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PODCAST

Market Dominance Guys

Experience sales thought leadership that leaves you shaking inside with Market Dominance Guys, the definitive podcast for B2B sales excellence. Industry veterans Chris Beall (ConnectAndSell founder/CEO) and Corey Frank (Branch49 CEO) deliver unfiltered insights from decades of sales leadership and market domination experience. Unlock the secrets behind successful cold calling campaigns, and pipeline generation strategies used by top-performing sales organizations. Learn from real

business management

All Episodes

40:28

EP238: The Innovator's Guide to Building a Foolproof...

Market Dominance Guys ·

2024/08/21

In this unique episode of Market Dominance Guys, Chris Beall flies solo to unveil the blueprint for a revolutionary concept: the selling machine. As innovation accelerates and markets expand globally, Chris argues that a systematic approach to sales is not just beneficial—it's essential. He outlines a framework that transforms the traditional go-to-market strategy, making it more efficient, scalable, and cost-effective. Hat tip to Branch 49 and Corey Frank's team. This episode is a goldmine for

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43:13

EP237 Goodbye, Sales Dept.? Chris Beall's...

Market Dominance Guys ·

2024/08/14

In this episode, Chris Beall poses a provocative question that challenges the very structure of sales departments. What if companies didn't need traditional in-house sales teams at all?Sounds radical, right? But Chris takes us on a thoughtful journey through the potential of outsourced sales. From list building to discovery calls, he explores how specialist expertise could revolutionize each step of the process. Using his experience at ConnectAndSell and citing innovative approaches from companies

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46:38

EP236: Why Your Pre-Call Research is Sabotaging Your...

Market Dominance Guys ·

2024/08/08

In this episode of Market Dominance Guys, Chris Beall challenges conventional wisdom about pre-call research in cold calling. Drawing from a recent real-world experience, Chris dives deep into the mathematics and psychology behind sales conversations.Is extensive research before each call truly beneficial, or could it hinder your team's effectiveness? Chris presents a compelling case that might surprise even seasoned sales professionals. He explores the delicate balance between being informed and

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25:34

EP235: Calibrating Your Sales Machine: Techniques for...

Market Dominance Guys ·

2024/07/25

In this episode, Chris Beall gives us a manufacturing-inspired blueprint for supercharging your sales pipeline. Chris breaks down the process into actionable steps, from refining your contact lists to calibrating your sales team's performance. He shares a powerful Excel technique for rapidly improving list quality and introduces the concept of "Flight Schools" to perfect those crucial first 7 seconds of cold calls. By treating pipeline generation as a precision manufacturing process, complete with

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16:41

EP234: Split-Second Sales: Mastering the Art of the...

Market Dominance Guys ·

2024/07/17

In this episode of our Mental Models series, Chris kicks off by comparing sales processes to a manufacturing line, where quality at each step is crucial. But he quickly switches to a meatier topic: the role of "the guesser" in business decision-making. "Time is never our friend," Chris warns as he unpacks why every organization needs a designated decision-maker for those moments when the clock's ticking and information is scarce. He dives into the challenges of this role, from avoiding its use as a

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20:06

EP233: Breaking the Spell of 'Do Nothing': AI Tools...

Market Dominance Guys ·

2024/07/09

In this next episode of our Mental Models series, Chris tackles two critical aspects of modern sales strategy. He begins by examining the 'do nothing' competitor - often your most formidable adversary. Chris uses vivid analogies to illustrate why prospects cling to the status quo, invoking the familiar and ominous warning that 'Winter is Coming.' He then explains how to position your solution as a complementary, hybrid approach rather than a disruptive replacement.Chris then explores how AI tools,

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22:20

EP232: Mental Models - Mastering Strategic...

Market Dominance Guys ·

2024/07/02

In this episode of our Mental Models series, Chris dives into the crucial topic of strategic positioning and the competitive landscape. Chris dissects how to effectively align team mental models, using ConnectAndSell as a real-world example. He explores the concept of positioning against alternatives, emphasizing the importance of complementary strategies and differentiating based on customer mission achievement. This episode offers valuable insights for businesses looking to refine their market

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07:25

EP231: The Mindset Shift - Mental Models and Market...

Market Dominance Guys ·

2024/06/25

In this brief episode, Market Dominance Guys' Chris Beall introduces some intriguing ideas about the crucial role of mental models in achieving market dominance. He touches on how our biases shape these models, the importance of learning over mere execution, and even hints at a mysterious new product born from an AI collaboration. But this is just the beginning - the full exploration is yet to come. Join us next time when Chris and Corey delve deeper into reshaping mental models, aligning teams, and

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31:49

EP230: Michelangelo's Market Dominance Secret to...

Market Dominance Guys ·

2024/06/13

Are you ready to sculpt your way to market dominance? In this episode, Chris Beall embarks on a solo journey to explore the art of crafting your perfect target list. He's also apologizing to you for glossing over this essential aspect of your sales strategy, and now he's determined to make things right. Just like Michelangelo's David, your ideal market is hidden within a huge block of data, waiting to be unveiled. But unlike marble, this data is more like clay - you can always add a bit back if you

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31:59

EP229 Navigating the AI-Clogged Digital Highway in Sales

Market Dominance Guys ·

2024/06/05

In this episode, Corey Frank and Chris Beall explore the power of conversations as the key to thriving in a future sales market increasingly clogged by AI. As digital channels become oversaturated and ineffective, the skilled rep emerges as the crucial resource, capable of navigating the uncrowded paths to success. Chris emphasizes that the robustness of results always sticks to where there is a constraint of nature, and in sales, that constraint is the skilled rep. While AI continues to congest the

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24:31

EP228: Blowing the Trust: Are you working for your...

Market Dominance Guys ·

2024/05/30

In this episode of Market Dominance Guys, Chris Beall and Corey Frank dive into how sales reps can inadvertently end up working for their competitors by blowing the trust built in the discovery call. When a prospect agrees to a meeting, they're extending trust. But if the rep rushes into a transactional mode, focusing more on their own agenda, they risk shattering that trust. Chris emphasizes that once trust is broken, it's nearly impossible to regain, and the rep may have just handed a

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24:06

EP227 Laughter Lost in Translation - Navigating Humor...

Market Dominance Guys ·

2024/05/21

You know what they say about humor in sales? It's like playing with fire. You might warm up the room or burn the whole deal down. In this episode of Market Dominance Guys, Richard Rabins, Chris Beall, and Corey Frank get into the weeds about using humor across different cultures.Can you just translate your best one-liners and expect them to land in Japan or Germany? Think again. Richard has some stories about navigating the global sales landscape and is not afraid to admit where he's crashed and

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18:59

EP226: Crossing the Punchline: The Risks of Overdoing...

Market Dominance Guys ·

2024/05/15

In the second part of our conversation with Richard Rabins, CEO and Co-Founder of Alpha Software, we delve into the delicate balance of using humor effectively in sales. Chris Beall shares insights on guiding prospects through emotional transitions, from fear to trust, using the power of laughter and surprise. However, the discussion also explores the risks of pushing humor too far and the importance of knowing when to rein it in. Richard and Corey examine the idea of teaching humor, drawing

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25:15

EP225 Ricochet Your Way to Sales Success - The Power...

Market Dominance Guys ·

2024/05/09

In this episode, the guys explore the art of ricocheting your way to sales success. Chris Beall and Corey Frank are joined by Richard Rabins, the CEO of Alpha Software, to discuss the power of humor in disarming prospects and humanizing interactions. As Richard shares his personal anecdotes about leveraging laughter to close deals, the group delves into the age-old question: can humor be taught, or is it an innate skill? While confidence plays a crucial role, the ability to notice and connect

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19:03

EP224: The Conversation Queue - Nurturing Sales...

Market Dominance Guys ·

2024/05/02

Welcome to a special episode of the Market Dominance Guys podcast, where we dive deep into the power of nurturing relationships through multiple conversations over time. In a world where many salespeople focus on quick wins and low-hanging fruit, our guests today reveal why playing the long game is the key to achieving true market dominance.Join Corey and Chris while they explore the insights of sales experts like Marc Hodgson, who shares his strategy for building a massive queue of relevant

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39:29

EP223: ChatGPT: Your New Data Analyst BFF Uncovers...

Market Dominance Guys ·

2024/04/25

In this solo episode of Market Dominance Guys, Chris Beall explores the potential of AI-powered data analysis using ChatGPT. Chris demonstrates how this cutting-edge technology can uncover valuable insights from complex sales data in a matter of minutes, a process that would typically take a human analyst days or even weeks. By utilizing ChatGPT's Data Analyst feature and uploading data from ConnectAndSell, he's able to quickly examine the correlations between sales reps' skills and key business

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32:19

EP222: Q12024 - Top Insights on AI, Authentic...

Market Dominance Guys ·

2024/04/17

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 landscape of go-to-market strategies, data-driven targeting, and the impact of AI on authentic human connection. You'll hear eye-opening insights on the

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30:22

EP221 - Pipeline Per Rep Hour: The Ultimate Sales KPI

Market Dominance Guys ·

2024/04/09

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 dominance program. He breaks down the different types of

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27:40

EP220: Finding the zipper - helping weasels become...

Market Dominance Guys ·

2024/04/02

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 the weasel suit," transforming weasels into top-performing pigs. Fred

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35:00

EP219: New Grads: You're the Product, Choose Your Buyer

Market Dominance Guys ·

2024/03/28

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 the valuable lessons he's learned, while Chris and Corey offer

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