Market Dominance Guys

Market Dominance Guys

Latest Episodes

Would it help if I perform a Haka before my cold calls?
March 26, 2020

By any measure, you can confidently claim that the New Zealand All Blacks rugby team is the world’s most successful team in the world. Famed for starting any game with their intimidating black jerseys and dramatic and culturally symbolic Haka – which is..

You only live once, but you get to serve twice.
March 19, 2020

Federer, Nadal, Serena, Martina, McEnroe, Borg, Court, Navratilova…a roster of some of the best tennis players the world has ever known. But add one more name…Esther Vergeer to that list. Because she may actually be the most dominant and successful ten...

The Rise and Fall of the Sales Empire
March 03, 2020

The earliest civilizations on earth developed between 4000 and 3000 BC when the rise of agriculture and trade allowed people to have surplus food and economic stability. Many people no longer had to practice farming which allowed for a diverse array of ..

The first law of sales holes: If you find yourself in one, stop digging!
February 27, 2020

The United States may stake its claim as the first country to land on the moon but Russia can boast that it is the first country to drill the 2nd deepest man-made hole ever recorded here on Earth.Since the early 1960s, scientists have attempted to dr...

Don’t Look Under the Bed: How to Make Fear Your Friend in Cold Calling
February 19, 2020

Seth Godin, of Purple Cow fame, writes, “Trust and attention – these are the scarce items in a post-scarcity world.” I’m obviously fairly partisan on this issue but would certainly add “Fear” to his list as well. Or, specifically, how do you embrace ...

The Best Surfer (or Sales Rep) Out There Is The One Having The Most Fun.
January 31, 2020

A lot goes into building a surfboard. In fact, depending on the expertise and the quality of the board, there can be upwards of 39 steps from start to finish. It’s not a fast process and takes a skilled surfer on the shaper to know what a particular boa..

Surf’s Up: We all stand equal before a wave.
January 24, 2020

You can learn a lot about market dominance by sitting in the sand…and watching surfers on the beaches of Southern California as they hone their craft. As a land-locked kid from the mean streets of Milwaukee, I would visit the beaches of Venice, Californ..

High Noon: Facing the Black Hats Who Are Trying to Take Your Market
January 17, 2020

The United States of the mid 19th century is ripe with stories of its timeless legends and colorful characters who helped weave the historical events that defined the Great American West. The stories and movies about the adventures of lonesome cowboys, ..

How Many SDRs Does It Take to Change a Lightbulb?
January 06, 2020

Their number one job to be an instrument of market exploration and their number two job to be an instrument of market expansion.

All Dead Companies are Equally Uninteresting.
December 30, 2019

The reality of entering and competing for markets today, gaps exist between the categories in this model that are large enough to derail the most promising startups as they transition from one category of customers to the next.