Flight School

How often do salespeople need to be trained? Most people would say, “Once during onboarding should do it.” “Not so,” says Dan McClain, Sales Director at ConnectAndSell. As today’s guest on Market Dominance Guys, Dan talks with our host, Chris Beall, about the importance of periodically sharpening sales reps’ skills. In this second of their two-part conversation, these two sales guys, both amateur chefs, agree that knives work better when they’ve recently been sharpened — and sales reps work better when their selling skills have recently been sharpened. Dan reminds our podcast audience that, over time, all sales reps drift from their company’s established message, their pace may become rushed, or their tone lackluster. For these very reasons, ConnectAndSell’s own reps go through a periodic blitz-and-coach cold-calling session, an essential tool of ConnectAndSell’s Flight School, because, as Dan says, “We all need to get better.” And because this essential advice bears repeating, that’s what we’ve named today’s Market Dominance Guys’ episode: “We All Need to Get Better.”
About Our GuestDan McClain is Sales Director at ConnectAndSell. His life-long dedication to sales has led him to his current goal: helping sales leaders, teams, and individuals connect with their targets at a velocity of 10X by using ConnectAndSell Lightning. Dan is based in the San Diego area and is active in his local chapter of AA-ISP.

“If you’re not curious, you’re not going to be a good sales rep.” That’s the well-considered opinion of our Market Dominance Guys’ guest, Elena Hesse, Vice President of Operations of Thomson Reuters’ tax and accounting professionals. As a naturally curious person herself, Elena has observed that “You can’t be speaking more than you’re listening” if you’re going to learn what you need to know about your prospects and their businesses. You have to ask those insight-seeking questions and then truly pay attention to their answers in order to discover whether your product or service is a good fit for their needs. Our two podcast hosts, Corey Frank and Chris Beall, totally agree with Elena that the best way to establish a good relationship with your sales prospect is with an inquiring mind — not a sales pitch. Curious about what else these three have to say? Listen to today’s Market Dominance Guys’ episode, “Do You Have an Inquiring Mind?”
 
About Our Guest
Elena T. Hesse, Vice President, Operations – Tax & Accounting Professionals at Thomson Reuters, has been with this firm for more than 13 years. Elena is also a thought leader for #GirlsClub, leading the book club discussions to support #GirlsClub and its continued work in changing the face of sales leadership by empowering more women to earn roles in management.

The triumphs, rewards, and prosperity of the customers he serves is at the heart of everything today’s Market Dominance Guys’ guest does. Meet James Townsend, Vice President of Customer Success and Growth at ConnectAndSell, as he discusses with our host, ConnectAndSell CEO Chris Beall, the different ways that sales has changed in the 10 years since James joined the company. They compare acquiring data on prospects, targeting the right insertion points (aka company insiders), the importance of cold call training, and selling vs. serving customers’ needs. You’ll want to stay tuned to the very end when they talk about what they see as “the next frontier,” on today’s Market Dominance Guys’ episode, “Getting to the Right Insider.”
About Our Guest
James Townsend is Vice President of Customer Success and Growth at ConnectAndSell, a company that pioneered the service of getting prospects on the phone for its customers’ cold callers to talk to. As one of his LinkedIn followers states, “James is a consummate professional with a deep desire to see his clients succeed.”

Does the thought of placing a cold call make you tense, nervous, embarrassed, or tongue-tied?
Today’s Market Dominance Guys’ guest, Gavin Tice, a sales instructor for ConnectAndSell’s Flight School, says not to worry about this awkwardness. He even says it’s an okay place to start. What a relief, huh? Our hosts, Corey Frank and Chris Beall, talk with Gavin today about how a standard operating procedure — in this case, a tried-and-true cold call script and method of delivery — can turn that frown upside down. What Gavin teaches is how to have a lot of fun and success making cold calls. Yes, you heard right: FUN! What a great reason to listen in while this Conductor of Conversations and our podcast hosts discuss the ways that SOPs, social work, psychology, and introversion positively impact the cold-calling experience in today’s Market Dominance Guy’s topic, “How to Turn Awkwardness into Success.”
 
About Our Guest
Gavin Tice is a Flight School instructor for ConnectAndSell. His background in the military and as a social worker have bestowed on him the perfect mix of skills needed to be a member of ConnectAndSell’s conversation optimization team, as he helps his Flight School students make success-building changes to their cold-calling delivery. A former team member of Gavin’s gives him this accolade: “Gavin’s depth of experience with sales and relationship building is like nothing I've encountered before. He brings his all to the table, every time.”

What’s a pattern interrupt? And how can it help you break down the resistance most people feel when ambushed by a cold call? Donny Crawford, Director of Conversation Optimization at ConnectAndSell, joins our Market Dominance Guy, ConnectAndSell CEO Chris Beall, on a Selling Power webinar hosted by Founder Gerhard Gschwandtner. These three conversation experts share some little-known tricks of the cold-calling trade, one of which is that saying something unexpected, like “Can I have 27 seconds to tell you why I called?”, can break a prospect’s usual pattern of hanging up or refusing to engage. As Donny says, it truly is a game-changer, especially when said in a friendly, playful voice. “The friendliness actually matters,” he explains. “You’ve got to be assertive enough, but in a friendly manner.” Get ready to absorb this and other helpful tips from ConnectAndSell’s Flight School cold-calling training lessons in this Market Dominance Guys’ episode, “Pattern Interrupts Are Your Friend.”
 
About Our Guest
Donny Crawford is Director of Conversation Optimization at ConnectAndSell. With the expertise developed as a former customer and as Customer Success Manager at ConnectAndSell, he operates as chief instructor of Flight School, a structured program designed to help cold callers find their voice. Hear more from Donny Crawford on his other Market Dominance Guys’ episodes. 

When you’re making a cold call, is the voice you’re using an effective voice? Or could it use a little fine-tuning so that you can engender trust with your prospect — the trust needed to secure a discovery meeting? Donny Crawford, Director of Conversation Optimization at ConnectAndSell, joins our Market Dominance Guy, ConnectAndSell CEO Chris Beall, to walk you through how to find your most effective cold-calling voice. In previous episodes of this podcast, you may have heard our guys talk about ConnectAndSell’s Flight School cold-call training program. In today’s episode, you’ll get a mini–Flight School lesson all your own, presented by master instructors, Donny and Chris. Not only will you get a tried-and-true script, but more importantly, you’ll hear detailed instructions on how to use your tone of voice to achieve cold-calling success. As Donny says, you’ll learn to bring out your “friendly voice,” and when you do, you’ll see how that voice can make some magic happen. All this — and so much more — in today’s Market Dominance Guys’ episode, “Finding Your Cold-Calling Voice.”
 
About Our Guest
Donny Crawford is Director of Conversation Optimization at ConnectAndSell. With the expertise developed as a former customer and as Customer Success Manager at ConnectAndSell, he operates as chief instructor of Flight School, a structured program designed to help cold callers find their voice. Learn more from Donny Crawford on these Market Dominance Guys’ episodes: 
“Three Reasons Sales Reps Don’t Follow Up” https://marketdominanceguys.com/e/three-reasons-sales-reps-dont-follow-up/ 
“The Power of the Anti-Curse to Overcome Rejection” https://marketdominanceguys.com/e/the-power-of-the-anti-curse-to-overcome-rejection/ 
“Your Sales People Are Brain Surgeons” https://marketdominanceguys.com/e/your-sales-people-are-brain-surgeons/ 
“Never, Never, NEVER Retire a Follow-Up Call” https://marketdominanceguys.com/e/never-never-never-retire-a-follow-up-call/ 

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.

How’d you do on your last cold call? Can you detect when you’re off your game? Or are you still trying to figure out what techniques are needed to have a successful sales conversation? Jason Bay, Chief Prospecting Officer at Blissful Prospecting, has made teaching others to cold call successfully his life work. In this episode, he continues his two-part conversation as a guest on Market Dominance Guys with our hosts, Chris Beall and Corey Frank, as they discuss developing the techniques and self-awareness necessary in this job. They all agree it takes a fair amount of repetition to hone those sales skills, but you may be shocked to hear them say that just because you’ve been making cold calls for 20 years, doesn’t mean you’re good at it. Take some time out to check your skills against the ones that Jason, Chris, and Corey propose in this Market Dominance Guys’ episode “Is Your Cold Calling Technique Right On?”
About Our Guest
Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects but hate not getting responses to their cold emails or feeling confident making cold calls.