Time is never our friend, Chris warns as he unpacks why every organization needs a designated decision-maker for those moments when the clock is ticking and information is scarce. He dives into the challenges of this role, from avoiding its use as a polit

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.

In this episode of our Mental Models series, Chris dives into the crucial topic of strategic positioning and the competitive landscape.

In this brief episode, Chris touches on how our biases shape mental models, the importance of learning over mere execution, and even hints at a mysterious new product born from an AI collaboration.

Just like Michelangelos David, your ideal market is hidden within a huge block of data, waiting to be unveiled. But unlike marble, this data is more like clay - you can always add a bit back if you trim off too much.

While AI continues to congest the digital highways, there remains a parallel freeway that no one is driving on one that can only be accessed through genuine, trust-building conversations.

When a prospect agrees to a meeting, theyre extending trust. But if the rep rushes into a transactional mode, focusing more on their own agenda, they risk shattering that trust.

You know what they say about humor in sales? Its like playing with fire. You might warm up the room or burn the whole deal down. Join Chris Beall, Corey Frank and Richard Rabins on this episode.

The discussion explores the risks of pushing humor too far and the importance of knowing when to rein it in. Richard, Chris and Corey examine the idea of teaching humor, drawing parallels between sales and the world of comedy and performance.

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 g