Today they welcome Helen Fanucci, author of "<a href='https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534019?asin=1544534000'>Love Your Team</a>" and CEO/Co-Founder of Pipeline Power, for a candid look at why sales coaching fails - and how to fix it.
The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Through their discussion, the trio reveals practical solutions, including Helen's upcoming AI-powered coaching platform allowing sales managers to practice difficult conversations in a safe environment.
From Branch 49's "finishing school for future CEOs" approach to why cultural transformation must precede digital transformation, this conversation challenges conventional wisdom about sales leadership. Whether you're a seasoned CSO or a newly minted sales manager, you'll gain fresh perspectives on building and nurturing high-performing sales teams through systematic coaching.
Link to Free Chatbot tied to Chapter 11 of "Love Your Team." 
 
<a href='https://chatgpt.com/g/g-67539b3c0c2081918142398d78ac3de9-love-your-team-managing-underperformers'>https://chatgpt.com/g/g-67539b3c0c2081918142398d78ac3de9-love-your-team-managing-underperformers</a>

<description>&lt;p class="whitespace-pre-wrap break-words"&gt;Today they welcome Helen Fanucci, author of "&lt;a href='https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534019?asin=1544534000'&gt;Love Your Team&lt;/a&gt;" and CEO/Co-Founder of Pipeline Power, for a candid look at why sales coaching fails - and how to fix it.&lt;/p&gt;
&lt;p class="whitespace-pre-wrap break-words"&gt;The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Through their discussion, the trio reveals practical solutions, including Helen's upcoming AI-powered coaching platform allowing sales managers to practice difficult conversations in a safe environment.&lt;/p&gt;
&lt;p class="whitespace-pre-wrap break-words"&gt;From Branch 49's "finishing school for future CEOs" approach to why cultural transformation must precede digital transformation, this conversation challenges conventional wisdom about sales leadership. Whether you're a seasoned CSO or a newly minted sales manager, you'll gain fresh perspectives on building and nurturing high-performing sales teams through systematic coaching.&lt;/p&gt;
&lt;p class="whitespace-pre-wrap break-words"&gt;Link to Free Chatbot tied to Chapter 11 of "Love Your Team."

&lt;a href='https://chatgpt.com/g/g-67539b3c0c2081918142398d78ac3de9-love-your-team-managing-underperformers'&gt;https://chatgpt.com/g/g-67539b3c0c2081918142398d78ac3de9-love-your-team-managing-underperformers&lt;/a&gt;&lt;/p&gt;
</description>

The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Tune in for a candid look at why sales coaching fails - and how to fix it.

EP249: Mozart, Jazz, and the 0.01% - Why Most Sales Teams Are Playing Out of Tune

Last time, we peeled back the layers on spotting sales superstars with the Glider.ai crew. Now, in Episode 248, we're rolling our sleeves up and getting our hands dirty with the nuts and bolts of their process. Chris, Corey, Aron, and Anand aren't pulling any punches as they dissect Glider.ai's assessment approach. They're asking the hard-hitting questions: Can we really stamp out hiring bias? Where's the sweet spot between tech and human intuition in sales? And what's next in the evolution of building sales dream teams? Get ready for a no-nonsense deep dive that might just flip your hiring playbook on its head and supercharge your path to market dominance. Listen to this episode EP248: "Crafting Unbeatable Sales Teams: The Competitive Edge in B2B."
<a href='https://marketdominanceguys.com/e/ep247-uncovering-a-players-the-new-science-of-sales-talent-acquisition/'>Catch the first part of this conversation here</a>.

<description>&lt;p&gt;Last time, we peeled back the layers on spotting sales superstars with the Glider.ai crew. Now, in Episode 248, we're rolling our sleeves up and getting our hands dirty with the nuts and bolts of their process. Chris, Corey, Aron, and Anand aren't pulling any punches as they dissect Glider.ai's assessment approach. They're asking the hard-hitting questions: Can we really stamp out hiring bias? Where's the sweet spot between tech and human intuition in sales? And what's next in the evolution of building sales dream teams? Get ready for a no-nonsense deep dive that might just flip your hiring playbook on its head and supercharge your path to market dominance. Listen to this episode EP248: "Crafting Unbeatable Sales Teams: The Competitive Edge in B2B."&lt;/p&gt;
&lt;p&gt;&lt;a href='https://marketdominanceguys.com/e/ep247-uncovering-a-players-the-new-science-of-sales-talent-acquisition/'&gt;Catch the first part of this conversation here&lt;/a&gt;.&lt;/p&gt;
</description>

Can we really stamp out hiring bias? Where’s the sweet spot between tech and human intuition in sales? And what’s next in the evolution of building sales dream teams?  Listen to find out.

EP248: Crafting Unbeatable Sales Teams: The Competitive Edge in B2B

Aron Placencia and Anand Karasi from Glider.ai join Chris Beall and Corey Frank to tackle the perennial challenge of talent acquisition in sales. They're not just talking about finding "good" people – they're on the hunt for true "A players." How do you spot them? What makes them tick? And how can you build a team full of them? From the pitfalls of traditional hiring to the power of curiosity in sales, this conversation pulls no punches. Tune in as they break down Glider.ai's fresh approach to assessing and hiring top talent, and why it matters in today's cutthroat sales landscape. Listen to this episode, EP247: "Uncovering A-Players: The New Science of Sales Talent Acquisition."
About Glider.ai

Glider AI goes back to our CEO's humble beginnings in India. Dedication, work ethic, and a strong family network enabled Satish to find success. But he saw many others like him, equally capable, struggle and continue to struggle. This catapulted the idea of Glider into flight to create a platform helping hiring teams build their dream team and candidates land their dream job. Visit <a href='https://glider.ai'>https://glider.ai</a>.

<description>&lt;p&gt;Aron Placencia and Anand Karasi from Glider.ai join Chris Beall and Corey Frank to tackle the perennial challenge of talent acquisition in sales. They're not just talking about finding "good" people – they're on the hunt for true "A players." How do you spot them? What makes them tick? And how can you build a team full of them? From the pitfalls of traditional hiring to the power of curiosity in sales, this conversation pulls no punches. Tune in as they break down Glider.ai's fresh approach to assessing and hiring top talent, and why it matters in today's cutthroat sales landscape. Listen to this episode, EP247: "Uncovering A-Players: The New Science of Sales Talent Acquisition."&lt;/p&gt;
&lt;p&gt;About Glider.ai&lt;/p&gt;

&lt;p&gt;Glider AI goes back to our CEO's humble beginnings in India. Dedication, work ethic, and a strong family network enabled Satish to find success. But he saw many others like him, equally capable, struggle and continue to struggle. This catapulted the idea of Glider into flight to create a platform helping hiring teams build their dream team and candidates land their dream job. Visit &lt;a href='https://glider.ai'&gt;https://glider.ai&lt;/a&gt;.&lt;/p&gt;

&lt;p&gt; &lt;/p&gt;
</description>

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?

EP247: Uncovering A-Players: The New Science of Sales Talent Acquisition

Helen Fanucci, CEO and Founder of Pipeline Power, continues her role as host in this illuminating conversation with Chris Beall. We're picking up where we left off, unraveling the mysteries of dormant leads and exploring their untapped potential. This episode delves into what Chris calls "Lazarus leads" - those seemingly dead opportunities that can be resurrected for massive value. As Helen astutely observes, "It's not 16 billion of value. It's 16 billion of wasted ad spend piling up." Get ready for eye-opening insights and innovative strategies that could revolutionize your approach to inbound leads, potentially doubling your Return on Ad Spend. This conversation is packed with game-changing ideas for sales leaders, CSOs, and CEOs looking to transform their sales strategy.
<a href='https://marketdominanceguys.com/e/ep245-the-18-billion-opportunity-in-resurrecting-your-forgotten-leads/'>Listen to the first half of this conversation here.</a>
<a href='https://marketdominanceguys.com/category/guest-helen-fanucci'>Listen to all episodes featuring Helen Fanucci here.</a>

<description>&lt;p&gt;Helen Fanucci, CEO and Founder of Pipeline Power, continues her role as host in this illuminating conversation with Chris Beall. We're picking up where we left off, unraveling the mysteries of dormant leads and exploring their untapped potential. This episode delves into what Chris calls "Lazarus leads" - those seemingly dead opportunities that can be resurrected for massive value. As Helen astutely observes, "It's not 16 billion of value. It's 16 billion of wasted ad spend piling up." Get ready for eye-opening insights and innovative strategies that could revolutionize your approach to inbound leads, potentially doubling your Return on Ad Spend. This conversation is packed with game-changing ideas for sales leaders, CSOs, and CEOs looking to transform their sales strategy.&lt;/p&gt;
&lt;p&gt;&lt;a href='https://marketdominanceguys.com/e/ep245-the-18-billion-opportunity-in-resurrecting-your-forgotten-leads/'&gt;Listen to the first half of this conversation here.&lt;/a&gt;&lt;/p&gt;
&lt;p&gt;&lt;a href='https://marketdominanceguys.com/category/guest-helen-fanucci'&gt;Listen to all episodes featuring Helen Fanucci here.&lt;/a&gt;&lt;/p&gt;
</description>

This episode delves into what Chris calls ”Lazarus leads” - those seemingly dead opportunities that can be resurrected for massive value.

EP246: The $18 Billion Resurrection: Harvesting Value from Dormant Leads

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:
<ol><li style="font-weight:400;">Definition and origin of dormant leads</li>
<li style="font-weight:400;">Statistics on conversation coverage for inbound leads</li>
<li style="font-weight:400;">Importance of quick response times to inbound leads</li>
<li style="font-weight:400;">Comparison of web form submissions vs. inbound phone calls</li>
<li style="font-weight:400;">Introduction to ConnectAndSell's Instant Response and Lead Injection features</li>
</ol>

<description>&lt;p&gt;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.&lt;/p&gt;
&lt;p&gt;Some of the key points covered in part 1 of this conversation include:&lt;/p&gt;
&lt;ol&gt;&lt;li style="font-weight:400;"&gt;Definition and origin of dormant leads&lt;/li&gt;
&lt;li style="font-weight:400;"&gt;Statistics on conversation coverage for inbound leads&lt;/li&gt;
&lt;li style="font-weight:400;"&gt;Importance of quick response times to inbound leads&lt;/li&gt;
&lt;li style="font-weight:400;"&gt;Comparison of web form submissions vs. inbound phone calls&lt;/li&gt;
&lt;li style="font-weight:400;"&gt;Introduction to ConnectAndSell's Instant Response and Lead Injection features&lt;/li&gt;
&lt;/ol&gt;</description>

Guest host Helen Fanucci puts Chris Beall in the hot seat for the first part of a two-part conversation. 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.

EP245: The $18 Billion Opportunity in Resurrecting Your Forgotten Leads

Chris Beall and Corey Frank host episodes with thought leadership that leaves you shaking inside.

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