Market Dominance Guys
Season 2
Episodes
Tuesday Aug 04, 2020
EP42: We Need to do Together Before We Partner Together.
Tuesday Aug 04, 2020
Tuesday Aug 04, 2020
Part 2 of the interview with SADA CEO, Tony Safoian. Questions answered include How is Google going to support my enterprise business better than its competitors. Needs have changed, demand for "bat phone" support is now part of any proposal. Every customer is different in their behavior than they were four months ago. If you're an organization that doesn't know how to meet your customer where they are now, your organization is dead.
Tuesday Jul 28, 2020
EP41: Manufacture Trust at Scale and Pace to Grow Exponentially
Tuesday Jul 28, 2020
Tuesday Jul 28, 2020
The rate of growth SADA has experienced gives them credibility when their CEO, Tony Safoian explains that in order to scale you have to manufacture trust at pace.
SADA does one thing exceptionally well, they transform companies into a cloud solution partnering with Google. Yes, that's paraphrasing, but as a Google Cloud Premier Partner, SADA Systems has gained global accolades as an exceptional service provider with proven expertise in enterprise consulting, cloud platform migration, custom application development, managed services, user adoption, and change management. They do what they do REALLY well. They do it so well that ConnectAndSell turned to them to move from AWS to a better solution on the Google platform.
Learn from Tony in this episode of Market Dominance Guys, then join us for the next episode where Corey and Chris continue the conversation.
Wednesday Jul 22, 2020
EP40: Every Mitigation is Untested - WFH or Going Back to the Office
Wednesday Jul 22, 2020
Wednesday Jul 22, 2020
This episode of Market Dominance Guys starts with Chris recapping the numbers from the previous episode on the tremendous infusion of savings Work From Home creates as knowledge workers are no longer required to go into an office to be productive. Quite the opposite. The data supports they are as much as 47% more productive working from home - ending the commute economy.
Wednesday Jul 15, 2020
EP39: Work From Home Injects Over $1 Trillion Into the Economy
Wednesday Jul 15, 2020
Wednesday Jul 15, 2020
There's a whole bunch of commuters that are used to driving to cities. And I think it would be good and very timely talk a little bit about some of the things that we've learned and this massive economy that is forming from the non-commuter economy, the non-commuter economic forces. Chris will perhaps give us a little bit of hope, as far as what the trends are with this new stay at home economy.
Wednesday Jul 08, 2020
EP38: Why CEO‘s Need to be Selling
Wednesday Jul 08, 2020
Wednesday Jul 08, 2020
(aka: The Problem Is Making Your Numbers)
Running your sales program with a conversation-first approach delivers needed information to you. Naturally, this is important to your sales department. After all, utilizing a conversation at the beginning of the sales process tells your sales team almost automatically if it’s worthwhile to have another conversation.
So, why should a CEO be selling when he has salespeople to do that job? Because there’s important information a savvy CEO can glean from having conversations with prospects. Information about how things are changing for prospective companies due to competition or demand for their products, about new leadership within their companies, and about the adjustments prospective buyers have had to make to meet the challenges of impactful events — like this pandemic. In these preliminary conversations, a CEO can truly keep his finger on the pulse of prospective buyers and detect how his own company’s product, service, or even sales message might need to be changed to better meet buyers’ needs.
In this podcast, Chris will also explain his take on a different result that has surfaced due to the pandemic. He begins with, “There’s a bad, bad disease in our economy, and it’s called commuting.” Listen while Chris expounds on his conclusion that the massive collapse of the commute economy is real — and that the effects of it have huge economic value.
Tuesday Jun 30, 2020
EP37: The Dog, The Fence and the Bone Problem.
Tuesday Jun 30, 2020
Tuesday Jun 30, 2020
The problem in sales is that the desire for the transaction puts most salespeople already behind the eightball. When he was growing up, Chris' family put up a chain-link fence originally for the goats, but a few years later it helped with the dogs and inspired an experiment.
Chris opened the gate 30-40 feet away from where he put a dog bone over the fence. His dog tried to go over, under, and through the fence, but couldn't get to the bone. But it also didn't back up enough to see the open gate. This is what most salespeople do.
Tuesday Jun 23, 2020
EP36: Celebrating a win isn‘t anything, it‘s just preparing for the next thing.
Tuesday Jun 23, 2020
Tuesday Jun 23, 2020
In this episode, Corey and Chris continue their conversation with a high Beta Market Dominance Practitioner MaxSold CEO, Sushee Perumal. aka "the skinny kid from India," MaxSold CEO, Sushee Perumal starting with why he felt he could successfully start an airline and his escape route when that failed. We open with Chris tying together his tapping of the bells analogy and plunging into Sushee's story which ultimately leads to MaxSold's growing success through a path of science, rather than simply tossing out millions of marketing dollars hoping it will work.
Chris reminds us, and Sushee agreed strongly that sometimes we have to wait before we can celebrate a win, funding, goals achieved.
Tuesday Jun 16, 2020
EP35: Magic Technology Doesn‘t Mean You Can Execute a Business.
Tuesday Jun 16, 2020
Tuesday Jun 16, 2020
Chris and Corey's guest, Sushee Perumal, CEO of MaxSold tell us to take cautious steps when the tank is full of funding. Some of the highlights in this episode include:
Driving the concept of MaxSold's tagline, "From the sponge under the sink to the Ferrari in the driveway, we sell everything in two weeks." concept is the fact that live auctions were not and are not meeting the market needs. Sushee is the perfect example of Market Dominance, as well as a very likable person to know and work with. Hear this first of a two-part interview about the shortest path to market dominance.
From owning an airline because he wanted to cut his teeth in entrepreneurship, to dominating the market in relocation and downsizing services. Chris noted, "This is the end of the commute economy." This is because the relocation option we have completely turned this upside down in the recent months of COVID-19 - work from home forever.
Sushee explains how he chose to maximize the opportunity by minimizing the risk. Just because you have magic technology, doesn't mean you can execute new business.
Chris asked him, "Does this assessment process take 10 years before you put gas in the tank?" You'll have to listen to the surprising answer. How did he make the transition? He learned that you don't dominate by hiring a bunch of C-Suite staff. He also learned from his failed and struggling competition that you don't throw expensive parties as part of your ROI plan.
Be incremental. Be resourceful. Ask for advice - humbly. It helps that he embodies the value of being humble and likable.
Monday Jun 08, 2020
EP34: 3 States of Your Business: In Flow, Stuck, and Waiting.
Monday Jun 08, 2020
Monday Jun 08, 2020
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.
Tuesday Jun 02, 2020
EP33: Sales Pros - Your Experiences are Your Core Differentiator
Tuesday Jun 02, 2020
Tuesday Jun 02, 2020
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.