Market Dominance Guys

In this episode Chris and Corey are joined by the brilliant Dr. Mindy Weinstein, marketing expert and author of the bestselling book, "The Power of Scarcity." If you want to boost your sales game, this episode is a must-listen. Dr. Weinstein breaks down the secrets behind scarcity and its four types: time-related, demand-related, supply-related, and limited edition scarcity. Learn how to tap into...

Chris and Corey continue their conversation with Ben Sternsmith of Sybill AI . This episode covers how AI is revolutionizing the sales process, making it more precise and empowering for sales professionals. Discover how AI analyzes tonality and body language, equipping salespeople with unparalleled accuracy in assessing deal progress. They discuss the importance of building trust with clients and...

The guys welcome Ben Sternsmith of Sybill AI delves into the benefits of AI in sales, such as freeing salespeople to be more engaged and focused during customer interactions. Ben shares his experience of being able to concentrate on customer needs without the burden of note-taking or manual follow-up tasks. As Corey, Chris, and Ben explore the possibilities opened up by AI in sales, they discuss t...

Chris Beall is on the road in Seattle, attending the annual Microsoft Build conference. Amidst thousands of software developers learning about the latest advancements, Chris and Susan discuss the impact of AI on sales and address common concerns about its effects on job security. Drawing an analogy of material science advancements to the evolution of building materials, Chris explains how new tech...

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 populari...

In this episode Chris Beall discusses the common mistakes made by CEOs when seeking funding and how venture capitalists (VCs) make their decisions. Chris explains that VCs are in the business of pattern matching, meaning they compare the characteristics of a company seeking funding to those of successful companies they have previously funded. However, this approach can lead to the exclusion of com...

In this episode, Chris and Corey discuss the collapse of Silicon Valley Bank and its potential impact on the startup ecosystem and the broader economy. Chris explains that the venture capital industry is important for occasionally making an important company, but most of what Silicon Valley funds is R&D for unnamed corporate investors. He thinks debt will become more popular in the future because...

Chris and Corey discuss the dangers of correlation in the tech industry and the impact it can have on valuations. Chris explains how the venture capital industry is focused on headcount as a metric for success, leading to inefficient practices among funded companies. This correlation can create a house of cards effect, where the collapse of one company can trigger a chain reaction that affects the...

In this episode Corey Frank and Chris Beall discuss the impact of recent market shifts on businesses and the advice they would give to CEOs and CROs to adapt to these changes. With tightening debt and equity markets, businesses must focus on efficiency and go-to-market strategies to maintain profitability. Chris emphasizes the importance of go-to-market efficiency and being disciplined in investin...

In this episode of the Market Dominance Guys podcast, Chris, Corey and Helen Fanucci discuss the evolution of the internet, from its early days as a way for messages to move across networks to the democratization of global information through the browser and search engines. They also explore the capabilities of ChatGPT, including its ability to generate email responses and interact with customers...

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-acti...

As our Market Dominance Guys continue this road trip book signing tour with Helen Fanucci, Chris emphasizes the significance of practicing sales conversations in order to become a high-performance salesperson, with the script being the key to unleashing creativity in sales. Helen tells the story of her experience cold-calling using ConnectAndSell, a script, and how it affected her Fitbit. Addition...

In this episode of Market Dominance Guys, author Helen Fanucci joins Chrisand Corey. Helen suggests that when thinking about the first job, you should consider the industry you want to work in, as it can set you up for future success. For instance, sales tech is a great industry for those passionate about sales and technology, while cybersecurity is growing rapidly due to the increasing sophistica...

In this episode, Gerhard Gschwandtner compares ChatGPT to a painter's palette with an infinite amount of colors, and salespeople are the artists who must decide how many colors to use and when the painting is finished. The hosts discuss the role of technology in sales and how salespeople can use ChatGPT to harness its intelligence to make more informed decisions. Chris describes a practical exampl...

Chris Beall and Corey Frank welcome Gerhard Gschwandtner, the CEO of Selling Power and an advocate for non-verbal sales communication. Gerhard emphasizes the importance of being aware of one's own energy, as sales is a transfer of energy. They talk about the challenge of losing cultural underpinnings when not being on-site with customers and how finding the right connections that can help you lear...

In this episode of Market Dominance Guys, Chris Beall, and Susan Finch discuss their experience using ChatGPT to write a book based on their podcast, and the benefits of using AI to create content. They delve into the limitless possibilities of machine learning, natural language processing, and computer vision, and how they are transforming various industries. Chris and Susan also share their insi...

Welcome to the continuation of a conversation with Hitesh Shah, CTO and CPO of ConnectAndSell. This episode delves into the world of sales and coaching for sales managers. Hitesh shares his experience and insights on coaching by the numbers and how to effectively manage and coach a sales team. Corey and Chris share their thoughts on how to analyze sales data and determine the strengths and weaknes...

So, what's the biggest challenge in sales? Today, the guys have a special guest, Hitesh Shah, CTO and CPO of ConnectAndSell. As Hitesh puts it, it's the fact that we don't like to be sold to. That's why sales is about helping, not selling. And if you want to succeed in sales, you have to understand who your target audience is and what their business problems are. You have to start at the bottom an...

In part two of this series, Barry Trailer, Chris and Corey bring a touch of humor to the conversation on the topic of sales and how it relates to the corporate business world today. Barry emphasizes the importance of establishing and elevating relationships over time, stating that sales isn't about predicting anything but rather bringing people together. He compares the unpredictability of sales t...

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 d...

In this follow-up to last week’s, “The Theory of Constraints and Ice Cream” Chris reminds us that all talent problems are wrapped up in lots of politics. And it turns out the key to all of this, whether you're like Corey and Chris and your company provides a discontinuous innovation. Something that naturally could bring change too fast or if you are the leader and something needs to change because...

We've heard the phrase, "Be careful what you wish for..." It's not unlike wanting to build pipeline quickly and how it relates to a kid in an ice cream store. What is the goal? Build as much - eat as much as possible to gain as much success and pleasure as possible. Think of the system of building pipeline like a child who isn't sufficiently mature enough to handle all that ice cream. Belly aches...

Scientific methods have a place in sales, whether it is to keep existing customers happy or to continue building the pipeline. David Dulany of Tenbound says, “You create a hypothesis of what your messaging is going to be, and then you run an experiment on it and report on the results of the methodology that you're using, do a little bit more research, change it up, make a new hypothesis, and run t...

CROs, VP of Sales or VP of SDRs need to be able to persuade like Atticus Finch, write and email like Tarantino, and perform like DiCaprio. You’re actually looking for people to have a decent conversation with somebody that is built on trust and authenticity. You can’t solve that if all you want to do is hire more SDRs. David Dulany continues his conversation with Corey and Chris. He says, “The num...

How are you tracking your pipeline’s success? If you are only looking at one quarter or two, you are missing the larger picture of the attribution. Most of the results are going to be 3, 4, 5, and 6 quarters later. Is it the SDRs, advertising, phone calls made, or conversations you’ve had? If you wait too long to look at where the pipeline is coming from and where it is weak, you may be behind by...