:
https://marketdominanceguys.com/e/why-cutting-to-the-chase-in-discovery-calls-fails/
![EP48: The Theory of Constraints - Abandon or Persuade](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-showcard-housdon-20200917_300x300.jpg)
Wednesday Sep 16, 2020
EP48: The Theory of Constraints - Abandon or Persuade
Wednesday Sep 16, 2020
Wednesday Sep 16, 2020
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.
![EP32: Sales Pros - Stop Worrying About the Deal.](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-showcard-20200527-stopworrying_300x300.png)
Tuesday May 26, 2020
EP32: Sales Pros - Stop Worrying About the Deal.
Tuesday May 26, 2020
Tuesday May 26, 2020
Most sales professionals are familiar with the journey of a cold call.It starts with fear. From fear we move to trust. From trust we move to curiosity. From curiosity we move to commitment, and from commitment to action.In this episode, Corey and Chris remind us that there is only one discovery call or meeting. And a true discovery call or meeting doesn't have a destination in mind. Welcome to this episode of Market Dominance Guys, "Sales Professionals - stop worrying about the deal."
![EP27: The Culling of the Non-Professionals in Sales](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-20200422-reisert2-culling_300x300.png)
Monday Apr 20, 2020
EP27: The Culling of the Non-Professionals in Sales
Monday Apr 20, 2020
Monday Apr 20, 2020
In this episode, Chris Beall and Corey Frank continue their conversation with the co-author of Outbound Sales, No Fluff, Ryan Reisert. Chris shares a view that is a bit unpopular but rings true. He states that "This pandemic will civilize our society. This is part of the civilization of our society by which matching the need to the capability of a solution it will be done without lying, tricking, and pushing. It's a big honesty bath that will cleanse a lot of us off." Corey dives into the concept of a repeatable process and leadership vs. luck and leadership. The latter option scales well. For a guide on how to come out of this restructured sales environment with everyone working from home, join Chris, Corey, and Ryan for your tips of the week. This Market Dominance Guys episode is called The Culling of the Non-Professionals.