You're listening to the Market Dominance Guys with your host, Chris Beall of ConnectAndSell and Corey Frank of UncommonPro. The Market Dominance Guys, Chris and Corey, welcome a new guest this week: Jason Beck, Vice President of Sales at Enerex,…
Join us on the Market Dominance Guys as Chris and Corey continue their conversation about sales enablement with CEO Roderick Jefferson of Roderick Jefferson & Associates. This week, the guys address the challenge of hiring the right people for this…
Today, on the Market Dominance Guys, you're invited to join Chris and Corey, and their guest, Roderick Jefferson, the CEO of Roderick Jefferson & Associates, a sales enablement consultancy firm. This trio of sales gurus outlines the why's and how's…
This follow-up to last week's Market Dominance Guys podcast Your Salespeople are Brain Surgeons, Chris and Corey have another conversation with ConnectAndSell's customer success manager, Donny Crawford, about using the telephone plus your beliefs to gain market dominance. First things…
What do you do if you have a group of 25 or so folks on your sales team, and you want to really make a splash in the first quarter of the new year? Due to the on-going pandemic, we…
In this episode of Market Dominance Guys, we’ll dissect that sales process called the “discovery call” and diagnose the problem that is keeping sales reps from making a successful one. Chris, Corey, and Oren Klaff, managing director of Intersection Capital, share their opinions on the subject, and lament the unfortunate fact that most sales reps have no set method for conducting a discovery call that includes true discovery.
As Oren describes it, “Selling is a bit icky, and [salespeople] want to retreat quickly back to the relative calm of their normal lives. Once a salesperson hears one thing [from the prospect] that’s an indicator of interest, they want to hit the buzzer” and immediately jump to the sales pitch so they can end their own discomfort. As Oren sees it, this cut-to-the-chase method is the primary reason many discovery calls fail. Instead of truly finding out what problems the prospect or his company might have, which the product being offered might solve, reps skip right over the creation of a relationship that might help them eventually make that sale. Chris is convinced that salespeople can actually be coached on where they went wrong during a discovery call and how to do it in a way that works. In this podcast, you can listen to the two questions that Chris begins his own discovery calls with — and then find out what the heck “the dog, the meat, and the chain-link fence” have to do with this subject. Who knew that a discussion about discovery calls could be so insightful and entertaining?
If you missed the first half of this conversation, you can get it here:
https://marketdominanceguys.com/e/getting-prospects-from-fear-to-commitment/
As a follow-up to the recent Market Dominance Guys episode, 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…
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…
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…
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.…
