Season 6

Chris and Corey are joined by Blackpearl Group’s CTO, Sam Daish. In this episode, he's dousing us with the reality of why most sales AI tools are basically expensive cat toys. Blackpearl has built Bebop.AI, a tool that makes sense as an addition to a sales pro’s tech stack. It could probably replace several nonsensical shiny AI  tools they are currently batting around instead of making calls.
Corey's firing questions about AI fatigue (because let's face it, we all have it), while Chris goes full mathematician on us with this brutal insight: sales reps are like cats chasing laser pointers with AI. Lots of movement, lots of fascination, but nobody's actually catching anything.
You may wonder how this fits in with BeBop.ai. It will make more sense after you hear the origin story - they almost called it "Hot Pipe" until someone pointed out the, uh, alternative interpretations. Instead, they went with a full bebop jazz vibe in the function and tone because they wanted sales to feel like improvisation, not a pile of dated rigid playbooks.
As the real kicker, Chris breaks down why most AI implementations fail: false negatives. You're not just calling the wrong people - you're missing the right ones entirely. And Sam's nodding along because BebopAI tackles this by making the entire Internet your database instead of some limited proprietary dataset.
The feature that gets reps most excited? Not the fancy prospect data. It's the objection handling. Turns out confidence beats information every time.
Join us for this episode, “The Laser Pointer Problem: Why your reps are chasing AI like distracted cats .”
Action Items Suggested in This Episode:
For Sales Leaders/CROs
Audit your AI strategy focus - Are you trying to bring bottom performers up, or amplify your top performers? Chris argues the latter delivers exponentially better ROI
Identify your "Jonti McLarens" - Find your top performers and give them 10% more time/better tools (equivalent to adding 10 middle-tier reps)
Evaluate your current AI tools - Are they creating "laser pointer cat" behavior or getting reps to more conversations?
For Sales Reps
Test BeBop.ai's's dossier approach, with a special focus on the objection handling feature that receives the most positive feedback.
Use AI for discovery prep, not avoidance - Read dossiers in the minutes before scheduled meetings when memory retention is highest.
Ask "why" to AI responses - Sam emphasizes this helps uncover hallucinations and improves reasoning.
For Sales Operations/Enablement
Shift from proprietary databases to "Internet as database" tools - Evaluate platforms that can digest broader data sources
Implement AI that works as "companion, not a replacement" - Focus on tools that enhance human expertise rather than substitute for it
Measure false negatives, not just false positives - Track opportunities missed, not just wrong prospects contacted
For Product/Marketing Teams
Load your website into BebopAI - Sam says this simple step works really well for basic company understanding
Document your go-to-market messaging - Feed it into AI tools for consistent, company-specific responses.
Create objection handling libraries - The most requested feature, according to Sam's feedback.
For Executives/Investors
Recognize top salespeople as an innovation economy constraint - Chris's thesis: Elite sales performance limits how fast innovation spreads
Budget for commission accelerators - Top performers using AI tools may exceed traditional quota expectations
Rethink headcount-based scaling - Focus on amplifying existing top talent vs. adding middle-tier reps
Immediate Next Steps
Try the "Internet as database" approach - Ask AI tools open-ended questions like "find me customers for [your company]"

Welcome to a truly special episode of Market Dominance Guys. Today, Chris Beall flies solo while co-host Corey Frank is busy scaling his powerhouse conversationalist team at Branch 49 down in Phoenix – where business is as hot as the July desert sun.
In this unique episode, Chris gives us an exclusive preview of his upcoming book "First to Converse: Dominate Markets with the Human Voice," set to release in fall 2025. This isn't just another sales book – it's a comprehensive cookbook for market dominance, designed for everyone from CEOs and founders to individual sales contributors who understand that whoever is first to converse is first to win.
Chris takes us through the book's introduction, sharing the uncomfortable truth that while everyone thinks buyers want to control the sales process, the reality is that the first company to engage a prospect in meaningful conversation shapes their entire buying journey. Drawing from over 14 years of experience leading ConnectAndSell, Chris reveals why cold calling remains the strongest foundation for B2B success – and why waiting for inbound leads is a losing strategy.
This episode serves as both a dry run for the audiobook version and a masterclass in why targeted conversations at pace and scale dominate markets. So buckle up as Chris challenges everything you think you know about modern B2B sales.

What does it really take to grow in sales—and in life?
In Part 2 of this Market Dominance Guys episode, Chris Beall continues his conversation with Will Post of Branch 49. They dig into what it means to “deepen your bag”—adding tools, sharpening your thinking, and building a future through relentless conversation practice.
Will shares his shift in mindset, from just setting meetings to connecting value and asking better questions. Along the way, he offers one powerful suggestion: go outside and ask someone a question. It’s not about scripts—it’s about starting.
This episode is a reminder that communication isn’t disappearing. It’s evolving—and it’s being practiced every day by the next generation of great sales leaders.

In this episode of Market Dominance Guys, Chris Beall welcomes Will Post—rising sales pro from Branch 49, Corey Frank’s high-velocity sales team. Will shares what it’s like to sit in the ConnectAndSell seat of fire: navigating nerves, building momentum, and ringing the bell with every hard-won meeting.
This isn’t just about dialing—it’s about showing up with your full self: mind, body, and voice. If you’ve ever been new to sales or coached someone through the steep part of the learning curve, this one’s for you.
About Will Post:
Will Post is a current Grand Canyon University student majoring in entrepreneurship with a minor in finance and economics. He’s passionate about sales, marketing, and developing a strong entrepreneurial mindset through GCU’s business programs and student organizations.
In addition to his academic work, Will serves in the Minnesota Army National Guard, where he’s gained valuable experience in leadership, discipline, and teamwork. He’s currently exploring sales, marketing, and operations management career opportunities.