How do you produce the emotional reaction that you want to those you are cold calling? Bruce Lewolt, founder of both JOYai and Blast Learning, has devoted himself to discovering the answer to this question. Bruce joins our Market Dominance…
The only reliable way to see if your company’s value statement resonates with your prospects is to have lots of conversations with them, and for that, of course, you need salespeople. But as our Market Dominance Guy, Chris Beall, tells…
Welcome to another episode with The Market Dominance Guys, a program about the innovators, idealists and entrepreneurs who thrive and die in the high-stakes world of building a startup company. We explore the cookbooks, guidebooks, and magic beans needed to…
How'd you do on your last cold call? Can you detect when you're off your game or are you still trying to figure out what techniques are needed to have a successful sales conversation? Jason Bay, Chief Prospecting Officer…
Did you know that, during a cold call, your tone is more important than the words you use? Who would have guessed that tonality ranks higher than the message you so carefully crafted? Jason Bay, Chief Prospecting Officer of Blissful…
Can you truly say that you’re always on your customer’s side? Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, can. At Kaeser, providing support for the products they sell is everything, explains this week’s guest on Market Dominance Guys.…
Nobody likes to be told what to do. But in sales that’s exactly what we do: We tell our prospects what to do. With each cold call or discovery call, we’re basically saying, “Buy this!” No wonder prospects on the…
Coming from a background in mechanical engineering, Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, is very interested in how sales works. He has always believed in the power of the telephone as a selling tool, so when he…
If we train our salespeople to use data and devise probing questions that sort out which prospects are worth their time, is our main instruction to reps, “Go for the disqualification jugular vein!”? How’s that working for you? Santosh Sharan,…
Sales and marketing departments usually operate as two separate entities. Although that’s not healthy for a business, it’s generally the reality in many companies. Santosh Sharan, president and COO of Apollo.io, joins our Market Dominance Guys, Chris Beall and Corey…