#50 Sales Tech Helps You Do More - For Better or For Worse

Driving B2B Sales Revenue

English - June 28, 2021 09:00 - 39 minutes - 27.4 MB
Management Business Homepage Download Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: #49 Sales as collaboration: Great idea, but how?

Next Episode: #51 Scaling: Not Exactly What You Might Think & Why That Matters

ABOUT THE GUEST: Chris Beall, CEO of ConnectAndSell, Inc.

For most of the past 30 years, Chris has participated in software start-ups 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, and hosts a podcast at MarketDominanceGuys.com.

Chris describes himself as “a little bit unavoidable” on LinkedIn, but just in case here is a link to his profile there: https://www.linkedin.com/in/chris-beall-7859a4/

ABOUT THE EPISODE:

While you might know Chris Beall as the CEO of a very popular, effective, and highly visible sales tech company, originally he is a scientist - a physicist, a mathematician, and a computer scientist. Why does this matter? Because he brings a very thoughtful, precise, and analytical perspective to the world of sales and is very generous about sharing what he’s come up with.

One of the core themes of this episode is the idea that the core challenge in sales is gaining trust - so how do you approach that scientifically? How do you quantify and optimize for that? How do you train for that? What can you do in those first moments of contact to establish trust?

It’s a fantastic episode, I highly encourage you to listen and to follow Chris on LinkedIn and check out his podcast. He is one of the most thoughtful and insightful people talking about sales these days. It was an honor and a pleasure to have him on the podcast as my 50th guest.