Season 4

In this continued “honeymoon” edition of the Market Dominance Guys, ​our host, ​Corey​ Frank,​ sits down with Brad Ferguson of Sandler​ Training, one of the most highly rated sales trainers on the planet. Brad, being a top franchisee of Sandler for years, personally learned his incredible questioning techniques and prospect approaches from the founder of Sandler himself, David Sandler, more than 30 years ago.
On several of the Market Dominance Guys​'​ podcasts over the years, Chris​ Beall​ and Corey have discussed many of the modern and fresh sales methodologies being used by successful sales professionals all over the world. From Oren Klaff’s “Pitch Anything” to Andy Paul’s “Sell Without Selling Out” to Chris Voss’ “Never Split The Difference,” there are many different flavors of sales methodologies that can be used to generate trust that result in more consistent sales success. 
If you’re a pilot, you file a solid flight plan and know where you are going before you start the engines. You may change course due to bumpy weather, but you still know your final destination. If you are an architect, you know what type of building you are constructing. You have a blueprint. But if you are in ​s​ales today and you are still “winging it” and letting your personality alone dictate how your sales conversations progress, you fall into the trap of being labeled a “mere tourist” and continuing to wander inconsistently in this profession. As Uncle Zig once said, “Selling is the highest-paid hard work and the lowest-paid easy work there is.” Using a sales methodology makes the hard work easier. 
In this episode, have your pen and pad ready as Brad shares several tactical and specific use cases where the Sandler methodology can be employed on your calls today. He discusses many traditional “mental hang-ups” and speed bumps that impede success from an emotional point of view. From being uncomfortable about money to having a high need for approval and an aversion to the word “no,” Brad shares just some of the powerful Sandler techniques that have generated hundreds of millions of dollars in closed deals. This is the Market Dominance Guys' nearly indispensable podcast, and today’s episode is entitled, “If I ​Could ​S​how ​You a ​W​ay.”
 
About Our GuestBrad Ferguson is the CEO of Best Sales Force, Inc., an Arizona-based sales development firm. Heis the Senior Sandler Training Franchisee with over 25 years of experience in the SandlerNetwork.

In this special “Honeymoon” edition episode of the Market Dominance Guys, Corey grabs some time with Robert Vera, the founding Director of the Canyon Ventures Center for Innovation & Entrepreneurship at Grand Canyon University. Robert is an incredibly well-respected innovation and start-up business expert as well as a member of the faculty of the top-rated Jerry Colangelo School of Business at Grand Canyon University. Robert breaks down his involvement in training and working with the Navy Seals over the years and how sales organizations should look to adopt some of the more “unorthodox” training processes similar to what special forces and their medics implement. Robert also chats about his first-hand experiences with the unique revenue generation practice and talent development mission of the Branch49 team and how businesses should view Top of Funnel and Discovery.
This is the Market Dominance Guys' nearly indispensable podcast and today’s episode is entitled, “Save the Goat!”
About Our Guest
Robert Vera is a bestselling author and the founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University in Phoenix, Arizona.

How many cold-call opportunities have you wasted by pushing hard and fast to sell your company’s product? Today’s podcast guest, Bruce Lewolt, Founder of both JoyAI and Blast Learning, talks about a more caring and effective approach to selling. It starts with switching the goal of that initial call from selling your company’s product to offering prospects a helping hand with a problem or goal they have. Imagine for a moment you’re the prospect, and you’ve just been ambushed by a cold call: Who would you be willing to set an appointment with for a discovery meeting? A person blatantly trying to make a sale? Or a caring professional who understands your business’ needs and wants? In this episode, our three well-reasoned and insightful sales professionals share many insights with our listeners about making a successful cold call, but the one you don’t want to miss is this “aha!” moment. Your job is not selling your company’s product: Your job is selling a discovery meeting. That should make the title of this week’s Market Dominance Guys’ podcast very clear: You’re still selling something, but “Your Product Is the Meeting.”
Listen to Bruce Lewolt's previous episodes in this series:
EP137: What Do Your Prospects Really Hear?
Ep138: Don’t Get Lost in Your Rock ’n’ Roll
More episodes on the topic of Believing in the Meeting are here.
About Our Guest
Bruce Lewolt is Founder of Blast Learning, a service that uses Alexa or Google Assistant as an intelligent personal study assistant, resulting in a state-of-the-art study method that is not just effective but makes learning enjoyable. (See BlastLearning.com and BlastStudy.com) He is also the Founder of JOYai, the first emotionally intelligent and sales-savvy artificial intelligence system for salespeople, bringing intelligent automation to prospecting and selling.

Training and coaching are essential for the rookie cold caller, and that’s an important part of the life work of today’s guest, Bruce Lewolt, Founder of both JoyAI and Blast Learning. But, as our hosts, Chris Beall and Corey Frank, remind our podcast listeners, even the most experienced and successful cold callers also need coaching from time to time. They can suffer from an inadvertent tendency to drift away from the prescribed plan — the script, tonality, and emotion that they’ve been trained to use — one that generally elicits a prospect’s response of “Sure! Tell me why you’re calling.” Bruce agrees and says that sales directors need to listen to calls and give feedback and coaching to all salespeople on a consistent basis, because it’s human nature to drift away from what you’re taught to say and start doing what feels easier or more comfortable, or putting your own cool, personal stamp on it because that’s the way you roll. It’s not your call to make, so note the caution in today’s Market Dominance Guys’ title and “Don’t Get Lost in Your Rock ‘n’ Roll” and drift away.
 
About Our Guest
Bruce Lewolt is Founder of Blast Learning, a service that uses Alexa or Google Assistant as an intelligent personal study assistant, resulting in a state-of-the-art study method that is not just effective but makes learning enjoyable. (See BlastLearning.com and BlastStudy.com) He is also the Founder of JOYai, the first emotionally intelligent and sales-savvy artificial intelligence system for salespeople, bringing intelligent automation to prospecting and selling.

How do you produce the emotional reaction that you want in those you are cold calling? Bruce Lewolt, Founder of both JoyAI and Blast Learning, has devoted himself to discovering the answer to this question. Bruce joins our Market Dominance Guys, Corey Frank and Chris Beall, to explain how even the most carefully worded message and well-meaning tone and pacing don’t always have the emotional significance to your prospect that you had hoped they would. “When your prospect is only half-listening, what do they hear?” Bruce asks. Ah, that’s the question! These three experienced and dynamic cold callers each share their well-thought-out theories on how to communicate authenticity, spark curiosity, and offer intrinsic value that will elicit the kind of response from your prospect that will lead to setting a meeting. Here at Market Dominance Guys, we are devoted to helping you answer the tough sales questions, like this one: “What Do Your Prospects Really Hear?”
 
About Our Guest
Bruce Lewolt is Founder of Blast Learning, a service that uses Alexa or Google Assistant as an intelligent personal study assistant, resulting in a state-of-the-art study method that is not just effective but makes learning enjoyable. (See BlastLearning.com and BlastStudy.com) He is also the Founder of JOYai, the first emotionally intelligent and sales-savvy artificial intelligence system for salespeople, bringing intelligent automation to prospecting and selling.

What’s the reason customers bought from you and will buy from you again? Don’t know? Look to the end of your buyer’s journey — to the team that helps customers successfully use their purchase. That’s the advice of Ed Porter, fractional Chief Revenue Officer of Blue Chip CRO and today’s Market Dominance Guys’ guest. In this third of three conversations with our podcast’s hosts, Corey Frank and Chris Beall, Ed suggests that you find out what’s working for customers, then take that information back to marketing to finetune the value description of your product so that it matches what customers are reporting. That’s the way to successfully sell your product: Start with the end in mind and work backward to inform marketing strategies and sales messaging. If you didn’t think that customer success had anything to do with selling, it’s time to reconsider, as today’s Market Dominance Guys’ episode’s title says, “What Customer Success Can Do for You.”
Listen to the previous two episodes with Ed Porter.
 
About Our Guest
Ed Porter is a fractional Chief Revenue Officer for Blue Chip CRO, providing coaching and strategy planning services for executives and startups, and helping them rethink and refocus revenue strategies to accelerate growth. He assists his clients in aligning their revenue teams — marketing, sales, enablement, and customer success — to build accountability at every step of their organization, leading to accelerated and sustainable growth. Ed is also an investor and advisor to startups in the Columbus area.

Whether you’re new to sales or a seasoned cold caller, you no doubt have a go-to way of starting a phone conversation with a prospect. Excellent! But how’s that working for you? Ed Porter, the fractional Chief Revenue Officer of Blue Chip CRO is our Market Dominance Guys' guest. He talks today about scripts, pattern-interrupts, and the art of conversation with our hosts, Chris Beall and Corey Frank. As Chris points out, that first conversation is an ambush call, and nobody likes to be ambushed, especially by an invisible stranger. Ed totally agrees and adds that “Fear prevents us from picking up the phone” — which is true whether you’re the salesperson or the prospect. So, what can generally get both the caller and the prospect past that fear? A well-constructed cold-calling script, but not necessarily one that a salesperson makes up on their own. Ed says it’s got to be architected from a sound plan that includes expertise and advice from both the marketing and customer success teams, which is why we’ve titled today’s Market Dominance Guys’ episode, “The Architecture of a First Conversation.”
Listen to his previous episode: EP134 - Is sales the real problem?
 
About Our Guest
Ed Porter is a fractional Chief Revenue Officer for Blue Chip CRO, providing coaching and strategy planning services for executives and startups, and helping them rethink and refocus revenue strategies to accelerate growth. He assists his clients in aligning their revenue teams — marketing, sales, enablement, and customer success — to build accountability at every step of their organization, leading to accelerated and sustainable growth. Ed is also an investor and advisor to startups in the Columbus area.

If a company isn’t experiencing success, the finger of blame is usually pointed at the sales department. Ed Porter, the fractional Chief Revenue Officer of Blue Chip CRO, is here to say that it ain’t necessarily so. Ed joins our Market Dominance Guys, Chris Beall and Corey Frank, on today’s podcast to talk about his experience in helping companies ferret out the real culprits — and it’s not always the sales reps. In exploring the problem with his own customers, Ed has discovered that marketing and customer success are often the departments that need some repair or fine-tuning. He wholeheartedly agrees with one of Chris’ maxims: In a cold call, “technology amplifies ‘suck’,” which is what you’ll see if there’s a technology-provided increase in your cold-calling speed but there’s no company alignment of messaging, training, coaching, and follow-up. So, take Ed’s advice for business trouble-shooting and ask yourself the question posed by today’s Market Dominance Guys’ title, “Is Sales the Real Problem?”
About Our Guest
Ed Porter is a fractional Chief Revenue Officer for Blue Chip CRO, providing coaching and strategy planning services for executives and startups, and helping them rethink and refocus revenue strategies to accelerate growth. He assists his clients in aligning their revenue teams — marketing, sales, enablement, and customer success — to build accountability at every step of their organization, leading to accelerated and sustainable growth. Ed is also an investor and advisor to startups in the Columbus area. 
Connect with Ed Porter on LinkedIn

How often do salespeople need to be trained? Most people would say, “Once during onboarding should do it.” “Not so,” says Dan McClain, Sales Director at ConnectAndSell. As today’s guest on Market Dominance Guys, Dan talks with our host, Chris Beall, about the importance of periodically sharpening sales reps’ skills. In this second of their two-part conversation, these two sales guys, both amateur chefs, agree that knives work better when they’ve recently been sharpened — and sales reps work better when their selling skills have recently been sharpened. Dan reminds our podcast audience that, over time, all sales reps drift from their company’s established message, their pace may become rushed, or their tone lackluster. For these very reasons, ConnectAndSell’s own reps go through a periodic blitz-and-coach cold-calling session, an essential tool of ConnectAndSell’s Flight School, because, as Dan says, “We all need to get better.” And because this essential advice bears repeating, that’s what we’ve named today’s Market Dominance Guys’ episode: “We All Need to Get Better.”
About Our GuestDan McClain is Sales Director at ConnectAndSell. His life-long dedication to sales has led him to his current goal: helping sales leaders, teams, and individuals connect with their targets at a velocity of 10X by using ConnectAndSell Lightning. Dan is based in the San Diego area and is active in his local chapter of AA-ISP.

You’re no doubt familiar with the buyer’s journey, but what do you know about the seller’s journey? Dan McClain, Sales Director at ConnectAndSell and today’s guest on Market Dominance Guys, shares his personal journey as a salesperson with our host Chris Beall in this first of a two-part conversation. Starting at the beginning of his career, Dan tells the story of how he got into sales straight out of college, what his early selling experiences were like, and how he cold-called his way to where he is today. Most memorable for him was his first experience using ConnectAndSell Lightning, the cold-calling tool that boosts the number of conversations a salesperson can have with prospects. Pushing that “Go” button and being served one conversation after another changed his life and led to his current job selling Lightning at ConnectAndSell. Helping other salespeople discover this tool is now Dan’s mission. Listen in as Dan and Chris remember the details of their first meeting in today’s Market Dominance Guys’ episode, “The Seller Has a Journey Too.”
About Our Guest
Dan McClain is Sales Director at ConnectAndSell. His life-long dedication to sales has led him to his current goal: helping sales leaders, teams, and individuals connect with their targets at a velocity of 10X by using ConnectAndSell Lightning. Dan is based in the San Diego area and is active in his local chapter of AA-ISP.