All Episodes

September 16, 2020 28 mins

The theory of constraints dominates the world of business, and yet it tends to be ignored by almost everybody in business for a pretty simple reason: it's politically unpalatable. The theory of constraints says your business is a system, and every system has one and only one constraint.

And that's the only thing you should be working on right now: understanding that constraint, characterizing it, coming up with an investment thesis, making the investment, or observing the results of the investment. The investment is something like better cycle time, increased throughput, more units that are doing the work, or better quality. Those who employ this practice will dominate markets.

----more----

What we tell you here at Market Dominance Guys is that there’s an environmental constraint on businesses, which is gaining the trust of your prospects. How do you do this? In other words, what’s your investment? Have conversations with them! Do you have to wait till they're ready to buy? No, have the conversations now, and the relationships you create will begin paving the road to trust, which leads to eventual sales.

The main challenge as you narrow your focus down to this one constraint is keeping all the human beings in your own business happy and willing to allocate enough resources from the business to solve this one constraint issue, one bottleneck at a time. Join Chris, Corey, and Jake Housdon as they discuss this challenge, as well as how to successfully employ the conversation-first investment.

About Our Guest:

Jake Housdon is CEO and co-founder of SDR League, the world’s first esports league for salespeople. 

The complete transcript of this episode is below:

Corey Frank: (00:35)

So welcome to another episode of the Market Dominance Guys with Corey Frank and the sage of sales, Chris Beall, with us today. We are very pleased to have Jake Houston. And Jake, for full disclosure, is Canadian. So we will have subtitles as appropriate. Susan we'll add those where needed; when he uses words like a boot or a lift or whatever else you guys do. So Jake is the co-founder of the SDR league; which we'd like to talk a little bit about today; certainly, which is the world's first E-sports league for salespeople. Something that before I had a bad shoulder 20 years ago, I'm sure I would have participated, right Chris? Chris has kind of gimpy knees, but we were kind of the older guys. Maybe we can come in for an inning or two of relief, but we'll see. We'll leave it to you guys, like you and Ryan and the younger guys, to set the records. All of Chris and our records are in the books.

 

Corey Frank: (01:31)

You and Brian and the new guys will have a little asterisk next to yours. You have weapons like ConnectAndSell and Outreach and everything else to talk to more folks. We had rotary dials, so our fingers are all knuckled up. So before Jake did the SDR league, it was a CRO of an EdTech company and currently your director of SDR development at dialogue. So we're pleased to have you today, Jake, and Chris and I do not have guests on very often. So when we do, certainly expectations are very great, but we know that your reputation precedes you very well, Jake, and I think we would just jump right into it.

 

Corey Frank: (02:07)

As we were talking before we hit the record button, Chris was talking with you, Jake, about the theory of constraints and the series of constraints that's germane to us as salespeople today seems to be the sales reps, rattling the marketing cages and rattling the SDR cages and said, "Hey, where's my leads? Where's my demo's." And then God forbid, we actually fill the top of

Mark as Played

Advertise With Us

Popular Podcasts

United States of Kennedy
Stuff You Should Know

Stuff You Should Know

If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.

Dateline NBC

Dateline NBC

Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com

Music, radio and podcasts, all free. Listen online or download the iHeart App.

Connect

© 2025 iHeartMedia, Inc.