Market Dominance Guys

What does it really take to grow in sales—and in life? In Part 2 of this Market Dominance Guys episode, Chris Beall continues his conversation with Will Post of Branch 49. They dig into what it means to “deepen your bag”—adding tools, sharpening your thinking, and building a future through relentless conversation practice. Will shares his shift in mindset, from just setting meetings to connecting value and asking better questions. Along the way, he offers one powerful suggestion: go outside and ask someone a question. It's not about scripts—it's about starting. This episode is a reminder that communication isn't disappearing. It's evolving—and it's being practiced every day by the next generation of great sales leaders.

In this episode of Market Dominance Guys, Chris Beall welcomes Will Post—rising sales pro from Branch 49, Corey Frank's high-velocity sales team. Will shares what it's like to sit in the ConnectAndSell seat of fire: navigating nerves, building momentum, and ringing the bell with every hard-won meeting. This isn't just about dialing—it's about showing up with your full self: mind, body, and voice. If you've ever been new to sales or coached someone through the steep part of the learning curve, this one's for you. About Will Post: Will Post is a current Grand Canyon University student majoring in entrepreneurship with a minor in finance and economics. He's passionate about sales, marketing, and developing a strong entrepreneurial mindset through GCU's business programs and student organizations. In addition to his academic work, Will serves in the Minnesota Army National Guard, where he's gained valuable experience in leadership, discipline, and teamwork. He's currently exploring sales, marketing, and operations management career opportunities.

Corey Frank and Chris Beall are taking cold-calling to places it's never been before. What happens when you combine the precision of a golf swing with the art of a sales conversation? Our guests Gerry Hill from ConnectAndSell and Josh Smith from CRO Connected decided to find out by creating what might be the world's first golf course cold-calling championship. Armed with ConnectAndSell's mobile app, headsets, and a film crew, these brave souls tackled both fairways and prospect objections simultaneously, creating what Chris Beall calls 'beautiful lunacy.' Whether you're a sales leader looking for innovative ways to engage your team or just someone who appreciates the hustle of trying something absurdly difficult, this episode showcases what happens when you take your craft seriously enough to have fun with it. Imagine the gentle rustling of golf course trees in the background, and join Corey and Chris for a conversation about breaking the mundane mold of B2B sales while navigating literal and metaphorical sand traps.

In today's spontaneous episode of Market Dominance Guys, Chris Beall ambushes (his words, not mine) an extraordinary cold-calling talent: Josh Bowyer, CEO and co-founder of Zint Technology. What unfolds is a masterclass in the art of cold-calling performance, authenticity, and the delicate dance between manufactured delivery and genuine belief. Josh shares how he's booked over 100 meetings in just 4.5 weeks using ConnectAndSell, but the real gold is in his insights about perfecting his cold call 'performance' over thousands of iterations while maintaining authentic curiosity. As he puts it, the key is simple: 'Just don't sound like a dick in the first 7 seconds.' From discussing the impact of AI on sales to exploring the critical balance between scripted performance and genuine belief, this conversation reveals why top performers like Josh can consistently convert cold calls into meetings. Chris and Josh dive deep into how the best cold callers combine theatrical precision with sincere conviction that they offer real value. The episode wraps up with a fascinating discussion about the future of sales in an AI world, including Josh's recent encounter with what he suspects was an AI bot trying to get his insurance renewal date.  Join Chris and Josh for this unplanned but insight-packed exploration of what makes cold calling work at the highest levels. Links from this episode: Zint.io ConnectAndSell Branch 49

Today, we're diving into what can only be described as an AI cold-calling adventure gone slightly sideways - in the best possible way. Chris Beall, CEO of ConnectAndSell, recently attempted to create and test an AI-powered cold calling coach using ChatGPT. What makes this episode particularly entertaining is that Chris couldn't hear the AI's responses during his live demo, but somehow still managed to nail it. It's like watching a master jazz musician improvise without being able to hear the band - and somehow staying perfectly in tune. Here are a couple of links to the articles he makes reference to: https://connectandsell.com/five-sentences-will-change-life-part-1/ https://connectandsell.com/five-sentences-will-change-life-part-2/ If you want the rubrik, contact Chris Beall directly.

Today they welcome Helen Fanucci, author of "Love Your Team" and CEO/Co-Founder of Pipeline Power, for a candid look at why sales coaching fails - and how to fix it. The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Through their discussion, the trio reveals practical solutions, including Helen's upcoming AI-powered coaching platform allowing sales managers to practice difficult conversations in a safe environment. From Branch 49's "finishing school for future CEOs" approach to why cultural transformation must precede digital transformation, this conversation challenges conventional wisdom about sales leadership. Whether you're a seasoned CSO or a newly minted sales manager, you'll gain fresh perspectives on building and nurturing high-performing sales teams through systematic coaching. Link to Free Chatbot tied to Chapter 11 of "Love Your Team." https://chatgpt.com/g/g-67539b3c0c2081918142398d78ac3de9-love-your-team-managing-underperformers

Last time, we peeled back the layers on spotting sales superstars with the Glider.ai crew. Now, in Episode 248, we're rolling our sleeves up and getting our hands dirty with the nuts and bolts of their process. Chris, Corey, Aron, and Anand aren't pulling any punches as they dissect Glider.ai's assessment approach. They're asking the hard-hitting questions: Can we really stamp out hiring bias? Where's the sweet spot between tech and human intuition in sales? And what's next in the evolution of building sales dream teams? Get ready for a no-nonsense deep dive that might just flip your hiring playbook on its head and supercharge your path to market dominance. Listen to this episode EP248: "Crafting Unbeatable Sales Teams: The Competitive Edge in B2B." Catch the first part of this conversation here.

Aron Placencia and Anand Karasi from Glider.ai join Chris Beall and Corey Frank to tackle the perennial challenge of talent acquisition in sales. They're not just talking about finding "good" people – they're on the hunt for true "A players." How do you spot them? What makes them tick? And how can you build a team full of them? From the pitfalls of traditional hiring to the power of curiosity in sales, this conversation pulls no punches. Tune in as they break down Glider.ai's fresh approach to assessing and hiring top talent, and why it matters in today's cutthroat sales landscape. Listen to this episode, EP247: "Uncovering A-Players: The New Science of Sales Talent Acquisition." About Glider.ai Glider AI goes back to our CEO's humble beginnings in India. Dedication, work ethic, and a strong family network enabled Satish to find success. But he saw many others like him, equally capable, struggle and continue to struggle. This catapulted the idea of Glider into flight to create a platform helping hiring teams build their dream team and candidates land their dream job. Visit https://glider.ai.  

Helen Fanucci, CEO and Founder of Pipeline Power, continues her role as host in this illuminating conversation with Chris Beall. We're picking up where we left off, unraveling the mysteries of dormant leads and exploring their untapped potential. This episode delves into what Chris calls "Lazarus leads" - those seemingly dead opportunities that can be resurrected for massive value. As Helen astutely observes, "It's not 16 billion of value. It's 16 billion of wasted ad spend piling up." Get ready for eye-opening insights and innovative strategies that could revolutionize your approach to inbound leads, potentially doubling your Return on Ad Spend. This conversation is packed with game-changing ideas for sales leaders, CSOs, and CEOs looking to transform their sales strategy. Listen to the first half of this conversation here. Listen to all episodes featuring Helen Fanucci here.

We're shaking things up today with Helen Fanucci, CEO and Founder of Pipeline Power, taking the reins as our host. Helen engages Chris Beall in a thought-provoking exploration of dormant leads - those overlooked opportunities that could be gold mines for your business. Chris reveals a startling statistic: "91% of $18 billion is wasted" on leads that never get a conversation. This episode uncovers how this massive waste could be your next big opportunity. Helen and Chris dissect the challenges of following up on inbound leads and discuss innovative strategies to breathe life into these sleeping giants of sales potential. Some of the key points covered in part 1 of this conversation include: Definition and origin of dormant leads Statistics on conversation coverage for inbound leads Importance of quick response times to inbound leads Comparison of web form submissions vs. inbound phone calls Introduction to ConnectAndSell's Instant Response and Lead Injection features

In this episode, we get into the heart of human connection with our special guest, Stephen Oommen. From tech giants like Microsoft to the challenging streets of Oklahoma, Stephen shares how he turned adversity into a superpower of empathy and connection. Hear how personal struggles forged a unique ability to relate to anyone, anywhere. Stephen reveals his secrets for authentic engagement in a world of artificial interactions. Chris Beall unpacks the parallels between Stephen's approach and the art of cold calling, offering insights that will transform how you view sales and relationship-building. This conversation goes beyond tactics, exploring the impact of genuine curiosity and love for people in both personal and professional spheres. Prepare to be moved and inspired to reconsider how you connect with others in an age where true human interaction has become a rare and valuable commodity. Join us for this episode: EP244: The Chameleon's Secret: Revolutionizing Cold Calling and Sales

AI has the potential to revolutionize sales management by providing insights from aggregated conversations, freeing up time for managers to focus on coaching and engaging with their teams more effectively. Chris Beall and Helen Fanucci dive deeper into the evolving world of sales management in the era of AI. They explore how artificial intelligence can revolutionize coaching strategies and provide valuable insights from countless sales conversations. Helen emphasizes that "it's not enough to just give the sellers goals. The managers have to continue to be engaged to get the outcomes expected." Chris and Helen discuss the potential for AI to give managers back time to do their "real job" - identifying and executing on coaching opportunities. They touch on the emotional challenges of leadership, with Chris noting that "the higher up you go in an organization, the more you're emotionally challenged every day." This episode offers a forward-thinking look at how AI can empower sales leaders to focus on what truly matters: developing their teams and driving results in an increasingly complex business landscape. Listen to this episode: AI-Powered Coaching: The Future of Sales Management. Listen to the first part of this conversation. Listen to all episodes with Helen Fanucci as their guest. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this episode, Chris Beall welcomes back Helen Fanucci, founder and CEO of Pipeline Power, to explore the evolving world of sales management and AI-driven insights. Helen shares a startling statistic: "17% of the reps deliver 81% of the revenue," setting the stage for a deep dive into boosting team performance. The conversation reveals how AI, particularly ChatGPT, can revolutionize sales conversation analysis, offering quick and insightful skills assessments. Chris and Helen emphasize the importance of "getting messy with data" and how AI empowers sales managers to focus on critical aspects of their role. They discuss the shift from traditional quota-chasing to strategic market share capture, highlighting the value of early relationship-building in the sales process. This episode offers CEOs and sales leaders practical strategies to leverage AI and data for more effective sales management and market dominance. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this final segment with Brian Perks, Corey Frank, and Chris Beall, the conversation takes a fascinating turn into the human side of data-driven sales. They explore the delicate balance between leveraging advanced AI and maintaining genuine human connections. Brian shares insights on the power of sincerity in sales, while Chris delves into the psychology of risk in business relationships. The trio discusses the evolution of sales from mere territory management to building trust in a world where vendors can make or break careers. They touch on the importance of emotional intelligence in data interpretation and the art of restraint in using information. This episode is a must-listen for sales leaders looking to navigate the complex interplay of technology, data, and human psychology in modern sales. Join them for "The Human Element in Data-Driven Sales: Sincerity, Risk, and Trust." Listen to the full series with Brian Perks here.   Links from this episode: 5x5 Brian Perks on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

In this second episode of a visit with Chris, Corey, and guest Brian Perks they dissect the evolving landscape of data, innovation, and sales in the modern economy. They explore how utility-like standardization is reshaping industries, drawing parallels between electricity and data as foundational infrastructures. The conversation weaves through the challenges faced by innovators, the importance of reasoning in a data-rich world, and the potential for AI to enhance decision-making. Brian offers insights on the future of shared scientific innovation and data resources, while Chris and Corey tackle the complexities of avoiding reasoning errors in high-stakes business decisions. With a mix of analogies ranging from 737 pilots to Wile E. Coyote moments, the trio unpacks why clear thinking is crucial in a world where data utilities can make or break a startup. And just when you think it's all serious business talk, Chris reminds us that sometimes, all an entrepreneur really needs is for someone to walk in with a cold Alaskan amber. It's a deep dive into the world of B2B sales and data strategy that'll leave you pondering - and possibly thirsty. Join us for this episode, “Wile E. Coyote, Data Utilities and Empty Beer Bottles.” Links from this episode: 5x5 Brian Perks on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

Corey Frank and Chris Beall welcome Brian Perks from 5x5, a revolutionary data cooperative. They dive deep into the changing data landscape in sales and marketing, exploring how traditional data brokerage models are becoming obsolete. Brian shares insights on 5x5's innovative approach to data as a utility, emphasizing the importance of data standardization, accuracy, and accessibility. The conversation touches on the challenges of fragmented data across various platforms and how 5x5 aims to solve these issues. The guys discuss the concept of data as a living, evolving entity and the importance of having your copy for innovation. This episode is a must-listen for sales leaders, marketers, and entrepreneurs looking to leverage data for business growth in today's fast-paced, data-driven world. Join them for this episode, “The Evolution of Business Data Transformed From Brokers to Utilities.” Links from this episode: 5x5 Brian Perks on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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 innovators, startup founders, and sales leaders looking to bridge the gap between groundbreaking ideas and market success. Chris breaks down the components of a selling machine, from crafting the perfect offer to scaling operations, all while emphasizing the human elements that drive results. Join Chris for this episode, "The Innovator's Guide to Building a Foolproof Selling Machine." Here's a unique gift from this episode - an outline of Chris' plan for building a sales machine. You'll have to listen to the full episode to get the details, but this gives you a way to follow along: Define the offer: Draw a circle with an arrow pointing right Identify the beneficiary (stick figure) Determine the unit of value delivered Estimate the monetary value for the beneficiary Identify the "flying car" (hard part) of the innovation: Use AI or other resources to find a solution Build a simple version to solve the core problem Address potential objections: Anticipate why conservative buyers might reject the offer Prepare answers to these objections Identify and describe all dependencies - more lines in the circle Generate a usable list of potential customers: Use available data to create a hypothetical list Sort by title and remove obvious false positives Choose a calibrated conversationalist: Use a service like Branch 49 if needed Test the message: Aim for a 5% conversion rate on cold calls Modify the message if necessary Conduct discovery meetings: Close these into reference customers Offer additional support to early adopters Scale the selling machine: Start with one conversationalist, then add a second Continue scaling to groups of eight with proper management Implement follow-up systems: Call those who don't attend scheduled meetings Set up quarterly follow-ups for those not initially interested Refine and segment lists based on interactions Involve subject matter experts (SMEs): Bring in founders or other experts after successful discovery meetings Generate more subject matter experts as needed Develop materials to transmit expertise without constant human involvement  

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 like Branch 49, Chris makes a case for keeping only subject matter experts in-house. He backs his ideas with real-world examples and data, showing how modern technology enables this shift. This episode might just transform how you think about sales team structure and efficiency in the modern business landscape. Join us for this episode, "Goodbye, Sales Department? Chris Beall's Provocative Proposal."

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 being presumptuous and how this impacts your prospects' crucial emotional journey. Whether you're a sales trainer, leader, or CSO, this episode offers fresh insights that could revolutionize your approach to cold calling and discovery meetings. Chris breaks down the true goals of these interactions and provides a framework for achieving them more efficiently. Prepare to challenge your assumptions and discover a potentially game-changing perspective on pre-call research and sales strategy.

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 quality control measures and continuous improvement cycles, Chris offers CSOs, sales managers, and reps a systematic approach to boost conversions and minimize wasted effort. Listen to this episode, "Calibrating Your Sales Machine: Techniques for Optimizing Pipeline Generation." Listen to the full Mental Models series here.

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 "political weapon" to ensuring the guesser has the trust and authority to act. Chris even draws parallels to a batter facing a pitch in the majors, illustrating the split-second nature of these decisions. Whether you're a sales leader or a professional navigating uncertain terrain, Chris's insights on decisive action in the face of uncertainty offer a fresh perspective on leadership and strategy in this episode, “Split-Second Sales: Mastering the Art of the Educated Guess.”  

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, particularly ChatGPT, revolutionize sales operations. He shares practical, step-by-step techniques for using AI to expand your target lists, refine your sales scripts, and challenge your existing mental models. Drawing from his daily use of ChatGPT, Chris offers insights on staying ahead of the curve and avoiding mental ruts. Throughout the episode, Chris examines the balance between embracing new technologies and respecting established business practices, all while focusing on improving your sales effectiveness in an ever-evolving market landscape. Join him for this episode, "Breaking the Spell of 'Do Nothing': AI Tools for the Modern Sales Warrior." Links from this episode: RightBound 5 Sentences That Will Change Your Life Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell  

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 approach in an increasingly competitive landscape.

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 potentially transforming our approach to market dominance. After this glimpse, you won't want to miss the wealth of insights coming your way. 

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 trim off too much. Chris will be your guide as you shape and mold your list, navigating the tricky landscape of false positives and negatives and using conversations as your tools to refine your market-dominating masterpiece. So, roll up your sleeves and get ready to get your hands dirty - it's time to uncover your own David (and no, we're not talking about the statue's abs). Join us for this episode, “Michelangelo's Market Dominance Secret for Sculpting Your List." Links from this episode: Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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 digital highways, there remains a parallel freeway that no one is driving on – one that can only be accessed through genuine, trust-building conversations. Corey and Chris discuss how to manufacture and curate these conversations over time, ultimately leading to market dominance by owning the digital freeway. Join them for this episode, “Navigating the AI-Clogged Digital Highway in Sales.” Links from this episode: Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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 well-educated prospect to the competition. Tune in as Chris and Corey explore how to navigate discovery calls and build lasting trust with your prospects in this episode, “Blowing the Trust: Are you working for your competitor?” Key takeaways from this episode: Blowing the trust built in a discovery call is like working for your competitor. If you rush into a transactional mode, you risk shattering the trust and handing a well-educated prospect to your competition. Trust can be built in as little as seven seconds by demonstrating tactical empathy and competence in solving the prospect's problem. However, trust can be easily lost by trying to sell too quickly. Many sales reps come from "intensity professions" where the default response to a challenge is to push harder. This can lead to reps pouncing on prospects and blowing trust. Senior management should listen to actual sales calls, not just digest boiled-down reports. Hearing the conversations can reveal issues like reps being too hurried or dismissive of prospects. Compensation plans that focus on short-term results can inadvertently encourage reps to work for the competition by blowing trust for quick wins. Modeling behavior is crucial. Managers should treat their team members in the same way they expect reps to treat prospects – not as a competition, but as collaborators. Skilled reps who can navigate the challenges of a conversation are a critical constraint. Coaching and upskilling reps to have better conversations is key. AI and automation can provide short-term gains, but without the constraint of skilled reps, these approaches can quickly saturate and become ineffective, like a clogged freeway. Conversations are the universal currency of sales. Upskilling reps to have high-value conversations is like creating a valuable commodity that can be applied across many situations. Links from this episode: Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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 burned. But he also has some serious wisdom about how to build trust with prospects, no matter where they're from. Tune in to hear about the importance of noticing the little things, playing the long game, and always, always doing your homework. If you're in B2B or SaaS sales, this episode is no joke - you'll come away with some practical tips and insights that just might help you dominate your market. So what are you waiting for? Let's get into this episode, “Laughter Lost in Translation - Navigating Humor in Global Sales.”   About our Guest: Richard Rabins focuses on strategy, accelerating global growth and scaling the organization. Richard also served as CEO of SoftQuad International from 1997 to 2001, when it owned Alpha. In addition to his 30 years with the company, Richard played a key role as co-founder, and served as president and chairman of the Massachusetts Software Council (now the Massachusetts Technology Leadership Council), the largest technology trade organization in Massachusetts. Prior to founding Alpha, Richard was a project leader and consultant with Information Resources, Inc. (IRI), and a management consultant with Management Decision Systems, Inc. Richard holds a master's degree in system dynamics from the Sloan School at MIT, and a bachelor's degree in electrical engineering and master's degree in control engineering from University of the Witwatersrand in Johannesburg, South Africa. He has served on the boards of Silent Systems, Legacy Technology and O3B Networks, and is co-founder of Tubifi www.tubifi.com. Links from this episode: The full series with Richard Rabins here. Richard Rabins on LinkedIn: https://www.linkedin.com/in/richard-rabins/ Company website: https://www.alphasoftware.com/ Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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 parallels between sales and the world of comedy and performance. They emphasize the significance of confidence, vulnerability, and the ability to read your audience to avoid alienating prospects. Join us as we navigate the comedic conundrum of harnessing wit without crossing the line, and discover how to strike the perfect balance for building genuine relationships with prospects. About our Guest: Richard Rabins focuses on strategy, accelerating global growth and scaling the organization. Richard also served as CEO of SoftQuad International from 1997 to 2001, when it owned Alpha. In addition to his 30 years with the company, Richard played a key role as co-founder, and served as president and chairman of the Massachusetts Software Council (now the Massachusetts Technology Leadership Council), the largest technology trade organization in Massachusetts. Prior to founding Alpha, Richard was a project leader and consultant with Information Resources, Inc. (IRI), and a management consultant with Management Decision Systems, Inc. Richard holds a master's degree in system dynamics from the Sloan School at MIT, and a bachelor's degree in electrical engineering and master's degree in control engineering from University of the Witwatersrand in Johannesburg, South Africa. He has served on the boards of Silent Systems, Legacy Technology and O3B Networks, and is co-founder of Tubifi www.tubifi.com. Links from this episode: Richard Rabins on LinkedIn: https://www.linkedin.com/in/richard-rabins/ Company website: https://www.alphasoftware.com/ Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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 seemingly unrelated things emerges as a key aspect of effective humor in sales. So, whether you're a golden retriever enthusiast or just looking to add some lighthearted surprise to your sales arsenal, join us as we explore the art of the ricochet and learn how to turn dead leads into living, laughing, and buying customers. Join us for this episode, “Ricochet Your Way to Sales Success: The Power of Humor.” Richard Rabins focuses on strategy, accelerating global growth and scaling the organization. Richard also served as CEO of SoftQuad International from 1997 to 2001, when it owned Alpha. In addition to his 30 years with the company, Richard played a key role as co-founder, and served as president and chairman of the Massachusetts Software Council (now the Massachusetts Technology Leadership Council), the largest technology trade organization in Massachusetts. Prior to founding Alpha, Richard was a project leader and consultant with Information Resources, Inc. (IRI), and a management consultant with Management Decision Systems, Inc. Richard holds a master's degree in system dynamics from the Sloan School at MIT, and a bachelor's degree in electrical engineering and master's degree in control engineering from University of the Witwatersrand in Johannesburg, South Africa. He has served on the boards of Silent Systems, Legacy Technology and O3B Networks, and is co-founder of Tubifi www.tubifi.com. Links from this episode: Richard Rabins on LinkedIn: https://www.linkedin.com/in/richard-rabins/ Company website: https://www.alphasoftware.com/ Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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 conversations, and Chris Beall, who explains how data gathered from ongoing prospect interactions becomes an appreciating asset. We'll also hear from Jim Graf on the cascading effect of conversations, Ron Brooks on the importance of mastering the art of sales dialogues, and Chris's conversation with Sushee Perumal on the art of "tapping the bells" to find the perfect fit. Whether you're a seasoned sales professional or just starting out, this episode will provide you with actionable strategies for mastering the craft of sales conversations and nurturing long-term relationships with your prospects. We hope you gain a lot of ideas from this episode, "The Conversation Queue - Nurturing Sales Relationships for Market Dominance." Episodes included in this topic-driven collection: EP199: Conversational Alchemy - Transforming Sales in the Age of Cheap Outreach EP85: When the Time Is Right, the Magic Happens EP36: Celebrating a win isn‘t anything, it‘s just preparing for the next thing. EP105: Data & Trust: Your Assets in Market Domination EP179: Conversations Over Headcount: What VCs Should be Counting EP242 - The Minding Your Business Podcast with host, Ron Brooks        

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 outcomes, Chris showcases how AI can help identify the most critical factors influencing pipeline generation and financial success. This eye-opening episode is a must-listen for CEOs, CROs, and CSOs looking to leverage the power of AI to make data-driven decisions and optimize their sales strategies. Join Chris as he delves into the future of sales analytics, revealing surprising findings that could revolutionize your approach to sales training and coaching. Join us for this episode, "Your New Data Analyst BFF Uncovers Surprising Sales Insights. Key points and timestamps from the episode: (00:01:37) Chris Beall introduces the topic of using ChatGPT to analyze sales data and uncover insights. (00:02:39) Chris shares his experience working with ChatGPT to write a book summarizing Market Dominance Guys podcasts in just two days. (00:04:20) Chris discusses using ChatGPT for a pricing exercise at ConnectAndSell, balancing customer ROI and company profit. (00:04:55) Chris explains his plan to use ChatGPT to analyze the correlation between reps' skills and business outcomes. (00:07:37) Chris walks through the process of uploading data to ChatGPT and having the AI analyze the columns and data structure. (00:08:34) ChatGPT identifies key columns relevant to the analysis, including activity metrics, conversion rates, and skill scores. (00:19:49) The correlation matrix reveals that asking for the meeting has the strongest correlation with positive outcomes, while professionalism has a surprisingly low correlation. Keep listening for the analysis results: The regression analysis shows that 24.1% of the variability in direct amounts is explained by the combined skill metrics. The breakthrough score has a significant negative coefficient, suggesting that higher breakthrough scores might be associated with lower direct amounts. Conclusion: Chris emphasizes the value of using AI for rapid, unbiased data analysis to gain insights and make data-driven decisions in sales.

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 future of software development in the age of generative AI, why conversations are the often-overlooked key to unlocking your total addressable market, and how to coach reps effectively by providing immediate feedback. Helen shares her framework for leveraging proprietary data to identify your best opportunities and align resources accordingly. The discussions also examine the challenges of territory assignment and the power dynamics of sales leadership. Shane and our hosts dive into balancing the power of AI tools like ChatGPT with the irreplaceable value of genuine, trust-building conversations. And you won't want to miss Shane's story of how combining the entrepreneurial operating system with AI helped him rebuild his business in record time after previous setbacks. These clips from Chris, Corey, Shane, and Helen will help you learn how to position your organization for market dominance through the right mix of data-driven strategy, technological leverage, and authentic human engagement.    Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell Helen Fanucci on LinkedIn Full episodes for this segment: #10: EP215: Sales Artisans: Thriving Alongside Smart Bots #9: EP216: Conversations, The Kryptonite of MarTech? #8: EP213: Ethical AI Selling - Reality vs Hype #7: EP208: Balancing Relationships and Efficiency in AI Sales #6: EP209: Your Only Product Is the Meeting #5: EP214: The Future of Sales: Balancing AI and Authenticity #4: EP212: Reps Dread It, Managers Avoid It: Coaching #3: EP211: Conversations Convert to Pipeline Power #2: EP210: Sales Targeting Beyond LinkedIn and Navigator #1: EP145: Building Trust Must Always Be Step One

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 attribution, ideal conversation and meeting rates, and optimal prospecting hours per week. Whether you're a sales leader aiming to improve your team's performance or a C-suite executive seeking to understand the economics of your sales efforts, this episode will help you discover how pipeline per rep hour can help you take your company's revenue generation to new heights.

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 explains how Rev's "special purpose AI" leverages vast amounts of data to help reps identify and target their ideal customers, while Chris emphasizes the importance of engaging in trust-building conversations. Corey sees the immense potential in combining Rev's AI targeting with ConnectAndSell's powerful sales acceleration tools to solve the challenge of "Who do I go after next?" Join us for this episode, "Finding the zipper - helpling weasels become top-performing pigs." About Fred Mondragon: Fred, a senior sales and business development executive with extensive experience at SaaS software companies, joined Rev in 2021. He has managed revenue generation channels at numerous successful startups and large companies, including TimesTen, Oracle, and most recently, Medallia, where he set up the channel sales and alliances function from scratch. Fred received his B.A. and MBA from Stanford. Links from this episode: Fred Mondragon | LinkedIn The Sales Development Platform: Find your next best customer | GetRev.AI Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

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 insights on what employers look for in new hires and the skills needed to succeed. The conversation also explores the idea that interviewees are not just looking for a job, but are essentially "hiring" a boss or mentor to guide them through their professional journey. Packed with wisdom gained from years of experience, this episode is a must-listen for recent grads, mentors, and interviewers alike. Join them for this episode, "New Grads: You're the Product, Choose Your Buyer."   Links from this episode: Griffin McGowan on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

Welcome back to the second part of our insightful conversation with Fred Mondragon, where we continue to explore the intricate world of sales intelligence. In our previous episode, the guys discussed the significance of prioritizing fit over intent when targeting potential customers. However, the most successful sales strategies understand that fit and intent must work hand in hand to achieve outstanding prospecting results. Intent data has become an indispensable tool for sales teams seeking to identify and engage with prospects actively looking for solutions to their challenges. By analyzing online behavior, intent data offers invaluable insights into a prospect's buying readiness. When combined with a deep understanding of customer fit, sales teams can unlock the full potential of their prospecting efforts. In this episode, Fred shares his expertise with Chris and Corey on effectively integrating intent data with fit-based targeting to create a powerful, holistic approach to sales. They examine the best practices for leveraging intent signals alongside demographic data, ensuring that you're targeting not only prospects who are ready to buy but also those who are the right fit for your solution. Join Chris, Corey, and Fred as they dive into the fascinating interplay between intent and fit, and discover how this synergy can help you achieve unparalleled success in your sales efforts. Listen to episode 218: Intent, Fit, and the Future of Sales Intelligence."

Is your sales team seduced by intent data, only to end up shadowboxing with poor-fit prospects? In this episode of Market Dominance Guys, hosts Chris Beall and Corey Frank explore a game-changing alternative with guest Fred Mondragon, CRO of GetRev.ai. Discover how "exographics" - AI-powered insights into how companies operate - enable sales teams to efficiently target ideal customers from the very first mile. Learn why fit beats intent when it comes to maximizing sales efficiency and dominating your market. If you're a CEO or sales leader looking to slash wasted effort and turbocharge your prospecting, don't miss this deep dive into GetRev.ai's revolutionary approach. Tune in now and point your reps in the right direction from the start in this episode, "The Seductive Shadowboxing of CRM Data." About Fred Mondragon: Fred, a senior sales and business development executive with extensive experience at SaaS software companies, joined Rev in 2021. He has managed revenue generation channels at numerous successful startups and large companies, including TimesTen, Oracle, and most recently, Medallia, where he set up the channel sales and alliances function from scratch. Fred received his B.A. and MBA from Stanford. Links from this episode: Fred Mondragon | LinkedIn The Sales Development Platform: Find your next best customer | GetRev.AI Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

Corey Frank and Chris Beall share eye-opening insights from their recent marketing conference experience that every CSO and sales manager needs to hear. Chris uncovers a startling truth: nearly all MarTech tools are based on the misguided belief that you can't achieve success by simply calling prospects and having meaningful conversations. He challenges this notion head-on, emphasizing the immense power of genuine dialogue in building trust and gathering valuable information. Our Market Dominance Guys also explore the critical difference between a mere phone call and a true phone conversation, revealing how these conversations can dramatically amplify your downstream marketing efforts. This episode is packed with actionable insights that will help you leverage the power of conversations to dominate your market and drive sales success. Listen to episode 216: Conversations, the Kryptonite of MarTech?

This episode wraps up our conversation with Corey Frank, Chris Beall, and Shane Mahi. Throughout this series, the guys have delved into the profound impact of AI on sales, the evolving role of human expertise, and the transformative potential of AI in reshaping businesses. They muse on the future interplay of AI and the craft of sales. Corey champions niches - and the need to summon specialists. And we, the artisans, must elevate our skills. Chris predicts more earthshaking disruption for software developers than sellers. And Shane sounds warnings that agencies lean heavily on human effort today. Soon enough AI shall permeate their ranks. Our craft endures turbulent seas, yet we shall reach new fortunes with nimble navigation. Mine your own insights from these philosophic titans who've logged countless hours of bold outreach fueled by devotion to their calling. Stay tuned for part 3, where they unveil actionable guidance to navigate what's next for our noble profession. “EP215: Sales Artisans: Thriving Alongside Smart Bots.” Here is the full series. Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell  

The guys are back with sales visionary Shane Mahi as we dive into the vital facets of authenticity, ethics, and trust in the world of sales. As sales leaders, you know these elements are crucial for fostering customer loyalty and closing those pivotal deals. Shane elaborates on how transparency and being genuine have led to exponential sales growth for him over the past months. They also investigate AI's emerging impact and why interpersonal skills remain vital, even with advancing technology. This forward-looking discussion offers invaluable wisdom on steering sales teams through a shifting landscape. Whether you aim to amplify results or spearhead AI adoption, you will gain insight from Shane's real-world perspectives. Join us as we continue unraveling the keys to ethical and successful selling in this next-level episode, "The Future of Sales: Balancing AI and Authenticity." Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell

Artificial intelligence is transforming sales, whether we're ready or not. In this episode, we dive deep on questions sales leaders have about leveraging AI amidst the hype and uncertainty. What's driving adoption? Where can bots add value now vs. someday? We debate ethical considerations and the threat ofReplace human jobs. Our guide Chris and Corey are joined by Shane Mahi, now Chief Partnership Officer at AI startup mega.ai. Shane shares insights from the AI frontlines on what's realistic today and the autonomous sales agent vision of tomorrow. Shane shares the hard-won insights he's gained through making over 650,000 sales calls and landing more than 30 major clients. In this 3-part series, we'll cover Shane's journey along with the role of AI in sales.  Join us for episode 213: Ethical AI Selling - Reality vs Hype Links from this episode: Shane Mahi on LinkedIn MEGA.ai Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell  

We're missing Corey Frank today, but we still have a meaty solo episode for you from Chris. Chris is diving into a perplexing sales practice - coaching cold calls. Perplexing because everyone talks coaching up, yet so few actually do it. He explains why this type of coaching is critical yet so scarce, why both the coach and the call induce fear, and how to actually make coaching work. With compelling examples from golf and hostage negotiations, Chris breaks down the elements of an effective coaching framework. The key - simplify each call into bite-sized pieces and target very specific first failures to drive rapid gains. This episode overflows with accessible coaching advice for sales leaders. Join us for this Market Dominance Guys Episode, “Reps Dread It, Managers Avoid It: Coaching.”

As sales leaders, we're ultimately responsible for revenue growth. In part two of this must-listen episode, Helen Fanucci and Chris Beall reveal how to build an asset that drives results: pipeline power. Learn why phone and conversation intelligence beats guesswork. Discover how to arm your team with the right data to fill your pipeline with serious opportunities. We dive into the critical questions you must ask on every account to accelerate sales cycles. Helen emphasizes that trust builds between companies early on, so executives must engage alongside reps. Tune into part two for tangible tips on avoiding over-strategizing in favor of authentic conversations. You'll pick up tactics to leverage intent signals, stop playing pipeline games, and create alignment around valuable targets. The key takeaway: with closed-loop feedback, your pipeline can become a core competitive advantage that speeds up cycles and boosts revenue. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell  

Building a target account list is the critical first step for any successful sales strategy, yet it remains an overlooked and haphazard process at many SaaS firms. Rather than leave targeting up to individual reps, centralize it to boost efficiency and revenue growth. As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasize in this episode, outdated title-based targeting must give way to responsibility-based keyword searches on LinkedIn and intent signals from job profiles. They delve into common missteps sales leaders make, from over-researching targets to allowing bloated pipelines and territories that hamper productivity. Tune in to learn how to focus your targeting, embrace open territories, have meaningful conversations, and build trust with the right prospects from day one. You'll pick up tangible tactics to scale pipeline and accelerate deals. Listen to the first half of this discussion, Sales Targeting Beyond LinkedIn and Sales Navigator. Links from this episode: Helen Fanucci on LinkedIn Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell    

Closing sales requires trust, and trust is built through conversation. As Chris Beall notes, in B2B, the gateway to ongoing dialogue is the discovery meeting. Yet, too often, sales teams fail to view the meeting itself as the product they are selling. As Bruce Lewolt highlights, sellers must frame their sincere care for the customer's success. This care is best conveyed interpersonally. By securing that initial meeting, the sales rep opens the door to relationship-building. As Jennifer Standish explains, delivery matters as much as content in piquing interest. With the right tonality and empathy, a seller can turn cold calls into warm introductions. James Thornburg and Matt McCorkle build on this idea: the meeting is a gift, saving the prospect time and money. When sellers view appointment-setting as customer service, their conviction carries through. The discovery meeting enables the sales conversation to continue. Building trust starts with booking that first meeting. Join us for episode 209: Your Only Product Is the Meeting. This episode has segments from the following full episodes featuring Matt McCorkle, James Thornburg, Corey Frank, Chris Beall, Jennifer Standish, and Bruce Lewolt.   EP139: Your Product Is the Meeting EP122: Learning to Manage Your Voice Under Pressure EP115: The Enemy of Your Message Is Drift EP113: The Cold-Call Kiss of Death EP108: Sales and the State of Apprehension

In our brave new AI-augmented world, navigating tech integration while retaining that human trust factor remains a tricky balancing act. So who better to provide expert guidance than our sage of sales, Chris Beall? Today our very own ChatGPT steps in as co-host for Corey to pepper Chris across the AI-sales trust landscape. Should we unleash these bots to comb leads? How do we mitigate client skepticism? Does transparency enhance trust? Chris distills hard-earned wisdom on these questions and more. From specific use cases in training and process efficiency to ethical dilemmas around transparency, you'll gain critical insights for smoothly integrating AI without severing those all-important human connections. Chris even gazes into the future, weighing engaging versus alienating roles for our robot friends. Chris offers actionable advice so we can deploy AI judiciously while cementing bonds of respect and rapport. Time to bridge that tech-touch gap in this episode, Balancing Relationships and Efficiency in AI Sales  

Discovery calls are typically auditory-only affairs, but this episode of Market Dominance Guys reminds us that we are physical beings having a full-person experience. As Chris emphasizes, you don't converse with a brain in a jar, so why disconnect your body from the persuasive power of discovery? From micro-prancing, to miming props, to the hepatic value of gestures and pauses, your physical presence profoundly impacts connection, emphasis, and revelation. Body language not only expresses what pure words cannot, but it heightens the musicality and truth-emergence Chris describes as “letting the silence breathe.” So start envisioning your prospects, get your blood pumping, and bring your whole self into alignment with the call. It's time to let your full-bodied discovery create breathing space for truth. What non-verbal techniques will you incorporate next call? Links from this episode: Shawn Sease on LinkedIn Henry Wojdyla on LinkedIn Corey Frank on LinkedIn Chris Beall on LinkedIn Branch49 ConnectAndSell

What's the secret sauce to nailing discovery calls? Is it your intricate questioning strategy? Your ability to build quick rapport? We're exploring an underappreciated element today - the power of tonality.  From a Marine drill sergeant's verbal shock and awe to real estate power players commanding eight-figure deals, our esteemed guests get vocal about vocal dynamics.  Join Chris, Corey, and their guests, Henry Wojdyla and Shawn Sease as they battle assumptions, pregnant pauses, and the occasional restraining order. You'll hear straight from the horse's mouth why tonality eclipses terminology and how losing your cool in discovery can cost you deals. If your team overlooks today's vocal victory tips, you'll condemn them to tone-deaf discovery call defeats. Listen to this episode: Mastering the Art of Silence: How Pauses Can Improve Discovery Links from this episode: Shawn Sease on LinkedIn Henry Wojdyla on LinkedIn Corey Frank on LinkedIn Chris Beall on LinkedIn Branch49 ConnectAndSell

Many a promising startup has seen their lofty dreams dashed on the rocks due to lacking a bridge to cross that yawning chasm, separating early adopters from pragmatic mainstream buyers. Chris has contended with this treacherous chasm across multiple expeditions. Those early adopters feature prominently in startup lore - enthusiastic pioneers who relish new technology, derive career perks from kick-the-tires experimentation and care little about reputation risk. Yet they differ radically from that mainstream majority awaiting pragmatic proof. Chris invites you to draw on the profound insights of Geoffrey Moore (Crossing the Chasm) to help identify those visionary partners, extract maximum value from your earlyvangelists, and ultimately package your technology into a must-have product. Join Chris for this episode, “Finding Your Beachhead Beyond The Chasm.” Reading list from this episode: Out of Crisis - W. Edwards Deming Theory of Constraints - Eliyahu M. Goldratt Crossing the Chasm - Geoffrey A. Moore    

Alex McNaughton continues his visit with Chris to share psychological insights that challenge traditional sales training. As an AI entrepreneur, Alex emphasizes confidence should be the priority when onboarding salespeople, not technique. He advocates first building enough confidence just to "pick up the phone” and draws parallels between sales and coaching - both guide people through "the emotional journey to consider something new." Alex tells his story about overcoming fear in sales and boxing, noting most training overlooks the emotional side. He concludes that "so much sales training, particularly cold calling, is wrong or missing" these emotional components. Alex's perspective as an AI builder brings a unique view on honing the emotional skills crucial for sales success. He advocates pushing sales leaders to transform training to address confidence and psychology first. Join them for this episode, “Confidence Beats Technique in Sales Training.” Links from this episode: Grw.ai Branch49 ConnectAndSell Alex McNaughton on LinkedIn Corey Frank on LinkedIn Chris Beall on LinkedIn