Podcasts about connectandsell

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.

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, 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."

No matter how long you've been in sales, chances are you sometimes face cold calls with apprehension.(It happens to the best of us.)If you're ready to learn strategies to overcome the hold this anxiety has over you, you won't want to miss this show.Watch and learn simple, actionable techniques you can practice to build a more self-assured approach to calls that get the results you want.You'll Learn:The root cause of cold call reluctanceFear-busting strategies you can implement todayHow to pick up the phone with greater confidenceThe Speakers: Will Aitken, Molly McElgunn and Matthew PutnamIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Jiminny and 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.

Join us in an engaging episode with Chris Beall, the innovative CEO behind ConnectAndSell, as he shares the game-changing approach to revolutionizing sales conversations. Chris takes us through his journey of transforming sales teams' efficiency, making it possible to have more meaningful conversations with decision-makers without the manual hassle. Discover how ConnectAndSell leverages technology to empower sales representatives, providing them with the tools to bypass the tedium of dialing and directly connect with potential clients. This revolutionary platform not only enhances productivity but also injects fun back into prospecting, making it a vital tool for sales teams navigating the work-from-home era. Chris also dives into the core philosophy that drives ConnectAndSell – the belief in unleashing human potential by allowing technology to handle what it does best. With over three decades of experience in software startups, Chris's insights into creating user-friendly, impactful technology are invaluable for anyone looking to innovate in the tech space or improve their sales strategy. Don't miss out on this episode full of actionable advice, stories of entrepreneurial resilience, and a deep dive into how ConnectAndSell is setting a new standard for sales efficiency and success. This show is supported by www.matchrelevant.com. A company that helps venture-backed Startups find the best people available in the market, who have the skills, experience, and desire to grow. With over a decade of experience in recruitment across multiple domains, they give people career options to choose from in their career journey.

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.

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

CEO of ConnectAndSell, Chris Beall joins the show to share his entrepreneurial journey and insights.  Would you rather be Ben Franklin or Genghis Khan?  How can you prevent yourself from falling into the trap of problem solving fever?  And how can you find your sweet-spot as an entrepreneur?  Chris, Cam, and Otis dive into all this and much more on this amazing episode!More About Chris:For most of the past 30 years, Chris Beall has participated in software startups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well — go fast without getting bored — in order to free up human potential. Toward that end, Chris has been involved with Requisite Technology, GXS, Epiance, Qlip Media, Aptara, Cadis, Sun Microsystems, and Unisyn. He is currently CEO of ConnectAndSell, Inc., based in Silicon Valley.Chris BeallLinkedIn: https://www.linkedin.com/in/chris-beall-7859a4/Website: https://connectandsell.com/

In this episode, Ryan concentrates on executing two distinct campaigns for Superhuman, while Kevin focuses on reaching out to sales leaders. One campaign centers around standard outbound call services, while the other is geared toward closed lost leads within the automation and robotics sector.During one of their conversations, Kevin manages to obtain two additional phone numbers, prompting discussions on the best approach for subsequent contact. In another scenario, Ryan follows up with a lead who had previously shown disinterest and was preparing for a flight. He initiates the conversation by inquiring about the trip and transitions into discussing the prospect's business needs. Meanwhile, in another call, Ryan successfully reaches the company's accountant and secures a lead to the sales department. Kevin underscores the importance of waiting on hold only when it leads to a connection with a more relevant contact if the prospect is well-informed about their schedule.Ryan then engages with a client facing overcapacity issues. He inquires about the client's market and client type, although it remains undisclosed. Despite this, Ryan receives positive feedback yet regrets forgetting to request referrals. Both Kevin and Ryan observe the evolving landscape of cold calls, noting a shift towards cold connections via LinkedIn and email in the current B2B landscape. Kevin adopts a double-tap approach in one of the calls. He underscores the importance of avoiding assumptions about negative reasons for missed calls and emphasizes the need to put oneself in the prospect's shoes. At the same time, he advises against excessive follow-ups, which can become counterproductive.In one of his attempts, Ryan encounters voicemail but remains persistent, continuing with his pitch and attempting to schedule a callback. Kevin recommends placing greater emphasis on live calls and mentions the uncertain legality of ringless voicemails, which should be verified before use. Additionally, they highlight the importance of avoiding text messaging when reaching out to B2B contacts.Throughout these cold call scenarios, Kevin and Ryan offer insights into various engagement strategies. They emphasize the need for thoughtful and professional interactions, persistence, adaptability, and the significance of building rapport to understand how to provide value to prospects by navigating their company structure to find the correct contacts. Ryan: "I did not ask for a referral as the prospect was a gate-keeper. I still kept going on with the call because the prospect did ask some questions and usually that is an indication. If the seemingly gate-keeper is asking questions, you should consider: what does that typically say about their knowledge or insight of what is going on in the business? You should figure out their competence even if they are in a receptionist or secretary position, you must understand if they have an insight of where the problems lie within the business."Timestamps: [00:00:52] Introduction about Ryan[00:18:24] Generating leads from empty prospects[00:21:39] Adjusting to the prospect's needs and pivoting[00:30:03] Turning rejection into referrals [00:37:37] Reading and understanding gate-keepers[00:44:25] Adapting and building on unresponsive prospects [00:44:50] Remain prepared to be called back[00:49:00] The use of double taps and triple tapsConnect and learn more about Ryan through this link:LinkedIn: https://www.linkedin.com/in/ryanpereusConnect with Kevin:Kevin Hopp: https://www.linkedin.com/in/khopp/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/

Today's episode of Hopp on Calls welcomes James Buckley. James is a dedicated professional in the field of sales, known for hosting shows as well as public and private events with Sell Better. He is focused on creating content that enhances the sales profession, with the goal to empower salespeople worldwide in order to help them excel and exceed their quotas. With a community of thousands of members, James and his team provide valuable insights and tactics to help sales reps navigate challenges and bring their sales game to the next level.  In this episode of Hopp on Calls, James and Kevin explore different approaches to cold calling and engaging with leads. James shifts his focus from sales leaders to demand professionals, adopting a unique technique called "the survey script" for his calls. Kevin, on the other hand, continues to engage with sales personas. Kevin's first call leads to an unexpected but engaging conversation with someone on maternity leave. He takes the opportunity to build rapport by discussing their shared experiences as parents and plans to follow up in two months. James, in his first call, delves into questions about lead scoring, lead follow-up, and the focus of the sales team. He successfully sets up a follow-up meeting using the survey script technique. Kevin's second call takes an empathetic turn when he discovers that the lead has been laid off. He offers to connect on LinkedIn and provide value beyond his services by connecting the prospect to potential employers.James suggests using social media, like LinkedIn, to follow up with unresponsive leads, while Kevin believes in persistently following up with cold calls. The conversation also touches on the importance of tonality and adaptability in cold calling. Kevin mentions an SDR with a flat tone but excellent personal alignment, highlighting the importance of understanding the target audience. James: "We have something new to offer for demand individuals. I am going to be calling a marketing persona, it is going to be primarily demand folks. The whole idea is going to be that I am going to try a new technique that I learned from Ryan Perris, and he talked to me about the survey script. The idea is that I am going to call demand folks and open up by asking if they have a moment for a quick survey. I will ask them a few questions that lead them down a path where we talk about what we are doing and why we are doing it. I will then attempt to set up a call with our sponsorship director for the next week or the week after, and I am using this language so that they feel no pressure for a follow up call during the next few days." Timestamps: [00:03:15] Introduction to the survey script technique. [00:10:24] The survey script technique in action. [00:17:45] Providing value beyond the close. [00:23:08] Handling soft brush-offs. [00:29:30] How to keep engaging leads that are unresponsive to cold calls. [00:36:05] Every buyer has an ideal seller. [00:41:15] Calling before and after hours. [00:44:50] Remain prepared to be called back. [00:50:58] The importance of local presence. Connect and learn more about James: LinkedIn: https://www.linkedin.com/in/jamessaywhatsalesbuckley/ |Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/

Today's episode of Hopp on Calls welcomes Eric Iannello. Eric is an experienced mentor and practitioner of sales, currently most focused on business development and coaching for GTM positions as well as providing SaaS implementation services.Eric kicked off his sales career working as an outbound agent selling gym memberships. Before he embraced sales for the first time, he would gain his first coaching experience by mentoring clients in rehabilitation and personal training for almost 10 years. Currently Eric is focusing on providing private training and coaching for all GTM positions. Eric's current position is VP of Business Development at The Sales Collective and he is also an involved member of RevGenius.The conversation underscores the significance of having a structured approach to cold calls, leveraging personal connections, and adapting to different situations to achieve successful outcomes in sales.In this sales conversation the difference between the art and science of cold calling is touched upon. Kevin emphasizes the need for a structured approach to cold calls and suggests using a script as a handrail to guide the conversation. The metaphor of a handrail on stairs helps illustrate the importance of having a process to get from the beginning of a call to its desired outcome. Eric is more partial to the adaptive conversation style during cold calling. While he values the use of guidelines and scripts, he believes these are more fit for newcomers in cold calling. The different perception of the cold calling approach leads to valuable insights from both participant's perspectives.Eric leads his calls by emphasizing his expertise in assisting companies with improving their outbound sales processes and generating leads. He mentions his specialization in implementing processes rather than just coaching, and his selling point is the ability to refine outbound structures, inbound processes, and the top-of-funnel approach.Eric: "The necessity of using a script for an outbound agent depends on comfort level and their ability to have a conversation. If they are able to spark up a conversation at a bar with a total stranger, I guarantee that they can rinse and repeat the same process on a phone call. If they are a bit gun shy and need a bit of assistance, then they might need guidelines. I find better success when I don't have guidelines, expectations and lined up processes. I get better conversations and deal structures this way." Timestamps: [00:04:48] The false negative impression.[00:11:17] Letting go of the ego.[00:19:25] Raw cold calling experience.[00:24:00] The way of the dialler.  [00:26:35] Setting up a demo call live.[00:41:39] The magic line of conversation flows.[00:44:40] Using a handrail to close calls.[00:50:00] Science of sales.[00:57:06] Becoming a SaaS killer on the phone.Connect and learn more about Eric through this link:LinkedIn: https://www.linkedin.com/in/eric-iannello/Connect with Kevin:Kevin Hopp: https://www.linkedin.com/in/khopp/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

In this episode, Chris dives deep into the intricacies and pitfalls of sales tooling, questioning the effectiveness of piling on more tools and the notion of an 'Uber tool.' Chris explores the impedance mismatch between the world of sales tools and the neurodiversity of salespeople, highlighting the challenges faced by salespeople who switch attention frequently and the toll it takes on their productivity. With references to a recent Forrester article, an insight into sales conversations, and a sprinkle of Beall's Laws, Chris delves into the complexities of sales processes, the importance of meaningful conversations, and the hurdles of creating a one-size-fits-all tool. Tune in as Chris discusses the present and future of sales technology, neurodiversity, and the search for an optimal toolset.  Join us for this episode, "Decoding the One-Stop Shop Sales Tool."   Full episode transcript below: ----more---- (00:23): In this episode, Chris dives deep into the intricacies and pitfalls of sales tooling, questioning the effectiveness of piling on more [00:00:30] tools and the notion of an über tool. Chris explores the impedance mismatch between the world of sales tools, and the neurodiversity of salespeople. Highlighting the challenges faced by salespeople who switch attention frequently, and the toll it takes on their productivity. With references to a recent Forrester article and insight into sales conversations, and a sprinkle of Beall's laws, Chris delves into the complexities of sales processes and the importance of meaningful conversations. As well as [00:01:00] the hurdles of creating a one-size-fits-all tool. Tune in for a discussion on the present and future of sales technology, neurodiversity, and a search for an optimal tool set. Join us for this episode, Decoding The One-Stop Shop Sales Tool. Chris Beall (01:23): Hey everybody. Chris Beall here without Corey Frank. He's probably available, but it's a Tuesday [00:01:30] afternoon raining here in Port Townsend, Washington. I don't know, I was just in a mood to hold forth on something. So here's the something. I read yesterday, it was a LinkedIn post I believe, that pointed to a Forrester analysis that said basically the number of sales tools keeps going up and sales performance keeps going down. And asking the question, "Are they related to each other?" And [00:02:00] I think the answer is yes, but not for precisely the reasons they stated in the article. So the idea in the article was pretty simple. More sales tools means more stuff that the sales person has got to work with, or is tempted to work with. And it's hard to become an expert at anything at all in this world, actually. Let's face it. But it's particularly hard to become an expert in something that you use occasionally and use a little bit. (02:28): So the idea is, [00:02:30] hey, you're having to jump around from tool to tool to tool. And the suggestion is a one-stop shop that does everything, is going to get the job done. That is, you want one tool to rule them all. And it's interesting. This to me, reminds me of the whole world of enterprise resource planning as it eventually came to be called. And you grew out of a thing called MRP, Manufacturing Resource Planning. And then MRP 2, which was a subtle twist [00:03:00] on all of that, that actually went and closed the loop between outputs and inputs. That is, you were actually talking about making stuff and ultimately maybe even shipping it. I only know about this because I was a architect designer of an MRP 2 system way back when. Which turned into, with a little bit of help, into a distribution management system to run a big automated warehouse full of all sorts of things. Humans and robots working [00:03:30] together. (03:30): And people who know me know I do love my humans and robots working together. Especially if the robots don't have much physical form, if they're just software. That's what we do here at ConnectAndSell, is humans and AI work together to solve the problem of getting a conversation with somebody, which is a positive thing. And getting to ship the right stuff out on an order and not make any mistakes. That was a pretty good one too. So the reason I bring that up is, there was always a dream in the world [00:04:00] of ERP. And that dream has been repeated over, and over, and over in enterprise software land. Folks come up with something and say, "Well it's just ridiculous that we're using general purpose tools." And they will generally point to email and Excel, unless they choose to say it in the other order. And then it's Excel and email. (04:22): And then they might throw in something like, I don't know, Microsoft Word and PowerPoint, or nowadays, some Google tools or other. [00:04:30] And say, "Wouldn't it be great if instead of using this general stuff, we could use specific stuff that was wired together to solve all the problems that are faced by all sellers?" And so these tools come out, first as point solutions doing this, that, and the other thing. And then somebody says, "Hey, let's bring them all together and make something that works for everybody." It sounds marvelous. It really does. It has a problem. [00:05:00] And this I think is one of the problems with tooling in general in the tech space, and much more specifically or in a more profound way, in the sales space. And the reason is, trying to make stuff work together assumes that you know what working is. That is, you know what the inputs are. You know what the outputs are. You know what the transformations are. You know what quality means. You know what it means for [00:05:30] an output to not meet up to standards and have to be sent back for rework. (05:36): You know what customer value actually is. That who gets the value of the thing that you're producing at each step, and how do they realize that value. You know all of that stuff supposedly. And then you can make a system that says, "Oh, I'm going to represent these inputs in a database in this way, or put them on a screen so you can see them. I'm going to maybe animate them so that you can [00:06:00] watch them move, and get an idea of what's going on. I'll give you analytics of pictures that show you what's happening. Lines marching up under the right, or whatever it happens to be. Won't it be great?" It sort of ignores a glaring fact of life, which is we actually tend not to know exactly how things work. I was listening to a conversation today with four extremely smart people, who are extremely deep in their business, talking about [00:06:30] just how one thing works, or how it could work. Which was, "What are we going to do with these inbound leads now that we've changed our ideal customer profile?" (06:42): Now the keywords there are one historical, what are we going to do with...? And then it talks about something in the past. So the past is the past. You can't do anything about it. So the inbound leads come as they are, however that is. Somebody built some system to take care of them. Somebody [00:07:00] built a process to take care of them. That was all full of all sorts of assumptions. It was tuned by experience. And I bet at some point it involved an Excel spreadsheet, regardless of what they might say. So even if it's just for analyzing the outliers, somebody probably extracts data from that thing every once in a while. Puts it in a spreadsheet, takes it through some manipulations. If they're any good, they do something brilliant with a pivot table. If they're not so good, they probably sort [00:07:30] three or four of the columns and leave the other ones unsorted. But they're happy because nobody ever looks at the data anyway. And then, well, everything's just fine. (07:37): The beauty is, the spreadsheet provides a buffer against how things are in the real world, and how you would like them to be or like to report on them. Putting them in different categories, totaling this, that and the other thing. So that buffer is like grease in the machine. It provides lubrication for a [00:08:00] process that is not perfectly well understood. That is, doesn't mesh perfectly. You can never make a machine a physical machine with perfect tolerances. There's always a little scraping going on, a little friction. I used to be a Volkswagen mechanic many, many years ago. And I tell you those things don't run very far, last very long if you run them out of oil. Even though they're pretty precisely manufactured, they're just not that precise. And by the way, when they get hot, they get less precise [00:08:30] because parts swell up. So when you look at processes, and think about them. And think, "Oh, I know exactly what's going on here and therefore I could automate this process." You're probably wrong. (08:44): You're probably ending up with your automation needing to be supported by some kind of a buffering mechanism that allows you to take things that aren't quite described perfectly. "Oh, this particular thing works when we're only shipping boxes [00:09:00] of the size, but now it turns out there's a new product on the shelf and it's in a weird shape box. And it doesn't fit in the pallet anymore. And our process assumes everything goes on a palette in a certain way." Or whatever. Anyway, this is where spreadsheets get involved and everybody throws up their hands eventually and says, "We got to stop running on spreadsheets." Well, if that worked, we would've stopped running on spreadsheets a long time ago. So that's kind of thing number one is, it's really hard to describe [00:09:30] a process, even one in the past. And then there's change. And change is the big deal, and sales processes are very, very prone to changing. (09:42): They're also very, very prone to being executed in ways in the field that are significantly different from the way they're drawn up. They're not like NFL plays, they're more like broken plays. That is, you can put the little chalkboard up there and you can draw X's [00:10:00] and O's, and swoopy lines that show where the wide receiver's going to go. And who's going to legally pick off whom. And all that kind of good stuff. But on the real field, in the world of sales, your opponents are not the other folks. Maybe they are. After all, you have a whole bunch of things working against you. You have time working against you. There's no fixed amount of time. There's no real rules of engagement, although people kind of stylize some of them and go, "Oh, we'll have this discovery meeting first [00:10:30] and then we'll do this demo next." And so forth. (10:33): Those things are all talked about a lot, but there's no real regularity to what I would call the playing field in the world of sales. And so it's hard to describe it digitally, and we end up kind of having to describe it in various ways that work. And out in the field, the motivated salesperson is always going to find something that works rather than do the thing as prescribed. [00:11:00] So that's part of the problem, there's just variability out there in the field. Lots of things are going on. Folks are doing little things, and big things differently from each other. Another problem is that in sales, the actual play that's being run is not the play that's drawn up. It's more like a real play, like drama. Maybe even a musical. I had the privilege the other night of going to sit with some people who are musical theater folks, and listen to them talk about their craft. (11:30): [00:11:30] And I tell you, that is high precision, very athletic stuff. Whose primary principle is, something's going to go wrong, and you the actor, are going to have to adapt to it from your deep knowledge of the story. Well, this is what happens in sales. In every sales conversation, something goes wrong. And by wrong I mean, the other party doesn't quite get what you're talking about, or you speak at the wrong time. Or you say something that kind of makes them bristle a little bit and it wasn't the part where you wanted them to bristle. [00:12:00] Or whatever. You can't predict what the other person's going to do, all you can do is adapt. So while your sales process is trying to figure out ultimately how to get you into a conversation with someone, out of which is going to come a decision. Now, sales does have one beautiful thing going for it. (12:21): There's only one thing that's really happening, which is conversations. And each conversation takes place one at a time. That's marvelous. You're not going to hold [00:12:30] three conversations at the same time, I hope. Please don't do that. And out of it comes a simple decision. What is what we call the next step? That is, do we move forward, or do we disengage? So now we're trying to describe all of this action and getting to the conversation and what happens next and all of this, in some sales tech that assumes that it knows how it all goes together. Susan Finch (12:57): We'll be back in a moment after a quick break. [00:13:00] Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business. So when it's time to really go big, you need to use an uncommon methodology to gain attention, frame your thoughts and employ a successful sequencing that is fresh enough to convince others that your ideas will truly change their world. From crafting just the right cold call screenplays, to curating and mapping the ideal call list for your entire team, Branch 49's modern and innovative sales toolbox offers a guiding hand to [00:13:30] ambitious organizations in their quest to reach market dominance. Learn more at branch49.com. And we're back. Chris Beall (13:46): And the fact is, it sort of can't. So we end up in a jacket that's so to speak, too tight, it doesn't fit us very well. And that jacket starts to feel like a straight jacket. [00:14:00] And then management gets in the position of saying, "Well, you must do X, Y, and Z. You must put this data in the CRM." By the way, CRMs are notable for two things. One is, they explode with fields. Over time, more and, more and, more fields get added. None of these fields tend to be added, very few of them by professional data modelers. They tend to be added by somebody who's just in a hurry to have a place to put something. It's kind of like you have a place, you're trying to set up a picnic. And you don't have enough room on the table, but there's [00:14:30] this stump over there that's been sawed off. And well, it kind of looks like a little table, and it's sort of a pain to get it over near the table. (14:37): But if you sort of roll it over and stand it up, and fiddle with it, you can get it to be kind of like, well, an extension of the table. And you can put potato salad over there, or something like that. So that's what we tend to do with CRMs, is we put stumps and other things around them, extra fields. And even extra, they're called objects or whatever people want to call them, in order to have a place to set [00:15:00] something down so we can come back and get it later. Do we know exactly what it means? We kind of feel like we do, but we don't. And we change our minds over time, and then we change something else. And this is what makes it really hard. We change the players on the field. So the world of sales is kind of like, "Oh, Lipton teabag." They called it flow through. So what's flowing through? People on the sales team tend to be flowing through. They just don't last [00:15:30] long enough that you can really say, "Hey, this person knows exactly how this process works." (15:37): So now you have people who are learning as they go, they're hoping to be able to stay. Or maybe they're already tired of it, and they're looking to get out and go to their next gig. And you're trying to have those people adapt to a system that was built by folks who were basically kind of just trying to make something work in the moment. And so now you have all of this [00:16:00] kind of mismatch going on, but where's the grease? Where's the lubrication? Well, it turns out the lubrication in sales is provided by this oddity called sales compensation by commissions. That, as human beings we'll go to extraordinary steps, extraordinary means, in order to get paid. At least variable pay, they'll do what they need to do. So you have an interesting situation where there's kind of action at the edge. (16:26): There's, "Oh, here's the stump, but instead of putting the [00:16:30] potato salad on it, I think what I'm going to do is move the potato salad off of it. And I'm going to put this pie that is not yet cooked on it. Because later on the oven's going to open up and I can put the pie in." In sales, there's a lot of "later on, the oven's going to open up and I can put the pie in". We're almost always waiting for something over in the customer side. And so now our nice fields, our little stumps we put around, get full of all sorts of manner of things. They get pies, and pickles, and brownies and God knows what on them. [00:17:00] And then you don't know what's what. Meanwhile, the salespeople got to get the job done, because time is not their friend. Everything's running kind of quarter, by quarter, by quarter. They're trying to get the job done. (17:10): And you get this very interesting conflict between the systems and processes, and the execution itself. I guarantee you over time the execution tends to win. And then there's this pushback by the very organized folks who go, "But why is it so chaotic?" And the reason it's so chaotic is it has to actually be adaptive [00:17:30] to a situation that itself is not smooth, no matter how you draw it out. (17:35): So let's add in one more confounding factor. What do salespeople work like on the inside? And I mentioned this before. There's a lot of what would be considered neurological variance, or just the differences among people with how their brains work, how their nervous systems work. Probably their gut microbiome, their biome, their vagus nerve. God knows. We're complex beasts. And some [00:18:00] people are very, very good at calmly reading things and writing them, and so forth. So now I have this system, the sales system, that describes a process. And the way I learn about it is to read about it. And I'm a salesperson, and I don't know if I was the greatest most natural reader. I may have made myself into an okay reader, but it's probably an effort for me to read. And then to pay attention [00:18:30] long enough to what I'm reading to be able to put it into practice, and patiently try whatever I'm supposed to try. (18:38): And by the way, have you ever used a digital system that didn't make you go, "Why did they design it like this? I tried this and it doesn't work. I get this stupid error message." Well, we know that that's the case. Because that's why there's tech support, and tech support is always pretty much overwhelmed. So now I've asked a person whose natural variety, their neural diversity [00:19:00] so to speak, might lead to them away from sit, read, and think, and apply patiently and then deal with it. Toward, "I'm just going to figure out how to make this thing work well enough in order to get onto the next step and away I go." So we have sort of a mismatch between this whole world of sales tools, which tend to be read this, do this, read this, do this, read [00:19:30] this, do this. And how real salespeople tend to be constructed. Which is have a conversation with somebody, do this very athletic, delicate set of things in that conversation in order to maximize the probability of making a good decision with regard to the next step. (19:48): That's their core skill. And that skill is often exercised with what seems like some... I'll admit it, I'm not being clinical here, but maybe some attentional issues. [00:20:00] People talk about hyperactivity and ADD and this kind of stuff. I don't know about those things. I think people use those terms pretty loosely. But I tell you the ability to switch your attention very quickly, and micro pivot in a sales conversation emotionally with your voice, with the words, with your body language. Being able to do that stuff on the spot and do it really well, but not know exactly that you were going to do it one second before. The ability to do that [00:20:30] can be enhanced quite frankly, by having a neural setup that allows you to pay attention to something new very quickly. That's not true multitasking, but it's kind of like flip-flip-flip tasking while you're maintaining focus on the other person. (20:47): So it's very interesting how great salespeople work. They focus strongly on the other person, but they move very nimbly with regard to what might happen next. What might be discussed next. And they're very firm in their desire [00:21:00] or their intention, and their willingness to work toward a good outcome, which is making a good decision as to a next step. So now we give them more tools. So each one of those tools requires switching attention. Hey, that sounds pretty good for somebody who switches attention a lot. But switching attention to something that isn't that easy, which is reading and understanding and being reminded, "Oh yes, at this point, this is the required field. Oh yes, at this point, at this exception in our sales process, I'm supposed to send this to so-and-so instead [00:21:30] so-and-so. Oh, I need to fill out this here, basically a form." It feels like you're filling one out in a doctor's office or something in order to be allowed to go to the next step. (21:41): These things don't line up that well with how salespeople work. And I'm in the business of sales technology, so it's a challenge for us every day. How else are you going to put up the instructions, except by saying read them? So we try to simplify it down to, "Once you've done this once or twice, what do you do? You click on [00:22:00] a list, you click on a button that says sell, and you talk to somebody." At least you're in your element, you're talking to them. But a lot of sales process now works through, "I've got to write an email. I've got to do this. I've got to adapt and text. And I've got to read a lot." And frankly, it's tiring and it doesn't produce results much faster. Who it satisfies are the folks who want to see a very uniform, a very clean description [00:22:30] of a system. And get a lot of clean data out of it that tells them what's going on. (22:35): So there's this mismatch, and in some circles it would be called an impedance mismatch. And therefore the more tools we pile on, the harder it is for somebody to switch among them. And I think this is what the Forrester article was saying is, it's harder to switch among them. And then when we do switch among them, well, it's kind of harder to keep track of what we did. And then it's hard to make them [00:23:00] work together. And we go back and we tend to do rework that's about the tools themselves, and then we run out of time and energy. And that's one conversation, or two conversations, that we could have had that we didn't have. And that drives down the sales results. Because frankly, sales results are driven in time by a flow rate of conversations that are with relevant people, held by skilled people who are trying to honestly determine, "Hey, does it [00:23:30] make sense for us to move forward or not?" (23:31): That is, shall we make a decision of the next step that's either to do something next together, or explore further, or close a deal or whatever. Or back up and disengage. And maybe wait, come back together in some future time. So sales tooling, the more the worse. And I'm not sure that putting it all into one big package solves the problem. Because having one big package actually [00:24:00] solve all the problems, so you don't have to go to your ancillary tools. Your Excels and your emails. Doing that is really hard too, because whatever the big design is for the big one-stop shop tool, probably doesn't fit your people and your process, and what you're selling and your history perfectly. And so it's just a tough area, and people argue about it a lot. And they invest billions of dollars in companies that [00:24:30] have the next thing. (24:31): There are thousands and thousands of sales tools, even just for B2B that have been created. Now, we've been doing our thing for 17 years. So I don't know if that means it works. Or I don't know what conversations, I guess maybe do matter. But it's a pretty tough thing to actually solve either at the level of one big thing, because that one big thing is going to be too rigid. And if it's not too rigid, by the way, it's programmable. And if it's programmable, it may as well be a spreadsheet. Or [00:25:00] a whole bunch of little things working together which scramble the attention of the rep. They have to keep learning stuff. And it actually causes them to go get another job faster, and to underperform in the meantime. So those are my thoughts on this topic. That Forrester article, I thought was excellent, but I think it didn't quite get to the whole thing. (25:20): It basically got to one part, which is, "Hey, the complexity, the switching cost, the paying attention is tough." But it didn't really get to [00:25:30] sort of the other thing. It sort of suggested, "Hey, if we had one big über tool, then it'd be great because people don't have to switch around." It didn't address the fact that that thing's going to have to be programmable in some sense. And I have a law, I don't know which of my laws it is. Beall's Law, there's a ton of them. Remember my first law, the smartest person in the room gets to fix the other person's network. That's the first law. But this law goes something like this. As soon as something is [00:26:00] sufficiently configurable to solve a problem that you didn't anticipate, it is sufficiently programmable that you'll spend all your time debugging it. And very little of your time using it. So with that Chris Beall, Market Dominance Guys, and happy hunting out there.

Today's episode of Hopp on Calls welcomes Antoine Marsden. Antoine is a seasoned practitioner within the world of sales with an extensive background in outbound sales. Having started off his career as a sales rep, Antoine has amassed experience spanning over 18 years in various sectors. The guest is the founder of OutboundWorx, an agency focused on outbound sales betterment and improving GTM strategies.In this episode, the trifecta of success is emphasized: people, process, and technology. The cornerstones of this approach are effective training, well-defined processes, and technology integrations. Technology, in particular, is highlighted as a crucial tool to enhance productivity, likening outbound sales without integrated tools to manually pushing stones compared to an automation-assisted approach. The significance of contextual conversations and building rapport is also underlined in this episode. Conversations that resonate with prospects should be reactive, yet they should still be crafted with the aid of contextual scripts. The goal of this approach is to build genuine conversations in which the SDR is able to adapt to objections.This episode's conversation also stresses the importance of gaining experience through countless calls as the key to mastering cold calling. Additionally, the concept of "false negatives" is also introduced, diving deeper into how to pitch prospects that aren't prepared for a full on conversation. Kevin: "Learn to cold call in a way that you would like to be called and approach your leads in a manner that you would actually respond to as well. If most outbound SDRs would adopt this approach to all of their outbound communication, it would impact the way that most people are communicating via direct messages, emails and even larger scale campaigns."Timestamps:[00:06:55] The golden rule of outbound.[00:15:25] Building rapport through callbacks.[00:22:50] Getting at-ease in cold calling.[00:28:35] Everyone has your number.[00:34:10] Acknowledge when to stop speaking.[00:39:20] Call early and call often. [00:49:10] Outbound conversation flow.[00:52:07] The "false negative pitch approach.[00:54:25] Process structure for the follow-up strategy.Connect and learn more about Antoine through this link:LinkedIn: https://www.linkedin.com/in/antoinemarsden/Connect with Kevin:Kevin Hopp: https://www.linkedin.com/in/khopp/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

In this episode, Chris Beall, CEO of ConnectAndSell, discusses various challenges faced by B2B sales leaders in the modern business landscape. With Corey Frank, CEO of Branch49, absent from the co-host chair, Chris invited ChatGPT to take a seat. He starts by introducing the idea of asking ChatGPT about challenges in B2B sales. He touches on the challenge of coaching sales reps, particularly their first failure points in conversations. Chris explains how technology, such as the one developed by Symbl.ai, can help identify these first failure points and support reps in improving their performance. Chris stresses that addressing these challenges requires a combination of strategic thinking, technological proficiency, people management skills, and deep industry understanding. Some of the challenges covered include: Adapting to Technological Change Understanding Customer Needs Compliance and Regulation Maintaining Quality Lead Generation Managing Sales Team Performance Pricing Strategies in a Competitive Market Cultural and Geographical Differences Integrating Sales with Other Business Functions Economic Uncertainties

Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with prospects. Beall explains how market dominance and the humble cold call are connected. His prospecting philosophy requires the salesperson to build trust and demonstrate curiosity, master the first few seconds of the conversation to create emotional buy-in, and avoid triggering psychological reactance. By breaking down the conversation and practicing each part in training, sales reps can improve their skills and conduct more successful sales conversations. Chris Beall connected the dots between market dominance and the potential impact of a humble cold call. Calibrated callers are comfortable using a psychological framework, playful curiosity, and confidence to create a clean read from potential customers and insist on a meeting. The seven-second rule is a technique for building trust in a cold call by demonstrating tactical empathy and competence to solve the problem of the caller being an interruption. The risk of B2B sales is a career risk, not a financial risk. B2B salespeople are necessary because buyers risk their careers when making buying decisions. Salespeople must gain the trust of potential customers to become the expert and be on their side. Sales reps must be able to make a clean read of a potential customer, understand their needs and interests, and provide value. Handle objections in a delicate and curious manner, stick to your guns, and position yourself as an expert to establish trust quickly. Gain Your Prospect's Trust In Seven Seconds Cold calling is still one of the most effective ways of reaching potential customers, but it can be a daunting task for many salespeople, especially when you don't know where to start. To start a conversation, we need to gain someone's trust. Without trust, they won't listen to us, and we won't get far. When we make a cold call, the person we're speaking with only wants to end the conversation while keeping their self-image intact. If they didn't care about their self-image, they would just hang up. So we have a small window of opportunity to gain their trust— just seven seconds. In those seven seconds is to help the other party see that we see the world through their eyes. We call it tactical empathy. Secondly, we need to demonstrate to them that we're competent in solving a problem they have right now. Their problem could be me, but I can always offer to go away in exchange for something. You want them to listen to you, so you make that offer. For example, you might open the call with a statement like: "I know I'm an interruption. Can I take 27 seconds to tell you why I called?" By saying this, you're self-indicting right at the beginning. That's what the other party is already thinking about you. You beat them to the punch. As a seller, it's essential to establish trust with your audience, especially in B2B sales. Eventually, they have to trust you more than they trust themselves and view you as the expert. This is why the first seven seconds are crucial in establishing trust with your audience. Do it wisely, and they will trust you forever, but try selling to them, and you'll lose their trust in an instant. Then comes the pitch: "We've made a breakthrough that eliminates the waste and frustration that hinder your best sales reps from being effective on the phone. My call today is to request 15 minutes of your time to share this with you. Do you have your calendar handy?" Sounds easy, right? But it's not. The waste is economic, and the frustration is emotional. That's because frustration triggers the part of our brain that causes us to lash out. Be careful not to trigger anger and instead, use a tone of voice that shows you understand what frustration mean...

Todays episode of Hopp on Calls welcomes Jordan Crawford, Founder of Blueprint. Jordan and Kevin discuss the importance of a strong intro and how it can set the tone for a successful cold call. Jordan shares his idea of incorporating hype videos into cold calling to make it more engaging. Jordan talks about the mission of Blueprint, which aims to solve the challenge of accessing the same data in sales. A big theme discussed in this episode is how to correctly measure the efforts of your outbound sales team. While it's easy to rely on activity metrics to gauge the productivity of your team, it's really not an effective way to look at your teams performance. Instead, focus on the metrics that matter - like connection rates, elaborate conversation, and of course - high quality meetings booked.HIGHLIGHTS:[00:02:03] Blueprint's approach to outbound.[00:04:30] Sorting market by more pain.[00:08:01] Putting people in better positions.[00:13:05] Kevin's name popularity.[00:16:47] The importance of warm leads.[00:18:33] Mindset of abundance in sales.[00:22:00] Automating go-to-market strategy.[00:26:43] Phone call engagement strategies.[00:30:08] Blocked phone numbers.[00:33:27] Metricizing cold call success.[00:36:00] Completions and productivity.[00:40:59] Sales development and outbound strategies.[00:43:07] Cold calling in job descriptions.[00:46:34] Three types of target audiences.[00:49:10] Everyone loves to buy.[00:52:09] Cold calling and niche markets.[00:57:27] Why them? Why now?Connect and learn more about Jordan through this link:LinkedIn: https://www.linkedin.com/in/jordancrawford/Connect with Kevin:Kevin Hopp: https://www.linkedin.com/in/khopp/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/

In this episode of The Call Guys Podcast, Jacob Tuwiner, a sales development representative at ServiceBell, discusses his cold calling experiences and strategies. Jacob shares his insights on the importance of having a strong sales process. They also share the benefits of using tools like Connect and Sell for live conversations. He also provides tips on how to handle objections and navigate challenging sales calls. Throughout the episode, Jacob demonstrates his cold calling skills by making live calls and booking meetings with potential clients.Key Takeaways:Having a strong sales process is crucial for building a high-performing outbound sales team.Using tools like Connect and Sell can significantly increase the number of live conversations with prospects.Asking a prequalification question early in the call can help filter out prospects who are not a good fit.Being biased towards action and not getting too caught up in the research can lead to more productive cold calls.It's important to be adaptable and willing to pivot the conversation based on the prospect's responses.Quotes:"Teams that use Connect and Sell average five to ten times more live conversations every day with their prospects." - Kevin Hopp"The more time you put into your process, you will see it net out in your conversion rate." - Kevin Hopp"If they say no and you do absolutely no work with folks who don't use HubSpot, then throw it in there." - Ronen Pessar"I'm a cold call trainer. I take teams and transform them into cold call ninjas." - Ronen PessarConnect and learn more about Jacob through this link:LinkedIn: https://www.linkedin.com/in/jacob-tuwiner/ Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/ Hone the craft of outbound sales at Cold Calling 101:

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar are joined by Jacob Tuwiner, a sales development representative at ServiceBell, to discuss the art of cold calling and share their experiences and strategies for successful sales development. They emphasize the importance of tonality, friendliness, and confidence in cold calling. Jacob shares his approach to cold calling sales leaders and highlights the importance of having a good list. The hosts also discuss the different types of objections and how to handle them effectively. They provide insights into the mindset and techniques of successful cold callers.KEY TAKEAWAYS:Confidence and tonality are key factors in successful cold calling.Having a good list is crucial for effective cold calling.Brush-off objections should be addressed differently from real business objections.Having fun with cold calls and maintaining a positive attitude can lead to better results.HIGHLIGHT QUOTES"Your list is your strategy." - Jacob Tuwiner"Most communication is vocal, meaning tonality, not verbal." - Jacob Tuwiner"The number one limiting factor of cold call success is you and your mind." - Jacob Tuwiner"Brush-off objections are objections to the fact that you called, not what you said." - Ronen Pessar"Confidence comes from being in a good headspace and having fun with the calls." - Jacob Tuwiner Connect and learn more about Jacob through this link:LinkedIn: https://www.linkedin.com/in/jacob-tuwiner/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/Hone the craft of outbound sales at Cold Calling 101:

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar, the focus is on sales development and building high-performing outbound sales teams. The hosts share their expertise and discuss the importance of cold calling, leveraging channel and partner relationships, and the art of sales conversations. They emphasize the significance of social selling and having a strong presence on LinkedIn. The episode concludes with valuable lessons and takeaways for successful cold calls. The podcast is sponsored by Connect And Sell, a sales acceleration platform.HIGHLIGHT QUOTESThe Power of Sales Conversations. “Cold calling is really about sales conversations. It's dynamic and not just about saying, 'Hi, I sell. Do you want to buy?' It's actually about having that conversation and going back and forth, trying to understand people's businesses.” - Kevin HoppStarting with the Warmest Channel. “When it comes to the multi-channel approach, start with the warmest channel possible. If you've got a channel where you know the person engages, answers their phone, and responds to emails, that's where you want to start.” - Ronen PessarConnect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar, they discuss sales development and the art and science of building high-performing outbound sales teams. They introduce their sponsor, Connect Sell, a platform that enables teams to have more live conversations with prospects. Kevin and Ronen talk about their upcoming cold calls and the types of individuals they will be reaching out to. They also discuss their cold calling bootcamp, a live training program aimed at improving cold calling skills and generating more conversations. The hosts share their personal experiences and insights from their years of cold calling. HIGHLIGHT QUOTESThe Importance of Follow-up and Consistency - Kevin Hopp: “One of the number one problems in sales is that salespeople forget to follow up. It's the simplest thing. Consistency is key. If you're going to try to really get in touch with somebody and have a conversation with them, you have to follow up. You have to call them multiple times over multiple days.”The Three-Tiered Tech Process for Cold Calling - Ronen Pessar: “The process really comes down to three things. We can whiteboard this out a little bit... So this three-tiered layer cake that we're looking at on the board, the bottom is your CRM... In the middle, we do recommend you have a sales engagement platform, SCP... But then on top of it, you put Connect and Sell, which is our dialing solution to take actions to the people inside of our sales engagement platform.” Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/ Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101

Marcia talks with CEO, prospecting expert, & software designer, Chris Beall of ConnectAndSell as he explains that prospecting can be easy when you have the tools. Chris says he's got a sure-fire way to build trust in as little as 7 seconds. Once you have the trust, moving your lead into a prospect, and then to a customer is nothing more than having a conversation with another human. His company works with sales teams to make it as easy as pushing a button with a couple of perfect crafted sentences to get it all started. Chris's company is offering a free test-drive of his push-button software at www.ConnectAndSell.com . He also has a training program called flight school where he teaches his 7 seconds to trust. ================= Marcia and 3 other experts are hosting a business growth panel on Saturday, July 29th from 9 am-11 am PT / noon-2pm ET where they will be sharing 12 strategies to help you avoid the costly mistakes slowing your businesses growth. Register at www.JoinAccelerateNow.com  & use the 75% off discount code "Super" for your $27 ticket. It only takes 1 strategy to change your business and we're giving you 12 to choose from. Register now for bonus material. Please subscribe & ring the bell for reminders about next week's show . ================= About Marcia: She is a business growth strategist helps business owners to double and triple their revenue, profit and the value of their company. In fact, she is able to show prospective clients a clear pathway to profit and an impactful ROI to working with here before hiring her firm. Through her proven Profit Booster™️ strategies, she gets results. Marcia is the CEO of Infinite Profit Consulting and can be found at www.InfiniteProfitConsulting.com Curious or have question. Text her at 949-229-2112. ♾️    

On today's episode of The Call Guys Podcast, we're still on the cold call hype train with Kevin, Ronen, and Jack Knight, who leads SDR BDR teams at Fourth and is a founder of CallBlitz.They cover various aspects of sales, including cold calling, objections, understanding prospects' needs, and overcoming pain points in different industries. The hosts provide insights and strategies for effective communication and share real-life examples from cold calls made to cloud bolt and restaurant owners. The importance of consistency, active listening, and continuous improvement is emphasized throughout the episode. The show is sponsored by Connect and Sell, a platform that enables teams to have more live conversations with prospects. HIGHLIGHT QUOTES Slowing down, having a plan, and continuously improving. - Jack:  “I think one of the things that really separates the way that we teach conversations is the ability to keep the conversation going and not just kind of bowing out at the first “no” or the first “I'm not the right person”. I hope that everybody takes that away as something that they can work on. We had a few things we talked about. I think number one was slowing down. Number two is having a plan. Three is probably working on your lists.” More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/ Find more about Jack Knight:LinkedIn: https://www.linkedin.com/in/dontdialalone/Website: https://callblitz.com/ Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101

On today's episode of The Call Guys Podcast, Kevin and Ronen welcomes Jack Knight, who leads SDR BDR teams at Fourth and discusses his project called CallBlitz. They talk about the challenges of cold calling in the hospitality space and highlight the importance of clean data and smart dispositions. They also mention their sponsor, Connect and Sell, and its benefits for increasing live conversations. Throughout the episode, they share insights from live cold calls and emphasize the goal of starting conversations with potential clients. HIGHLIGHT QUOTES Over exaggeration makes them give you a real answer - Jack:  “I like what you said about a hundred percent though, you, you were like, so a hundred percent of your pipeline is coming from these channel partners. I think that over exaggeration resonates really well with the prospect where they'll come back. And because it was an exaggeration, they'll give you the real answer behind that.” More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/ Find more about Jack Knight:LinkedIn: https://www.linkedin.com/in/dontdialalone/Website: https://callblitz.com/ Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/Hone the craft of outbound sales at Cold Calling 101: https://coldcalling101.podia.com/cold-calling-101

On today's episode of The Call Guys Podcast with Kevin Hopp and Ronen Pessar, Richard Harris, the CRO and Founder of Inside Sales Expert, discusses the tried and true ways to generate pipelines and what "fishing where the fish are" truly means.Richard also discusses the importance and overall impact of having a brand, not just for the company itself but even for each individual sales rep to take hold of their own branding. Even more relevant today, he talks about AI and how it's going to affect sales in the coming years. HIGHLIGHT QUOTESEvery rep needs to have a brand and a presence in sales these days - Richard: " I think that's the challenge that companies don't understand is that you need your reps to have a brand. And they have multiple brands, they have the brand of you as a company, they have the brand of themselves as a rep, the content that they should be writing, if they're writing is content related to their career. Yes, they're gonna get hired away don't pretend like they won't. And maybe some content related to being an expert in the field of what your company does." Find more about Richard Harris:LinkedIn: https://www.linkedin.com/in/rharris415/ Connect with The Call Guys:Kevin Hopp | Ronen Pessarhttps://www.linkedin.com/in/khopp/https://www.linkedin.com/in/rpessar/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/ Hone the craft of outbound sales at Cold Calling 101. 

The guys welcome Ben Sternsmith of Sybill AI delves into the benefits of AI in sales, such as freeing salespeople to be more engaged and focused during customer interactions. Ben shares his experience of being able to concentrate on customer needs without the burden of note-taking or manual follow-up tasks. As Corey, Chris, and Ben explore the possibilities opened up by AI in sales, they discuss the challenges faced by sales professionals and the potential for AI tools to streamline and enhance their work. With tools like Sybill AI and ConnectAndSell, sales reps can offload repetitive tasks and focus on building genuine connections with customers. Join Corey, Chris, and Ben on this captivating episode as they unravel the fascinating world of AI in sales and its potential to reshape the industry in this episode, “Harnessing Generative AI: Revolutionizing Sales Strategies and Results”. Links from this episode: Ben Sternsmith on LinkedIn Corey Frank on LinkedIn Chris Beall on LinkedIn Sybill AI Branch 49 ConnectAndSell About Sybill AI Sybill AI is an AI company that originated as a Stanford project three years ago. The founders, frustrated with the limitations of remote teaching, developed a behavioral AI engine over Zoom. This innovative tool records calls and analyzes body language to determine engagement levels. Leveraging the power of large language models like GPT-4, Sybill AI offers generative AI for salespeople. It automatically generates call summaries, writes AI-powered follow-up emails, and even appends CRM data.  

On today's episode of The Call Guys Podcast, we're still on the cold call hype train with Kevin, Ronen, and Chet Lovegren, the Founder of The Sales Doctor. While waiting for calls to go through, they talk about double dials, when is the best time to cold call, and crafting personalized messages after a call when you have to reach another person from the same company.HIGHLIGHT QUOTESWhy your connect rates are higher at a certain time - Chet: "It's all causation and effect. It's because you're making the most cold calls in that time period. When we had tools that we could look at that, that was exactly the same I go "Wow, we have a 14% connect rate at this time." And then "Oh, look we made 5 times as many cold calls in that hour than we do any time of the day.More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell! https://connectandsell.com/Find more about Chet Lovegren:LinkedIn: https://www.linkedin.com/in/chetlovegren/Website: https://www.thesalesdocrx.com/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101 

On today's episode of The Call Guys Podcast, Chet Lovegren, the Founder of The Sales Doctor, joins our host duo to jump on calls. They catch a few prospects and eventually end up at a learning point on what to do during the first 10-15 seconds of the call and you get met with an objection.HIGHLIGHT QUOTESYou can always weave through the first rejection - Ronen: "Sometimes they'll give you a little bit of window to just get in there and just to ask an additional question or pitch a little bit. People are legitimately busy but typically any objection you hear in the first 10-15 seconds is a brush-off objection. Brush-off objections are the kind of objections that we get usually because of how we sound."Find more about Chet Lovegren:LinkedIn: https://www.linkedin.com/in/chetlovegren/Website: https://www.thesalesdocrx.com/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/Hone the craft of outbound sales at Cold Calling 101:https://coldcalling101.podia.com/cold-calling-101 

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Chris Beall, CEO of ConnectAndSell. Chris discusses the common pitfalls in cold calling and shares tools to overcome those pitfalls and go from fear to commitment in 27 seconds. Episode Highlights: Chris talks about what they do at ConnectAndSell. (7:21) Christ shares tips about public speaking. (11:01) Chris talks about how long it should take to gain trust in a cold call. (15:51) Chris shares how his company can close a sale in 27 seconds. (23:33) Chris states that it is very important to sell meetings. (32:06) Chris talks about the hardest part of selling. (35:33) Chris explains the difference between speaking to someone in person versus on a phone call. (40:23) Chris shares a way to let people know that your time is valuable. (47:16) Chris talks about the right way of developing your personal skills. (50:19) Chirs shares his insight about accountability. (53:50) Tweetable Quotes: “It all comes down to what happens in that human interaction and can you get somebody to go from fear to trust, trust to curiosity, curiosity to commitment? - Chris Beall “They are taught to go for value. Value is death in the cold-calling.” - Chris Beall “I decided to be really frustrated and ego-driven every time I missed one and that made me great. No, it doesn't work like that. Humility is how we learn things.” - Chris Beall Resources Mentioned: Chris Beall ConnectAndSell David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Chris Beall, CEO of ConnectAndSell. Chris discusses the common pitfalls in cold calling and shares tools to overcome those pitfalls and go from fear to commitment in 27 seconds. Episode Highlights: Chris talks about what they do at ConnectAndSell. (7:21) Christ shares tips about public speaking. (11:01) Chris talks about how long it should take to gain trust in a cold call. (15:51) Chris shares how his company can close a sale in 27 seconds. (23:33) Chris states that it is very important to sell meetings. (32:06) Chris talks about the hardest part of selling. (35:33) Chris explains the difference between speaking to someone in person versus on a phone call. (40:23) Chris shares a way to let people know that your time is valuable. (47:16) Chris talks about the right way of developing your personal skills. (50:19) Chirs shares his insight about accountability. (53:50) Tweetable Quotes: “It all comes down to what happens in that human interaction and can you get somebody to go from fear to trust, trust to curiosity, curiosity to commitment? - Chris Beall “They are taught to go for value. Value is death in the cold-calling.” - Chris Beall “I decided to be really frustrated and ego-driven every time I missed one and that made me great. No, it doesn't work like that. Humility is how we learn things.” - Chris Beall Resources Mentioned: Chris Beall ConnectAndSell David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

On this episode of The Call Guys Podcast, Shane Mahi is back on the show to continue his conversation with Kevin and Ronen on conveying authority with one's tone. Shane also explains how you can turn on your confidence before doing calls and understanding that you just have to show up and get the job done. HIGHLIGHT QUOTESRealize that others are not much more important than you so be confidentShane: "Every single opportunity you have on the phone you have to capitalize on it especially if you're getting paid for it. So why let somebody undermine you or treat you any less than what you believe you are? Be the best at what you can be, show up, and get the job done. " Breaking down the tone  Ronen: "People who have authority speak with normal volume. They don't have to have a high pitch like they're nervous or concerned. If you break down what the tones is, slower and the actual volume of it is lower. And the slow and low is a great combo to come off as confident. Slow the pace down and lower the volume" Get in touch with Shane:LinkedIn Connect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

On this episode of The Call Guys Podcast, we welcome back Shane Mahi, an investor, and advisor to private equity firms who has sold 2 businesses. Today, Kevin and Shane go head-to-head and connect with various prospects, some being more receptive than others. Shane also explains how to recon using a cold call and his game plan after getting a solid referral from the prospect.HIGHLIGHT QUOTESRecon on a cold call and get a referral from a prospect Shane: "I'll hit up David, I'll say I know there's a number of things floating around the organization around expansion, and let's have a chat. Let's have a chat, I think I have some good ideas to help you grow."Data in your lists can be unreliable in a matter of weeks or monthsRonen: "What do they say, there's like 50% drop off in your data after how many months? Like 6 months? There's some crazy statistics. It turns over so fast, and now currently with the climate is turning over faster."Get in touch with Shane:LinkedInConnect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

The Sales Warrior Within | Season 2 Episode 50 - Prioritize Trust & Relationships in a High-Tech World with Chris BeallAndy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenThe guest on this episode of the show is Chris Beall the CEO of Connect And Sell B2B selling involves selling to businesses rather than individuals, and it comes with the challenge of gaining the trust of buyers who are risking their careers and deciding if your products and services are best for their business.Chris explains that gaining a customer's trust requires getting inside the buyer's head through live conversations.He discusses the current challenges in the selling environment, including economic conditions, longer sales cycles, and the difficulty of getting live human conversations.Chris predicts that in the near future, emails from vendors will be assumed to be written by bots, reducing trust and effectiveness.He emphasizes the need for salespeople to focus on getting to the buyer's ears through conversations rather than relying on written communication.The key goal of a cold call is to establish trust before trying to convey value and secure a meeting.Connect And Sell, Chris's company, enables human-to-human conversations by using a combination of brute force and AI to overcome the problem of people not answering the phone.His system allows for managing multiple calls simultaneously, providing the ability to load a list from a CRM or a file and initiate conversations with a simple button push.Chris shares his story of publishing a book using AI. He did it in record time. The story illustrates the power of AI. Chris encourages salespeople to actively learn and engage with ChatGPT.Learn more about Chris Beal at ConnectAndSell.comFind Chris' podcast here: Market Dominance GuysHelen Fannucci's sales management book is available here: Love Your TeamGet in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

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 that his company's reputation and the age of its founders did not match the pattern favored by VCs, but the company was still successful. He also notes that VCs often encourage companies to spend their funding on headcount, specifically sales development representatives (SDRs), who set meetings for account executives. Beall calls this a "comfort" for VCs, but emphasizes that it may not always be the most effective use of funding. Join Susan Finch as she takes the host's chair with Chris as her guest for this episode, “Conversations Over Headcount: What VCs Should be Counting.”

On this episode of The Call Guys Podcast, we welcome back Eddie Cortez, the Sales Development Manager at Limble CMMS. We hit the phones again and talk about researching lists and personas versus researching individuals.Eddie then suggests making the most of a conversation with a prospect with no business problem by asking them for a pocket referral. He also demonstrates why the double tap is so powerful in a buzzer-beater call!HIGHLIGHT QUOTESA prospect with no business challenge may have a referralEddie: "You could always ask for that pocket referral. Hey, would you happen to know anybody who might be looking to ramping up an outbound team? You never know, especially in SaaS, so many people are connected in a small community, you might get a referral and turning something out of nothing."Research personas, their problems, and the metrics they're scored onEddie: "I don't worry about researching person by person. Start with personas. Work with a couple of titles that you sell to and understand their roles to a certain capacity. What are one or two problems that they typically have in their day-to-day that you can solve with your product?" "What are one or two outcomes that they're judged by, that they're scored on, that could be impacted by the problems that they have? And if you know that, then you can have a relevant conversation."Get in touch with Eddie:LinkedIn | TikTokConnect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101

On this episode of The Call Guys Podcast, we feature Eddie Cortez, the Sales Development Manager at Limble CMMS. We hit the phones and Eddie demonstrates pro moves in turning objections into compliments. He also shows how to lean into a conversation until the very end and uses a simple and scalable 1 to 10 question on how satisfied the prospect is with their current solution to remain top of mind when the business challenge arises. HIGHLIGHT QUOTESAsk 1 to 10 questions on how happy the prospect is with their solutionEddie: "I have a couple of variations like another one could be 'hey, like, would you say there's room for improvement with your system or is it exceeding your expectations? Most people aren't going to say it's exceeding their expectations, or they're going to say, 'oh, there's always room for improvement.' So a simple 1 to 10 question is typically going to be a bit more scalable for SDRs because it's a real easy question."Handling calls that don't have a business challenge you can solveKevin: "We know we're going to talk to people who that we can't help 3 out of 10 times, what you did there was absolutely textbook to say, look, I don't even recommend we take any next steps right now. You got a 10 out of 10 system, I'm not in the business of making 11s, I'm in the business of turning 6s into 9s, I'm in the business of turning 4s into 10s. So without a business challenge, they're not going to have any need to change."Get in touch with Eddie:LinkedIn | TikTokConnect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

Welcome to The Call Guys Podcast! Today, Gavin DeWitt joins Kevin again for live cold calls and a discussion on using LinkedIn to prospect and get lukewarm calls instead of cold calls. They also talk about the importance of networking because the best jobs get referred to you by YOUR network, so building great relationships should always be top of mind if you are a sales rep. HIGHLIGHT QUOTESUse your tech to make lukewarm calls instead of cold calls - Gavin: "My flow is I have all my people in cadence and when it pulls up, like say their name's next step, my Salesloft is linked to my Sales Nav, so I could post up the profile and I saw he posted like 5 hours ago, so that way it's not even a cold call, it's a lukewarm call."Your network is your net worth - Kevin: "There are not good jobs out there is what I'm trying to say. There are good relationships, there are good relationships to have. And guess what? Those relationships that you have with people and the networking that you do thoughtfully and consciously when you're not looking for a job is how you get a job."Find more about Gavin:LinkedIn: https://www.linkedin.com/in/gavin-dewitt/Phone: 417-840-3737Connect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

Welcome to The Call Guys Podcast with Kevin Hopp and Ronen Pessar, a show that mixes live cold calls with informational and topic-driven discussions on sales development.Gavin DeWitt stands in for Ronen today as he calls HR leaders to help them create strategies to develop their people into impactful leaders. Kevin calls founders and also explains the 2 questions every single person has on a cold call: who are you and why are you calling me?HIGHLIGHT QUOTESAnswer your prospect's 2 questions upfront - Kevin: "It sounds silly but if you really focus on starting your calls and having this be the first thing you cover, understanding that when you give them these answers of who you are, my name's Kevin, I'm with The Call Guys, they're going to go, who? I don't know you, I didn't ask for this call. And then, why are you calling me? Dude, it's a sales call."Find more about Gavin:LinkedIn: https://www.linkedin.com/in/gavin-dewitt/Connect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

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 the right person or ready for a meeting. The experts also explore the value of cold calls in generating website traffic, comparing it to targeted Google ads. The conversation emphasizes the power of trust in maintaining lasting relationships, highlighting that trust endures indefinitely, provided it's not undermined by sales pressure. Join them for this episode, "Boosting Website Traffic with Cold Calls." Links from this episode: Branch 49  Sean Snyder on LinkedIn   Corey Frank on LinkedIn  Microsoft  Helen Fanucci on LinkedIn  Helen's book, Love Your Team  ConnectAndSell  Chris Beall on LinkedIn  Chris and Corey's book, Market Dominance: A Conversation with ChatGPT  

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 to provide energy but also listen carefully to the emotional response of the prospect. Helen shares her experience of working with a coach and learning from the best in the world to improve her sales skills, and the importance of being objective about oneself to become a great salesperson. This episode provides valuable insights on how to engage customers effectively to build lasting relationships. As Chris says, "You are a performance athlete with your voice. That's what you are. That's what you have to work with." Join us for this episode, “What Do a Fitbit and Surfboard Have in Common with Cold Calling?” About Our Guest Helen Fanucci, Transformational Sales Leader at Microsoft is the author of Love Your Team: A Survival Guide for Sales Managers in a Hybrid World. Helen's book is available on Amazon: LOVE YOUR TEAM A SURVIVAL GUIDE for Sales Managers in a Hybrid World Helen Fanucci on LinkedIn Corey and Chris' book is also available on Amazon: Market Dominance: A Conversation With ChatGPT Corey Frank on LinkedIn Chris Beall on LinkedIn ConnectAndSell Branch49

Corporate strategy is always a list of steps we can take, and each step will get us toward where we want to go and reduce the cost of the next step. The next step is the market share. What is market share, and how does your overall corporate strategy start translating into the day-to-day sales conversation? Listen to Chris Beall, the CEO of ConnectandSell, as he discusses how corporate strategy ties to sales conversations. Show NotesConnect With:Chris Beall: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

As B2B leaders, we often think about all the software we have and all the fantastic people we hire. We're so directed towards ensuring they're hitting the number of outbound emails, and there are good conversations where we push features and functionality out in the marketplace. But sometimes, we miss a critical element: how do we build trust in those conversations? Listen to Chris Beall, the CEO of ConnectandSell, as he discusses using trust-building conversations. Show NotesConnect With:Chris Beall: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 with a critical eye. By understanding the patterns and details of sales interactions, sales managers can take the necessary steps to help their reps improve and drive better results. Chris also offers his advice for new sales managers on how to stay up-to-date with fast-moving sales trends and how to effectively manage a sales team in a fast-paced environment. He suggests starting the day by looking at sales data and focusing on the critical details of sales interactions. So whether you're a seasoned sales manager or just starting out, join us for this exciting episode as Chris, Corey and Hitesh help you take your sales management, training, and sales skills to the next level in this episode, "Get Granular to Boost Your Sales Performance". If you missed the first half to this interview, you can listen here: The Power of Childlike Curiosity in the Digital World of Sales Links from today's episode: ConnectAndSell - https://connectandsell.com  Branch49 - https://branch49.com  Hitesh Shah on LinkedIn - https://www.linkedin.com/in/hiteshrshah/  Chris Beall on LinkedIn - https://www.linkedin.com/in/chris-beall-7859a4/  Corey Frank on LinkedIn - https://www.linkedin.com/in/coreyfrank/ 

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 things, one is always trying to understand what happened. And, when it goes against your instinct -  what did you expect it to do? Be open to the possibility that you may have missed something. Corey says that this requires a level of humility that doesn't exist in high quantities in sales, even though it should. One of the things these three have learned over the years is that when something starts working when it shouldn't, it can be scary. But in the digital world, everything is deterministic. There are causes and effects, and there's no such thing as waiting or hoping that something fixes itself. As Hitesh puts it, you have to have a childlike curiosity and naivete, especially in the digital world where computers are deterministic. Join us for this episode of Market Dominance Guys, “The Power of Childlike Curiosity in the Digital World of Sales” Links from today's episode: ConnectAndSell - https://connectandsell.com  Branch49 - https://branch49.com  Hitesh Shah on LinkedIn - https://www.linkedin.com/in/hiteshrshah/  Chris Beall on LinkedIn - https://www.linkedin.com/in/chris-beall-7859a4/  Corey Frank on LinkedIn - https://www.linkedin.com/in/coreyfrank/ 

In part two of this series, Barry Traile, 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 Beall adds that the desire for predictability is a universal human desire, but sales is about doing things that have a reasonable shot of bringing people together so that problems can be solved that would otherwise be left unsolved. There is even a reference to fortune tellers, who are able to convince people to believe in the impossible. They guys agree that while the game of sales has not changed, the tools available to do it have improved, and the ability to access and share information has greatly increased, making sales performance level much higher today than in the past. If you haven't listened to the first half of this series, we highly recommend you to check it out, "The Scarcest Commodity in Corporate Business Today.” Links from this episode: Sales Mastery - https://salesmastery.com/ ConnectAndSell - https://connectandsell.com  Branch49 - https://branch49.com  Sales Education Foundation - https://salesfoundation.org/  Barry Trailer on LinkedIn - https://www.linkedin.com/in/barrytrailer/  Chris Beall on LinkedIn - https://www.linkedin.com/in/chris-beall-7859a4/  Corey Frank on LinkedIn - https://www.linkedin.com/in/coreyfrank/ 

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 process implementation lead to higher levels of performance. And the numbers are just the numbers They continued talking about the turnover. There's a huge contributory factor to the failure to implement significant change on the part of most sales organizations other than the change that a new leader brings in. What is common is that the new lion, so to speak, the new CRO, the new VP of Sales, comes in and kills the cubs. They attempt to prove that whatever was being done before must not be done anymore. Because I've come in with my new way of doing things and territory must be marked, I was brought in to do something in a new way, and away we go. When the performance isn't there, the CRO or the CSO takes the bullet that the CEO doesn't want to take. But the only reason is that there's been this unholy alliance or this unspoken agreement that as long as we make the numbers, you'll stay out of my sandbox. Listen to this episode to see where your company falls in place in, “The Scarcest Commodity in Corporate Business Today.” Links from this episode: Sales Mastery - https://salesmastery.com/ ConnectAndSell - https://connectandsell.com  Branch49 - https://branch49.com  Sales Education Foundation - https://salesfoundation.org/  Barry Trailer on LinkedIn - https://www.linkedin.com/in/barrytrailer/  Chris Beall on LinkedIn - https://www.linkedin.com/in/chris-beall-7859a4/  Corey Frank on LinkedIn - https://www.linkedin.com/in/coreyfrank/ 

In today's episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you'll face as a seller and why sellers often can't overcome it. Who is Chris Beall? Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he's encountered one trend. The Number One Objection Sellers Face: In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I'm all set.”. What triggers this objection? Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly. One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition. Although this is a useful avenue for marketing, it's TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending. Think about it: You're effectively telling whoever you're calling that THEY'RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we're all set” objection. Why should the buyer go with your solution when they think their solution is already effective? So, how should sellers overcome this objection? You have to RELIVE the fear of whoever you're calling. Virtually ALL cold callers assume the person they're calling is angry or annoyed with them. In reality, though, this person is scared. You're someone they do not know, and we're naturally afraid of the unknown. To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you're calling. If you want to learn more about Chris's strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE's space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.