Market Dominance Guys

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Construct your company so it is unappealing to parasites.

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Corey and Chris talk about when to hire the right people, how to hire the right people, and horror stories. It starts with the tension between talent and alignment. There are three scenarios you don't want to end up with a new hire. You always want people that are talented and aligned, or else you either don't hire them in the first place, or accept this and fire them now. You may have a candidate that is talented and capable. You think talent will take over and they will become alignment. Never happens. Lack of alignment may be due to a fundamental insincerity and sucking out of the company what they can. Yes, I can do that, hey can I have that corner office?

Next, you may run into the candidate that has no talent and no alignment. First, why would you EVER hire that person? If you did - time to fire them. The final is the tougher one. They have alignment, but why only have some of the talents you need, but not enough so they lack performance. They just aren't catching on. Join Chris and Corey for this episode of the Market Dominance Guys: Construct Your Company So It Is Unappealing To Parasites.

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The Culling of the Non-Professionals in Sales

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In this episode, Chris Beall and Corey Frank continue their conversation with the co-author of Outbound Sales, No Fluff, Ryan Reisert. Chris shares a view that is a bit unpopular but rings true. He states that "This pandemic will civilize our society. This is part of the civilization of our society by which matching the need to the capability of a solution it will be done without lying, tricking, and pushing. It's a big honesty bath that will cleanse a lot of us off." Corey dives into the concept of a repeatable process and leadership vs. luck and leadership. The latter option scales well. For a guide on how to come out of this restructured sales environment with everyone working from home, join Chris, Corey, and Ryan for your tips of the week. This episode is called The Culling of the Non-Professionals.

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#WFH - Sales Pros - do you stand still, learn more, or dominate your market?

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In this episode, Chris Beall and Corey Frank welcome co-author of Outbound Sales, No Fluff, and Sales Director, Ryan Reisert. In these uncertain times, sales pros are faced with waiting for the dust to settle, then try to regain their market or take this time to learn new skills and technologies.

There is a third option and that is to reframe conversations compassionately, patiently and gain control of your market. For a guide on how to come out of this restructured sales environment with everyone working from home, join Chris, Corey, and Ryan for your tips of the week. This episode is called #WFH Sales Pros - Wait, Learn, or Dominate Your Market.

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Three Reasons Sales Reps Don’t Follow Up

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In this episode of The Market Dominance Guys, Chris Beall talks with ConnectAndSell's Customer Success Manager, Donny Crawford drilling it down to the three reasons Sales Teams don't follow up. When we hire people to sell for us, whether it's to sell meetings or whether it's to sell deals, we tend to put them under a compensation regime that emphasizes this quarter. Need happens at this moment to match up with what you can provide. And in order to determine their need, you have to have a discovery conversation with them. And until you have a discovery conversation, you don't actually know whether they need your offering at all much.

As we know that mounts the pressure to meet numbers of calls but doesn't usually accomplish closing more deals. Learn how yes, no, not now affects our emotion tied to rejection and perception of rejection - the ability to keep our emotions in check. This is part one of a two-part session.

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Would it help if I perform a Haka before my cold calls?

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By any measure, you can confidently claim that the New Zealand All Blacks rugby team is the world’s most successful team in the world. Famed for starting any game with their intimidating black jerseys and dramatic and culturally symbolic Haka – which is a traditional, Maori warrior challenge to the playing opposition, they have amassed a track record that is truly unequaled by any other sporting team. In more than a century of playing – they started in 1903 - the All Blacks have won almost 75% of their 580 plus matches in history. It is often said that the All Blacks remember their defeats more than their victories!

They accomplish this domination despite New Zealand having a population of only about 4 1/2 million people with their financial and player resources being dwarfed by the likes of other nations who compete at a high level like England, France, Australia, and South Africa. 

They truly punch above their weight class and make every match, every player, and every training session count.  

And just to show you that domination in your market does not have to equate to inflated egos or the proverbial “spiking of the football,” the All Blacks continue to enjoy enormous global success with their grounded sense of humility and character. And one of the most dramatic illustrations of this was at the end of the 2015 rugby world cup when New Zealand soundly beat Australia. At the end of the match Sonny Bill Williams, one of the All Blacks best players, gave his winning gold medal to a young boy named Charlie Line. Charlie had snuck onto the field at the end of the match to celebrate and was soon swarmed by security guards. Feeling sympathy young fan, Sonny stepped in and promptly gave his hard-earned medal to young Charlie - a kid he had never met before. He later said, 'Rather than have the medal hanging up and collecting dust at home, it’s going to be hanging around that young fella’s neck and he can tell that story for a long time to come!” The players on his market-dominant team are driven not to become merely a good All Black but a GREAT All Black. 

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You only live once, but you get to serve twice.

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Federer, Nadal, Serena, Martina, McEnroe, Borg, Court, Navratilova…a roster of some of the best tennis players the world has ever known. 

But add one more name…Esther Vergeer to that list. Because she may actually be the most dominant and successful tennis player that you have never heard of. She won 148 career titles, 48 Grand Slam titles in singles and doubles, 23 year-end championships and seven gold medals. 

And she did it from a wheelchair. 

Esther Vergeer has used a wheelchair since she was 8, when an operation to correct hemorrhaging around her spinal cord left her paraplegic. So she took up tennis and shortly began to string together a list of titles that would be the envy of the tennis and sports world. 

From 2003 till retiring in 2013, Esther didn’t lose a single game. Not even one bad day. In these ten years, she had won 120 consecutive tournaments that amounted to 470 consecutive matches. And over the course of all these matches, she lost only 18 sets and was pushed to a match point only once.

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The Rise and Fall of the Sales Empire

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The earliest civilizations on earth developed between 4000 and 3000 BC when the rise of agriculture and trade allowed people to have surplus food and economic stability. Many people no longer had to practice farming which allowed for a diverse array of professions and interests to flourish in a relatively confined geographic area. The use of fire, the advent of the wheel, learning to domesticate animals, and come up with this cool thing to record progress called writing, all of these became milestones as we climbed the “civilization tree. 

Later, in the colonial rush in the mid 16th century, the Western Europeans brought even newer technologies, ideas, plants, and animals that were new to the Americas and would transform peoples' lives – some not necessarily for the better: Things such as guns, iron tools, and weapons; But also Christianity and Roman law; sugarcane and wheat; horses and cattle all became hallmarks of a “civilized” society. 

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The first law of sales holes: If you find yourself in one, stop digging!

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The United States may stake its claim as the first country to land on the moon but Russia can boast that it is the first country to drill the 2nd deepest man-made hole ever recorded here on Earth.

Since the early 1960s, scientists have attempted to drill down to the Earth's mantle. Why the mantle? Because we’re told that scientists only have a "reasonable" understanding of what it's made from, and how it works. 

In 1970, Russia entered the race to dig. But unlike the Moon landing, Russia achieved more than the US. Over the next 20 years, a Russian team of scientists drilled down 40,230 feet into the Earth… That's 7.6 miles. The hole, known as the "Kola superdeep borehole," is only nine inches in diameter. Nearby residents around the dig have said they could hear souls screaming in hell coming from the depths as the team dug deeper and deeper. 

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Don’t Look Under the Bed: How to Make Fear Your Friend in Cold Calling

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Seth Godin, of Purple Cow fame, writes, “Trust and attention – these are the scarce items in a post-scarcity world.” 

I’m obviously fairly partisan on this issue but would certainly add “Fear” to his list as well. Or, specifically, how do you embrace and leverage “fear” in your systematic effort towards Market Dominance?

No one said Market Dominance would be easy. It’s diligent and deliberate…it’s a three-year marathon where one of your end goals is that you end up having discovery meetings with 60% of your market. It’s both ambitious and arduous to set a course for market dominance. But the results are irrefutable…IF your inputs are consistent. For instance, understanding that the constraint of your sales system is not headcount, sales methodology, or even price point.

It’s the flow rate of conversations with relevant people that you have at the top of your funnel that is so commonly the real constraint to success. 

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The Best Surfer (or Sales Rep) Out There Is The One Having The Most Fun.

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A lot goes into building a surfboard. In fact, depending on the expertise and the quality of the board, there can be upwards of 39 steps from start to finish. It’s not a fast process and takes a skilled surfer on the shaper to know what a particular board size or shape will do in the water. Take Dick Brewer, the undisputed 83-year-old grandmaster surfboard shaper from Hawaii. Dick has designed boards surfing legends all over the world…the big guys like Laird Hamilton and Garrett McNamara. He says he has made more than 50,000 boards in his lifetime. McNamara says, "He makes the boards that I can trust my life on." Dick doesn’t take that trust lightly since Garrett regularly hunts waves of 100-feet plus to ride. Today, Dick hand-makes about 200 boards a year, putting his crisp, neat signature on each of them with a pencil and some of his custom wood boards sell for as much as $12,000.

Dick’s fundamental innovation was to shape the nose and tail of the board into a teardrop rather than an oval, allowing the board to cut into the water more precisely and help surfers ride inside the tube of the wave…this was revolutionary at the time and is credited with helping explode the skills and confidence of the big wave riders and also help newer folks try their hand at the sport. 

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