Market Dominance Guys

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...

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...

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 t...

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 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 lik...

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 bott...

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...

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,...

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 contr...

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...

By any measure, you can confidently claim that the New Zealand All Blacks rugby team is the world’s most successful team in the world. Famed for starting any game with their intimidating black jerseys and dramatic and culturally symbolic Haka – which is a traditional, Maori warrior challenge to the playing opposition, they have amassed a track record that is truly unequaled by any other sporting t...

Federer, Nadal, Serena, Martina, McEnroe, Borg, Court, Navratilova…a roster of some of the best tennis players the world has ever known.  But add one more name…Esther Vergeer to that list. Because she may actually be the most dominant and successful tennis player that you have never heard of. She won 148 career titles, 48 Grand Slam titles in singles and doubles, 23 year-end championships and seve...

The earliest civilizations on earth developed between 4000 and 3000 BC when the rise of agriculture and trade allowed people to have surplus food and economic stability. Many people no longer had to practice farming which allowed for a diverse array of professions and interests to flourish in a relatively confined geographic area. The use of fire, the advent of the wheel, learning to domesticate a...

The United States may stake its claim as the first country to land on the moon but Russia can boast that it is the first country to drill the 2nd deepest man-made hole ever recorded here on Earth. Since the early 1960s, scientists have attempted to drill down to the Earth's mantle. Why the mantle? Because we’re told that scientists only have a "reasonable" understanding of what it's made from, and...

Seth Godin, of Purple Cow fame, writes, “Trust and attention – these are the scarce items in a post-scarcity world.”  I’m obviously fairly partisan on this issue but would certainly add “Fear” to his list as well. Or, specifically, how do you embrace and leverage “fear” in your systematic effort towards Market Dominance? No one said Market Dominance would be easy. It’s diligent and deliberate…it’s...

A lot goes into building a surfboard. In fact, depending on the expertise and the quality of the board, there can be upwards of 39 steps from start to finish. It’s not a fast process and takes a skilled surfer on the shaper to know what a particular board size or shape will do in the water. Take Dick Brewer, the undisputed 83-year-old grandmaster surfboard shaper from Hawaii. Dick has designed boa...

You can learn a lot about market dominance by sitting in the sand…and watching surfers on the beaches of Southern California as they hone their craft. As a land-locked kid from the mean streets of Milwaukee, I would visit the beaches of Venice, California every summer and attempt to ride the relatively modest waves of the warm Santa Monica waters.  Time and again I would bite it and tumble into th...

The United States of the mid 19th century is ripe with stories of its timeless legends and colorful characters who helped weave the historical events that defined the Great American West. The stories and movies about the adventures of lonesome cowboys, men with black hats, or brave lawmen of the Old West who clashed frequently in conflicts such as the Gunfight at the O.K. Corral, the duals in the...

Almost 400 years ago, in the early 17th century in Europe, tulip bulbs were considered hard currency. 200 years ago, many islanders of the South Pacific used bleached seashells to flaunt their wealth. 100 years ago, many Texans measured their success by how many heads of cattle they ran. And today, my 8-year-old measures his wealth by the rare skins and VBucks he accumulates through his Fortnite g...

The classic book, Crossing the Chasm , by Geoffrey Moore, is a manifesto, a field manual, and sales’ version of Dr. Spock’s book on “company rearing” for new entrepreneurs…all in one. To level set for a brief moment – and Googling an image of Dr. Moore’s chasm graph may be helpful for the episode here - marketers have traditionally identified different kinds of B2B tech buyers: Innovators, Early A...

If you want to dominate your market, here’s an inexpensive tip: Head down to your local Goodwill and buy a used version of the classic board game Risk… It seems that you don’t need AI, Machine Learning sims, or dozens of third-party load-tested and validated forecast models to predict how your business will perform in the next 24 months. Sometimes you just need to remember how you played a game th...

Rocky. The Karate Kid. The Average Joes. Rudy. Underdogs. We love them. They are the people who use their grit combined with their well-coached and newly acquired skills to make waves, cause the odds-makers fits, and run up the score.  When you get funded by a VC and finally have the green light to release the Kraken and launch your vaunted sales machine, there is a temptation to run up the bill o...

Today, when you examine the toolbox of the modern sales professional, many of us immediately see the abundance of options in the marketing and sales stacks that decorate most of our desktops…I have tools that can disguise my phone number, I know when someone opens an email, I can do a virtual face to face meeting…AI and machine learning tools even tell me what to say and who I should say it to…a s...

States, lots of ‘em, 50 states. Plus Red States, Blue States. States of consciousness. Physical states. Liquid/Gas… How about the state of Markets, being Market Dominant, or simply being an “also-ran?” The fact is there are only two states you can reside in as a company: you're either dominating one market or more, or you're dominating zero. And if you're dominating zero markets, you WILL go out o...

What do you need to believe when you ask someone for 15 minutes of their time? What’s the underlying emotional and rational DNA of true belief that is pulsing through your brain? And even beyond this, it would be helpful to remind our listeners about our mission here at the Market Dominance Guys…what’s the real reason these nuances and steps and tactics of market dominance even matter? Because, af...