What does it really take to grow in sales—and in life? In Part 2 of this Market Dominance Guys episode, Chris Beall continues his conversation with Will Post of Branch 49. They dig into what it means to “deepen your bag”—adding tools, sharpening your thinking, and building a future through relentless conversation practice. Will shares his shift in …

In this episode of Market Dominance Guys, Chris Beall welcomes Will Post—rising sales pro from Branch 49, Corey Frank’s high-velocity sales team. Will shares what it’s like to sit in the ConnectAndSell seat of fire: navigating nerves, building momentum, and ringing the bell with every hard-won meeting. This isn’t just about dialing—it’s about showi…

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 c…

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. Jos…

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 respon…

Today they welcome Helen Fanucci, author of "Love Your Team" and CEO/Co-Founder of Pipeline Power, for a candid look at why sales coaching fails - and how to fix it. The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Through their discussion, the trio…

Last time, we peeled back the layers on spotting sales superstars with the Glider.ai crew. Now, in Episode 248, we're rolling our sleeves up and getting our hands dirty with the nuts and bolts of their process. Chris, Corey, Aron, and Anand aren't pulling any punches as they dissect Glider.ai's assessment approach. They're asking the hard-hitting q…

Aron Placencia and Anand Karasi from Glider.ai join Chris Beall and Corey Frank to tackle the perennial challenge of talent acquisition in sales. They're not just talking about finding "good" people – they're on the hunt for true "A players." How do you spot them? What makes them tick? And how can you build a team full of them? From the pitfalls of…

Helen Fanucci, CEO and Founder of Pipeline Power, continues her role as host in this illuminating conversation with Chris Beall. We're picking up where we left off, unraveling the mysteries of dormant leads and exploring their untapped potential. This episode delves into what Chris calls "Lazarus leads" - those seemingly dead opportunities that can…

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 tha…

In this episode, we get into the heart of human connection with our special guest, Stephen Oommen. From tech giants like Microsoft to the challenging streets of Oklahoma, Stephen shares how he turned adversity into a superpower of empathy and connection. Hear how personal struggles forged a unique ability to relate to anyone, anywhere. Stephen reve…

AI has the potential to revolutionize sales management by providing insights from aggregated conversations, freeing up time for managers to focus on coaching and engaging with their teams more effectively. Chris Beall and Helen Fanucci dive deeper into the evolving world of sales management in the era of AI. They explore how artificial intelligence…

In this episode, Chris Beall welcomes back Helen Fanucci, founder and CEO of Pipeline Power, to explore the evolving world of sales management and AI-driven insights. Helen shares a startling statistic: "17% of the reps deliver 81% of the revenue," setting the stage for a deep dive into boosting team performance. The conversation reveals how AI, pa…

In this final segment with Brian Perks, Corey Frank, and Chris Beall, the conversation takes a fascinating turn into the human side of data-driven sales. They explore the delicate balance between leveraging advanced AI and maintaining genuine human connections. Brian shares insights on the power of sincerity in sales, while Chris delves into the ps…

In this second episode of a visit with Chris, Corey, and guest Brian Perks they dissect the evolving landscape of data, innovation, and sales in the modern economy. They explore how utility-like standardization is reshaping industries, drawing parallels between electricity and data as foundational infrastructures. The conversation weaves through th…

Corey Frank and Chris Beall welcome Brian Perks from 5x5, a revolutionary data cooperative. They dive deep into the changing data landscape in sales and marketing, exploring how traditional data brokerage models are becoming obsolete. Brian shares insights on 5x5's innovative approach to data as a utility, emphasizing the importance of data standar…

In this unique episode of Market Dominance Guys, Chris Beall flies solo to unveil the blueprint for a revolutionary concept: the selling machine. As innovation accelerates and markets expand globally, Chris argues that a systematic approach to sales is not just beneficial—it's essential. He outlines a framework that transforms the traditional go-to…

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 …

In this episode of Market Dominance Guys, Chris Beall challenges conventional wisdom about pre-call research in cold calling. Drawing from a recent real-world experience, Chris dives deep into the mathematics and psychology behind sales conversations. Is extensive research before each call truly beneficial, or could it hinder your team's effectiven…

In this episode, Chris Beall gives us a manufacturing-inspired blueprint for supercharging your sales pipeline. Chris breaks down the process into actionable steps, from refining your contact lists to calibrating your sales team's performance. He shares a powerful Excel technique for rapidly improving list quality and introduces the concept of "Fli…

In this episode of our Mental Models series, Chris kicks off by comparing sales processes to a manufacturing line, where quality at each step is crucial. But he quickly switches to a meatier topic: the role of "the guesser" in business decision-making. "Time is never our friend," Chris warns as he unpacks why every organization needs a designated d…

In this next episode of our Mental Models series, Chris tackles two critical aspects of modern sales strategy. He begins by examining the 'do nothing' competitor - often your most formidable adversary. Chris uses vivid analogies to illustrate why prospects cling to the status quo, invoking the familiar and ominous warning that 'Winter is Coming.' H…

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 str…

In this brief episode, Market Dominance Guys' Chris Beall introduces some intriguing ideas about the crucial role of mental models in achieving market dominance. He touches on how our biases shape these models, the importance of learning over mere execution, and even hints at a mysterious new product born from an AI collaboration. But this is just …

Are you ready to sculpt your way to market dominance? In this episode, Chris Beall embarks on a solo journey to explore the art of crafting your perfect target list. He's also apologizing to you for glossing over this essential aspect of your sales strategy, and now he's determined to make things right. Just like Michelangelo's David, your ideal ma…

In this episode, Corey Frank and Chris Beall explore the power of conversations as the key to thriving in a future sales market increasingly clogged by AI. As digital channels become oversaturated and ineffective, the skilled rep emerges as the crucial resource, capable of navigating the uncrowded paths to success. Chris emphasizes that the robustn…

In this episode of Market Dominance Guys, Chris Beall and Corey Frank dive into how sales reps can inadvertently end up working for their competitors by blowing the trust built in the discovery call. When a prospect agrees to a meeting, they're extending trust. But if the rep rushes into a transactional mode, focusing more on their own agenda, they…

You know what they say about humor in sales? It's like playing with fire. You might warm up the room or burn the whole deal down. In this episode of Market Dominance Guys, Richard Rabins, Chris Beall, and Corey Frank get into the weeds about using humor across different cultures. Can you just translate your best one-liners and expect them to land i…

In the second part of our conversation with Richard Rabins, CEO and Co-Founder of Alpha Software, we delve into the delicate balance of using humor effectively in sales. Chris Beall shares insights on guiding prospects through emotional transitions, from fear to trust, using the power of laughter and surprise. However, the discussion also explores …

In this episode, the guys explore the art of ricocheting your way to sales success. Chris Beall and Corey Frank are joined by Richard Rabins, the CEO of Alpha Software, to discuss the power of humor in disarming prospects and humanizing interactions. As Richard shares his personal anecdotes about leveraging laughter to close deals, the group delves…

Welcome to a special episode of the Market Dominance Guys podcast, where we dive deep into the power of nurturing relationships through multiple conversations over time. In a world where many salespeople focus on quick wins and low-hanging fruit, our guests today reveal why playing the long game is the key to achieving true market dominance. Join C…

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 …

Welcome to this special Market Dominance Guys compilation episode featuring highlights from some of our most downloaded episodes in the first quarter of 2024. In these segments, Chris Beall and Corey Frank are joined by expert guests Shane Mahi and Helen Fanucci to explore critical topics for sales and marketing leaders navigating the evolving land…

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 Connec…

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…

In this episode of Market Dominance Guys, Chris Beall and Corey Frank are joined by special guest Griffin McGowan, a recent college graduate navigating the world of sales job hunting. The trio delves into the challenges and opportunities faced by young professionals seeking to launch their sales careers, with a particular focus on the crucial role …

Welcome back to the second part of our insightful conversation with Fred Mondragon, where we continue to explore the intricate world of sales intelligence. In our previous episode, the guys discussed the significance of prioritizing fit over intent when targeting potential customers. However, the most successful sales strategies understand that fit…

Is your sales team seduced by intent data, only to end up shadowboxing with poor-fit prospects? In this episode of Market Dominance Guys, hosts Chris Beall and Corey Frank explore a game-changing alternative with guest Fred Mondragon, CRO of GetRev.ai. Discover how "exographics" - AI-powered insights into how companies operate - enable sales teams …

Corey Frank and Chris Beall share eye-opening insights from their recent marketing conference experience that every CSO and sales manager needs to hear. Chris uncovers a startling truth: nearly all MarTech tools are based on the misguided belief that you can't achieve success by simply calling prospects and having meaningful conversations. He chall…

This episode wraps up our conversation with Corey Frank, Chris Beall, and Shane Mahi. Throughout this series, the guys have delved into the profound impact of AI on sales, the evolving role of human expertise, and the transformative potential of AI in reshaping businesses. They muse on the future interplay of AI and the craft of sales. Corey champi…

The guys are back with sales visionary Shane Mahi as we dive into the vital facets of authenticity, ethics, and trust in the world of sales. As sales leaders, you know these elements are crucial for fostering customer loyalty and closing those pivotal deals. Shane elaborates on how transparency and being genuine have led to exponential sales growth…

Artificial intelligence is transforming sales, whether we're ready or not. In this episode, we dive deep on questions sales leaders have about leveraging AI amidst the hype and uncertainty. What’s driving adoption? Where can bots add value now vs. someday? We debate ethical considerations and the threat of/or replacing human jobs. Our guides, Chris…

We're missing Corey Frank today, but we still have a meaty solo episode for you from Chris. Chris is diving into a perplexing sales practice - coaching cold calls. Perplexing because everyone talks coaching up, yet so few actually do it. He explains why this type of coaching is critical yet so scarce, why both the coach and the call induce fear, an…

As sales leaders, we're ultimately responsible for revenue growth. In part two of this must-listen episode, Helen Fanucci and Chris Beall reveal how to build an asset that drives results: pipeline power. Learn why phone and conversation intelligence beats guesswork. Discover how to arm your team with the right data to fill your pipeline with seriou…

Building a target account list is the critical first step for any successful sales strategy, yet it remains an overlooked and haphazard process at many SaaS firms. Rather than leave targeting up to individual reps, centralize it to boost efficiency and revenue growth. As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasi…

Closing sales requires trust, and trust is built through conversation. As Chris Beall notes, in B2B, the gateway to ongoing dialogue is the discovery meeting. Yet, too often, sales teams fail to view the meeting itself as the product they are selling. As Bruce Lewolt highlights, sellers must frame their sincere care for the customer’s success. This…

In our brave new AI-augmented world, navigating tech integration while retaining that human trust factor remains a tricky balancing act. So who better to provide expert guidance than our sage of sales, Chris Beall? Today our very own ChatGPT steps in as co-host for Corey to pepper Chris across the AI-sales trust landscape. Should we unleash these b…

Discovery calls are typically auditory-only affairs, but this episode of Market Dominance Guys reminds us that we are physical beings having a full-person experience. As Chris emphasizes, you don't converse with a brain in a jar, so why disconnect your body from the persuasive power of discovery? From micro-prancing, to miming props, to the hepatic…

What's the secret sauce to nailing discovery calls? Is it your intricate questioning strategy? Your ability to build quick rapport? We're exploring an underappreciated element today - the power of tonality. From a Marine drill sergeant's verbal shock and awe to real estate power players commanding eight-figure deals, our esteemed guests get vocal a…

Many a promising startup has seen their lofty dreams dashed on the rocks due to lacking a bridge to cross that yawning chasm, separating early adopters from pragmatic mainstream buyers. Chris has contended with this treacherous chasm across multiple expeditions. Those early adopters feature prominently in startup lore - enthusiastic pioneers who re…