In today’s spontaneous episode of Market Dominance Guys, Chris Beall ambushes (his words, not mine) an extraordinary cold-calling talent: Josh Bowyer, CEO and co-founder of Zint Technology. What unfolds is a masterclass in the art of cold-calling performance, authenticity, and the delicate dance between manufactured delivery and genuine belief.

Josh shares how he’s booked over 100 meetings in just 4.5 weeks using ConnectAndSell, but the real gold is in his insights about perfecting his cold call ‘performance’ over thousands of iterations while maintaining authentic curiosity. As he puts it, the key is simple: ‘Just don’t sound like a dick in the first 7 seconds.’

From discussing the impact of AI on sales to exploring the critical balance between scripted performance and genuine belief, this conversation reveals why top performers like Josh can consistently convert cold calls into meetings. Chris and Josh dive deep into how the best cold callers combine theatrical precision with sincere conviction that they offer real value.

The episode wraps up with a fascinating discussion about the future of sales in an AI world, including Josh’s recent encounter with what he suspects was an AI bot trying to get his insurance renewal date. 

Join Chris and Josh for this unplanned but insight-packed exploration of what makes cold calling work at the highest levels.

Links from this episode:

Zint.io

ConnectAndSell

Branch 49

Today, we’re diving into what can only be described as an AI cold-calling adventure gone slightly sideways – in the best possible way. Chris Beall, CEO of ConnectAndSell, recently attempted to create and test an AI-powered cold calling coach using ChatGPT. What makes this episode particularly entertaining is that Chris couldn’t hear the AI’s responses during his live demo, but somehow still managed to nail it. It’s like watching a master jazz musician improvise without being able to hear the band – and somehow staying perfectly in tune.

Here are a couple of links to the articles he makes reference to:

https://connectandsell.com/five-sentences-will-change-life-part-1/

https://connectandsell.com/five-sentences-will-change-life-part-2/

If you want the rubrik, contact Chris Beall directly.

Feature Comparison Matrix: ConnectAndSell vs AI Dialers

FeatureConnectAndSellAI Dialers
Human + AI SynergyCombines human navigation with AI efficiency for seamless decision-maker connections.Relies solely on AI, limiting adaptability to complex scenarios.
Market CoverageReaches mobile, landline, and office numbers, maximizing addressable market.Primarily focuses on mobile numbers, leaving out significant market segments.
Gatekeeper NavigationSkilled agents tactfully bypass gatekeepers and IVRs to reach decision-makers.Struggles with human interactions, often failing to navigate gatekeepers or complex phone systems.
TCPA ComplianceHuman-initiated calls ensure full compliance with legal requirements.Risk of non-compliance due to reliance on automated dialing.
Follow-Up AutomationAutomated CRM updates and call scheduling ensure consistent engagement.Limited or no follow-up automation, requiring manual input.
Advanced Analytics and ReportingProvides volume metrics tied to pipeline progression for actionable insights.Basic reporting focuses on activity metrics, with limited visibility into ROI.
User Experience (Reps)Intuitive platform with live coaching support boosts confidence and morale.Automation reduces workload but lacks personal touch and adaptability.
Customer Success SupportDedicated success team ensures seamless implementation, strategy alignment, and ongoing optimization.Minimal support, often limited to technical troubleshooting.
Impact on PipelineDirectly drives pipeline growth with high-quality conversations and real opportunities.Focuses on volume but struggles to convert to meaningful pipeline opportunities.
Cost EfficiencyHigh ROI through expanded reach, compliance, and productivity gains.May appear cost-effective but can lead to hidden costs due to limited success in key areas.

In the world of outbound sales, efficiency and accuracy are paramount. With the advent of AI-powered dialers, like Orum, many sales teams have embraced automation to scale their outreach. However, as many of our customers have learned the hard way, relying solely on AI dialers without the human touch can severely limit your outreach effectiveness.

At ConnectAndSell, we combine human intelligence with AI-driven automation to offer the best of both worlds. Our human agents navigate complex phone systems, bypass gatekeepers, and ensure that sales reps are always connected to real decision-makers—not just automated systems or voicemail. This is a game-changer for any sales team looking to optimize their outreach and pipeline generation.

The Problem with AI-Only Dialers

While AI dialers like Orum can certainly make calls quickly, many sales teams find themselves running into a major roadblock. AI-only dialers are limited by a number of factors:

  • Gatekeepers and IVRs: AI dialers can’t handle the complexity of modern phone systems, often getting stuck in automated menus or disconnected when they reach gatekeepers.
  • Limited Market Focus: AI dialers often focus solely on mobile numbers or specific markets, missing out on the full spectrum of potential leads in a company’s target audience.
  • Burnout and Lack of Scalability: When AI dialers only target a narrow segment of prospects, sales teams can quickly exhaust their list of leads, leaving them with little to no new opportunities.

Customer Stories: Why They Made the Switch to ConnectAndSell

Many of our customers have switched from Orum to ConnectAndSell after facing these challenges. Here are a few examples of how human navigation transformed their outbound sales efforts:

  • Customer 1: A SaaS Company
    After using Orum for several months, this SaaS company found their sales reps were running out of qualified prospects to call. The AI dialer had limited their focus to a small pool of leads, ignoring landline numbers and prospects in key industries. Once they switched to ConnectAndSell, our human agents were able to navigate complex phone systems and reach decision-makers that were previously unreachable. As a result, they saw a 30% increase in their lead engagement and were able to scale their outreach efforts without exhausting their contact lists.
  • Customer 2: A Tech Solutions Provider
    This company struggled with AI dialers getting stuck in phone trees and wasting time on non-productive calls. Their sales reps were frustrated with the lack of meaningful conversations and their low connect rate. After switching to ConnectAndSell, they experienced a 5x increase in the number of conversations per day. Our human agents bypassed gatekeepers, ensuring that sales reps were connected to the right decision-makers quickly, which led to better conversion rates and a stronger pipeline.

The Power of Human Navigation in Outbound Sales

So, why is human navigation so crucial in today’s sales landscape? Here are some key reasons:

  1. Bypass Gatekeepers and IVRs
    ConnectAndSell’s human agents can navigate complex phone systems, reaching decision-makers directly, which increases your chances of connecting with high-value prospects.
  2. Broader Market Coverage
    Unlike AI-only dialers that may limit their focus to mobile numbers or specific regions, ConnectAndSell’s human agents can dial landlines and mobile numbers, expanding your market reach and opening up more opportunities.
  3. Better Conversation Quality
    With human agents, your team can engage in meaningful, personalized conversations rather than relying on robotic scripts. This not only improves the quality of interactions but also builds trust with prospects.
  4. Increased Scalability
    When AI dialers run out of prospects or fail to navigate complex systems, scalability becomes an issue. Human agents help scale your efforts efficiently by ensuring continuous engagement with relevant prospects without exhausting your list.
  5. Real-Time Adaptability
    Humans can adjust the approach in real-time based on the flow of the conversation, something AI dialers can’t do. This flexibility leads to better rapport, higher engagement, and more meetings scheduled.

The Future of Outbound Sales

While AI technology continues to play a significant role in sales acceleration, human navigation is a crucial component that cannot be overlooked. ConnectAndSell’s hybrid model combines the speed of AI with the expertise of human agents, ensuring your sales team can connect with the right people, in the right way, at the right time.

If you’ve experienced the limitations of AI-only dialers like Orum or are struggling to scale your sales efforts, ConnectAndSell is the solution you need to accelerate growth, optimize outreach, and engage more decision-makers. Ready to see the difference? Start your free test drive today and experience the power of human + AI sales acceleration firsthand.

Today they welcome Helen Fanucci, author of “Love Your Team” and CEO/Co-Founder of Pipeline Power, for a candid look at why sales coaching fails – and how to fix it.

The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Through their discussion, the trio reveals practical solutions, including Helen’s upcoming AI-powered coaching platform allowing sales managers to practice difficult conversations in a safe environment.

From Branch 49’s “finishing school for future CEOs” approach to why cultural transformation must precede digital transformation, this conversation challenges conventional wisdom about sales leadership. Whether you’re a seasoned CSO or a newly minted sales manager, you’ll gain fresh perspectives on building and nurturing high-performing sales teams through systematic coaching.

Link to Free Chatbot tied to Chapter 11 of “Love Your Team.”

https://chatgpt.com/g/g-67539b3c0c2081918142398d78ac3de9-love-your-team-managing-underperformers

Last time, we peeled back the layers on spotting sales superstars with the Glider.ai crew. Now, in Episode 248, we’re rolling our sleeves up and getting our hands dirty with the nuts and bolts of their process. Chris, Corey, Aron, and Anand aren’t pulling any punches as they dissect Glider.ai’s assessment approach. They’re asking the hard-hitting questions: Can we really stamp out hiring bias? Where’s the sweet spot between tech and human intuition in sales? And what’s next in the evolution of building sales dream teams? Get ready for a no-nonsense deep dive that might just flip your hiring playbook on its head and supercharge your path to market dominance. Listen to this episode EP248: “Crafting Unbeatable Sales Teams: The Competitive Edge in B2B.”

Catch the first part of this conversation here.

Aron Placencia and Anand Karasi from Glider.ai join Chris Beall and Corey Frank to tackle the perennial challenge of talent acquisition in sales. They’re not just talking about finding “good” people – they’re on the hunt for true “A players.” How do you spot them? What makes them tick? And how can you build a team full of them? From the pitfalls of traditional hiring to the power of curiosity in sales, this conversation pulls no punches. Tune in as they break down Glider.ai’s fresh approach to assessing and hiring top talent, and why it matters in today’s cutthroat sales landscape. Listen to this episode, EP247: “Uncovering A-Players: The New Science of Sales Talent Acquisition.”

About Glider.ai

Glider AI goes back to our CEO’s humble beginnings in India. Dedication, work ethic, and a strong family network enabled Satish to find success. But he saw many others like him, equally capable, struggle and continue to struggle. This catapulted the idea of Glider into flight to create a platform helping hiring teams build their dream team and candidates land their dream job. Visit https://glider.ai.

 

Helen Fanucci, CEO and Founder of Pipeline Power, continues her role as host in this illuminating conversation with Chris Beall. We’re picking up where we left off, unraveling the mysteries of dormant leads and exploring their untapped potential. This episode delves into what Chris calls “Lazarus leads” – those seemingly dead opportunities that can be resurrected for massive value. As Helen astutely observes, “It’s not 16 billion of value. It’s 16 billion of wasted ad spend piling up.” Get ready for eye-opening insights and innovative strategies that could revolutionize your approach to inbound leads, potentially doubling your Return on Ad Spend. This conversation is packed with game-changing ideas for sales leaders, CSOs, and CEOs looking to transform their sales strategy.

Listen to the first half of this conversation here.

Listen to all episodes featuring Helen Fanucci here.

We’re shaking things up today with Helen Fanucci, CEO and Founder of Pipeline Power, taking the reins as our host. Helen engages Chris Beall in a thought-provoking exploration of dormant leads – those overlooked opportunities that could be gold mines for your business. Chris reveals a startling statistic: “91% of $18 billion is wasted” on leads that never get a conversation. This episode uncovers how this massive waste could be your next big opportunity. Helen and Chris dissect the challenges of following up on inbound leads and discuss innovative strategies to breathe life into these sleeping giants of sales potential.

Some of the key points covered in part 1 of this conversation include:

  1. Definition and origin of dormant leads
  2. Statistics on conversation coverage for inbound leads
  3. Importance of quick response times to inbound leads
  4. Comparison of web form submissions vs. inbound phone calls
  5. Introduction to ConnectAndSell’s Instant Response and Lead Injection features

In this episode, we get into the heart of human connection with our special guest, Stephen Oommen. From tech giants like Microsoft to the challenging streets of Oklahoma, Stephen shares how he turned adversity into a superpower of empathy and connection. Hear how personal struggles forged a unique ability to relate to anyone, anywhere. Stephen reveals his secrets for authentic engagement in a world of artificial interactions.

Chris Beall unpacks the parallels between Stephen’s approach and the art of cold calling, offering insights that will transform how you view sales and relationship-building. This conversation goes beyond tactics, exploring the impact of genuine curiosity and love for people in both personal and professional spheres.

Prepare to be moved and inspired to reconsider how you connect with others in an age where true human interaction has become a rare and valuable commodity. Join us for this episode: EP244: The Chameleon’s Secret: Revolutionizing Cold Calling and Sales

  • Products
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  • Pipeline Heroes
  • Pricing