In this episode, we talk about what it’s like checking items off from your goals list, transitioning from employment to becoming a CEO, and good ol’ sales. Sales topics consist of selling multiple services, doing demos, serving a particular niche, and most importantly, how to do sales calls effectively and efficiently.
What’s in Joey’s glass: Energy Drink
What’s in JJ’s glass: Good ol’ coffee
This Cast Covers:
- Why setting big goals and creating a vision board is so important (07:26)
- Joey’s journey transitioning from being a handsomely paid VP of sales to starting his own business and the events that led up to that (09:09)
- How to prioritize and create more margin in your life as a CEO and other areas in life (13:42)
- Determining which things to get off your plate and how to delegate it to someone else (15:48)
- If Joey were going to jump on to a pre-existing company sales team, what would he prefer to sell? (19:46)
- Taking a focused, proven offer and creating a process to get it in front of the right people to develop a relationship and trust (21:43)
- Why Joey prefers to sell multiple services rather than just selling one solution as long as it’s in a vertical niche (23:55)
- The only mindset you should maintain in every sales call with a client or prospect (24:17)
- Why you should only really talk about the past, present, and future in every sales call (28:23)
- Is doing demos a yay or nay for Joey? (32:01)
- Why you should never do work for free (33:41)
- Differences between the SaaS world and the service world and why one requires demos more than the other (36:10)
- Mirroring as a useful tool in day-to-day sales context (38:50)
- The only two people who are not successful working with Sales Driven Agency (44:01)
- One of Joey’s mistakes on a sales call with a client he didn’t like to work with which backfired on him (49:30)
- Joey predicts the rise of local and regional agencies in the next coming months or years (52:02)
- If you hire and train the right SDR, your results will go off the roof (54:41)