The Art of Getting the Money

Sep 30, 2022

Managing salespeople can be a challenge. With so many different sales methods, it can be hard to keep track of how your team is doing. That's why in this episode, we’re walking you through how to hold your entire sales team accountable, sales experimentation, and tonality versus scripting.

This Cast Covers: 

  • Does Joey feel the pressure of getting old on his birthday? (01:23)
  • What it was like podcasting and bunking up in an actual hurricane (02:55)
  • Saying things to clients that you immediately regret (06:06) 
  • JJ’s recent misunderstanding with a client and how it was resolved (06:40)
  • What prompted Joey to have the entire sales department team meeting (10:30)
  • The emotional Levers Joey built into that meeting and the outcome that resulted from that(15:18)
  • Using Neuro-Linguistic Programming (NLP) for negotiations, sales, and meetings (16:08)
  • Things to optimize for in the entire sales operation, such as comp structure (17:40)
  • One of the biggest challenges agency owners face when it comes to managing salespeople (18:42)
  • How to know whether your sales rep is doing a great job or slacking off (19:53)
  • When was the last time you actually held your sales rep accountable? (21:22)
  • Sales experimentation – what does that mean? (22:25)
  • What happens when your agency gets rolled up (26:31)
  • Joe lays the groundwork for sales experimentation (29:03)
  • The art of getting the money from a book called The Narrow (30:24)
  • Sales experimentation is an ongoing moving target of selling(33:37)
  • Building a sales function for your company is almost like teaching a toddler to swing a baseball bat (37:04)
  • We are experimenting for our clients (43:32)
  • If Joey had to choose between tonality versus scripting, which one is more mission-critical? (46:02)

Additional Resources:

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