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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

32:57

EP179: Conversations Over Headcount: What VCs Should...

Market Dominance Guys ·

2023/05/04

In this episode Chris Beall discusses the common mistakes made by CEOs when seeking funding and how venture capitalists (VCs) make their decisions. Chris explains that VCs are in the business of pattern matching, meaning they compare the characteristics of a company seeking funding to those of successful companies they have previously funded. However, this approach can lead to the exclusion of companies that do not fit the pattern. He uses his own company, ConnectAndSell, as an example, explaining

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18:37

EP178: The Salvage Yard - A Hidden Gem of Silicon Valley

Market Dominance Guys ·

2023/04/19

In this episode, Chris and Corey discuss the collapse of Silicon Valley Bank and its potential impact on the startup ecosystem and the broader economy. Chris explains that the venture capital industry is important for occasionally making an important company, but most of what Silicon Valley funds is R&D for unnamed corporate investors. He thinks debt will become more popular in the future because it has advantages for both parties, and he expects debt to be democratized more. They guys also discuss

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26:59

EP177: The Problem with Correlation in VC-Funded...

Market Dominance Guys ·

2023/04/12

Chris and Corey discuss the dangers of correlation in the tech industry and the impact it can have on valuations. Chris explains how the venture capital industry is focused on headcount as a metric for success, leading to inefficient practices among funded companies. This correlation can create a house of cards effect, where the collapse of one company can trigger a chain reaction that affects the entire ecosystem. They also touch on the pre-chasm state of companies and the importance of finding

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31:41

EP176: Growth, Profitability, and Pivoting in...

Market Dominance Guys ·

2023/04/04

In this episode Corey Frank and Chris Beall discuss the impact of recent market shifts on businesses and the advice they would give to CEOs and CROs to adapt to these changes. With tightening debt and equity markets, businesses must focus on efficiency and go-to-market strategies to maintain profitability. Chris emphasizes the importance of go-to-market efficiency and being disciplined in investing resources wisely. Their guest, Ryan Edwards, Managing Partner at Prospeq, shares his thoughts on the

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10:57

EP175: How ChatGPT Can Improve Sales Enablement

Market Dominance Guys ·

2023/03/29

In this episode of the Market Dominance Guys podcast, Chris, Corey and Helen Fanucci discuss the evolution of the internet, from its early days as a way for messages to move across networks to the democratization of global information through the browser and search engines. They also explore the capabilities of ChatGPT, including its ability to generate email responses and interact with customers using personalized prompts. They highlight the potential of ChatGPT to save time and improve the quality

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23:51

EP174: Boosting Website Traffic with Cold Calls

Market Dominance Guys ·

2023/03/22

Welcome to another episode of Market Dominance Guys! In this third installment of our Road Trip visit series, we join Helen Fanucci and the team at Branch 49 as they discuss trust-building, gratitude, and top-of-the-funnel strategies. Helen Fanucci shares her experiences with cold calls while using ConnectAndSell, adjusting her approach to engage prospects effectively. Her customized calls-to-action cater to each prospect's unique needs, leading to successful completions even when the prospect isn't

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29:27

EP173: What Do a Fitbit and Surfboard Have in Common...

Market Dominance Guys ·

2023/03/15

As our Market Dominance Guys continue this road trip book signing tour with Helen Fanucci, Chris emphasizes the significance of practicing sales conversations in order to become a high-performance salesperson, with the script being the key to unleashing creativity in sales. Helen tells the story of her experience cold-calling using ConnectAndSell, a script, and how it affected her Fitbit. Additionally, Chris talks about the energy transfer that takes place in a sales conversation, and how BDRs need

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22:44

EP172: Intentional Choices: Mapping Out Your Sales...

Market Dominance Guys ·

2023/03/08

In this episode of Market Dominance Guys, author Helen Fanucci joins Chrisand Corey. Helen suggests that when thinking about the first job, you should consider the industry you want to work in, as it can set you up for future success. For instance, sales tech is a great industry for those passionate about sales and technology, while cybersecurity is growing rapidly due to the increasing sophistication of hackers. The importance of building your network is another crucial aspect of a successful

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36:55

EP171: From Cold Calling to AI: How Sales is Evolving...

Market Dominance Guys ·

2023/03/02

In this episode, Gerhard Gschwandtner compares ChatGPT to a painter's palette with an infinite amount of colors, and salespeople are the artists who must decide how many colors to use and when the painting is finished. The hosts discuss the role of technology in sales and how salespeople can use ChatGPT to harness its intelligence to make more informed decisions. Chris describes a practical example of how he used ChatGPT for list creation for a company called Partner Tap. He was able to ask it about

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28:33

EP170: Sales Energy: The Importance of being an...

Market Dominance Guys ·

2023/02/23

Chris Beall and Corey Frank welcome Gerhard Gschwandtner, the CEO of Selling Power and an advocate for non-verbal sales communication. Gerhard emphasizes the importance of being aware of one's own energy, as sales is a transfer of energy. They talk about the challenge of losing cultural underpinnings when not being on-site with customers and how finding the right connections that can help you learn and grow is important in gathering energy. Chris, Corey, and Gerhard's experiences and insights

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39:34

EP169: How ChatGPT is Writing a Book: The AI and...

Market Dominance Guys ·

2023/02/15

In this episode of Market Dominance Guys, Chris Beall, and Susan Finch discuss their experience using ChatGPT to write a book based on their podcast, and the benefits of using AI to create content. They delve into the limitless possibilities of machine learning, natural language processing, and computer vision, and how they are transforming various industries. Chris and Susan also share their insights on the process and the excitement of seeing the AI learn and improve. Chris and Susan talk about

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27:06

EP168: Get Granular to Boost Your Sales Performance

Market Dominance Guys ·

2023/02/08

Welcome to the continuation of a conversation with Hitesh Shah, CTO and CPO of ConnectAndSell. This episode delves into the world of sales and coaching for sales managers. Hitesh shares his experience and insights on coaching by the numbers and how to effectively manage and coach a sales team. Corey and Chris share their thoughts on how to analyze sales data and determine the strengths and weaknesses of individual sales reps. They stress the importance of getting granular with data and looking at it

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26:46

Ep167: The Power of Childlike Curiosity in the...

Market Dominance Guys ·

2023/01/31

So, what's the biggest challenge in sales? Today, the guys have a special guest, Hitesh Shah, CTO and CPO of ConnectAndSell. As Hitesh puts it, it's the fact that we don't like to be sold to. That's why sales is about helping, not selling. And if you want to succeed in sales, you have to understand who your target audience is and what their business problems are. You have to start at the bottom and work your way up, building relevance and trust with each person you talk to. Hitesh says there are two

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31:32

EP166: The Sales Cycle: Lengthening is Not Always a...

Market Dominance Guys ·

2023/01/25

In part two of this series, Barry Trailer, Chris and Corey bring a touch of humor to the conversation on the topic of sales and how it relates to the corporate business world today. Barry emphasizes the importance of establishing and elevating relationships over time, stating that sales isn't about predicting anything but rather bringing people together. He compares the unpredictability of sales to the unpredictability of a baseball game, where even the best players are out 70% of the time. Chris

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27:00

EP165: The Scarcest Commodity in Corporate Business...

Market Dominance Guys ·

2023/01/18

Revealing the scarcest commodity in corporate business, especially in America today, first requires an understanding of how we got there. Today Barry Trailer, Co-founder of Sales Mastery, joins Chris and Corey. He reviews the four levels of process implementation: the percentage of revenue, the target revenue plan attained, the percentage of reps meeting or beating quota, the outcome of forecast deals, and rep turnover. These are real numbers. But higher levels of relationship and higher levels of

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24:26

EP164: The Power of Finesse and the Bullfighter

Market Dominance Guys ·

2023/01/10

In this follow-up to last week’s, “The Theory of Constraints and Ice Cream” Chris reminds us that all talent problems are wrapped up in lots of politics. And it turns out the key to all of this, whether you're like Corey and Chris and your company provides a discontinuous innovation. Something that naturally could bring change too fast or if you are the leader and something needs to change because it's the constraint and it's time to go after it no matter what. If you fail the finesse test, you fail

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25:30

EP163: The Theory of Constraints and Ice Cream

Market Dominance Guys ·

2023/01/04

We've heard the phrase, "Be careful what you wish for..." It's not unlike wanting to build pipeline quickly and how it relates to a kid in an ice cream store. What is the goal? Build as much - eat as much as possible to gain as much success and pleasure as possible. Think of the system of building pipeline like a child who isn't sufficiently mature enough to handle all that ice cream. Belly aches will ensue. So the issue with too much too fast is you can't find the bottleneck anymore. And if you

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23:45

EP162: Science, Silver Bullets and Evaluating Variables

Market Dominance Guys ·

2022/12/28

Scientific methods have a place in sales, whether it is to keep existing customers happy or to continue building the pipeline. David Dulany of Tenbound says, “You create a hypothesis of what your messaging is going to be, and then you run an experiment on it and report on the results of the methodology that you're using, do a little bit more research, change it up, make a new hypothesis, and run the same structure over and over again basically for the rest of your life.” Unless you are willing to

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30:48

EP161: Hiring Pipeline Builders Who Can Build Trust.

Market Dominance Guys ·

2022/12/20

CROs, VP of Sales or VP of SDRs need to be able to persuade like Atticus Finch, write and email like Tarantino, and perform like DiCaprio. You’re actually looking for people to have a decent conversation with somebody that is built on trust and authenticity. You can’t solve that if all you want to do is hire more SDRs. David Dulany continues his conversation with Corey and Chris. He says, “The number one recommendation that I would make if people were asking is do not hire five SDRs First, hire a

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23:43

EP160: Prospecting, Inbound, or Pipeline Problems;...

Market Dominance Guys ·

2022/12/15

How are you tracking your pipeline’s success? If you are only looking at one quarter or two, you are missing the larger picture of the attribution. Most of the results are going to be 3, 4, 5, and 6 quarters later. Is it the SDRs, advertising, phone calls made, or conversations you’ve had? If you wait too long to look at where the pipeline is coming from and where it is weak, you may be behind by an additional three to six months at that point. Companies are cutting back on prospecting teams without

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