Dec 26, 2019
Joey Gilkey is the Founder of Tribe Prospecting, which helps businesses land six and seven-figure contracts with their dream 500 clients through account-based selling. If they don't deliver they personally buy you a Tesla. They have a multi-discipline, multi-channel, hyper-personalized, highly-targeted, account-based sales outreach system to reach the list of your 500 dream clients over the course of the year.
What goes into the buying decisions that people make? What are the motivating factors of customers when different salespeople have different closing rates? This week’s guest was a psychology major, and that background, as well as his background in football and the ministry, definitely guided his life and decisions.
Joey Gilkey was also introduced to a book called “The Challenger Sale” which changed his outlook on life and sales. The book details varies “types” of salespeople, but identifies the “Challenger” as the type who has the most success. This type of person is one who challenges their customers on their buying habits. He put this into practice in his former position in insurance and beyond, to great success.
Joey’s company guarantees success for its customers or they will give a free Tesla. That confidence comes from their history of success, but what if the clients don’t capitalize on the leads they generate? Joey points out that while average salespeople should be able to close 10-15% of the time, the really good, rockstar salespeople should have a closing rate of at least 30%.