SOTR: Be the Captain of Your Own Ship If You Want to Survive the Storm of Unpredictability and Instability

Dec 17, 2021

Do you want to stay ahead of the game in a down economy? We know how hard it is to keep up with everything that’s going on. That’s why in this episode, we talk about the three things you need to do to keep yourself and your business afloat even when things are about to get ugly. We also go over some Linkedin posts related to sales and marketing and give our unabashed opinions on getting your kids vaccinated, how to incentivize your sales reps, and why you should focus on building out your sales operation first before trying out the next big thing in marketing. 

This Cast Covers:

  • What Joey thinks about parents who let their seven and eight-year-old kids get vaxxed with the COVID-19 vaccine (06:03)
  • Why we argue that building your sales operation first more important than building brand awareness and generating leads (16:16)
  • A sales process does not equal using an automated platform, rather it is a systematized way of keeping your finger on every lead (18:15)
  • The one thing you’re probably not doing causing you to have a leaky pipeline of leads (19:31)
  • How to more efficiently convert marketing qualified leads (MQL) to sales qualified leads (SQL) and how to increase conversion rates? (21:45) 
  • The process of weeding out the unqualified marketing or sales leads (26:07)
  • How Joey spent 30 grand on an offer even though he was just an MQL because the company’s follow-up was amazing (27:43) 
  • Joey’s thoughts on sales rep-directed incentivization structure – allowing your sales reps to develop their own goals and incentives (32:40)
  • Why people who say they’d rather buy from a friend than a complete stranger are B.S. (38:24)
  • Buying from someone who I trust to solve a problem than someone who I don't trust to solve a problem is just basic business sense (40:30)
  • What people need to start thinking through now that the end is near (42:15)
  • Three things you have to do today to prepare for tomorrow when things are not as pretty (46:23)
  • Why if you’re operating under a 30% margin, you’re gonna struggle on a down market (49:04)
  • Finding the balance between delivering for clients and maintaining a solid stance of profitability (49:52) 
  • Having a systematic way of driving leads, working leads, closing leads, and getting paid (50:24) 

Additional Resources:

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