Market Dominance Guys

Welcome to this special Market Dominance Guys compilation episode featuring highlights from some of our most downloaded episodes in the first quarter of 2024.

In these segments, Chris Beall and Corey Frank are joined by expert guests Shane Mahi and Helen Fanucci to explore critical topics for sales and marketing leaders navigating the evolving lan...

In this solo episode of Market Dominance Guys, Chris Beall unveils the ultimate sales KPI: pipeline dollars generated per rep hour. This metric is a game-changer for CROs, CFOs, and CEOs looking to optimize their sales efforts and drive business growth. Chris explores the importance of measuring and maximizing this KPI, sharing insights from ConnectAndSell's own data and revealing the significant potential of a well-executed market...

Corey Frank and Chris Beall are once again joined by Fred Mondragon for this final segment from their visit. In the first two episodes with Fred, the guys covered the topic of The Seductive Shadowboxing of CRM data - Fit vs. Intent, Then the other side was discussed - Intent, Fit and the Future of Sales intelligence.

In this final segment, the trio explores how Rev's AI-powered platform is helping sales teams "find the zipper in th...

In this episode of Market Dominance Guys, Chris Beall and Corey Frank are joined by special guest Griffin McGowan, a recent college graduate navigating the world of sales job hunting. The trio delves into the challenges and opportunities faced by young professionals seeking to launch their sales careers, with a particular focus on the crucial role of mentorship. Griffin shares his experiences interviewing with various companies and...

Welcome back to the second part of our insightful conversation with Fred Mondragon, where we continue to explore the intricate world of sales intelligence. In our previous episode, the guys discussed the significance of prioritizing fit over intent when targeting potential customers. However, the most successful sales strategies understand that fit and intent must work hand in hand to achieve outstanding prospecting results.

Intent...

Is your sales team seduced by intent data, only to end up shadowboxing with poor-fit prospects? In this episode of Market Dominance Guys, hosts Chris Beall and Corey Frank explore a game-changing alternative with guest Fred Mondragon, CRO of GetRev.ai. Discover how "exographics" - AI-powered insights into how companies operate - enable sales teams to efficiently target ideal customers from the very first mile. Learn why fit beats i...

Corey Frank and Chris Beall share eye-opening insights from their recent marketing conference experience that every CSO and sales manager needs to hear. Chris uncovers a startling truth: nearly all MarTech tools are based on the misguided belief that you can't achieve success by simply calling prospects and having meaningful conversations. He challenges this notion head-on, emphasizing the immense power of genuine dialogue in build...

This episode wraps up our conversation with Corey Frank, Chris Beall, and Shane Mahi. Throughout this series, the guys have delved into the profound impact of AI on sales, the evolving role of human expertise, and the transformative potential of AI in reshaping businesses. They muse on the future interplay of AI and the craft of sales. Corey champions niches - and the need to summon specialists. And we, the artisans, must elevate o...

The guys are back with sales visionary Shane Mahi as we dive into the vital facets of authenticity, ethics, and trust in the world of sales. As sales leaders, you know these elements are crucial for fostering customer loyalty and closing those pivotal deals. Shane elaborates on how transparency and being genuine have led to exponential sales growth for him over the past months. They also investigate AI's emerging impact and why int...

Artificial intelligence is transforming sales, whether we're ready or not. In this episode, we dive deep on questions sales leaders have about leveraging AI amidst the hype and uncertainty. What’s driving adoption? Where can bots add value now vs. someday? We debate ethical considerations and the threat of/or replacing human jobs.

Our guides, Chris and Corey, are joined by Shane Mahi, now Chief Partnership Officer at AI startup meg...

We're missing Corey Frank today, but we still have a meaty solo episode for you from Chris. Chris is diving into a perplexing sales practice - coaching cold calls. Perplexing because everyone talks coaching up, yet so few actually do it. He explains why this type of coaching is critical yet so scarce, why both the coach and the call induce fear, and how to actually make coaching work. With compelling examples from golf and hostage ...

As sales leaders, we're ultimately responsible for revenue growth. In part two of this must-listen episode, Helen Fanucci and Chris Beall reveal how to build an asset that drives results: pipeline power. Learn why phone and conversation intelligence beats guesswork. Discover how to arm your team with the right data to fill your pipeline with serious opportunities. We dive into the critical questions you must ask on every account to...

Building a target account list is the critical first step for any successful sales strategy, yet it remains an overlooked and haphazard process at many SaaS firms. Rather than leave targeting up to individual reps, centralize it to boost efficiency and revenue growth. As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasize in this episode, outdated title-based targeting must give way to responsibility-ba...

Closing sales requires trust, and trust is built through conversation. As Chris Beall notes, in B2B, the gateway to ongoing dialogue is the discovery meeting. Yet, too often, sales teams fail to view the meeting itself as the product they are selling. As Bruce Lewolt highlights, sellers must frame their sincere care for the customer’s success. This care is best conveyed interpersonally. By securing that initial meeting, the sales r...

In our brave new AI-augmented world, navigating tech integration while retaining that human trust factor remains a tricky balancing act.

So who better to provide expert guidance than our sage of sales, Chris Beall? Today our very own ChatGPT steps in as co-host for Corey to pepper Chris across the AI-sales trust landscape. Should we unleash these bots to comb leads? How do we mitigate client skepticism? Does transparency enhance tr...

Discovery calls are typically auditory-only affairs, but this episode of Market Dominance Guys reminds us that we are physical beings having a full-person experience. As Chris emphasizes, you don't converse with a brain in a jar, so why disconnect your body from the persuasive power of discovery? From micro-prancing, to miming props, to the hepatic value of gestures and pauses, your physical presence profoundly impacts connection, ...

What's the secret sauce to nailing discovery calls? Is it your intricate questioning strategy? Your ability to build quick rapport? We're exploring an underappreciated element today - the power of tonality. 

From a Marine drill sergeant's verbal shock and awe to real estate power players commanding eight-figure deals, our esteemed guests get vocal about vocal dynamics. 

Join Chris, Corey, and their guests, Henry Wojdyla and Shawn S...

Many a promising startup has seen their lofty dreams dashed on the rocks due to lacking a bridge to cross that yawning chasm, separating early adopters from pragmatic mainstream buyers. Chris has contended with this treacherous chasm across multiple expeditions. Those early adopters feature prominently in startup lore - enthusiastic pioneers who relish new technology, derive career perks from kick-the-tires experimentation and care...

Alex McNaughten continues his visit with Chris to share psychological insights that challenge traditional sales training. As an AI entrepreneur, Alex emphasizes confidence should be the priority when onboarding salespeople, not technique. He advocates first building enough confidence just to "pick up the phone” and draws parallels between sales and coaching - both guide people through "the emotional journey to consider something ne...