All of us have a voice deep down inside that's trying to convince us to roll over and avoid doing hard things...the "little bit*h voice." On this episode, the hosts talk through how to kill that voice off and then pivot the conversation into phone follow-up strategies that would have you outperforming 99% of businesses. This episode covers:00:00 - Intro1:23 - Joey Loves Fashion5:15 - Your Little Bitch Voice8:17 - 10,000 Pushups Or Bust11:35 - Talking Politics = Low IQ?15:50 - The Ultimate Rebellion18:23 - The Best Damn Agency Mastermind19:53 - Pick 1 Market To Sell To24:03 - Pick 1 Channel To Sell On26:22 - Pick 1 Size Company to Sell For29:00 - Milk The Phones37:19 - Does Lumpy Mail Work42:45 - Joey’s Media Mogul Dreams46:19 - Go Do Something!

All of us have a voice deep down inside that's trying to convince us to roll over and avoid doing hard things...the "little bit*h voice." On this episode, the hosts talk through how to kill that voice off and then pivot the conversation into phone follow-up strategies that would have you outperforming 99% of businesses. This episode covers: 00:00 - Intro 1:23 - Joey Loves Fashion 5:15 - Your Little Bitch Voice 8:17 - 10,000 Pushups Or Bust 11:35 - Talking Politics = Low IQ? 15:50 - The Ultimate Rebellion 18:23 - The Best Damn Agency Mastermind 19:53 - Pick 1 Market To Sell To 24:03 - Pick 1 Channel To Sell On 26:22 - Pick 1 Size Company to Sell For 29:00 - Milk The Phones 37:19 - Does Lumpy Mail Work 42:45 - Joey’s Media Mogul Dreams 46:19 - Go Do Something!

Kill Your Little Bit*h Voice & Crush The Phones

We've all heard it, "cold calling is dead." After viciously dissecting a few sales-focused LinkedIn posts, the hosts dismantle the why behind the false narrative around phone focused biz dev. Don't believe the lies. This episode features: 00:00 - Intro1:08 - Teasing Joey’s Acquisition1:52 - Team Offsite Takeaways5:00 - Farm Workout6:40 - Climate Change or Nah?15:45 - Critiquing Linkedin18:32 - Chris Walker: Demand Gen Required to Win22:45 - Amir Reiter: Women’s Only Sales Podcast27:38 - John Morris: BDR’s Dont Scale31:58 - Is Sales Still a Numbers Game38:00 - Accounts Based vs. Volume40:42 - Why Not Leverage the Phones43:24 - Joey Talks His Career

We've all heard it, "cold calling is dead." After viciously dissecting a few sales-focused LinkedIn posts, the hosts dismantle the why behind the false narrative around phone focused biz dev. Don't believe the lies.  This episode features: 00:00 - Intro 1:08 - Teasing Joey’s Acquisition 1:52 - Team Offsite Takeaways 5:00 - Farm Workout 6:40 - Climate Change or Nah? 15:45 - Critiquing Linkedin 18:32 - Chris Walker: Demand Gen Required to Win 22:45 - Amir Reiter: Women’s Only Sales Podcast 27:38 - John Morris: BDR’s Dont Scale 31:58 - Is Sales Still a Numbers Game 38:00 - Accounts Based vs. Volume 40:42 - Why Not Leverage the Phones 43:24 - Joey Talks His Career

Cold Calling Is The New Climate Change

Most people make excuses. Winners find a way to win. In this episode, the hosts talk through what it means to live by a code, take ownership, and commit to personal and professional excellence.This episode covers: 0:00 - Intro1:10 - Bring Your Pitchforks5:15 - Parents…Protect Your Kids6:40 - Waiting in Line for Bourbon7:55 - Our Last Misogi Conversation12:12 - Palm Springs is Filling Up15:15 - Targeting Industries with Outbound19:50 - Investing in Sales the Stupid Way21:20 - “The List is The Strategy”25:32 - When You’re Not Looking31:15 - Your Code is Critical37:38 - Hire Studs, Fire the Rest41:00 - CEO’s Struggle to Fire Fast44:08 - Killer Cold Call Script

Most people make excuses. Winners find a way to win. In this episode, the hosts talk through what it means to live by a code, take ownership, and commit to personal and professional excellence. This episode covers:  0:00 - Intro 1:10 - Bring Your Pitchforks 5:15 - Parents…Protect Your Kids 6:40 - Waiting in Line for Bourbon 7:55 - Our Last Misogi Conversation 12:12 - Palm Springs is Filling Up 15:15 - Targeting Industries with Outbound 19:50 - Investing in Sales the Stupid Way 21:20 - “The List is The Strategy” 25:32 - When You’re Not Looking 31:15 - Your Code is Critical 37:38 - Hire Studs, Fire the Rest 41:00 - CEO’s Struggle to Fire Fast 44:08 - Killer Cold Call Script

No Excuses. Winners Win

Chris Dreyer

Chris Dreyer of Rankings.io joins the show and walks through offer creation and lead generation principals that have allowed him to scale well into the 8-figures.This episode covers: 00:00 - Intro 1:05 - Welcome Chris Dreyer3:43 - Sales Team is Exploding7:15 - Palm Springs Persuasion9:34 - We’re Softer Than We Know18:42 - Testing Limits with Misogi22:38 - Gaining Ground in Businesa28:17 - Chris in Palm Springs31:13 - How to Build Badass Offers37:00 - How to Build a Personal Brand42:24 - How to Build a Leadgen Engine47:15 - Restarting Your Business50:20 - Find Chris Dreyer Content

Chris Dreyer of <a href="http://Rankings.io" rel="nofollow" target="_blank">Rankings.io</a> joins the show and walks through offer creation and lead generation principals that have allowed him to scale well into the 8-figures.This episode covers: 00:00 - Intro  1:05 - Welcome Chris Dreyer 3:43 - Sales Team is Exploding 7:15 - Palm Springs Persuasion 9:34 - We’re Softer Than We Know 18:42 - Testing Limits with Misogi 22:38 - Gaining Ground in Businesa 28:17 - Chris in Palm Springs 31:13 - How to Build Badass Offers 37:00 - How to Build a Personal Brand 42:24 - How to Build a Leadgen Engine 47:15 - Restarting Your Business 50:20 - Find Chris Dreyer Content

Building Badass Offers w/ Chris Dreyer

Special guest, Skyler Reeves of Ardent Growth joins the show, as the crew dives headfirst into the importance of mindset and a willingness to do hard things. The conversation turns to Skyler's unique understanding of the shortcomings that most agencies have when selling or marketing themselves. This episode covers: 00:24 - Intro1:05 - Welcome Guest Skyler Reeves of Ardent Growth2:16 - World's Best Cocktail5:59 - Easy Life vs Fulfilling Life8:42 - Do Hard Things12:20 - Stretching Boundaries with Misogi20:34 - Mindset of Elite Operators23:24 - Unique Mechanisms27:30 - Agencies Suck at Their Own Marketing45:26 - Sales Call Best Practice

Special guest, Skyler Reeves of Ardent Growth joins the show, as the crew dives headfirst into the importance of mindset and a willingness to do hard things. The conversation turns to Skyler's unique understanding of the shortcomings that most agencies have when selling or marketing themselves.  This episode covers:  00:24 - Intro 1:05 - Welcome Guest Skyler Reeves of Ardent Growth 2:16 - World's Best Cocktail 5:59 - Easy Life vs Fulfilling Life 8:42 - Do Hard Things 12:20 - Stretching Boundaries with Misogi 20:34 - Mindset of Elite Operators 23:24 - Unique Mechanisms 27:30 - Agencies Suck at Their Own Marketing 45:26 - Sales Call Best Practice

The Antidote to a Mediocre Life. Do Hard Things

The hosts revisit Joey's most viral content and pull out actionable take aways from each. Then, they dive deep into sales metrics -- how to measure them and make vital improvements.To dive deeper, this episode covers:1:43 - Joey's Greatest Hits3:18 - 95% of People Suck4:25 - How to Hire the Top 5%6:08 - Story of the Rothschilds8:30 - The Recession is Your Greatest Advantage9:18 - Depression is Self Induced10:47 - Your Cold Email Isn't Performing13:23 - Trump vs. Biden is Inevitable?18:00 - The Best Damn Agency Mastermind20:20 - Top Ways to Improve Your Win Rate26:23 - Maximizing Sales Team ROI30:52 - Importance of Deal Velocity37:26 - Confidence is Mission Critical42:00 - Comfort is Killing You

The hosts revisit Joey's most viral content and pull out actionable take aways from each. Then, they dive deep into sales metrics -- how to measure them and make vital improvements.To dive deeper, this episode covers: 1:43 - Joey's Greatest Hits 3:18 - 95% of People Suck 4:25 - How to Hire the Top 5% 6:08 - Story of the Rothschilds 8:30 - The Recession is Your Greatest Advantage 9:18 - Depression is Self Induced 10:47 - Your Cold Email Isn't Performing 13:23 - Trump vs. Biden is Inevitable? 18:00 - The Best Damn Agency Mastermind 20:20 - Top Ways to Improve Your Win Rate 26:23 - Maximizing Sales Team ROI 30:52 - Importance of Deal Velocity 37:26 - Confidence is Mission Critical 42:00 - Comfort is Killing You

95% of People Suck...How to Hire the 5%

In this episode the hosts talk through: 0:00 - Intro 1:30 - Booze &amp; Alcohol Don't Mix 3:58 - Choosing Friendships as a CEO 9:00 - Raising Kids Who Don't Suck 20:35 - 3 Traits of Top 1% Sales Reps 25:05 - Axing Your Sales Team (Pareto Principle) 28:55 - Cultivating a Winning Mindset 30:15 - Building Accountability Into Sales Teams 37:00 - Stop justifying underperformance 41:30 - BREAKTHROUGH sales strategy 47:15 - How to Own Sales Channels 49:40 - Joey's Investment Outlook for 2023

In this episode the hosts talk through: 0:00 - Intro  1:30 - Booze &amp; Alcohol Don't Mix  3:58 - Choosing Friendships as a CEO  9:00 - Raising Kids Who Don't Suck  20:35 - 3 Traits of Top 1% Sales Reps  25:05 - Axing Your Sales Team (Pareto Principle)  28:55 - Cultivating a Winning Mindset  30:15 - Building Accountability Into Sales Teams  37:00 - Stop justifying underperformance  41:30 - BREAKTHROUGH sales strategy  47:15 - How to Own Sales Channels  49:40 - Joey's Investment Outlook for 2023

The Sales Strategy No One is Talkin' Bout

This episode covers: 0:00 - Intro 2:17 - Joey's Candid Feedback 5:10 - Two Types Of Ego Problems 10:45 - You're Not That Important 12:49 - Joey's Worst Hot Takes 16:35 - Automation Can't Replace Sales People 20:55 - Mission Critical! Message / Market Fit 25:40 - Sales Channel Viability In 2023 32:15 - Why The Work Force Is Soft 35:50 - 80/20 Your Sales Team 37:20 - New Hire Accountability &amp; Probation 39:38 - You Should Hate Failure 43:40 - Your Personal Stock Price 45:50 - 3 Time Tested Principals of Sales

This episode covers:  0:00 - Intro  2:17 - Joey's Candid Feedback  5:10 - Two Types Of Ego Problems  10:45 - You're Not That Important  12:49 - Joey's Worst Hot Takes  16:35 - Automation Can't Replace Sales People  20:55 - Mission Critical! Message / Market Fit  25:40 - Sales Channel Viability In 2023  32:15 - Why The Work Force Is Soft  35:50 - 80/20 Your Sales Team  37:20 - New Hire Accountability &amp; Probation  39:38 - You Should Hate Failure  43:40 - Your Personal Stock Price  45:50 - 3 Time Tested Principals of Sales

Nail Message-Market Fit To...Quit Sucking At Sales

This episode, the hosts cover: 0:00 - Introduction 1:20 - Joey Broke LinkedIn 8:35 - Website Redesign &amp; Mascots 11:20 - Choosing Your Thought Leaders 18:40 - Budlight Campaign Conspiracy 28:30 - Key Qualities of a Sales Leader 32:10 - Bad Fit Sales Leaders 39:45 - Does AI Work in Sales 44:10 - Joey's Micro AI Tool 48:15 - Learning from a $100M Agency Owner 50:30 - Solo-Parenting

This episode, the hosts cover:  0:00 - Introduction  1:20 - Joey Broke LinkedIn  8:35 - Website Redesign &amp; Mascots  11:20 - Choosing Your Thought Leaders  18:40 - Budlight Campaign Conspiracy  28:30 - Key Qualities of a Sales Leader  32:10 - Bad Fit Sales Leaders  39:45 - Does AI Work in Sales  44:10 - Joey's Micro AI Tool  48:15 - Learning from a $100M Agency Owner  50:30 - Solo-Parenting

Sales AI, Conspiracy Theories, And Everything In Between

For info on the #1 community in the world for 7 and 8-figure digital agency CEO's, check out: bestdamnmastermind.comOver the course of this episode, Joey and JJ cover:The reintroduction to the podcast (1:40)What Joey is most excited about in bringing back the pod (3:47)The mindset of the Wartime CEO (7:42)Joey's process for approaching and making hard decisions (12:40)Running into business model problems at scale (13:36)Why didn't Joey take Alex Hormozi's advice (18:51)How YOU as a CEO can take steps towards becoming a Wartime CEO (23:38)Getting scrappy with your sales tactics when revenue is down (29:08)The time Joey set LinkedIn on FIRE (33:42)You should kill your tech stack...or at least look at it completely different (34:43)Ryan vs. Joey: cold calling vs account based sales (37:55)Which sales methodology works best for your agency (46:12)Flexing sales strategies as markets shift (51:15)

For info on the #1 community in the world for 7 and 8-figure digital agency CEO's, check out: <a href="bestdamnmastermind.com" rel="nofollow" target="_blank">bestdamnmastermind.com</a>Over the course of this episode, Joey and JJ cover:<ul><li>The reintroduction to the podcast (1:40)</li><li>What Joey is most excited about in bringing back the pod (3:47)</li><li>The mindset of the Wartime CEO (7:42)</li><li>Joey's process for approaching and making hard decisions (12:40)</li><li>Running into business model problems at scale (13:36)</li><li>Why didn't Joey take Alex Hormozi's advice (18:51)</li><li>How YOU as a CEO can take steps towards becoming a Wartime CEO (23:38)</li><li>Getting scrappy with your sales tactics when revenue is down (29:08)</li><li>The time Joey set LinkedIn on FIRE (33:42)</li><li>You should kill your tech stack...or at least look at it completely different (34:43)</li><li>Ryan vs. Joey: cold calling vs account based sales (37:55)</li><li>Which sales methodology works best for your agency (46:12)</li><li>Flexing sales strategies as markets shift (51:15)</li></ul>

Return Of The Pod: "You Should Kill Your Tech Stack!"

The Best Damn Agency Podcast is the go-to resource for digital agency founders who are hungry to scale their business with proven sales and growth strategies.Joey Gilkey built his career around driving massive growth, including taking a $1 million risk management consulting firm to $9.5 million in 18 months, scaling a digital agency by 8x in 12 months, and creating over $1.3 billion in sales pipeline in 3 years.In these honest, no-BS conversations, you'll hear from the most successful agency owners on the strategies they've used to build 7- and 8-figure businesses. And you'll learn from top sales and growth experts what's working right now to scale revenue aggressively.If you're not content to just take whatever business comes your way, and want to achieve rapid and sustainable growth—and maybe even exit your business someday with a life-changing check—be sure to subscribe so you won't miss any of these knowledge bombs from Joey and his guests.

As a CEO and the leader of your company, sometimes you have to be the tough guy and handle objections. And we all know this is not always an easy task to do – especially if you’re introducing new structures, sharing a new vision, or integrating a new culture. But it is possible to handle these objections much like when handling objections from prospects. Tune in to this week’s episode and find out. Also, stay until the very end, because we have a very special and bittersweet announcement to make.This Cast Covers: The positives and negatives of living on a farm (03:11)Lessons from college football that extend into the world of life and leadership  (04:50)Laying the foundation for success sometimes means doing some of the nasty weedings (06:16)A test of good leadership is when you can still rally the troops behind you to believe in you staying the course when things are going poorly (10:59)Why and how Joey is crushing TikTok and Twitter (11:38)The video that got the best traction and also the most haters: the 95% rule (14:06)How to preserve fun and space when you’re scaling (18:05)A weekly structure Joey created to find that fun and space (19:12)The biggest difference between being a CEO flirting with it and being an entrepreneur (20:13)How to approach an objection in the sales process and the most common objections people have (23:15)The revenue formula that can help you decide on when and how to raise your pricing (29:38)What are some of the biggest gaps that Joey notices both in and outside of the agency space? (31:32)Why it’s really easy to focus on the things that are going wrong and not on where we can improve (36:35)One thing agencies lack but internet marketing, training, coaching, consulting, and businesses are really good at (37:01)How do you know whether or not it’s worth trying to reactivate your lead generation list? (38:30)Using disqualifier criteria to whittle down your unqualified leads (42:21)A special announcement regarding this podcast (44:08)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

As a CEO and the leader of your company, sometimes you have to be the tough guy and handle objections. And we all know this is not always an easy task to do – especially if you’re introducing new structures, sharing a new vision, or integrating a new culture. But it is possible to handle these objections much like when handling objections from prospects. Tune in to this week’s episode and find out. Also, stay until the very end, because we have a very special and bittersweet announcement to make.This Cast Covers: <ul><li>The positives and negatives of living on a farm (03:11)</li><li>Lessons from college football that extend into the world of life and leadership  (04:50)</li><li>Laying the foundation for success sometimes means doing some of the nasty weedings (06:16)</li><li>A test of good leadership is when you can still rally the troops behind you to believe in you staying the course when things are going poorly (10:59)</li><li>Why and how Joey is crushing TikTok and Twitter (11:38)</li><li>The video that got the best traction and also the most haters: the 95% rule (14:06)</li><li>How to preserve fun and space when you’re scaling (18:05)</li><li>A weekly structure Joey created to find that fun and space (19:12)</li><li>The biggest difference between being a CEO flirting with it and being an entrepreneur (20:13)</li><li>How to approach an objection in the sales process and the most common objections people have (23:15)</li><li>The revenue formula that can help you decide on when and how to raise your pricing (29:38)</li><li>What are some of the biggest gaps that Joey notices both in and outside of the agency space? (31:32)</li><li>Why it’s really easy to focus on the things that are going wrong and not on where we can improve (36:35)</li><li>One thing agencies lack but internet marketing, training, coaching, consulting, and businesses are really good at (37:01)</li><li>How do you know whether or not it’s worth trying to reactivate your lead generation list? (38:30)</li><li>Using disqualifier criteria to whittle down your unqualified leads (42:21)</li><li>A special announcement regarding this podcast (44:08)</li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

How to Handle Objections in the Sales Process

There are a lot of great tools that salespeople can implement in order to close more deals, but one great tool is framing. Framing is a technique that salespeople use in order to make the sales process easier for their reps. When you frame a sales conversation, you're taking the lead in a particular direction. This episode will explore how to handle objections during a call and show you how to progress further into getting them to the next step of the sales process.This Cast Covers: Why Joey’s feeling under the weather on this podcast episode (01:47)Team training on the five gears: How to Be Present and Productive When There Is Never Enough Time (05:35)The concept of 5 gears and how it pertains to salespeople especially when they need to kick ass 50-60 hours/week (07:46)You should aim to find enjoyment in all 5 gears of your life and work (10:19)JJ admits his biggest weakness but he’s getting better at it (11:49)Why do you put so much weight on the outcome as opposed to putting weight on the work itself? (14:12) The challenge with humans is we're so existential and we always think about our purpose and why we’re here (14:34)Why sometimes we just need to do the fucking work (16:34)Creating connection and friendship outside of work is something really important to JJ (17:36)Our constant struggle with discontentment (20:00) Depression and anxiety come from one of two things: discontentment and lack of control. (20:45)Joey’s thinking of switching up the focus of the podcast (22:50)Why JJ and Joey recommend Phone Burner as a solid power dialer that every sales team should utilize (25:05)The use of dispositions when making dials and during live calls (28:30)How Phone Burner works best if you’re technical, patient, and understand integrations (29:49)Why you should also have your non-ICP criteria (30:59)The good thing is once you start picking up the good thing, it’s easy to rip through the calls (32:51)How to handle objections during a call like “Send me some sales collateral and then we’ll set something up” (34:46)What is framing and how do you leverage it in a sales conversation? (07:06)Siloing out issues is one of the best ways to identify your prospects’ real objections (09:59) Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

There are a lot of great tools that salespeople can implement in order to close more deals, but one great tool is framing. Framing is a technique that salespeople use in order to make the sales process easier for their reps. When you frame a sales conversation, you're taking the lead in a particular direction. This episode will explore how to handle objections during a call and show you how to progress further into getting them to the next step of the sales process.This Cast Covers: <ul><li>Why Joey’s feeling under the weather on this podcast episode (01:47)</li><li>Team training on the five gears: How to Be Present and Productive When There Is Never Enough Time (05:35)</li><li>The concept of 5 gears and how it pertains to salespeople especially when they need to kick ass 50-60 hours/week (07:46)</li><li>You should aim to find enjoyment in all 5 gears of your life and work (10:19)</li><li>JJ admits his biggest weakness but he’s getting better at it (11:49)</li><li>Why do you put so much weight on the outcome as opposed to putting weight on the work itself? (14:12) </li><li>The challenge with humans is we're so existential and we always think about our purpose and why we’re here (14:34)</li><li>Why sometimes we just need to do the fucking work (16:34)</li><li>Creating connection and friendship outside of work is something really important to JJ (17:36)</li><li>Our constant struggle with discontentment (20:00) </li><li>Depression and anxiety come from one of two things: discontentment and lack of control. (20:45)</li><li>Joey’s thinking of switching up the focus of the podcast (22:50)</li><li>Why JJ and Joey recommend Phone Burner as a solid power dialer that every sales team should utilize (25:05)</li><li>The use of dispositions when making dials and during live calls (28:30)</li><li>How Phone Burner works best if you’re technical, patient, and understand integrations (29:49)</li><li>Why you should also have your non-ICP criteria (30:59)</li><li>The good thing is once you start picking up the good thing, it’s easy to rip through the calls (32:51)</li><li>How to handle objections during a call like “Send me some sales collateral and then we’ll set something up” (34:46)</li><li>What is framing and how do you leverage it in a sales conversation? (07:06)</li><li>Siloing out issues is one of the best ways to identify your prospects’ real objections (09:59) </li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

Finding Enjoyment in all Five Gears as it Applies to Sales

Managing salespeople can be a challenge. With so many different sales methods, it can be hard to keep track of how your team is doing. That's why in this episode, we’re walking you through how to hold your entire sales team accountable, sales experimentation, and tonality versus scripting.This Cast Covers: Does Joey feel the pressure of getting old on his birthday? (01:23)What it was like podcasting and bunking up in an actual hurricane (02:55)Saying things to clients that you immediately regret (06:06) JJ’s recent misunderstanding with a client and how it was resolved (06:40)What prompted Joey to have the entire sales department team meeting (10:30)The emotional Levers Joey built into that meeting and the outcome that resulted from that(15:18)Using Neuro-Linguistic Programming (NLP) for negotiations, sales, and meetings (16:08)Things to optimize for in the entire sales operation, such as comp structure (17:40)One of the biggest challenges agency owners face when it comes to managing salespeople (18:42)How to know whether your sales rep is doing a great job or slacking off (19:53)When was the last time you actually held your sales rep accountable? (21:22)Sales experimentation - what does that mean? (22:25)What happens when your agency gets rolled up (26:31)Joe lays the groundwork for sales experimentation (29:03)The art of getting the money from a book called The Narrow (30:24)Sales experimentation is an ongoing moving target of selling(33:37)Building a sales function for your company is almost like teaching a toddler to swing a baseball bat (37:04)We are experimenting for our clients (43:32)If Joey had to choose between tonality versus scripting, which one is more mission-critical? (46:02)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

Managing salespeople can be a challenge. With so many different sales methods, it can be hard to keep track of how your team is doing. That's why in this episode, we’re walking you through how to hold your entire sales team accountable, sales experimentation, and tonality versus scripting.This Cast Covers: <ul><li>Does Joey feel the pressure of getting old on his birthday? (01:23)</li><li>What it was like podcasting and bunking up in an actual hurricane (02:55)</li><li>Saying things to clients that you immediately regret (06:06) </li><li>JJ’s recent misunderstanding with a client and how it was resolved (06:40)</li><li>What prompted Joey to have the entire sales department team meeting (10:30)</li><li>The emotional Levers Joey built into that meeting and the outcome that resulted from that(15:18)</li><li>Using Neuro-Linguistic Programming (NLP) for negotiations, sales, and meetings (16:08)</li><li>Things to optimize for in the entire sales operation, such as comp structure (17:40)</li><li>One of the biggest challenges agency owners face when it comes to managing salespeople (18:42)</li><li>How to know whether your sales rep is doing a great job or slacking off (19:53)</li><li>When was the last time you actually held your sales rep accountable? (21:22)</li><li>Sales experimentation - what does that mean? (22:25)</li><li>What happens when your agency gets rolled up (26:31)</li><li>Joe lays the groundwork for sales experimentation (29:03)</li><li>The art of getting the money from a book called The Narrow (30:24)</li><li>Sales experimentation is an ongoing moving target of selling(33:37)</li><li>Building a sales function for your company is almost like teaching a toddler to swing a baseball bat (37:04)</li><li>We are experimenting for our clients (43:32)</li><li>If Joey had to choose between tonality versus scripting, which one is more mission-critical? (46:02)</li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

The Art of Getting the Money

When you sell a productized service, it can sometimes be difficult to figure out how to effectively communicate the story behind it. It's tempting to tailor your messaging to the strengths of your offer, but doing so risks alienating both your outbound and inbound target prospects. This episode will look at how you can put your productized service on the front foot by developing a compelling message that offers a unique value.What’s in Joey’s and JJ’s glasses: Presidente - Beer from the Dominican Republic 5%This Cast Covers: How we’re feeling during a potential hurricane in the Dominican Republic (02:19)Joey and JJ recall going through extreme weather situations in their respective childhood (03:41)How Joey and his wife handle hard decisions in the family (05:29)Decision-making in the Russell household (07:22)Why Joey believes there always should be a very distinct captain of the ship in any agency or company (08:47) What are both Joey and JJ bringing to the mastermind this time around that's different than what they brought to the mastermind a year and a half ago (10:50)How the Best Damn Agency Mastermind members have also evolved and created a legit brotherhood of agency CEOs (13:29)If you're going to build a sales team, should you just stick with your validated offer with validated demand or create a new lower-ticket offer for your new sales hire to sell? (15:23)Some principles Joey thinks through when crafting an offer consolidating all the basket of goods you’re going to sell (18:06)What Joey means when he talks about a productized service (20:32)How using analogies when selling and talking about delivery can make a world of difference (24:45)Why JJ hates when clients call their foot-in-the-door offer an “audit” (26:04)it's just all about positioning and how you frame that foot-in-the-door offer (29:33)Green flags that can validate you’ve made the right hire in your sales team (30:00)What Joey and JJ are most excited to get out of this mastermind retreat (35:50)Leaning into the relational aspects of the trip (37:38)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

When you sell a productized service, it can sometimes be difficult to figure out how to effectively communicate the story behind it. It's tempting to tailor your messaging to the strengths of your offer, but doing so risks alienating both your outbound and inbound target prospects. This episode will look at how you can put your productized service on the front foot by developing a compelling message that offers a unique value.What’s in Joey’s and JJ’s glasses: Presidente - Beer from the Dominican Republic 5%This Cast Covers: <ul><li>How we’re feeling during a potential hurricane in the Dominican Republic (02:19)</li><li>Joey and JJ recall going through extreme weather situations in their respective childhood (03:41)</li><li>How Joey and his wife handle hard decisions in the family (05:29)</li><li>Decision-making in the Russell household (07:22)</li><li>Why Joey believes there always should be a very distinct captain of the ship in any agency or company (08:47) </li><li>What are both Joey and JJ bringing to the mastermind this time around that's different than what they brought to the mastermind a year and a half ago (10:50)</li><li>How the Best Damn Agency Mastermind members have also evolved and created a legit brotherhood of agency CEOs (13:29)</li><li>If you're going to build a sales team, should you just stick with your validated offer with validated demand or create a new lower-ticket offer for your new sales hire to sell? (15:23)</li><li>Some principles Joey thinks through when crafting an offer consolidating all the basket of goods you’re going to sell (18:06)</li><li>What Joey means when he talks about a productized service (20:32)</li><li>How using analogies when selling and talking about delivery can make a world of difference (24:45)</li><li>Why JJ hates when clients call their foot-in-the-door offer an “audit” (26:04)</li><li>it's just all about positioning and how you frame that foot-in-the-door offer (29:33)</li><li>Green flags that can validate you’ve made the right hire in your sales team (30:00)</li><li>What Joey and JJ are most excited to get out of this mastermind retreat (35:50)</li><li>Leaning into the relational aspects of the trip (37:38)</li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

Sales is a Game of Momentum and Very Much a Team Sport

One thing’s for certain in this business: If you're scaling your agency to success, there are going to be a lot of tough moments. It starts with the lack of resources and staffing, but it doesn’t end there. Scaling an agency is hard on so many levels, from dealing with difficult people to the lack of a clear direction. Pour yourself a tall glass because, in this episode, Joey and JJ spill the beans on what to expect when scaling your agency, how to write good sales copy, how to find the right people, and the real-life application of building a great culture in your company.What’s in Joey’s glass: E.H. Taylor Single Barrel and Manik Black Edition Extra AñejoWhat's in JJ's glass: Blade and Bow Kentucky Straight BourbonThis Cast Covers: Prepping for our trip to the Dominican Republic (06:05)The actual meaning of the phrase “burn the ships” and why it’s so important to Joey (07:00)If you need somebody to write sales copy that converts for you, then you probably need to investigate Sales Driven Agency (13:02)A certain roadmap every agency owner’s probably gonna need that’s in the works and will be launched pretty soon (16:15)Why sales copy is vastly different from sales copy and what makes good, high-converting sales copy (20:38)How a cold email shouldn’t read like a marketing email and what to put on the subject line to get them to open and read your email (23:44)Why the “unprofessional-sounding” emails get more opens and conversions (27:26)Should partners be compensated or paid a commission for deals they sold? (29:00)Is a highly-skilled, sales-focused partner more valuable and deserves more equity than the other partners? (30:00)The biggest lesson Joey learned in scaling up and growing a company (33:22)Doing weekly shoutouts to the people who embody the five core values of the company (34:54) Are your company’s core values actually detracting you from sales success? (39:24)Whoever backfills Joey as the VP of sales really has to bring it because they’ll have their work cut out for them  (43:29)Relinquishing control is something Joey’s learning in scaling the company (44:37)The most fun Joey and JJ’s done recently (47:42)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

One thing’s for certain in this business: If you're scaling your agency to success, there are going to be a lot of tough moments. It starts with the lack of resources and staffing, but it doesn’t end there. Scaling an agency is hard on so many levels, from dealing with difficult people to the lack of a clear direction. Pour yourself a tall glass because, in this episode, Joey and JJ spill the beans on what to expect when scaling your agency, how to write good sales copy, how to find the right people, and the real-life application of building a great culture in your company.What’s in Joey’s glass: E.H. Taylor Single Barrel and Manik Black Edition Extra AñejoWhat's in JJ's glass: Blade and Bow Kentucky Straight BourbonThis Cast Covers: <ul><li>Prepping for our trip to the Dominican Republic (06:05)</li><li>The actual meaning of the phrase “burn the ships” and why it’s so important to Joey (07:00)</li><li>If you need somebody to write sales copy that converts for you, then you probably need to investigate Sales Driven Agency (13:02)</li><li>A certain roadmap every agency owner’s probably gonna need that’s in the works and will be launched pretty soon (16:15)</li><li>Why sales copy is vastly different from sales copy and what makes good, high-converting sales copy (20:38)</li><li>How a cold email shouldn’t read like a marketing email and what to put on the subject line to get them to open and read your email (23:44)</li><li>Why the “unprofessional-sounding” emails get more opens and conversions (27:26)</li><li>Should partners be compensated or paid a commission for deals they sold? (29:00)</li><li>Is a highly-skilled, sales-focused partner more valuable and deserves more equity than the other partners? (30:00)</li><li>The biggest lesson Joey learned in scaling up and growing a company (33:22)</li><li>Doing weekly shoutouts to the people who embody the five core values of the company (34:54) </li><li>Are your company’s core values actually detracting you from sales success? (39:24)</li><li>Whoever backfills Joey as the VP of sales really has to bring it because they’ll have their work cut out for them  (43:29)</li><li>Relinquishing control is something Joey’s learning in scaling the company (44:37)</li><li>The most fun Joey and JJ’s done recently (47:42)</li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

The Hardest Part About Scaling Your Agency – Joey Reveals the Honest Truth

At Sales Driven Agency, we coach your salespeople to sell, but one of the most valuable things for coaching is shadowing a sales trainer, the previous salesperson, and sometimes you as the founder. Now we know you didn’t start your agency with a background in selling (unless it was out of necessity or unless you were Joey) and that’s okay. Because in this episode, we teach your salespeople what to look out for when shadowing a salesperson who sucks at selling… even if that salesperson is you.What’s in Joey’s glass: E.H. Taylor Single BarrelThis Cast Covers: How Joey lost 22 lbs in 3 weeks (02:05)A few people affirm our decision to keep the SOTR segment on this podcast (09:54)Can you still learn from shadowing a shitty salesperson/founder-based seller? (12:08)Shadowing a salesperson/founder vs. training or learning a ton of content (14:53)How long should you let your salesperson shadow you on calls before you let them run their own outreach (17:47) The one thing Joey wished he had SDA’s new account executive do during training (20:59)How to identify the role players versus the elevators in the company and who to take with you when you run multiple businesses (23:26)Joey’s take on never hiring role players, only players that have a massive ceiling and a leadership potential (31:08)JJ wrestles with the idea that some people who seem to have a lot seem unhappy while others who barely have anything seem joyful and carefree (38:46)Why we have to make time for gratitude (41:07)Both Joey and JJ share their moments of expressing gratitude and contentment (43:15)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

At Sales Driven Agency, we coach your salespeople to sell, but one of the most valuable things for coaching is shadowing a sales trainer, the previous salesperson, and sometimes you as the founder. Now we know you didn’t start your agency with a background in selling (unless it was out of necessity or unless you were Joey) and that’s okay. Because in this episode, we teach your salespeople what to look out for when shadowing a salesperson who sucks at selling… even if that salesperson is you.What’s in Joey’s glass: E.H. Taylor Single BarrelThis Cast Covers: <ul><li>How Joey lost 22 lbs in 3 weeks (02:05)</li><li>A few people affirm our decision to keep the SOTR segment on this podcast (09:54)</li><li>Can you still learn from shadowing a shitty salesperson/founder-based seller? (12:08)</li><li>Shadowing a salesperson/founder vs. training or learning a ton of content (14:53)</li><li>How long should you let your salesperson shadow you on calls before you let them run their own outreach (17:47) </li><li>The one thing Joey wished he had SDA’s new account executive do during training (20:59)</li><li>How to identify the role players versus the elevators in the company and who to take with you when you run multiple businesses (23:26)</li><li>Joey’s take on never hiring role players, only players that have a massive ceiling and a leadership potential (31:08)</li><li>JJ wrestles with the idea that some people who seem to have a lot seem unhappy while others who barely have anything seem joyful and carefree (38:46)</li><li>Why we have to make time for gratitude (41:07)</li><li>Both Joey and JJ share their moments of expressing gratitude and contentment (43:15)</li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

How to Train Your Sales People to Success Even If You Suck at Sales

In this podcast, Joey and JJ make a case for questioning everything, consistency, measuring sales-related activities, and how to turn a gatekeeper on a cold call into an advocate for you. Also, what makes an effective sales manager? This might be helpful if you, as a founder, need to step into this role or hire someone new for the role. This Cast Covers: Joey’s and JJ’s ultimate hope for you listening to this podcast (01:51) Why we need to do a better job of questioning everything (05:58)Something we all wrestle through in some way, shape, or form (07:52)What made JJ almost want to quit his job (12:02)Can friends work together? (13:13)An ever-present tension of sales pushing the boundaries of delivery or vice versa (13:41)The good thing about Joey and JJ’s working partnership (15:05)Listen to Joey’s terrible ad reads for Sales Driven Agency (17:26)Where to start assessing or diagnosing a company’s existing outbound sales ops (20:53) Which data to look at and questions to ask yourself when you don’t see the results you want out of your sales operation (24:08) Should you pivot away from the phone when gatekeepers are involved or come up with a tactic for getting past them? (26:47)Joey shares a strategy and script to use when cold calling to get past the gatekeeper (27:00) How to call in the gatekeeper and make them an advocate (27:53)Other strategies you can do when cold calling itself doesn’t work (29:43)Identifying gaps in your sales reps’ abilities to perform and strategically provide training for filling them (33:08)How to be an effective sales manager especially if this is not your strong forte (34:58)The difference between meetings and reviews and why you need both as a sales manager, leader or coach (35:38) How Joey’s feeling about their current trajectory as an agency of growth and scaling (42:56)JJ’s reflections on building massive businesses but also being an excellent family man (47:41)What to do when you realize you’ve lost sight of your “nuclear core” convictions (48:42) Why Joey isn’t a big believer in work-life balance, rather on running from one of the spectrum and back (21:24)Our goal every day shouldn’t be energy preservation, rather an energy depletion   (23:43) Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

In this podcast, Joey and JJ make a case for questioning everything, consistency, measuring sales-related activities, and how to turn a gatekeeper on a cold call into an advocate for you. Also, what makes an effective sales manager? This might be helpful if you, as a founder, need to step into this role or hire someone new for the role. This Cast Covers: <ul><li>Joey’s and JJ’s ultimate hope for you listening to this podcast (01:51) </li><li>Why we need to do a better job of questioning everything (05:58)</li><li>Something we all wrestle through in some way, shape, or form (07:52)</li><li>What made JJ almost want to quit his job (12:02)</li><li>Can friends work together? (13:13)</li><li>An ever-present tension of sales pushing the boundaries of delivery or vice versa (13:41)</li><li>The good thing about Joey and JJ’s working partnership (15:05)</li><li>Listen to Joey’s terrible ad reads for Sales Driven Agency (17:26)</li><li>Where to start assessing or diagnosing a company’s existing outbound sales ops (20:53) </li><li>Which data to look at and questions to ask yourself when you don’t see the results you want out of your sales operation (24:08) </li><li>Should you pivot away from the phone when gatekeepers are involved or come up with a tactic for getting past them? (26:47)</li><li>Joey shares a strategy and script to use when cold calling to get past the gatekeeper (27:00) </li><li>How to call in the gatekeeper and make them an advocate (27:53)</li><li>Other strategies you can do when cold calling itself doesn’t work (29:43)</li><li>Identifying gaps in your sales reps’ abilities to perform and strategically provide training for filling them (33:08)</li><li>How to be an effective sales manager especially if this is not your strong forte (34:58)</li><li>The difference between meetings and reviews and why you need both as a sales manager, leader or coach (35:38) </li><li>How Joey’s feeling about their current trajectory as an agency of growth and scaling (42:56)</li><li>JJ’s reflections on building massive businesses but also being an excellent family man (47:41)</li><li>What to do when you realize you’ve lost sight of your “nuclear core” convictions (48:42) </li><li>Why Joey isn’t a big believer in work-life balance, rather on running from one of the spectrum and back (21:24)</li><li>Our goal every day shouldn’t be energy preservation, rather an energy depletion   (23:43) </li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

Consistency is the Number One Key to Winning the Battle at Being a Good Sales Manager, Leader or Coach

Got an offer that just isn't converting as well as you'd like? You know that it's missing something but can't figure out what it is? In this episode, Joey breaks down his process of crafting solid offers, how to build out your sales campaigns whether that’s through phone, email, or social, why you should build a sales team first before creating your marketing engine, and the best way to leverage leads.This Cast Covers: We’re starting a cool thing at our agency called SDA Happy Hour (01:39) All the things you need to answer before building out sales campaigns for clients (02:51)How JJ realized he’s old as shit and why Joey thinks he’s a loser right now (03:53)JJ shares a quick anecdote about his kid’s football game which prompts Joey to share his 12-year-old football anecdote as well (06:27)Is it normal to have significant anxiety ever in business and what can you do about it? (11:14)The ODD system to lighten your load if you’ve got too much on your plate (13:37)Ever heard of the entrepreneur’s or the founder’s curse? JJ breaks it down (14:21)Why joining the Best Damn Agency Mastermind will be the best decision you’ll ever make as an agency owner or founder (17:10)Joey’s process when it comes to crafting offers from start to finish (20:54) Learning about your superpowers and doing more of them rather than putting things on your plate that you aren’t necessarily great at (24:41)How to combat that feeling of “comfortability” newly hired salespeople may get because of having higher base pay (28:16) Are there people still willing to be in a setup with lower base pay but with massive commissions? (30:41)Why it’s so important to hire somebody with the right makeup and mentality and aligns with your agency’s core values (32:04)How many contacts should you drop into a sales sequence-building campaign? (34:15) Why Joey prefers the phone for cold outreach and needs to see 500 dials before saying that a script is working (35:58)What to do with the rest of the people in the first sales campaign that didn’t convert (36:41)If you need more clarity around building out sales campaigns, then you’ll love working with Sales Driven Agency (11:16)The best way to leverage lead magnets and what to do with warm leads (44:46)What Joey finds the most ideal model in terms of lead generation, marketing and sales (45:47)The most effective initial point of sale if you’re doing cold outreach (49:59) Sell something that gets a very specific outcome, price it accordingly and learn how to upsell afterward (52:05)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

Got an offer that just isn't converting as well as you'd like? You know that it's missing something but can't figure out what it is? In this episode, Joey breaks down his process of crafting solid offers, how to build out your sales campaigns whether that’s through phone, email, or social, why you should build a sales team first before creating your marketing engine, and the best way to leverage leads.This Cast Covers: <ul><li>We’re starting a cool thing at our agency called SDA Happy Hour (01:39) </li><li>All the things you need to answer before building out sales campaigns for clients (02:51)</li><li>How JJ realized he’s old as shit and why Joey thinks he’s a loser right now (03:53)</li><li>JJ shares a quick anecdote about his kid’s football game which prompts Joey to share his 12-year-old football anecdote as well (06:27)</li><li>Is it normal to have significant anxiety ever in business and what can you do about it? (11:14)</li><li>The ODD system to lighten your load if you’ve got too much on your plate (13:37)</li><li>Ever heard of the entrepreneur’s or the founder’s curse? JJ breaks it down (14:21)</li><li>Why joining the Best Damn Agency Mastermind will be the best decision you’ll ever make as an agency owner or founder (17:10)</li><li>Joey’s process when it comes to crafting offers from start to finish (20:54) </li><li>Learning about your superpowers and doing more of them rather than putting things on your plate that you aren’t necessarily great at (24:41)</li><li>How to combat that feeling of “comfortability” newly hired salespeople may get because of having higher base pay (28:16) </li><li>Are there people still willing to be in a setup with lower base pay but with massive commissions? (30:41)</li><li>Why it’s so important to hire somebody with the right makeup and mentality and aligns with your agency’s core values (32:04)</li><li>How many contacts should you drop into a sales sequence-building campaign? (34:15) </li><li>Why Joey prefers the phone for cold outreach and needs to see 500 dials before saying that a script is working (35:58)</li><li>What to do with the rest of the people in the first sales campaign that didn’t convert (36:41)</li><li>If you need more clarity around building out sales campaigns, then you’ll love working with Sales Driven Agency (11:16)</li><li>The best way to leverage lead magnets and what to do with warm leads (44:46)</li><li>What Joey finds the most ideal model in terms of lead generation, marketing and sales (45:47)</li><li>The most effective initial point of sale if you’re doing cold outreach (49:59) </li><li>Sell something that gets a very specific outcome, price it accordingly and learn how to upsell afterward (52:05)</li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

You Are Not The Best Person to Do Everything, So Why Do You Keep Trying?

Pricing is all about value. The more you give, the more you win. This is a very simple concept, yet it is not as easy as it sounds. In today's digital age, it can be easy to fall into the trap of trying to be everything to everybody. It's important to remember that by setting boundaries and charging accordingly, can help you create a stronger brand and a stronger business. This Sales on the Rocks episode is here to tell you why you don’t need a million and one offers to reach your revenue goals, how scarcity works in sales and why it is so damn effective as well as how to properly execute the scarcity tactic with your business and the first few things you should be tracking and monitoring after hiring a salesperson.What’s in JJ’s glass: Parker’s Heritage Collection | Heaven Hill DistilleryThis Cast Covers: JJ went on a wine-tasting tour that used a reverse psychology scarcity tactic on them (03:28)Is this scarcity tactic something that you can also spin in B2B sales or more for D2C only? (06:01)Joey exposes Bugatti for incorporating the scarcity tactic really well in their sales (07:27)Stuff we said we’d never do but are now doing (12:19) The most advantageous way to package your services and why less is more is always the way to go (17:05)A problem JJ keeps noticing with the clients they work with wherein they can’t or won’t execute the sales management training we’ve given them (21:54)Why founders and business owners either overlook the sales accountability tools we give them despite training and coaching them on how to use them (23:24)A solution Joey proposes that’s honestly the most basic and non-negotiable activity you need to do if you want to fix this issue (24:17)Joey and JJ workshop through how to train salespeople using a phased on-ramp and what trainers should be looking for from one phase to the next (26:17)Activities Joey would love to see sales reps doing in the first couple of weeks of their training (27:40)Why it’s important to not only track activities but also focus on measuring the outcomes of those activities, such as the number of FTAs booked (28:54)This same kind of measuring and tracking activities and outcomes of sales reps can also be used in our timeline with clients (31:33)Defining the win at different stages in the engagement is a mappable application (31:53)Joey and JJ go into a semi-deliberation between two candidates who are gunning for the closer role at SDA (36:23) If we both had to make a decision today, who would we pick from the two (45:46)Why JJ actually liked trying to sell the role to the candidate because it feels like the candidate has the upper hand (47:04)Joey puts JJ on the spot with this question: What's it like making as much money as you're making now? (50:27)Generosity is a great metric of mastery over money (20:59)Joey’s core focuses or thoughts around generosity (23:10)Having a purpose for your money (25:41)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

Pricing is all about value. The more you give, the more you win. This is a very simple concept, yet it is not as easy as it sounds. In today's digital age, it can be easy to fall into the trap of trying to be everything to everybody. It's important to remember that by setting boundaries and charging accordingly, can help you create a stronger brand and a stronger business. This Sales on the Rocks episode is here to tell you why you don’t need a million and one offers to reach your revenue goals, how scarcity works in sales and why it is so damn effective as well as how to properly execute the scarcity tactic with your business and the first few things you should be tracking and monitoring after hiring a salesperson.What’s in JJ’s glass: Parker’s Heritage Collection | Heaven Hill DistilleryThis Cast Covers: <ul><li>JJ went on a wine-tasting tour that used a reverse psychology scarcity tactic on them (03:28)</li><li>Is this scarcity tactic something that you can also spin in B2B sales or more for D2C only? (06:01)</li><li>Joey exposes Bugatti for incorporating the scarcity tactic really well in their sales (07:27)</li><li>Stuff we said we’d never do but are now doing (12:19) </li><li>The most advantageous way to package your services and why less is more is always the way to go (17:05)</li><li>A problem JJ keeps noticing with the clients they work with wherein they can’t or won’t execute the sales management training we’ve given them (21:54)</li><li>Why founders and business owners either overlook the sales accountability tools we give them despite training and coaching them on how to use them (23:24)</li><li>A solution Joey proposes that’s honestly the most basic and non-negotiable activity you need to do if you want to fix this issue (24:17)</li><li>Joey and JJ workshop through how to train salespeople using a phased on-ramp and what trainers should be looking for from one phase to the next (26:17)</li><li>Activities Joey would love to see sales reps doing in the first couple of weeks of their training (27:40)</li><li>Why it’s important to not only track activities but also focus on measuring the outcomes of those activities, such as the number of FTAs booked (28:54)</li><li>This same kind of measuring and tracking activities and outcomes of sales reps can also be used in our timeline with clients (31:33)</li><li>Defining the win at different stages in the engagement is a mappable application (31:53)</li><li>Joey and JJ go into a semi-deliberation between two candidates who are gunning for the closer role at SDA (36:23) </li><li>If we both had to make a decision today, who would we pick from the two (45:46)</li><li>Why JJ actually liked trying to sell the role to the candidate because it feels like the candidate has the upper hand (47:04)</li><li>Joey puts JJ on the spot with this question: What's it like making as much money as you're making now? (50:27)</li><li>Generosity is a great metric of mastery over money (20:59)</li><li>Joey’s core focuses or thoughts around generosity (23:10)</li><li>Having a purpose for your money (25:41)</li></ul>Additional Resources:<ul><li><a href="http://www.salesdrivenagency.com/" rel="nofollow" target="_blank">The Sales Driven Agency</a></li><li><a href="https://www.bestdamnagency.co/" rel="nofollow" target="_blank">The Best Damn Agency Mastermind</a></li></ul>

SOTR: Stop Trying to Be Everything to Everybody

In this short episode, Joey Gilkey shares with the listeners a massive announcement and change to the Best Damn Agency Podcast.

In this short episode, Joey Gilkey shares with the listeners a massive announcement and change to the Best Damn Agency Podcast.

BIG ANNOUNCEMENT — The End of an Era

The Best Damn Agency Podcast is the go-to resource for digital agency founders who are hungry to scale their business with proven sales and growth strategies. Joey Gilkey built his career around driving massive growth, including taking a $1 million risk management consulting firm to $9.5 million in 18 months, scaling a digital agency by 8x in 12 months, and creating over $1.3 billion in sales pipeline in 3 years. In these honest, no-BS conversations, you'll hear from the most successful agency owners on the strategies they've used to build 7- and 8-figure businesses. And you'll learn from top sales and growth experts what's working right now to scale revenue aggressively. If you're not content to just take whatever business comes your way, and want to achieve rapid and sustainable growth—and maybe even exit your business someday with a life-changing check—be sure to subscribe so you won't miss any of these knowledge bombs from Joey and his guests.

Best Damn Agency Podcast

The best podcast episodes on non-current politics. Covering topics such as universal basic income, democracy, poverty & justice and more. For anyone interested in learning more about politics that affect that world, not just now, but in the longer term. Add episodes you're interested into your queue below!

Best Non-Current Politics Podcasts

The best podcast episodes on global issues affecting everyone. Covering topics such as the #metoo movement, climate change, the impact of technology and some of the biggest global issues facing us right now. For anyone interested in learning more about the world, and some of the issues we're facing, pick an episode below and start listening! Add episodes you're interested into your queue below!