What good is a salesperson with five years' experience if they've never been trained and have a hopscotch career of many short stops at companies that never invested in training their sales teams? Corey tells the old story, "A guy walks past a construction site and sees five people laying brick. And he goes to the first guy and says, "Hey, what are you doing?" He's like, "Building a wall." Goes to the second guy, "What are you doing?" And he's like, "Making 12 bucks an hour." Listen to the rest as Corey Frank and Susan Finch, president of Funnel Media Group and Funnel Radio, go on without Chris Beall this week and talk about the concept behind Branch49, a sales acceleration software and service that uses AI to score leads based on their preferred contact channels, while also dedicating a sales team to perform top-of-funnel and full-stack revenue generation. They discuss the obligation that companies have to ensure sales professionals are trained correctly and with the good of the prospect and customer at the forefront, how to undo bad sales habits, and how to help sales professionals who were never trained prepare to work for honorable companies who value sales skills. This is part one of a two-part interview.

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Part two of this interview is here:

Not Getting Trained? Train Yourself!
Here is the full transcript from this episode:

Susan Finch (01:17):

This week on Market Dominance Guys, I'm joined by Corey Frank. Chris is off busy doing something and I'm sure we will catch up with him later, but Corey and I wanted to dive into the topic of our responsibility to help bring up honorable, terrific, trained, competent, confident, and enjoyable salespeople. How do we do that? You're going to have to listen to this episode for some great suggestions, what you needed to be aware of and how you can start to have a better sales team, not only for now, but for the future. Join us for this episode, Keeping the Weasels out of the Cathedral.

Corey Frank (02:01):

Then the focus of Youngblood Works and Uncommon Pro is we find companies and then we invest or we'll lead the round or we'll do a pile on round on a funding place, or we'll do like sales advisory consulting and what's your product-market fit and stuff. But then it led to the creation of the accelerator. And the accelerator is where we have organizations all across the world, like a hundred plus different mainly in cybersecurity and med-tech, where we do top of the funnel and we'll help them create their top of funnel activities, prove product-market fit. And then we'll also do full-stack. So if they want us to sell their product in their name, because they don't have a sales team, we'll do that. And that's branch 49.

Corey Frank (02:43):

And so branch99.com is really like if we were going out, like with maybe something like this and say, Hey, it's really youngblood Works, but it's Branch 49 is kind of the go-to-market, the B2B kind of element with regards to what we do. It's like a VSA. Remember we had Val on about six months ago. So we do similar, but we focus predominantly on cyber. And then we do all the messaging. So through Oren Klaff, who we've had on before too, my buddy Oren, that's what we do on Uncommon Pro is we craft kind of the face melter messaging screenplays for folks. We have a technical sales division where we take cybersecurity content, educational content, and that's called Tresorit. And so Youngblood Works is the parent. And then we invest and fund all these other different companies. Branch 49 is the one that's forced your main to what we talk about at market dominance, which is trust-based conversations at scale when we do that for companies.

Susan Finch (03:41):

I want to talk, I mean, you gave me the overview of Branch 49, of Youngbloods and things, but I want to talk about the impact that you guys are having starting people from a good starting point with good training, rather than having to correct bad habits that people learned fro