EP199: Conversational Alchemy - Transforming Sales in the Age of Cheap Outreach

Prepare for another thought-provoking journey as Corey and Chris are joined by special guest Jim Graf, the CEO and Founder of Kazzcade, a former private equity finance titan turned outreach sales guru. Together, they delve into the concept of "Gresham's Law" – where "bad money drives out good" – and apply it to the world of sales.

In an era overrun by cheap tricks and impersonal outreach, the MDG team explores how these practices can diminish the value of genuine, high-touch sales. With AI and automation flooding inboxes with repetitive and uninspiring messages, Chris, Corey, and Jim examine the phenomenon of how "cheap outreach actually drives out the value of good outreach."

Join the conversation as they discuss the impact of this shift on the art of selling. Can we reverse this trend? Can we, in fact, perform real “conversational alchemy” by transforming mundane interactions into genuine, meaningful connections? This episode offers valuable insights into navigating the challenging landscape of modern sales and cold outreach, where authenticity and real dialogue are held at a premium.

Don't miss "Conversational Alchemy: Transforming Sales in the Age of Cheap Outreach" as it explores the timeless wisdom of Gresham's Law and its relevance in today's business world.

 

Full episode transcript below:

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Corey Frank (00:00):

Here we are with another episode of The Market Dominance Guys, as we inch ever closer to episode number 200, Chris. And as always, I'm here with the Sage of Sales, the profit of profit, and the Hawking of Hawking. Chris Beal. Chris, how are you? 

Chris Beall (00:17):

I'm doing pretty good today, having fun at the Outreach Unleash Conference the last couple of days. And gosh, I'd forgotten how amusing people are when you get 'em in a big herd like that. They're pretty funny. 

Corey Frank (00:28):

Well, we're going to talk a little bit about the trends [00:00:30] and not the most circuitous route to get to B P O and outsourced sales. We have a very special guest, Jim Groff, C e o, and founder of Kaz Kade k a zz kaz cade.com. Jim, welcome to the market Dominance Skies. 

Chris Beall (00:48):

Corey, happy to be here. I really appreciate the invitation. I'm excited, 

Corey Frank (00:52):

And you are also for full disclosure because our attorneys get on this every episode, right? Chris, you are a power user of connected Cell just for the listeners, so they [00:01:00] absolutely know this was not coerced. You're not being compensated for your appearance in any way, shape or form. You were somehow enticed, seduced come on this podcast. And that's all there is really is just the nuggets that come from Chris's words. And that's payment enough though, as it is for me for the last 15, 20 years. I don't know what it's been, Chris, but anyway. Well, let's get right into it. So Jim, you come from a very different background that Chris has some interesting perspective on. You come from the private equity and financial [00:01:30] side of the ledger, but yet you own one of the best B P O sales consulting agencies marketplace over there in Lake Mary in Florida. So how did a finance guy, what left turn where you should have took a right turn to a space like this? 

Chris Beall (01:52):

Yep. I spent my entire life actually in sales from right out of undergrad and then after grad school and I worked for some [00:02:00] great companies that provided just a great foundational B two B sales. Then after grad school, worked for an investment bank where it's a lot of selling. I mean, investment bankers by definition are kind of glorified real estate agents, but my specific role is what's called an institutional broker. And we would