Market Dominance Guys

Would you hang up on your grandmother? Of course not! Jennifer Standish, Founder of Prospecting Works, joins our Market Dominance Guys, Corey Frank and Chris Beall, in this second of a three-part conversation to talk about the perfect voice for cold-calling success.  Certain voices cause people to react in a positive way, and it turns out that a female over the age of 60 has the perfect voice to get that positive reaction needed to be a successful cold-caller. Who knew?! Well, researchers like Jennifer did. She has discovered that with a little training, middle-aged women without an identifiable accent are phenomenal appointment-setters. Corey and Chris enthusiastically agree with her that “grandmas are the untapped labor market we need in sales.” If this sounds bizarre to you, tune in to hear how the nuances of voice affect the trust you need to establish in the first critical moments of a cold call. It’s all on today’s Market Dominance Guys’ episode, “Hire Yourself a Grandma.” Listen to the first part of this conversation: EP122: Learning to Manage Your Voice Under Pressure and the next segment after this one: EP124: The Magical Type of Cold Call   About Our GuestJennifer Standish is Founder of Prospecting Works, an organization that assists salespeople in overcoming cold-call reluctance. She combines her 25-year cold-calling career with her skills as an intuitive healer, offering a “warm and fuzzy” approach that attracts introverts as well as people who don’t want to be considered salespeople.

Jennifer Standish, Founder of Prospecting Works, is preaching to the Cold Calling Choir when she says that cold calling trainers don't spend enough time working with their people on their delivery. Jennifer and our Market Dominance Guys, Chris Beall and Corey Frank, all believe that a great script that hits all the points but has a terrible delivery won't get you any appointments. However, a great delivery — even if you're working with a mediocre script — will absolutely bring in the appointments. In this podcast, they also emphasize the importance of a salesperson's mindset when it comes to being a successful cold caller. If you think everybody's going to hang up on you, that everybody's going to be nasty to you, well, then, that is generally what you're going to get. But if you believe in your core that your product or service can truly help people, if you are certain of the integrity of your offering, then you can sell people on your belief. Why? Because your authenticity will come through to your prospects, loud and clear. Listen to this first of a three-part Market Dominance Guys' series by these three cold-calling gurus on today's episode, "Learning to Manage Your Voice Under Pressure." Then, listen to the next two parts of this conversation here: EP123: Hire Yourself a Grandma EP124: The Magical Type of Cold Call About Our GuestJennifer Standish is Founder of Prospecting Works, an organization that assists salespeople in overcoming cold-call reluctance. She combines her 25-year cold-calling career with her skills as an intuitive healer, offering a “warm and fuzzy” approach that attracts introverts as well as people who don’t want to be considered salespeople.

How do you de-risk your company? Marketing and business consultant John Orban and our Market Dominance Guys, Chris Beall and Corey Frank, wind up their four-part conversation by offering our listeners a great deal of advice about how to balance potential risk. These three sales scholars delve into the potential problems of forecasting your company’s success, the possible perils of determining the market value of your sales pipeline, and the pitfalls of the practice of inflating your sales and revenue prior to a reporting period, which is known as “stuffing the channel.” “I give myself good advice, but I seldom follow it,” admits Lewis Carroll’s famous character, Alice. In this vein, Chris warns that being in love with your brilliant idea for a business can make you into your great idea’s zombie — ignoring all you’ve learned about de-risking. Save yourself from that fate by listening to this week’s Market Dominance Guys’ episode, “Beware the Jabberwock, my son!” The complete poem by Lewis Carroll is here.  About Our Guest John Orban brings his background as a MetLife sales rep and as an administrator of computer networks to his current career as a marketing and business consultant for creative professionals.

Do you believe that the cold calls you make are an interruption in your prospect’s day? Well, they definitely are! But to what purpose? Marketing and business consultant John Orban and our Market Dominance Guys, Chris Beall and Corey Frank, use part three of a four-part conversation to take this inherent problem in sales and look at it from a different angle. Chris cites the podcast he did with ConnectAndSell’s Matt Forbes, whose epiphany about how belief in the opportunity he offers his prospects changed everything about the way he conducts cold calls. John cites the epiphany he experienced reading Betty Edwards’ book, Drawing on the Right Side of the Brain, when he discovered how a book can change your awareness of ordinary things and lead you to look at your world differently. Chris touts Geoffrey Moore’s book, Crossing the Chasm, for opening his eyes and engendering a new belief in empathy and how employing that essential quality can help you build trust with a prospect. And, with another of his insightful summations, Corey ties all these ideas together with the advice to “major in minor things.” Be prepared to garner insights of your own as our three dedicated students of sales and of life share with you their practice — just like Alice’s — of believing “Six impossible things before breakfast” on this episode of the Market Dominance Guys. Drawing on the Right Side of the Brain - Betty Edwards Crossing the Chasm - Geoffrey A. Moore   About Our Guest   John Orban brings his background as a MetLife sales rep and as an administrator of computer networks to his current career as a marketing and business consultant for creative professionals.  

Would you expect introverts to be good at cold calling? Oddly enough, they aren’t just good —they’re great! Today, we delve into why introverts make great salespeople in this second part of a four-part conversation between marketing and business consultant John Orban and our Market Dominance Guys, Chris Beall and Corey Frank. It turns out that introverts’ reluctance to push themselves forward makes them less likely to take over a cold-call conversation, and this allows prospects to talk. And when prospects talk — shazam! — we learn things about them that help us become partners on their sales journey. This insight sparked John to ask Chris the question, “What role do you think curiosity plays in the process of making a cold call?” Listen in to learn the whys and wherefores of this valuable cold-calling asset on this Market Dominance Guys’ episode, “ ‘Curiouser and Curiouser.’ ”   About Our Guest John Orban brings his background as a MetLife sales rep and as an administrator of computer networks to his current career as a marketing and business consultant for creative professionals.  

“The time has come,” the Walrus said, “to talk of many things.” Our podcast guest, John Orban, is currently a marketing and business consultant who spent 24 years honing his sales skills as a rep for MetLife. Today, John joins our Market Dominance Guys, Chris Beall and Corey Frank, to talk of many sales- and life-related things. In this first episode of a four-part conversation, John, Chris, and Corey touch on the trickiness of successfully communicating an idea, on the importance of thinking but not over-thinking, on resisting the temptation to make things complex, and finally, on the math employed in sales and, thus, market domination. There’s even a bit about the stability of cruise ships. Seriously. Many things! And these three sales guys are just getting started, so don’t miss the fun in this Market Dominance Guys’ episode, “Of Cabbages and Kings — and Blue Whales.” About Our Guest John Orban brings his background as a MetLife sales rep and as an administrator of computer networks to his current career as a marketing and business consultant for creative professionals.  

In striving for market dominance, which among the top companies in any field do you think puts forth the most effort to gain — or hold onto — that dominant position? Our guest, Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, and our two Market Dominance Guys, Chris Beall and Corey Frank, debate this question during this final conversation of their four-part discussion on all things sales-related. Even loyal followers of our Market Dominance Guys’ podcast will be surprised at the shared opinion these three sales gurus hold about which highly ranked company within each industry or service can claim bragging rights to the title of this episode, “We Try Hardest!” About Our Guest Matt McCorkle is Manager of Branch Operations for Kaeser Compressors. He has earned both a bachelor’s degree and a master’s degree in mechanical engineering and has now been with Kaeser Compressors for 13 years. Catch the three previous episodes in this session with Matt McCorkle: EP107: On the Phone, They’ll Tell You the Truth EP108: Sales and the State of Apprehension EP109: Being There for Your Customers    

When your prospect’s response to your cold call is “Not now,” do you assume they mean they’re too busy to talk at that moment? Or perhaps this is just their way of getting rid of you altogether. Our Market Dominance Guy, Chris Beall, talks with Gerhard Gschwandtner, CEO and founder of Selling Power, in this podcast about a more probable reason you’re hearing “Not now.” It has to do with the replacement cycle and consideration cycle of businesses. In other words, where they are in the three-year buying cycle most businesses utilize for timing when they begin considering a new product or service — or replacing an existing one. Once you determine if “Not now” really means “We’re not ready to purchase at this time,” what you do next is critical! Listen in as Chris and Gerhard divulge the intelligent way to deal with the 11/12ths of the market who aren’t ready to buy at this time. Take my word for it: You won’t want to miss the market-dominating advice you’ll hear on this Market Dominance Guys’ episode, “Who’s Ready to Buy Right Now?” About Our Guest HostGerhard Gschwandtner is founder and CEO of Selling Power magazine, as well as CEO of the Sales 3.0 Conference series. Gerhard’s career has always been centered around helping sales leaders create peak performance in business and in life through video interviews, online events, and live workshops and retreats.

The only reliable way to see if your company’s value statement resonates with your prospects is to have lots of conversations with them, and for that, of course, you need salespeople. But as our Market Dominance Guy, Chris Beall, tells our guest host, Gerhard Gschwandtner, founder and CEO of Selling Power magazine, that’s not all you need. You first require an expert to craft the scripted message salespeople will use in their cold calls. And you need a coach to train your callers to deliver that message in the most effective way. Once cold-calling begins, you then need a coach to make sure your salespeople don’t drift from your carefully crafted script and specified way of delivering it. “Under pressure,” Chris says, “we all begin to drift, to try something a little different, something unproven. So, somebody’s got to keep the salespeople together, and that’s the coach.” Join Gerhard and Chris as they provide coaching on the importance of sales-call coaching in this week’s Market Dominance Guys’ episode, “The Enemy of Your Message Is Drift.” About Our Guest Host Gerhard Gschwandtner is founder and CEO of Selling Power magazine, as well as CEO of the Sales 3.0 Conference series. Gerhard’s career has always been centered around helping sales leaders create peak performance in business and in life through video interviews, online events, and live workshops and retreats.

You may have heard the term “post-pandemic” bandied about in recent months, but there’s nothing “post” about the COVID pandemic yet: We’re still in the thick of it. It’s not all downside, though, as James Thornburg, Enterprise IT Strategist at Bridgepointe Technologies, and our Market Dominance Guys, Chris Beall and Corey Frank will tell you. In their third conversation together, they talk about the upside of the pandemic as it concerns sales. Because what is “post” for most salespeople is that bone-wearying business air travel, and the time-waste of business lunches, and the tedium and expense of that daily commute to and from the company office or to and from the offices of business prospects. The combination of cold calling by phone and discovery meetings by Zoom has made a new and successful world for salespeople, one that doesn’t require leaving home. Yes, you’ve heard of attempts to return sales to the pre-pandemic days, but as Chris predicts in this episode of Market Dominance Guys, “There Is No Going Back.” About Our GuestJames Thornburg is the Enterprise IT Strategist at Bridgepointe Technologies, which offers a service that helps design IT and telecom projects for their clients and includes selecting the right supplier at the right price with no extra cost to their customers.