Market Dominance Guys
Season 3
Episodes
Wednesday Aug 11, 2021
EP94: Are You Laying Brick, or Making $12 an Hour?
Wednesday Aug 11, 2021
Wednesday Aug 11, 2021
What good is a salesperson with five years' experience if they've never been trained and have a hopscotch career of many short stops at companies that never invested in training their sales teams? Corey tells the old story, "A guy walks past a construction site and sees five people laying brick. And he goes to the first guy and says, "Hey, what are you doing?" He's like, "Building a wall." Goes to the second guy, "What are you doing?" And he's like, "Making 12 bucks an hour." Listen to the rest as Corey Frank and Susan Finch, president of Funnel Media Group and Funnel Radio, go on without Chris Beall this week and talk about the concept behind Branch49, a sales acceleration software and service that uses AI to score leads based on their preferred contact channels, while also dedicating a sales team to perform top-of-funnel and full-stack revenue generation. They discuss the obligation that companies have to ensure sales professionals are trained correctly and with the good of the prospect and customer at the forefront, how to undo bad sales habits, and how to help sales professionals who were never trained prepare to work for honorable companies who value sales skills. This is part one of a two-part interview.
Wednesday Aug 04, 2021
EP93: A Talent for Managing Talent
Wednesday Aug 04, 2021
Wednesday Aug 04, 2021
On Market Dominance Guys, Chris Beall continues his two-part conversation with his fiancée, Helen Fanucci, Microsoft’s Strategic Accounts Global Sales Leader. Today, they’re talking about how work-from-home experiences have resulted in a shift in employees’ attitudes about where and when they are willing to work. This is Helen’s area of expertise: She’s been managing employees remotely for 15 years, helping them grapple with their work-from-home issues. Additionally, she understands the challenges of attracting and retaining the best people, especially in today’s job market. Microsoft’s customers demand great service and support, and, Helen says, “That’s why we have to win the war to get talent. We have to keep serving our customers with amazing talent, or they’ll find somebody else who will.” And once you’ve hired talented people, how do you keep them? “Through servant leadership,” Helen explains. Describing her role as a manager at Microsoft, she says, “I am expected to model and coach, be inclusive, take accountability. I remove the blocks and barriers so that my team can achieve.”
Wednesday Jul 28, 2021
EP92: Will They Stay or Will They Go?
Wednesday Jul 28, 2021
Wednesday Jul 28, 2021
This week on Market Dominance Guys, Chris Beall is once again flying solo while Corey Frank is out traveling the world. Chris’ guest today is Helen Fanucci, Strategic Accounts Global Sales Leader at Microsoft — and Chris’ fiancée! The topic today veers away from competing with other companies for market domination, to competing with other companies for market talent. It’s just another result of our almost year and a half of working from home due to the pandemic: People now want flexibility in where they work and when they work.
Tuesday Jul 20, 2021
EP91: Borrowing from the Best
Tuesday Jul 20, 2021
Tuesday Jul 20, 2021
This week’s Market Dominance Guys’ podcast wraps up a terrific three-part conversation between our guys, Chris Beall and Corey Frank, and their guest, Henry Wojdyla, Founder and Principal of RealSource Group. Today, Corey asks Henry how he’s finetuned his business perspective and cold-calling technique since his recent immersion in Market Dominance Guys. “I copy and steal religiously,” Henry freely confesses. “I’ve wholesale stolen Chris’ approach.”
Wednesday Jul 14, 2021
EP90: Lead That Cold Call With Trust, Not Value
Wednesday Jul 14, 2021
Wednesday Jul 14, 2021
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!
Wednesday Jul 07, 2021
EP89: When the Student Is Ready, the Teacher Will Appear
Wednesday Jul 07, 2021
Wednesday Jul 07, 2021
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.
Wednesday Jun 30, 2021
EP88: Get Thee to a Data Concierge.
Wednesday Jun 30, 2021
Wednesday Jun 30, 2021
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.
Tuesday Jun 22, 2021
EP87: Giving Your Data the Sniff Test
Tuesday Jun 22, 2021
Tuesday Jun 22, 2021
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.
Tuesday Jun 15, 2021
EP86: Tried and True: Practice Makes Perfect
Tuesday Jun 15, 2021
Tuesday Jun 15, 2021
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!”
Wednesday Jun 09, 2021
EP85: When the Time Is Right, the Magic Happens
Wednesday Jun 09, 2021
Wednesday Jun 09, 2021
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.”