Market Dominance Guys

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I Heart No Shows!

Cherryl Turner Chief Development Officer Flight School at ConnectAndSell

On this week’s episode of Market Dominance Guy, Chris Beall continues his conversation with Cherryl Turner, Chief Development Officer of ConnectAndSell’s newest division, Flight School. Together they talk about why it is that of the four sales outcomes — Yes, No, Not me, or Not now — the response that dominates is “Not now.” As Chris explains, “It’s the nature of life.” People are busy. Things come up. Priorities shift. But when a prospect says, “Not now,” what’s a sales rep to do? Push harder and try to squeeze his pitch into the conversation anyway? Or should he relax and bow to the prospect’s protestations that it’s a bad time to talk, by graciously saying, “No problem. I’ll give you a call next week.” It’s an unusual reaction in the high-pressure world of “Make that sale,” but this may be one of the keys to Cherryl’s success in her career: as Chris says, she handles the rigors of cold calling with grace.

It also takes grace to handle the frustration of a no-show. But Chris’s surprising reaction to a cancelled appointment is, “I heart no-shows! They’re my favorite thing in business!” A no-show, he says, makes the relationship more real, because now it’s less perfect. It creates a more-even footing for the next conversation, as well as an opening for a prospect to reveal an insight or two about his business as he explains the why behind his missed appointment. So, when a rep or AE is faced with a no-show and is able to relax and say, “Hey, I understand. I’ll call you back later so we can find a time that will work better for you,” then that improves what Cherryl calls the “trust-o-meter.” She has learned that being persistent with call-backs to “Not now’s” and “No shows” lets her prospects know that she believes in the potential value of what she is selling. And you can believe me when I say, you’re going to want to hear every minute of this week’s episode of Market Dominance Guys, “I Heart No-Shows!”

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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.

How to Warm Up a Cold Communication

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Over the years, how salespeople make an initial contact for a sale has changed. In these modern times, it has come down to a choice between making a cold phone call or sending a cold email. It seems to be a matter of choice. However, if you’re trying to break through a prospect’s initial fear of being sold to so that you can engender that level of trust necessary to set a meeting or make a sale, which approach should you put YOUR trust in? The human voice? Or a digital communication?

Today, our Market Dominance Guy, Chris Beall, talks with podcast producer Susan Finch about this very question. As CEO of ConnectAndSell, Chris is an impassioned believer in phone conversations first as the most successful tool for setting appointments. Why? Because with your voice, you can employ timbre, tone, pacing, and emotion. In a one-on-one conversation, you can pause for a response, share humor when appropriate, or convey that you understand the other person’s situation. However carefully crafted, an email message can never do as a good a job at interacting with another human being. In pursuing the all-important goal of engendering trust with a prospect, initial phone conversations win, hands down! Listen in to today’s Market Dominance Guys’ episode as Chris shares his well-honed opinions on “How to Warm Up a Cold Communication.”

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Stuck in the Middle with Denial

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On this week’s episode of the Marketing Dominance Guys, Chris Beall and Corey Frank continue their conversation about the middle phase in the creation of every startup or new product — being stuck. That’s the stage when things aren’t working out the way you’d envisioned them. That’s when prospects aren’t embracing your concept as you’d hoped they would. That’s when you have that sinking feeling that this whole project might be a terrible, terrible mistake. Something’s wrong! Panicking isn’t going to help the situation, but neither is denial. That can lead to faking that everything is just fine — when you know darn well it isn’t. Listen to Chris’ warning: “It’s hard to be honest once you start faking it.” Corey and Chris encourage you to face the truth, because as they say, “The truth is the boss!”

Come listen to how to use your resources to get an honest assessment about why you’re stuck so that you can start moving toward getting your project back in flow. You’ll learn these details and other great advice in this week’s Market Dominance Guys’ episode, “Stuck in the Middle with Denial.”

How to Get from Stuck to Unstuck

Inflow, Flow, Waiting  How to get unstuck

 

This week, the Market Dominance Guys, Chris Beall and Corey Frank, walk you through the three states of cycle time for start-up businesses or for any company that’s trying to launch a new product or service. There’s in flow. There’s stuck. And there’s waiting. Using an example from his own company’s experience launching Flight School, their brand-new sales-rep training program, Chris tells what happened when they thought they were in flow and ready to set meetings for discovery calls, but soon found that prospects didn’t respond as enthusiastically as expected to what his company was offering. In other words, they were stuck.

But what was the problem? It’s a great program! Why weren’t their prospects seeing the value of what was being offered? Chris explains that it’s often necessary to put your own narcissism aside in order to clearly look at all the possible reasons why you’re not moving toward success as quickly as you think you should be. Only then can you be open to exploring and utilizing all the resources that might help you get unstuck. As he says, “You need to plumb the depths of your ignorance! You need knowledge!” As practical and helpful as usual, our Market Dominance Guys offer advice on this common problem encountered by almost every startup company. Join them for today’s episode, “How to Get from Stuck to Unstuck.”

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The Right Skills for the Job - AI vs. Humans

Market Dominance Guys Chris Beall and Corey Frank Right Skills for the Job

Chris Beall and Corey Frank, our Market Dominance Guys, explore the subject of artificial intelligence taking over jobs held by humans. It’s an emotional issue, to be sure. But instead of looking at this as an either/or concern, the Market Dominance Guys take a different tack by asking,” What do humans do well? What do machines do well? And what can they do together?” You may be thinking, “Wait a minute! Using AI will help us run our business much more cheaply than keeping all those humans on our payroll.” If so, Chris asks you to take a few steps back and look at the big picture by asking yourself, “What’s my main goal here?” In other words, should you be concentrating on how to operate your company more cheaply, or should you be thinking about what will help you dominate your market? And what skill sets are required for your company to do that?

 

Using a sales department as an example, Chris and Corey discuss the different cluster of skills needed for each type of job in that division and which ones can be handled by either humans or artificial intelligence — or by a combination of both. As usual, you can trust the Market Dominance Guys to steer you in the right direction when it comes to dominating YOUR market, just as they do on today’s podcast, “The Right Skills for the Job.”

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Which comes first, traction or scale?

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Our Market Dominance Guys, Chris Beall and Corey Frank, continue their discussion about churn and its various causes. Today’s topic is about how a company’s growth is managed. Are the guiding forces going after traction first? Or are they jumping right into how to scale before they have worked out their product’s kinks? Chris and Corey talk about the tragedy of designing for scale before you have traction. As Chris will tell you, it’s a fool’s errand. If you have no traction, no conversations with your buyers, then you’re not going to learn anything about what your customers need or about why they may not be coming back. Once again, market dominance is achieved when you investigate your churn! And that’s done with conversations.

Today’s podcast winds up with a question of “Who’s in charge here?” when it comes to how to steer a company toward success. Is it the investors you’ve taken money from, who may be pressuring you to scale quickly? Or is it your customers, who, if asked, will tell you what they do or don’t like about your product or service, guiding you toward what you should do to keep them renewing? Listen in to what Chris and Corey think about this important matter on today’s Market Dominance Guys’ episode, “Which Comes First? Traction or Scale?”

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All Churn is Not Created Equal

All Churn is Not Created Equal - Market Dominance Guys

Our Market Dominance Guys, Chris and Corey, are back this week with an episode about “churn.” No, they’re not talking about butter-making here. They’re addressing business churn — a measurement of cancellations or non-renewals of your company’s product or service. Are you thinking, “Churn: What can I do about it?” If you’re like many people, you may look at your company’s churn rate, give a philosophical shrug, and go back to hunting for more prospects to replace those MIA customers. But is it really easier to find new customers than it is to figure out what went wrong? As the folk-rock band, The Byrds, might have sung in the 60s, “To every cancellation (churn, churn, churn), there is a reason (churn, churn, churn).”

Corey points out that some churn is inevitable, but not all churn. Examination of cause and effect is needed! In a spirit of solidarity, Chris comes clean about what unexamined churn cost ConnectAndSell, the company he works for. He explains that he had to put arrogance aside and face the fact that their customers weren’t getting the full benefit from ConnectAndSell’s sales- acceleration platform simply because reps didn’t know how to successfully conduct a cold call. And, thus, a training program was born. Yes, it’s shine-a-bright-light-on-the-problem time on the Market Dominance Guys in today’s episode, “All Churn Is Not Created Equal.”

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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.

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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

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