Season 5

Many a promising startup has seen their lofty dreams dashed on the rocks due to lacking a bridge to cross that yawning chasm, separating early adopters from pragmatic mainstream buyers. Chris has contended with this treacherous chasm across multiple expeditions. Those early adopters feature prominently in startup lore - enthusiastic pioneers who relish new technology, derive career perks from kick-the-tires experimentation and care little about reputation risk. Yet they differ radically from that mainstream majority awaiting pragmatic proof. Chris invites you to draw on the profound insights of Geoffrey Moore (Crossing the Chasm) to help identify those visionary partners, extract maximum value from your earlyvangelists, and ultimately package your technology into a must-have product. Join Chris for this episode, “Finding Your Beachhead Beyond The Chasm.”
Reading list from this episode:
Out of Crisis - W. Edwards Deming
Theory of Constraints - Eliyahu M. Goldratt
Crossing the Chasm - Geoffrey A. Moore
 
Full episode transcript below:

Alex McNaughten continues his visit with Chris to share psychological insights that challenge traditional sales training. As an AI entrepreneur, Alex emphasizes confidence should be the priority when onboarding salespeople, not technique. He advocates first building enough confidence just to "pick up the phone” and draws parallels between sales and coaching - both guide people through "the emotional journey to consider something new." Alex tells his story about overcoming fear in sales and boxing, noting most training overlooks the emotional side. He concludes that "so much sales training, particularly cold calling, is wrong or missing" these emotional components.
Alex’s perspective as an AI builder brings a unique view on honing the emotional skills crucial for sales success. He advocates pushing sales leaders to transform training to address confidence and psychology first. Join them for this episode, “Confidence Beats Technique in Sales Training.”
Links from this episode:
Grw.aiBranch49ConnectAndSell
Alex McNaughten on LinkedInCorey Frank on LinkedInChris Beall on LinkedIn
 
Full episode transcript below:

The guys are tackling the big question on every sales manager's mind: Could AI replace me? With wisdom and reassurance, Corey and Chris explore the power of Taylor, an AI sales coach created by grw.ai CEO Alex McNaughten. Taylor provides a judgment-free space for reps to vent frustrations and surface red flags managers miss. As Chris explains, Taylor's conversational skills elicit "confessions" from reps. And for managers worried an AI could do their job better, Alex gently says: "The goal here is to make leaders better...not replace them." So breathe easy sales managers, and get ready to be 10-50X more effective. With the power of AI augmentation Sales Managers will be unstoppable. Join us for this episode, AI Coaching Conversations Elicit Unfiltered Rep Feedback.
About Our Guest:
Alex McNaughten - CEO/Founder - Grw.ai
With a background in B2B sales for both Kiwi startups and US tech giants, Alex is passionate about increasing the level of professionalism & performance in B2B selling globally. Prior to Apprento, through his advisory firm, he trained hundreds of founders, executives and sales professionals and worked across over 130+ ANZ businesses from pre-revenue startups like SafeStack Academy, to growth companies like Rocos to large multinationals like Vodafone, helping them to reduce their sales costs, speed sales cycles, maximize win rates, build out teams, expand into new markets and ultimately generate $10s of millions in new revenues.
Links from this episode:
Grw.aiBranch49ConnectAndSell
Alex McNaughten on LinkedInCorey Frank on LinkedInChris Beall on LinkedIn
 
Full episode transcript below:

In the last episode, our Sales sultans, Corey and Chris tackled the folly of chasing too many shiny objects. Now, Chris shares pragmatic insights on building resilient teams for the marathon versus the sprint. Should staff know the messy truths from day one? Chris believes people need full commitment to the mission. 
Does solidarity trump balance sheet bravado when attempting bold new initiatives?  Chris says,  "I think people love to look at stuff because looking at stuff is lower risk than doing stuff. Doing stuff is very high risk. You could fail.”
As Corey noted, presentations often overlook the people who drive innovation. Corey reminds us, “The people elements, traits, personas don't live on the balance sheet.” Here’s a question posed, "When you go to a potluck, do you only eat the food you brought first?"  Listen as they tackle tough topics like letting go of personnel clinging to the past versus embracing the unknown future in episode 202 of Market Dominance Guys, “ Keeping Teams Future-Focused and Failure-Ready.’
 
Full episode transcript below:

Getting punched in the face is practically a rite of passage for startups with seemingly bulletproof business models. Spreadsheets might predict hockey stick growth, but, as Corey says "customers aren't formulas on a page. They're human beings who are often "repulsed by new technology". Adoption requires an emotional journey and trust, not a formula. Yet founders frequently ignore reality, believing spreadsheets will magically generate growth. Chris says this quest for an easy quota can even derail progress as "salespeople focused on quota may take company backwards" by clinging to the past. Hence leaders must prevent "retrograde motion back to what was comfortable before" by being "hard-edged on changing direction." There are no maps for the uncharted path from startup to sustainable enterprise. But experienced guides like Corey and Chris are happy to share their battle scars and perspectives.  Join us for this episode, “Customers Aren't Formulas: Navigating the Emotional Journey.”
 
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Episode 200 of the Market Dominance Guys features Corey, Chris, and special guest Jim Graf. They explore key trends shaping modern prospecting – from the diminishing returns of broad email campaigns to the rise of personalized, longitudinal selling. Jim explains how the old concept of BANT (budget, authority, need, timeframe) fails to capture the fluidity of today's buying journeys. Rather than chasing "leads," they advocate nurturing long-term demand through authentic relationship building.The conversation culminates in examining the overlooked value of seasoned SDRs. Chris shares examples of 60+ year-old SDRs wildly outperforming their younger peers, dispelling misconceptions that this function is merely developmental. With their seasoning, polish, and focus, many late-career reps embody the consummate skills needed to excel. Jim and Chris emphasize how this critical frontline role requires a professional, not progressive, mindset.In an era of noisy outreach, the guys explore timeless ways to cut through the clutter – with patience, personalization, and wisdom accrued over decades. Listen to this episode, "Authentic Demand: Moving Past Impersonal Lead Gen."
 
Links from this episode:
Corey Frank on LinkedInChris Beall on LinkedInJim Graf on LinkedIn
KazzcadeBranch49ConnectAndSell
 
Full episode transcript below:

Prepare for another thought-provoking journey as Corey and Chris are joined by special guest Jim Graf, the CEO and Founder of Kazzcade, a former private equity finance titan turned outreach sales guru. Together, they delve into the concept of "Gresham's Law" – where "bad money drives out good" – and apply it to the world of sales.
In an era overrun by cheap tricks and impersonal outreach, the MDG team explores how these practices can diminish the value of genuine, high-touch sales. With AI and automation flooding inboxes with repetitive and uninspiring messages, Chris, Corey, and Jim examine the phenomenon of how "cheap outreach actually drives out the value of good outreach."
Join the conversation as they discuss the impact of this shift on the art of selling. Can we reverse this trend? Can we, in fact, perform real “conversational alchemy” by transforming mundane interactions into genuine, meaningful connections? This episode offers valuable insights into navigating the challenging landscape of modern sales and cold outreach, where authenticity and real dialogue are held at a premium.
Don't miss "Conversational Alchemy: Transforming Sales in the Age of Cheap Outreach" as it explores the timeless wisdom of Gresham's Law and its relevance in today's business world.
 
Full episode transcript below:

Corey and Chris continue their dicussion about inertia and constraints. How can leaders identify hidden constraints shaping their strategy? What fosters innovation: centralization or decentralization? Can classic texts offer counter-cultural wisdom to elevate leadership today? Pulling insights from ancient to modern thinkers, Corey and Chris tackle these questions and more. They argue consolidation often hinders progress while decentralization promotes healthy competition. Chris advocates "divisionalizing" to optimize strategy. They explore conquering inertia, maximizing strengths by pruning the unnecessary and structuring for change. The curiosity continues in part two of this engaging conversation in this episode, "Pruning the Unnecessary to Focus on Strengths."
 
Full episode transcript below:

The guys are back together! Join our master salesmen Corey Frank and Chris Beall as they dive into this discussion on business strategy inspired by a recent event Corey attended featuring Rami Goldratt of the Theory of Constraints Institute. Discussing key concepts like inertia, identifying constraints, and the politics involved, they provide insight for sales managers and CROs looking to break through barriers to growth. Chris explains how constraints manifest on the buyer's side, in their emotions and feelings of possibility. On the execution side, he advocates building key elements in advance to avoid delays. He and Corey cover divisional vs departmental structure, M&A pitfalls, and more insights. Join them for this episode, “Divisional vs. Departmental – Structure for Sales Innovation.”
 
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Corey Frank continues his interview with Susan Finch as they talk about perfecting your craft and the importance of a supportive and evaluative community in the journey. This leads to an insightful discussion that draws parallels between renowned comedians and training sales professionals. Corey uses the example of comedians like Jim Gaffigan, Chris Rock, and Jerry Seinfeld testing new material in heartland towns to underscore the significance of knowing your audience and how practicing your craft in smaller venues can sometimes offer more genuine feedback than large, more famous platforms. 
Listen in as Corey recounts the story of hotdog-eating champion Kobayashi, drawing lessons on questioning the conventional and pushing the boundaries of what's possible. They emphasize the power of not just aiming for more but seeking ways to make the process more efficient. Join them if you're keen on exploring the intricacies of the sales profession, the art of feedback, and the significance of pushing boundaries in this episode, “Making Seinfeld Laugh: The Sales Professional’s Aim.”
 
Full episode transcript below: