In this Sales on the Rocks episode, we discuss SDR comp models, how to handle the ‘not enough case studies and experience’ objection, pros and cons of building a personal brand versus a company brand, when to get out of sales, and the one question to ask yourself if you’ve been thinking about scaling your business.
What’s in Joey’s glass: Redbreast 12-Year Old Single Pot Still Irish whiskey
What’s in JJ’s glass: E.H. Taylor, Jr. Single Barrel Straight Kentucky Bourbon Whiskey
This Cast Covers:
- Pulling the trigger on buying a firearm: Joey weighs in on gun safety (05:27)
- JJ dips his toes into self-defense and home defense (11:00)
- Objection handling 101 – How to handle an objection when prospects say you don’t have enough case studies, experience, or time in the space? (12:49)
- Selling to friends: is it a terrific or horrible idea? (18:05)
- When should you start thinking about getting out of sales? (22:43)
- Joey and JJ give a sneak peek of the offer that’s in the works for founder-based sellers (26:07)
- SDR compensation models (30:30)
- Weighing in on Alex Hormozi’s concept of minimum viable unit price per project – does this make sense for outbound sales (36:10)
- What you should be pricing your services per engagement (38:09)
- Should agency owners or founders focus on building a personal brand or their company brand? (42:41)
- Guess who’s joining us on the Sales on the Rocks podcast next week (48:14)
- Whatever your foot in the door offer is, it should be focused on solving your prospects’ “bleeding neck” problems (50:02)
- Why having a gateway or foot in the door offer is important (52:06)
- Joey reflects on whether to keep his agency as a lifestyle business or grow it into an enterprise (54:12)