Market Dominance Guys

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3 States of your business: in flow, stuck, and waiting.

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In this episode Corey asks Chris, "The other leaders that you've observed from being an investor or executive or being you know board member CEO, do you want to surround the issue and debate for the sake of maximizing all the different off-ramps that you could take or is it genuinely from a science level scientific level that you have your flag?"

This leads to Chris talking about the three stages of your business or career, he says, "I'd like to think of myself as the guy who insists that we go science first. And if you're going to go science first. That means you have to be ready to do experiments and experiments are very well understood. We know how to do experiments been doing a lot of science for a long time. That means you've got to be math first because doing experiments that don't have a shot mathematically is ridiculous and you shouldn't do that.

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Sales Pros - your experiences are your core differentiator

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Businesses are not evolutionary endpoints. Businesses can be endlessly inventive. Why is it that putting a bookstore on the internet would lead to the world's richest man? If price isn't your differentiator, you'll work really hard to find one and fail. A business plan tells you if it's worth doing. Will this have been worth doing?

What's the smallest thing I can do in the shortest amount of time that will give me evidence to confirm or disconfirm my core thesis? Root in your own experience, not in somebody else's business book. Your experiences are your core differentiator. That's what you're bringing to the party.

The person screwed on price wins on convenience or timing.
I want a startup because all the cool kids have a startup. Really? Every new business is a start-up.

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Sales Pros - Stop worrying about the deal.

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Most sales professionals are familiar with the journey of a cold call.
It starts with fear. From fear we move to trust. From trust we move to curiosity. From curiosity we move to commitment, and from commitment to action.
In this episode, Corey and Chris remind us that there is only one discovery call or meeting. And a true discovery call or meeting doesn't have a destination in mind. Welcome to this episode of Market Dominance Guys, "Sales Professionals - stop worrying about the deal."

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The Power of the Anti-curse to Overcome Rejection

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This is the continuation of the conversation with Donny Crawford about sales follow up, overcoming rejection, and likening sales to Google search results. Thank people for the conversation no matter how it went. This helps keep your emotions in check and allows you to move forward to the next call, even if you were rejected in the previous one. Get some very applicable and practical techniques in this episode of Market Dominance Guys - The Power of the Anti Curse to Overcome Rejection.

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How to retain the people who want to save men’s souls.

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This is a continuation of the conversation we started the last episode with Mandy Farmer, CEO, Accent Inns. Chris asks Mandy the question of what's next after you have firmly decided that fun is the core of building a great business, and nothing will push me off this. How do you attract and retain the right people who hold these same values? Corey likened the tone of the company to something like the people who make Cards Against Humanity. Even their company contact info on the game sets the tone for their irreverence. They are the same all the way through from the product they make to the people who support it and lead the company. There is a box of awesomeness that is given to each new hire at Accent Inns. They know in a short period of time who is embracing their values and who is faking it. She does the fakers a favor and cuts them loose quickly, out of kindness to them and to her team. She says, "Fire fast, hire slow." Learn more about her success ideas in this episode of Market Dominance Guys, "How to retain the people who want to save men's souls."

If you missed the first part of this interview, please listen here >

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Fun is a Requirement for Business Success

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Corey Frank and Chris Beall just had the fun privilege of recording a Market Dominance Guys podcast with Mandy Farmer, CEO of Accent Inns on the most important value in her business (and ours also, it turns out) - fun. This is part one of this interview with Mandy. Take a break and enjoy some lightness, as well as considering a new approach to help secure employee retention while growing your bottom line and see why she and her team are thriving in the hospitality industry while her competition is going through massive layoffs.

As soon as the border opens up and we can cross the border, our team will take the ferry north to have fun learning more about the crucial role of fun in business - the best way, by direct experience! Thanks, Mandy, for being our second guest ever, and for sharing the business power of fun with us today. And thanks, Ryan Reisert for introducing me to Natalie Corbett yesterday.

I'm so glad we took the opportunity to have these conversations. Conversations Matter. Fun conversations matter even more! Join us for this episode of 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 Market Dominance Guys 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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