Market Dominance Guys

You’re about to make a cold call, hoping to get a commitment out of your prospect. What are you feeling? A little trepidation, perhaps? As all salespeople know, that’s the fear of rejection. But have you ever considered that your prospect is feeling some fear too? It’s true: most prospective customers feel the fear of having to talk to an invisible stranger. That’s a lousy way to start a conversat...

Every single thing that happens in sales is about learning — on both parties’ parts — and this includes presenting and discussing value metrics with prospects and with customers who are up for renewal. What works best? Adopting an attitude of rampant optimism or one of friendly skepticism? Should the value metrics you present be the same, or should they vary when you’re talking with inbound prospe...

As a follow-up to the recent Market Dominance Guys’ podcast, “ Vanity, Vanity, Thy Name Is Value Metrics ,” Chris and Corey continue here with part two of their conversation with Mike Genstil, co-founder and CEO of VisualizeROI. Mike and Chris share their insights into value metrics and how to construct and present statements about value propositions and returns on investment. These market dominan...

Change is the obvious hallmark of the current pandemic. And, as most of us know, change rewards innovation and punishes those who stand pat on tradition. This is especially true in the winner-takes-all world of sales. Most people believe that true innovation springs from the use of technology. But is innovation mostly about taking a technological product or service and then marketing and promoting...

In the modern SaaS economy, adoption metrics abound. Sure – they measure something that VC investors care about, and sometimes something that product recommenders and even decision-makers want to track. But does adoption speak to business impact? One thing for sure: when it comes to business impact, adoption metrics are pure vanity. A business doesn’t measure return on investment by asking how muc...

In the last two podcasts, When Operational Excellence Hits a 9-Foot Wall and Myths and Misconceptions of the Cold-Calling World , Chris, Corey, and Valerie Schlitt, CEO and founder of VSA, have been discussing various aspects of striving for operational excellence. In this third and final podcast on the subject, these three sales experts turn to the topic of coaching. Listen to what they have to s...

Chris and Corey continue their discussion with Valerie Schlitt, CEO and founder of VSA, which began with the Market Dominance Guys’ podcast, When Operational Excellence Meets a 9-Foot Wall. Making another observation about operational excellence, Chris begins this session with the statement, “A big part of operational excellence is recognizing that you don’t always have the resources that you need...

Operational excellence is achieved when every member of an organization can see the flow of value to the customer and fix that flow before it breaks down. But as a manager of people, you know that this isn’t an easy goal to achieve — especially if your team members are now working from home instead of working together in one building. As Chris explains in a story about his experience mountain clim...

When we’re performing in the presence of someone we know to be more expert than we are, our performance usually suffers. In the world of sales, managers often put this pressure on salespeople, although often unwittingly. They may approach their sales rep with every intention of being a helpful coach, but too often they slip into the role of a critical evaluator instead. And as soon as a salesperso...

The pandemic has certainly shown the general public that scarcity or abundance of products can have an effect on people’s emotions. Scarcity increases desire — whether you desperately need the product or not. Abundance decreases desire, because there’s plenty of what you might need in the future. This is true for the sales process too. When you know that you’re going to have another conversation w...

Can your prospects smell your “commission breath”? Is your eagerness to set the appointment or reach for the deal keeping you from gleaning the information you need from your conversations with prospects? There is a danger that comes with expertise. When you are a true beginner, your mind is empty and open. You are willing to learn and consider all pieces of information. As you develop expertise,...

The theory of constraints dominates the world of business, and yet it tends to be ignored by almost everybody in business for a pretty simple reason: it's politically unpalatable. The theory of constraints says your business is a system, and every system has one and only one constraint. And that's the only thing you should be working on right now: understanding that constraint, characterizing it,...

How long will it take to get the meeting? You have three steps first: 1. Make the list. And review that list and eliminate the dumb titles. Chris is a fan of Zoominfo. 2. Write the messaging. Remember, one turn of phrase can kill the meeting. Marketing language kills a sales call. Subtle nuances make or break the call. 3. Talk to people in that market, those that are intrigued enough to hear what...

The sales lead discernment process is similar to search results. The ones that come up on the first page are the ones you interact with. It's like a discovery call.  A discovery call's purpose isn't to say, "I'm going to buy." One of the biggest mistakes sales trainers make is relying on role-playing as the method to gain confidence. Role-playing is not designed to get you calm and confident. It's...

CEOs are allowed to have weird thoughts and consider odd possibilities. You need input from the market you don't have yet. This is why a CEO needs to be selling to understand what is actually happening. Their job is to feel the ice rather than just sending your reps to drive the road. Put yourself in there as CEO, don't absorb the friction, find the root cause. The marketplace is always changing....

Marketing can step in and help sales overcome it. 1. Beginning: listen to discovery conversations. 2. Middle: look at support tickets to see the unvarnished truth. 3. End: work on getting the pipeline to be seen as an asset, it belongs on the balance sheet. Ask to be measured on the value we are contributing to help steer my efforts based on results that are being produced. 1. I want to know upfro...

Only 9% of all MQ's (marketing qualified leads) every result in a conversation. Worse than that, you have now stimulated your target audience to explore and investigate your competition. 91% of all marketing dollars are a waste. This is because Sales only contacts a prospect two times, rather than the 6 times requested or required.  That leaves 91% for your competitors to speak to. But the good ne...

  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 t...

  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...

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. ----more---- After the rec...

    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 econom...

  (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 whe...

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 thro...

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 stor...

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. Sushe...