Market Dominance Guys

Market Dominance Guys

Latest Episodes

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.

Parker Brothers Gave Me My MBA
December 16, 2019

Sometimes you just need to remember how you played a game that many of you probably haven’t picked up since you were 12.

Mr. Miyagi and the Theory of Market Dominance.
December 05, 2019

Rocky. The Karate Kid. The Average Joes. Rudy. Underdogs. We love them. They are the people who use their grit combined with their well-coached and newly acquired skills to make waves, cause the odds-makers fits, and run up the score. When you get fund...

Get the DeLorean; My Profession is Stuck in 1855!
November 18, 2019

Today, when you examine the toolbox of the modern sales professional, many of us immediately see the abundance of options in the marketing and sales stacks that decorate most of our desktops…I have tools that can disguise my phone number, I know when so..

The Two-State Solution in Market Dominance: Dollars or Donuts?
November 15, 2019

How about the state of Markets, being Market Dominant, or simply being an “also-ran?”