Market Dominance Guys

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Coaching vs. Evaluating - How Fear Impacts Performance

coaching and evaluation how fear impacts performance

When we’re performing in the presence of someone we know to be more expert than we are, our performance usually suffers. In the world of sales, managers often put this pressure on salespeople, although often unwittingly. They may approach their sales rep with every intention of being a helpful coach, but too often they slip into the role of a critical evaluator instead. And as soon as a salesperson thinks they’re being evaluated, fear sets in — their stomach sinks, their voice tightens up, their intended flow of words gets backed up — and there goes their normal, relaxed performance.

In this podcast, Chris talks with Susan Finch, president of Funnel Radio, on this topic and then segues into the benefits of how a mutually beneficial relationship between members of the company’s team (sales, research, engineering/manufacturing, customer support) creates the best possible means of serving customers. Chris and Susan then discuss how showing appreciation and respect for the behind-the-scenes team members keeps those people from feeling invisible, motivates them to perform better, and to willingly offer support to the people on the front line.

Join Chris and Susan for another relaxed, entertaining, and informative Market Dominance Guys podcast as they explore what works and what doesn’t when managing salespeople and dominating your market.

 

Scarcity, Abundance, and the Biggest Sin in Sales

Scarcity, Abundance, and the Biggest Sin in Sales

The pandemic has certainly shown the general public that scarcity or abundance of products
can have an effect on people’s emotions. Scarcity increases desire — whether you desperately
need the product or not. Abundance decreases desire, because there’s plenty of what you
might need in the future. This is true for the sales process too. When you know that you’re
going to have another conversation with a prospect, then you can relax during the initial
conversation. The tension will disappear from your voice, because you’re not pushing for the
sale: you know you have another chance at a future date, and you can relax while you gather
information and begin establishing trust with your prospect. There’s no need to hang on and
desperately keep the call going; you set up an appointment for the next conversation, and then
you end the call. In other words, you “make yourself scarce.” And right there, you’ve
introduced the element of scarcity to your prospect’s emotions and, in doing so, increased their
desire for more information about what your company offers.

Join Chris and Susan Finch of Funnel Radio as they explore this yin-yang of scarcity and
abundance, and then let you in on the biggest sin in sales. You won’t want to miss this!

 

This episode of Market Dominance Guys is brought to you by ConnectAndSell

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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.

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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.

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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.

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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.

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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. 

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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.

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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.

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