SOTR: Unleash Sales Success with the Agency Founder “Power Hour”

Jul 16, 2021

In this episode, we discuss overcoming the feeling that you suck at sales, the greatest mistakes agencies commit when hiring salespeople and sales teams, and even Joey's big sales fail! We also cover why he favors younger-experienced salespeople and those that don't come from enterprise sales environments when hiring, and how you as an agency owner can guide a greener, younger hire through closing high-ticket, high-stakes deals.

What’s in Joey’s glass: E.H. Taylor, Jr. Single Barrel Bourbon

What’s in JJ’s glass: David Nicholson 1843 Kentucky Straight Bourbon Whiskey

This Cast Covers:

  • Is there anything Joey can’t sell? (5:46)
  • How much of the ability to sell is a gift and how much of it is learned? (07:06)
  • Has Joey ever bombed a sale? (10:29)
  • What Joey learned from his dad about sales (12:45)
  • Why you don’t need to have the bravado to be good at sales (14:27)
  • Joey’s advice for those struggling in sales (15:51)
  • Why most sales successes come from repetitions (18:43)
  • The “power hour” (19:24)
  • The costs of getting the sales rep hiring process wrong (24:10)
  • What to look for when hiring sales reps or sales teams (25:00)
  • The biggest mistake that agency owners making in general (26:17)
  • Why having a rock-solid sales process is better than hiring a rock-solid salesperson (28:14)
  • Joey’s aversion towards hiring people who've come from a big enterprise or large sales environment (32:23)
  • How to transition a young sales rep to a more consultative sale with a lot of moving parts and high stakes (34:56)
  • Getting the sales rep to sell a foot in the door offer will essentially lead him to close the high-ticket deals (37:30)
  • What Joey would be doing if he were not running Sales Driven Agency (41:47)
  • The one goal Joey is most excited about when he wakes up everyday (43:56)

Additional Resources:

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