Ceo Sales Insights Masover

CEO Sales Insights with David Masover

 

Here is the full transcript for this episode:

David Masover (00:07):

Hi, I’m David Masover, and welcome to the CEO Sales Insights podcast, where each season we ask one sales-focused question per episode to a top business leader. Today, we’re hearing from Chris Beall, CEO of ConnectAndSell, which enables sales reps to have more conversations with their intended targets than serial dialing, either manual or technology enabled. And our question of the season is, Chris, how important is technology to a high performance sales team, and what’s the one piece of sales tech you would hate to give up the most?

Chris Beall (00:37):

Obviously, here’s the test, take away all technology and see how you sell, you can only sell to your neighbors, right? And that includes if you didn’t even have a car. But the biggest extension technology that lets us sell to everybody in the world is a telephone. The cell phone, I think is the greatest thing that ever happened to sales.

At ConnectAndSell, we like to have a lot more conversations, so I’m sort of fond of my team having 10 times more, so I like that. But my current favorite technology surprised me and it’s a scripting framework that actually takes somebody, that you’re talking to in a cold call, from fear to trust to commitment through a little path of curiosity in about 27 seconds. I actually think that psychological technology is probably more powerful, even than ConnectAndSell, and I’m kind of fond of that little beastie.

David Masover (01:28):

27 seconds to go from, “I don’t know you,” to, “I trust you, I like you, and I want to do business with you.” That sounds pretty powerful.

Chris Beall (01:37):

It’s like a can opener for the human mind. It’s really something.

David Masover (01:40):

So that’s the technology, folks. Chris Beall is advocating the can opener for the human mind. I love that. Chris, that is awesome. Thank you for sharing that with us here today. Now, here at the CEO Sales Insights Podcast, we release these short episodes by the season for your binging pleasure, so if you haven’t subscribed yet, please do so now and we’ll see you next time.