Market Dominance Guys

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EP66: Strategize, Execute, Evaluate, Repeat

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On today’s episode of the Market Dominance Guys, Chris and Corey continue their conversation with Jason Beck, Vice President of Sales at Enerex, by addressing how sales got a dirty name. Chris explains that in ancient times, the salesman met the buyer face to face, but the encounter was usually a one-time transaction. Then, the camel caravan moved on, and if the buyer wasn’t happy with his purchase, there was no one to appeal to for a replacement and no one to lodge a customer complaint with. Ancient sales was a hit-and-run relationship that frequently left a bad taste in the buyer’s mouth about salesmen. But in modern times, the sale is never over, because the telephone and the internet have created an ongoing relationship between sellers and buyers. The modern salesperson needs to understand that you can run, but you can’t hide, which makes it imperative that reps provide value to their customers.

Jason and the Market Dominance Guys segue into a discussion of what type of personalities are best suited to be salespeople and what types should definitely NOT hold this job. The attributes of being pro-active and persistent are touted, as well as the importance of being in sales for the right reasons. As Jason puts it, “If closing the deal at the end of the day isn’t what you live for, then don’t be in sales.”

This team of sales-savvy guys wraps things up with a discussion of the cycle of the sales process for a new product and why it works — as this podcast’s title says — to Strategize, Execute, Evaluate, and Repeat.

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EP65: I’m Not the Salesman Your Mother Warned You About

Market Dominance Guys welcomes Jason Beck

The Market Dominance Guys, Chris and Corey, welcome a new guest this week: Jason Beck, Vice President of Sales at Enerex. Or as Corey dubbed him — the Pied Piper of Retail Energy.

The topic today? What leads to the adoption of a new product or service.

Jason is a big believer in the role of trust in establishing business relationships that will lead to adoption. “Trust is so hard to gain,” he says, “and so easy to lose.” In gaining trust, it’s a two-step program, Jason explains. First, be honest in the claims you make about your product’s value — not as you hope it will one day perform, but as it performs today. And second, find out what your prospects fear most and make sure you and your company are none of those things. If you’re trying to dominate any market, Jason continues, you need to be working toward that tipping point where your initial adopters, whose trust you have successfully gained, will begin vouching for you to your new prospects.

Chris, Corey, and Jason end the podcast with a frank discussion about that dirty word “sales.” They talk about the negative reputation sales acquired and why people fear being sold to. You’ll want to listen in for Chris’ insights about how to turn that frown upside down by shining a brighter light on the necessary role of salespeople in the B2B world. Join us for this episode of The Market Dominance Guys: I’m Not the Salesman Your Mother Warned You About.

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