This week, our Market Dominance Guys, Chris Beall, and Corey Frank are into part two of their three-part conversation with Henry Wojdyla, Founder and Principal of RealSource Group. And what a conversation it is! Chris was surprised to discover Henry had binge-listened to every Market Dominance Guys’ podcast in one weekend. You might wonder why the rush until you hear the questions Henry was wrestling with while attempting to finetune his business: “How can I systematize what I’m doing?” “How can I maximize the efficacy of the sales practitioner?” “How can we create systems that are somehow universal?” Right here on Market Dominance Guys, Henry found what he was looking for!
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This week, the Market Dominance Guys’ dynamic duo of Chris Beall and Corey Frank are back together again, talking with Henry Wojdyla, the dynamic Founder and Principal of RealSource Group. His company’s special business niche? The direct acquisition of healthcare facilities, particularly medical offices and surgical centers around the country. Recently, Henry was introduced to ConnectAndSell’s sales-acceleration system, and from there, he discovered Chris’ blogs and then this podcast. He is now taking the theories and techniques of marketing domination, which he learned from listening to every Market Dominance Guys’ episode and employing them to dominate his own market.
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This week, our Market Dominance Guy, Chris Beall, is again flying solo as he continues his conversation with business intelligence engineer Tom Zheng, an expert in the field of data analysis. Explaining the importance of a data-related topic to this podcast audience, Chris points out, “Everybody who is used to Market Dominance Guys knows we talk sales, sales, sales. But because sales generate a lot of numbers, you need a data concierge to take that information and help you generate potential insights.” As a CEO, Chris is currently using a data concierge to analyze all the numbers his company generates and to make sense of the results. What works best, he says, is to tackle this process one-on-one — the CEO and data concierge only — in order to eliminate company politics.
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Our Market Dominance Guy, Chris Beall, is flying solo again this week as he meets with data guru Tom Zheng. Tom is a business intelligence engineer and works as an independent contractor in the field of data analysis. In other words, he spends his days making sense out of those large quantities of data that tend to pile up in businesses. As CEO of ConnectAndSell, Chris uses Tom’s data analysis services to guide him through the often-confusing pathways that data can create. As Chris says, because data is kept in ways that are not always optimal for analysis, business leaders need people like Tom to help make sense of it, so they’ll know if they’re dominating their market or not, or if they’re making or losing money on different parts of their business.
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This week on Market Dominance Guys, Chris Beall and Corey Frank continue their interview with Marc Hodgson, sales director at ConnectAndSell. What’s the topic? How to get the most out of a first conversation. As Marc says, “All the magic happens inside the conversation,” getting your prospect from fear to trust and then on to curiosity. But how do you take a green SDR — or even a fairly well-seasoned one — and develop the skills that get them to the level where the magic happens?
As Chris and Corey have discussed in previous episodes, first you need to have a clear idea of what the purpose of that initial conversation is: You’re not trying to sell anything but the discovery meeting. And to do that, you need to truly believe in the value of that meeting for the person you’re talking with. Once you have that belief firmly in place, it’s time to develop your skills, which start with learning a great script and how to deliver it in the right tone and with the correct pacing. After that, practice, practice, practice. As Marc explains, “It’s not enough to do it. Now you have to get really great at it. You’ve got to be frequent before you can get good.” As usual on the Market Dominance Guys, you’ll hear this and lots more sage advice on today’s episode, “Tried and True: Practice Makes Perfect!”
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The Market Dominance Guys, Chris Beall and Corey Frank, had a meeting of the minds this week with Marc Hodgson of ConnectAndSell, who proudly claims the titles of Sales Headcount Multiplier and Cost Per Meeting Reducer. Chris introduces Marc as a learner, a student of the craft of selling, and a delight to work with. As Chris says, “With Marc there’s no bravado, no sales-jock stuff.” Marc is what’s known as a “long-game player,” spending his work days building relationships with prospects, not pushing for an immediate sale.
He credits fellow ConnectAndSell salesperson John Jackson with being his long-player model. As Marc explains John’s sales approach, “[He] talks to a prospect three or four times a year … and when they’re ready to buy, they buy from John.” The phrase, “Conversations matter,” is the basic tenet of ConnectAndSell, and Marc explains his adoption of it this way: “It takes time to build relationships. I have that core belief that there’s going to be value in the conversation. We’re going to learn together.” You can learn more about being a long-game player in this week’s Market Dominance Guys’ episode, “When the Time Is Right, the Magic Happens.”
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On our podcast this week, our Market Dominance Guy, Chris Beall, is flying solo with an episode about selecting the best SDR to have discovery conversations with senior-level prospects. You might subscribe to the “cheaper cold callers are better” mindset, but Chris presents some well- thought-out reasons to put your money where your telephone’s mouthpiece is. That’s right — once again, Market Dominance Guys is asking you to look at the scary spot — cold calls — and rethink what would work best. Chris’ contention is that people holding senior-level positions are much more likely to respond to and connect with someone who has the same level of experience or background they have.
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In this week’s episode of Market Dominance Guys, you’ll get to listen in on part 2 of the conversation between our own Market Dominance Guy, Chris Beall, and our guest, Mark Roberts, CEO, and founder of OTB Solutions. These two experts hold the same unfaltering belief about the importance of the first conversation a sales rep has with a prospect: they’ve learned that the cold caller has to believe in the potential value of the discovery meeting they are offering in order to be successful at setting that meeting.
Mark works as a consultant with CEOs of manufacturing companies, many of whom have voiced the lament, “Why can’t my sales department run like my plant?” Mark thinks that sales really can be a science. “There are dollars in your data if you know where to look,” he says. So, how do you get a CEO to say, “Oh! Belief really does count!”? Show them the numbers. Chris and Mark know that every time a CEO listens in on his reps’ sales calls during one of ConnectAndSell’s intensive test drives, they can easily discern the difference between reps who believe in the value of the meeting and reps who don’t — just by looking at the conversation-to-meeting ratio. They can see what “good” looks like and how much fun reps have when they are successful. Marks explains it like this: “Belief, worthy intent, and fun change the quality of the rep’s output. These things that sound ‘squishy’ are the bedrock of success.” And bringing market dominance to worthy manufacturers is the bedrock of this episode of Market Dominance Guys, “Why Can’t Sales Run Like My Plant?”
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Today on Market Dominance Guys, Chris Beall has a discussion about first conversations with Mark Allen Roberts, CEO, and founder of OTB Solutions. Mark and Chris compare notes on how things were in the “old days” of sales, back in the 1980s when they got started in this area of business. Mark recalls that in the old days, you weren’t allowed to go out and sell until you were trained. Nowadays, though, most salespeople aren’t trained. Many don’t even know the purpose of the call they’re making: Their knee-jerk reaction to getting someone on the phone is to immediately start pitching their product. And so, they totally miss the opportunity to use the first 7 seconds of a conversation to establish trust and, thus, begin a relationship that may eventually lead to setting a meeting or making a sale.
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Welcome to another episode of Market Dominance Guys with Chris Beall and Corey Frank. Today, our guys continue exchanging ideas with Gregory Smith, Vice President of Strategic Accounts and Partnerships at SPARXiQ. In this third part of their discussion, they talk about the view from a CEO’s desk. Chris, who is himself a CEO, thinks that most chief executive officers’ view of their company is often skewed by the remove at which they look at its operations. As he puts it, “They tend to be either stuck in the mud or full of fantasy.” Greg and Chris then reveal that they are both true believers in C-level staff getting out on the frontline and experiencing the jobs their employees do.
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