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Chris Beall Talks Sales In A Podcast With The Fintech World

Chris Beall Talks Sales in a Podcast with the Fintech World

  • November 23, 2020
  • Shelley Morrison
  • Chris Beall, Cold calling, ConnectAndSell, Inside Sales Professionals, Sales

Scott Hawksworth, sales and marketing director at Soar Payments, begins this podcast interview with Chris Beall, CEO of ConnectAndSell, with this observation: “Sales isn’t easy to do, no matter how good you are at it.” Chris agrees, but then explains…

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Beware The Chasm: A Hall Of Mirrors Filled With The Disappointed Dead

Beware the Chasm: A Hall of Mirrors Filled with the Disappointed Dead

  • March 20, 2020
  • Chris Beall
  • Cold calling, ConnectAndSell, Sales, Uncategorized

It may sound too obvious to say, but I’m going to say it: To dominate a market, you must first enter that market. The cookbook for this process can be found in Geoffrey Moore’s classic book, Crossing the Chasm, and…

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In B2B, It’s Dominate Or Die

In B2B, It’s Dominate or Die

  • March 6, 2020
  • Chris Beall
  • Chris Beall, ConnectAndSell, Sales, Sales Management

B2B companies don't seem to last long these days for two simple reasons: It keeps getting easier, faster, and cheaper to attack incumbents with new offerings -- a consequence of Marc Andreeson's prescient claim that "software is eating the world."The…

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Sales Development: A Cryptic Weapon For Dominating Markets

Sales Development: A Cryptic Weapon for Dominating Markets

  • March 6, 2020
  • Chris Beall
  • Chris Beall, ConnectAndSell, Sales, Sales Management

The B2B sales development rep, commonly referred to as an SDR, is generally considered to fulfill two functions for a growing company: To create new opportunities, usually in the form of scheduled meetings with the right people in targeted market…

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Part 2 — Sales As Strategy: A Radical Proposal For Rethinking Corporate Evolution

Part 2 — Sales as Strategy: A Radical Proposal for Rethinking Corporate Evolution

  • December 12, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

In Part 1 of this blog series, I wrote that “Almost every acquisition fails to achieve its goals as laid out at the time someone decided it was a great idea,” and ended with the questions, “Can this sad story…

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Part 1 — Sales As Strategy: A Radical Proposal For Rethinking Corporate Evolution

Part 1 — Sales as Strategy: A Radical Proposal for Rethinking Corporate Evolution

  • December 5, 2017
  • Chris Beall
  • Chris Beall, ConnectAndSell, Inside Sales Professionals, Sales, Some Advice

Sales is the stepchild of business. That’s why it’s the “S” lumped in with “G&A” on so many financial reporting structures. Given the obvious importance of sales, why is this? It’s simple, really. Businesses are generally conceived of as static…

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A Recipe For Disaster…Avoidance

A Recipe for Disaster…Avoidance

  • November 28, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales

How to eliminate the #1 risk of B2B startups in 7 easy steps: Step 1: 30 minutes Craft a breakthrough script using plain language. (See https://www.linkedin.com/pulse/five-sentences-change-your-life-part-1-chris-beall/) Step 2: 30 minutes Buy a list of 1,000 hypothetical decision makers from ZoomInfo.…

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The Rapport Equation

The Rapport Equation

  • November 21, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

In sales, we have long had the notion of a territory, granted as a kind of fiefdom to a salesperson willing to mine it for us. The notion is fundamentally feudal, but still congenial for a certain type of person…

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Part 2: One Constraint To Rule Them All

Part 2: One Constraint to Rule Them All

  • November 16, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

In Part 1 of this two-part blog series, I made the claim that sales headcount is not a growth constraint for most B2B companies. This claim must, of course, be wrong. How do I know I’m wrong? Because the entire…

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Part 1: One Constraint To Rule Them All

Part 1: One Constraint to Rule Them All

  • November 14, 2017
  • Chris Beall
  • Chris Beall, Cold calling, Cold-calling lists, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

While there is variety in the business-to-consumer world, it is nothing compared to B2B. The reason is that there are only so many kinds of human consumers (I’ll leave our cats, dogs, pigs, and weasels out of this one!) constrained…

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