SOTR: A True Culture of Ownership is Everyone Involved Owns Their Shit

Aug 12, 2022

Sit back, unwind, and grab your favorite liquor while you listen to another unscripted, unfiltered, no-BS conversation about agency ownership, life, and agency sales. In this episode, we specifically talk about why owning your shit is our number one core value, how to eliminate victim mentality from your organization, the best questions to ask in an interview for a sales closer role,  why you should prioritize sales first before operations, the elements that make a successful email campaign, and so much more.

What's in Joey's glass: Willet Family Estate Bottled Rye

This Cast Covers: 

  • The downside of not being an EOS-driven operational machine (01:04)
  • How extreme ownership plays out in sales (05:48)
  • What to do when there is a massive disparity between the quantitative and qualitative rating someone gives of their performance (06:12)
  • What are sales reps expected to do as it pertains to ownership and how to spot the lack of it (08:44)
  • Always look at the numbers because numbers don’t lie (08:53) 
  • Why owning your shit is the number one core value in our company (11:13)
  • A real-life example of someone who really embodied owning their shit (13:19)
  • Why doing the opposite (blaming anything and everything but yourself) is cancer (14:18)
  • The 90-5-5 framework’s number one ingredient is an attitude of ownership (15:13) 
  • At the end of the day, you have to want to change (16:51)
  • Why empathy-based selling works (18:03)
  • JJ’s new favorite interview question that he asked in one of his calls (22:06)
  • What Joey does intentionally when someone gets far enough in an interview process  (25:10)
  • Why following up is so crucial, especially in sales (26:29)
  • Ever tried to bribe a professor with liquor? JJ has a crazy story about it (31:27)
  • The ironic thing about hiring intrapreneurs (35:49)
  • What to prioritize first: operations or sales? (41:07)
  • Finally getting to “The Tactical 10” bit of the episode (45:02)
  • Troubleshooting cold emails by working in conditional logic (49:42)
  • How to get past gatekeepers or work with them during a cold call (56:33)
  • Joey’s unique $500/hour thing that he should be spending time on and one or two things that detract his time and energy from that  (31:49) 

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