Market Dominance Guys
Season 5
Episodes
Wednesday Jan 24, 2024
EP211: Conversations Convert to Pipeline Power
Wednesday Jan 24, 2024
Wednesday Jan 24, 2024
As sales leaders, we're ultimately responsible for revenue growth. In part two of this must-listen episode, Helen Fanucci and Chris Beall reveal how to build an asset that drives results: pipeline power. Learn why phone and conversation intelligence beats guesswork. Discover how to arm your team with the right data to fill your pipeline with serious opportunities. We dive into the critical questions you must ask on every account to accelerate sales cycles. Helen emphasizes that trust builds between companies early on, so executives must engage alongside reps. Tune into part two for tangible tips on avoiding over-strategizing in favor of authentic conversations. You’ll pick up tactics to leverage intent signals, stop playing pipeline games, and create alignment around valuable targets. The key takeaway: with closed-loop feedback, your pipeline can become a core competitive advantage that speeds up cycles and boosts revenue.
Links from this episode:
Helen Fanucci on LinkedIn
Corey Frank on LinkedIn
Branch49
Chris Beall on LinkedIn
ConnectAndSell
Wednesday Jan 17, 2024
EP210: Sales Targeting Beyond LinkedIn and Navigator
Wednesday Jan 17, 2024
Wednesday Jan 17, 2024
Building a target account list is the critical first step for any successful sales strategy, yet it remains an overlooked and haphazard process at many SaaS firms. Rather than leave targeting up to individual reps, centralize it to boost efficiency and revenue growth. As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasize in this episode, outdated title-based targeting must give way to responsibility-based keyword searches on LinkedIn and intent signals from job profiles. They delve into common missteps sales leaders make, from over-researching targets to allowing bloated pipelines and territories that hamper productivity. Tune in to learn how to focus your targeting, embrace open territories, have meaningful conversations, and build trust with the right prospects from day one. You’ll pick up tangible tactics to scale pipeline and accelerate deals. Listen to the first half of this discussion, Sales Targeting Beyond LinkedIn and Sales Navigator.
Links from this episode:
Helen Fanucci on LinkedIn
Corey Frank on LinkedIn
Branch49
Chris Beall on LinkedIn
ConnectAndSell
Wednesday Jan 10, 2024
EP209: Your Only Product Is the Meeting
Wednesday Jan 10, 2024
Wednesday Jan 10, 2024
Closing sales requires trust, and trust is built through conversation. As Chris Beall notes, in B2B, the gateway to ongoing dialogue is the discovery meeting. Yet, too often, sales teams fail to view the meeting itself as the product they are selling. As Bruce Lewolt highlights, sellers must frame their sincere care for the customer’s success. This care is best conveyed interpersonally. By securing that initial meeting, the sales rep opens the door to relationship-building. As Jennifer Standish explains, delivery matters as much as content in piquing interest. With the right tonality and empathy, a seller can turn cold calls into warm introductions. James Thornburg and Matt McCorkle build on this idea: the meeting is a gift, saving the prospect time and money. When sellers view appointment-setting as customer service, their conviction carries through. The discovery meeting enables the sales conversation to continue. Building trust starts with booking that first meeting. Join us for episode 209: Your Only Product Is the Meeting.
This episode has segments from the following full episodes featuring Matt McCorkle, James Thornburg, Corey Frank, Chris Beall, Jennifer Standish, and Bruce Lewolt.
EP139: Your Product Is the Meeting
EP122: Learning to Manage Your Voice Under Pressure
EP115: The Enemy of Your Message Is Drift
EP113: The Cold-Call Kiss of Death
EP108: Sales and the State of Apprehension
Tuesday Dec 19, 2023
EP207: Full-Bodied Discovery - Breathing Space for Truth
Tuesday Dec 19, 2023
Tuesday Dec 19, 2023
Discovery calls are typically auditory-only affairs, but this episode of Market Dominance Guys reminds us that we are physical beings having a full-person experience. As Chris emphasizes, you don't converse with a brain in a jar, so why disconnect your body from the persuasive power of discovery? From micro-prancing, to miming props, to the hepatic value of gestures and pauses, your physical presence profoundly impacts connection, emphasis, and revelation. Body language not only expresses what pure words cannot, but it heightens the musicality and truth-emergence Chris describes as “letting the silence breathe.” So start envisioning your prospects, get your blood pumping, and bring your whole self into alignment with the call. It’s time to let your full-bodied discovery create breathing space for truth. What non-verbal techniques will you incorporate next call?
This is a continuation of last week's discussion with Henry Wojdyla and Shawn Sease. You can listen to the previous episode here.
EP206: Mastering the Art of Silence How Pauses Can Improve Discovery
Links from this episode:
Shawn Sease on LinkedInHenry Wojdyla on LinkedInCorey Frank on LinkedInChris Beall on LinkedIn
Branch49ConnectAndSell
Tuesday Dec 12, 2023
EP206: Mastering the Art of Silence How Pauses Can Improve Discovery
Tuesday Dec 12, 2023
Tuesday Dec 12, 2023
What's the secret sauce to nailing discovery calls? Is it your intricate questioning strategy? Your ability to build quick rapport? We're exploring an underappreciated element today - the power of tonality.
From a Marine drill sergeant's verbal shock and awe to real estate power players commanding eight-figure deals, our esteemed guests get vocal about vocal dynamics.
Join Chris, Corey, and their guests, Henry Wojdyla and Shawn Sease as they battle assumptions, pregnant pauses, and the occasional restraining order. You'll hear straight from the horse's mouth why tonality eclipses terminology and how losing your cool in discovery can cost you deals. If your team overlooks today's vocal victory tips, you'll condemn them to tone-deaf discovery call defeats. Listen to this episode: Mastering the Art of Silence: How Pauses Can Improve Discovery
Links from this episode:
Shawn Sease on LinkedInHenry Wojdyla on LinkedInCorey Frank on LinkedInChris Beall on LinkedIn
Branch49ConnectAndSell
Monday Nov 27, 2023
EP205: Finding Your Beachhead Beyond The Chasm
Monday Nov 27, 2023
Monday Nov 27, 2023
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:
Tuesday Nov 14, 2023
EP204: Confidence Beats Technique in Sales Training
Tuesday Nov 14, 2023
Tuesday Nov 14, 2023
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:
Wednesday Nov 08, 2023
EP203: AI Coaching Conversations Elicit Unfiltered Rep Feedback
Wednesday Nov 08, 2023
Wednesday Nov 08, 2023
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:
Wednesday Nov 01, 2023
EP202: Keeping Teams Future-Focused and Failure-Ready
Wednesday Nov 01, 2023
Wednesday Nov 01, 2023
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:
Wednesday Oct 25, 2023
EP201: Customers Aren’t Formulas - Navigating the Emotional Journey
Wednesday Oct 25, 2023
Wednesday Oct 25, 2023
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.”
Full episode transcript below: