Market Dominance Guys
Sales Methodologies
Episodes
![EP193: Thriving in Market Turbulence - Tech Tango and Global Jigs](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep193-640x640-tech-tango_300x300.jpg)
Wednesday Aug 23, 2023
EP193: Thriving in Market Turbulence - Tech Tango and Global Jigs
Wednesday Aug 23, 2023
Wednesday Aug 23, 2023
In this episode, Chris Beall, CEO of ConnectAndSell, discusses various challenges faced by B2B sales leaders in the modern business landscape. With Corey Frank, CEO of Branch49, absent from the co-host chair, Chris invited ChatGPT to take a seat. He starts by introducing the idea of asking ChatGPT about challenges in B2B sales. He touches on the challenge of coaching sales reps, particularly their first failure points in conversations. Chris explains how technology, such as the one developed by Symbl.ai, can help identify these first failure points and support reps in improving their performance.
Chris stresses that addressing these challenges requires a combination of strategic thinking, technological proficiency, people management skills, and deep industry understanding.
Some of the challenges covered include:
Adapting to Technological Change
Understanding Customer Needs
Compliance and Regulation
Maintaining Quality Lead Generation
Managing Sales Team Performance
Pricing Strategies in a Competitive Market
Cultural and Geographical Differences
Integrating Sales with Other Business Functions
Economic Uncertainties
Full episode transcript below:
![EP192: Sales Insights Using Sailing Strategies for Business Success](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep192-640x640-smooth-sailing_300x300.jpg)
Tuesday Aug 15, 2023
EP192: Sales Insights Using Sailing Strategies for Business Success
Tuesday Aug 15, 2023
Tuesday Aug 15, 2023
Today's adventure is a jaunt on the high seas with Chris Beall's wife, Helen Fanucci, the sailing extraordinaire (before she even became his better half).
Now, my sailing skills are on par with a landlocked pirate. But no matter because this story isn't just about boats and briny waters – it's a tale of drive, insight, and a dash of brilliance that'll leave you pondering your business compass.
Picture it: a sun-soaked day, a boat called J80, and Helen Fanucci – a mechanical maestro with a thirst for precision. Amidst the waves, she spots a teeny metal tab on the mast, having a bit of a tiff with its groove.
But here's the twist – she didn't pounce on the problem like a hungry seagull on a French fry. Oh no! She executed a strategic dance of action and contemplation. Think of it as a chess grandmaster swapping their knight for a piña colada mid-game. The result? A symphony of decisions, a triumphant "click," and a lesson that'll rock your business boat. Join Chris for the full story in this episode, "Sales Insights Using Sailing Strategies for Business Success."
Full episode transcript below:
![EP186: Hot Dogs and Hot Deals - Devouring Sales Records](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep186-640x640-hotdogs_300x300.jpg)
Thursday Jul 06, 2023
EP186: Hot Dogs and Hot Deals - Devouring Sales Records
Thursday Jul 06, 2023
Thursday Jul 06, 2023
Chris and Corey asked me to prepare you for a mind-expanding journey as we take Dr. Goldratt’s theory of constraints beyond its traditional boundaries and revolutionize the way you approach sales. Discover the art of identifying the true constraint and learn why pulling together as a team can sometimes snap the traces. We uncover the secrets of critical paths, buffers, and the profound impact of time in the fast-paced sales arena. Embrace your inner rebel and challenge the norms by seeking fresh perspectives from other disciplines.
But wait, there's more! Get inspired by the legendary story of competitive eater Kobe and his unconventional strategies that shattered records. We'll show you how to think outside the bun and achieve unprecedented sales success. Join us for this episode covering mastering sales success by unleashing the power of constraints and revolutionary strategies but we’ll just call it, “Hot Dogs and Hot Deals: Devouring Sales Records!"
Links from this episode:
Corey Frank on LinkedInChris Beall on LinkedIn
Branch 49ConnectAndSell
Full episode transcript below:
![EP185: Using Scarcity Tactics in Sales - GenX vs GenZ Psychology](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep185-640x640-weinstein2_300x300.jpg)
Tuesday Jun 27, 2023
EP185: Using Scarcity Tactics in Sales - GenX vs GenZ Psychology
Tuesday Jun 27, 2023
Tuesday Jun 27, 2023
Chris and Corey continue their conversation with Dr. Mindy Weinstein, as they delve deep into the psychology behind scarcity and its profound impact on consumer behavior. You'll uncover invaluable insights on how scarcity appeals to different generations, especially the younger demographic, and how you can leverage this powerful phenomenon to drive sales success. Drawing from their wealth of experience, Corey and Chris share practical strategies on positioning salespeople as indispensable resources in a scarce market, fostering authentic connections, and building trust through genuine expertise. By the end of this episode, you'll be equipped with actionable tips and powerful communication techniques to elevate your sales game and unleash your full potential. Don't miss out on this opportunity to transform your sales approach—tune in now and unlock the untapped potential of scarcity! Join us for this episode, "Using Scarcity Tactics in Sales: GenX vs. GenZ Psychology."
Links from this episode:
Dr. Mindy Weinstein on LinkedInCorey Frank on LinkedInChris Beall on LinkedIn
Branch 49ConnectAndSell
Full episode transcript below:
![EP180: Sales Success in the Age of AI and Emotional Intelligence](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep180-640x640-beall_300x300.jpg)
Wednesday May 10, 2023
EP180: Sales Success in the Age of AI and Emotional Intelligence
Wednesday May 10, 2023
Wednesday May 10, 2023
In this episode of the Market Dominance Guys, Chris Beall reviews how artificial intelligence and machine learning will impact the future of sales. Beall shares his thoughts on how decision support using AI can make it easier and faster to figure out what to do. He gives an example of a prospective customer who wanted to talk to CEOs of companies using the entrepreneurial operating system popularized in the book "Traction." He was able to use ChatGPT to find the names of CEOs running companies that were probably following EOS. In just a few minutes, he had a list of CEOs, company names, and phone numbers. Chris believes that AI and machine learning will help sales teams be more efficient at finding the folks they want to talk to. They will be able to understand their sales teams better, which will help sales run better. In addition to AI, he covers inbound and outbound marketing strategies and which one is more effective. Finally, he explores the power of negative conversations in driving pipeline and how they can be more effective than positive conversations. Join us for this episode, “Sales Success in the Age of AI and Emotional Intelligence.”
Here are 12 provocative questions answered in this episode:
How do you think the rise of artificial intelligence and machine learning will impact the future of sales?
What's your take on the debate between inbound and outbound marketing strategies? Which one do you think is more effective?
Can you share a story about a time when you failed at something in your professional life? How did you bounce back from it?
How do you stay motivated and focused when faced with challenges or setbacks?
What's the biggest mistake you see salespeople make, and how can they avoid it?
How do you think technology changes how sales teams work and collaborate?
What's your opinion on the role of emotional intelligence in sales, and how can salespeople develop this skill?
How do you measure the success of your sales team, and what metrics do you use?
In your experience, what are the most effective strategies for building strong relationships with clients and customers?
How do you ensure that your sales messaging resonates with your target audience?
What advice would you give to someone who is just starting a career in sales?
What are the biggest challenges facing sales leaders today, and how can they overcome them?
Full episode transcript below:
![EP174: Boosting Website Traffic with Cold Calls](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep174-snyder-fanucci2_300x300.jpg)
Wednesday Mar 22, 2023
EP174: Boosting Website Traffic with Cold Calls
Wednesday Mar 22, 2023
Wednesday Mar 22, 2023
Welcome to another episode of Market Dominance Guys! In this third installment of our Road Trip visit series, we join Helen Fanucci and the team at Branch 49 as they discuss trust-building, gratitude, and top-of-the-funnel strategies.
Helen Fanucci shares her experiences with cold calls while using ConnectAndSell, adjusting her approach to engage prospects effectively. Her customized calls-to-action cater to each prospect's unique needs, leading to successful completions even when the prospect isn't the right person or ready for a meeting.
The experts also explore the value of cold calls in generating website traffic, comparing it to targeted Google ads. The conversation emphasizes the power of trust in maintaining lasting relationships, highlighting that trust endures indefinitely, provided it's not undermined by sales pressure. Join them for this episode, "Boosting Website Traffic with Cold Calls."
Links from this episode:
Branch 49 Sean Snyder on LinkedIn Corey Frank on LinkedIn Microsoft Helen Fanucci on LinkedIn Helen's book, Love Your Team ConnectAndSell Chris Beall on LinkedIn Chris and Corey's book, Market Dominance: A Conversation with ChatGPT
Full episode transcript below:
![EP165: The Scarcest Commodity in Corporate Business Today](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep165-trailer-pt1_300x300.jpg)
Wednesday Jan 18, 2023
EP165: The Scarcest Commodity in Corporate Business Today
Wednesday Jan 18, 2023
Wednesday Jan 18, 2023
Revealing the scarcest commodity in corporate business, especially in America today, first requires an understanding of how we got there. Today Barry Trailer, Co-founder of Sales Mastery, joins Chris and Corey. He reviews the four levels of process implementation: the percentage of revenue, the target revenue plan attained, the percentage of reps meeting or beating quota, the outcome of forecast deals, and rep turnover. These are real numbers. But higher levels of relationship and higher levels of process implementation lead to higher levels of performance. And the numbers are just the numbers They continued talking about the turnover. There's a huge contributory factor to the failure to implement significant change on the part of most sales organizations other than the change that a new leader brings in.
What is common is that the new lion, so to speak, the new CRO, the new VP of Sales, comes in and kills the cubs. They attempt to prove that whatever was being done before must not be done anymore. Because I've come in with my new way of doing things and territory must be marked, I was brought in to do something in a new way, and away we go. When the performance isn't there, the CRO or the CSO takes the bullet that the CEO doesn't want to take. But the only reason is that there's been this unholy alliance or this unspoken agreement that as long as we make the numbers, you'll stay out of my sandbox. Listen to this episode to see where your company falls in place in, “The Scarcest Commodity in Corporate Business Today.”
Full episode transcript below:
![EP143: SaaS Sales Methodologies - which one best fits your needs?](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep142-showcard-saas-20220811_9t7d9_300x300.jpg)
Wednesday Aug 10, 2022
EP143: SaaS Sales Methodologies - which one best fits your needs?
Wednesday Aug 10, 2022
Wednesday Aug 10, 2022
Sales methodologies are the practical, how-to “guides” that support a sales process. These actions serve as a bridge between each step of the sales cycle by keeping both the buyer's and prospect's demands in mind. In our recent episodes with Brad Ferguson, Corey and Brad discussed the Sandler method vs. Oren Klaff's Pitch method. In this quick comparison segment, Corey explains the difference between the two methods, and when one fits better than the other. What is your method to determine which sales methodology fits your company? Have you bothered to determine which to use, or are you even using one method? That's a great place to start. Corey Frank is an expert at taking companies through this process - he's done it dozens of times. Welcome to this episode of Market Dominance Guys, "SaaS Sales Methodologies - which one best fits your needs?"
![EP141: If I Could Show You a Way](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep141-showcard-ferguson-20220727_300x300.jpg)
Wednesday Jul 27, 2022
EP141: If I Could Show You a Way
Wednesday Jul 27, 2022
Wednesday Jul 27, 2022
In this continued “honeymoon” edition of the Market Dominance Guys, our host, Corey Frank, sits down with Brad Ferguson of Sandler Training, one of the most highly rated sales trainers on the planet. Brad, being a top franchisee of Sandler for years, personally learned his incredible questioning techniques and prospect approaches from the founder of Sandler himself, David Sandler, more than 30 years ago.
On several of the Market Dominance Guys' podcasts over the years, Chris Beall and Corey have discussed many of the modern and fresh sales methodologies being used by successful sales professionals all over the world. From Oren Klaff’s “Pitch Anything” to Andy Paul’s “Sell Without Selling Out” to Chris Voss’ “Never Split The Difference,” there are many different flavors of sales methodologies that can be used to generate trust that result in more consistent sales success.
If you’re a pilot, you file a solid flight plan and know where you are going before you start the engines. You may change course due to bumpy weather, but you still know your final destination. If you are an architect, you know what type of building you are constructing. You have a blueprint. But if you are in sales today and you are still “winging it” and letting your personality alone dictate how your sales conversations progress, you fall into the trap of being labeled a “mere tourist” and continuing to wander inconsistently in this profession. As Uncle Zig once said, “Selling is the highest-paid hard work and the lowest-paid easy work there is.” Using a sales methodology makes the hard work easier.
In this episode, have your pen and pad ready as Brad shares several tactical and specific use cases where the Sandler methodology can be employed on your calls today. He discusses many traditional “mental hang-ups” and speed bumps that impede success from an emotional point of view. From being uncomfortable about money to having a high need for approval and an aversion to the word “no,” Brad shares just some of the powerful Sandler techniques that have generated hundreds of millions of dollars in closed deals. This is the Market Dominance Guys' nearly indispensable podcast, and today’s episode is entitled, “If I Could Show You a Way.”
About Our GuestBrad Ferguson is the CEO of Best Sales Force, Inc., an Arizona-based sales development firm. Heis the Senior Sandler Training Franchisee with over 25 years of experience in the SandlerNetwork.
![EP:130 Do You Have Skin in the Game?](https://pbcdn1.podbean.com/imglogo/ep-logo/pbblog6089718/mdg-ep130_-showcard-20220505-hesse26bhri_300x300.jpg)
Tuesday May 03, 2022
EP:130 Do You Have Skin in the Game?
Tuesday May 03, 2022
Tuesday May 03, 2022
“When you go to a doctor, do you want that doctor to be excellent — or okay?” Elena Hesse, our Market Dominance Guys’ guest and the Vice President of Operations of Thomson Reuters’ tax and accounting professionals, poses this question to our podcast hosts, Corey Frank and Chris Beall. Their answer — and yours too, no doubt — is that they want doctors who love their job and do it extremely well. Elena, Chris, and Corey talk about how this equates to the role of the salesperson. In the old days, sales was generally a “hit and run” affair. You’d probably never see your customers again once the sale was made, so there was little reason to provide true value in a product or to develop and maintain a relationship with a customer. But in the modern world, most of us want to sell our customers an upgrade or an add-on or a renewal. So, product value and excellent customer relations are essential. In other words, if you want to be successful in sales today, our three sales experts say that it’s crucial to have skin in the game. Oh, yeh. It’s self-examination time. Evaluate your personal investment in your job as you listen to today’s Market Dominance Guys’ episode. “Do You Have Skin in the Game?”
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 continuing work of changing the face of sales leadership by empowering more women to earn roles in management.