Market Dominance Guys

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EP104: The Increasing Atomic Weight of Data

The increasing atomic weight of data

Sales used to be considered a trick done by salespeople, but success in sales today relies more and more on collecting information, analyzing the resulting data, and then using it to finetune your sales department’s approach to prospects. Santosh Sharan, president and COO of Apollo.io joins our Market Dominance Guys, Chris Beall, and Corey Frank, in this first of three conversations about instrumentation that collects data and how careful analysis can help make sense of that data in order to provide guided intelligence to sales teams. Join these three sales-minded experts as they walk you through what to do with all the data you collect in this week’s Market Dominance Guys’ episode, “The Increasing Atomic Weight of Data.”

About Our Guest

Santosh Sharan, president and COO at Apollo.io, a leading data intelligence and sales engagement platform. Previously, Santosh was COO at LeadGenius, COO at Aberdeen, and VP at ZoomInfo.

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EP103: What Do You Do With an Addressable Market?

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Is the goal of each member of your sales team to dominate your company’s market? Or is their goal to make their sales quotas? According to our Market Dominance Guy, Chris Beall, it should be “Dominate or die!” This week, Chris shares with our podcast audience a Selling Power webinar he calls “How to Achieve Market Dominance,” in which he details the steps necessary to do just that: dominate your market! In this first part of a three-part series, Chris defines the terms “market” and “addressable market,” and then goes on to explain precisely what information you need to obtain from your addressable market prospects when you have a conversation with them. Using a clear and organized approach, Chris will lead you to an understanding of this week’s Market Dominance Guys’ topic, “What Do You Do With an Addressable Market?” As usual, you’ll walk away from this how-to guide with insights and strategies to help your company on its way to dominating its market.

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EP102: A Finishing School for Future CEOs

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Driving revenue is what keeps a startup company in the hands of its founders, instead of in the grasp of a venture capital firm. That’s what Canyon Ventures Center for Innovation and Entrepreneurship is all about: teaching founders how to sell their own product or service to get that revenue rolling in. Robert Vera, founding director of this Grand Canyon University center, is proud of the success of the founders he has been mentoring. During this second part of their two-part conversation, our Market Dominance Guys, Chris Beall, and Corey Frank talk with Robert about the importance of his program. “It’s only by selling that we learn how our business is really working,” explains Chris. Those selling conversations with prospects give startup founders the information necessary to fine-tune their products and services so they can dominate their market. Here on Market Dominance Guys, we try to do much the same thing: For 100 episodes now, Chris, Corey, and their guests have helped our listeners finetune their businesses so they can dominate their markets. At the end of today’s episode, Chris and Corey applaud a couple of stand-out guests who have generously shared their insights on this podcast. Like Robert Vera’s program, Market Dominance Guys is also — just as the title of this episode states — “A Finishing School for Future CEOs.”

Episodes mentioned by Chris and Corey as two of their favorites:

EP7: Don‘t Make the Spiders Angry

EP75: The Secret of Her Success

EP76: I Heart No Shows!

About Our Guest

Robert Vera is a bestselling author and the founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University in Phoenix, Arizona.

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EP101: Taking a Leaf Out of Branch 49‘s Book

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One of the major challenges of getting a startup up and running is doing a lot of things you don't know how to do. How are you going to learn to do them? Enter Robert Vera, founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University, and today’s guest on Market Dominance Guys. Mentoring a portfolio of 32 startup companies that are beyond the ideation stage, the Center's goal is to accelerate the growth of each company by coaching them, at no cost, in selling their product and generating cash flow. The program’s one caveat? Each company must hire Grand Canyon University students and give them professional sales experience prior to graduation. Our own Market Dominance Guy, Corey Frank, helps to provide that successful selling experience with his company, Branch 49, a sales acceleration software and service that uses AI to score leads, dramatically increasing conversations-to-meeting rates. Intrigued? Find out more about how to grow your startup on today's Market Dominance Guys' episode, "Taking a Leaf Out of Branch 49' book."

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EP85: When the Time Is Right, the Magic Happens

When the Time Is Right, the Magic Happens - ConnectAndSell

The Market Dominance Guys, Chris Beall and Corey Frank, had a meeting of the minds this week with Marc Hodgson of ConnectAndSell, who proudly claims the titles of Sales Headcount Multiplier and Cost Per Meeting Reducer. Chris introduces Marc as a learner, a student of the craft of selling, and a delight to work with. As Chris says, “With Marc there’s no bravado, no sales-jock stuff.” Marc is what’s known as a “long-game player,” spending his work days building relationships with prospects, not pushing for an immediate sale.

 

He credits fellow ConnectAndSell salesperson John Jackson with being his long-player model. As Marc explains John’s sales approach, “[He] talks to a prospect three or four times a year … and when they’re ready to buy, they buy from John.” The phrase, “Conversations matter,” is the basic tenet of ConnectAndSell, and Marc explains his adoption of it this way: “It takes time to build relationships. I have that core belief that there’s going to be value in the conversation. We’re going to learn together.” You can learn more about being a long-game player in this week’s Market Dominance Guys’ episode, “When the Time Is Right, the Magic Happens.”

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EP84: The Best Frog-Kisser for the Job

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On our podcast this week, our Market Dominance Guy, Chris Beall, is flying solo with an episode about selecting the best SDR to have discovery conversations with senior-level prospects. You might subscribe to the “cheaper cold callers are better” mindset, but Chris presents some well- thought-out reasons to put your money where your telephone’s mouthpiece is. That’s right — once again, Market Dominance Guys is asking you to look at the scary spot — cold calls — and rethink what would work best. Chris’ contention is that people holding senior-level positions are much more likely to respond to and connect with someone who has the same level of experience or background they have.

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EP83: Why Can’t Sales Run Like My Plant?

Why can't sales run like my plant? Mark Roberts, CEO OTB Solutions

In this week’s episode of Market Dominance Guys, you’ll get to listen in on part 2 of the conversation between our own Market Dominance Guy, Chris Beall, and our guest, Mark Roberts, CEO, and founder of OTB Solutions. These two experts hold the same unfaltering belief about the importance of the first conversation a sales rep has with a prospect: they’ve learned that the cold caller has to believe in the potential value of the discovery meeting they are offering in order to be successful at setting that meeting.

Mark works as a consultant with CEOs of manufacturing companies, many of whom have voiced the lament, “Why can’t my sales department run like my plant?” Mark thinks that sales really can be a science. “There are dollars in your data if you know where to look,” he says. So, how do you get a CEO to say, “Oh! Belief really does count!”? Show them the numbers. Chris and Mark know that every time a CEO listens in on his reps’ sales calls during one of ConnectAndSell’s intensive test drives, they can easily discern the difference between reps who believe in the value of the meeting and reps who don’t — just by looking at the conversation-to-meeting ratio. They can see what “good” looks like and how much fun reps have when they are successful. Marks explains it like this: “Belief, worthy intent, and fun change the quality of the rep’s output. These things that sound ‘squishy’ are the bedrock of success.” And bringing market dominance to worthy manufacturers is the bedrock of this episode of Market Dominance Guys, “Why Can’t Sales Run Like My Plant?”

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EP82: Worthy Intent Will Fill Your Funnel

Mark Roberts, CEO and founder of OTB Solutions on Market Dominance Guys

Today on Market Dominance Guys, Chris Beall has a discussion about first conversations with Mark Allen Roberts, CEO, and founder of OTB Solutions. Mark and Chris compare notes on how things were in the “old days” of sales, back in the 1980s when they got started in this area of business. Mark recalls that in the old days, you weren’t allowed to go out and sell until you were trained. Nowadays, though, most salespeople aren’t trained. Many don’t even know the purpose of the call they’re making: Their knee-jerk reaction to getting someone on the phone is to immediately start pitching their product. And so, they totally miss the opportunity to use the first 7 seconds of a conversation to establish trust and, thus, begin a relationship that may eventually lead to setting a meeting or making a sale.

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EP81: Stuck in the Mud or Full of Fantasy

Gregory Smith SPARXiQ 3rd part of the interview

Welcome to another episode of Market Dominance Guys with Chris Beall and Corey Frank. Today, our guys continue exchanging ideas with Gregory Smith, Vice President of Strategic Accounts and Partnerships at SPARXiQ. In this third part of their discussion, they talk about the view from a CEO’s desk. Chris, who is himself a CEO, thinks that most chief executive officers’ view of their company is often skewed by the remove at which they look at its operations. As he puts it, “They tend to be either stuck in the mud or full of fantasy.” Greg and Chris then reveal that they are both true believers in C-level staff getting out on the frontline and experiencing the jobs their employees do.

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EP80: Why “the Why” Is So Essential

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In this Market Dominance Guys’ episode, Chris Beall and Corey Frank continue their conversation with Gregory Smith, Vice President of Strategic Accounts and Partnerships at SPARXiQ. They’re talking today about talent acquisition and development, which Greg says is about 60–80% of most companies’ expenses — and could be one of the significant reasons why some businesses don’t grow. He believes that a company is only as good as their people and the way their people treat customers. With the goal of inspiring his own team to reach for that high customer-service bar, Greg explains his approach in this way: “I’m a coach, I’m a mentor, and I appropriate the resources my team needs to be rock stars.”

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