In this episode, we look back on how JJ and I first met, how he became my Client Advisor for my company, Sales Driven Agency, addressing common sales objections, account-based selling, founder-based selling, and the Trust Transaction Ladder. Whether you're the CEO or founder of a 7 to 8-figure agency or you're still building out your company, you'll definitely get something out of this episode.
This Cast Covers:
- A quick recap of how we got acquainted (04:30)
- What we’re drinking at the moment (06:45)
- Why most agency owners are reluctant to try outbound sales (11:10)
- Is outbound sales really effective for digital agencies? (12:11)
- Joey breaks down the basic definition of sales (14:14)
- How do you build trust when reaching out to possible prospects? (16:20)
- The 2 types of sales most B2B companies practice (16:30)
- Why we recommend doing account-based selling (17:40)
- How to overcome the challenges in doing cold outreach (27:02)
- The Trust Transaction Ladder (29:03)
- When is the right time to hire a sales team or salesperson? (32:04)
- Why startup agency owners should focus on becoming a founder-based seller (35:58)
- Investing in yourself is probably the greatest investment you will ever make (36:36)
- Things to consider before hiring salespeople (37:23)
- What’s worth investing in if you’re a growth-minded CEO (39:47)
- Why I prioritize investing heavily on a personal business coach, mentors, and masterminds (44:42)
- The 5 categories of investments you can make as a leader (46:51)
- Why success is 80% mindset, and only 20% strategy and skills (48:24)
- JJ talks about how being in the Sales Driven Agency was a mindset shift for him (51:20)
- Addressing a common fear of agency owners who don’t want to invest in their people (55:43)