In this episode of the Closer to Closer podcast, hosts Jake Hare and Aaron Pursell discuss the impact of recent elections on their business, share insights on acquisition strategies, and emphasize the importance of maximizing existing client relationships. They explore the value of conducting time audits to assess productivity and the necessity of quality control in sales. The conversation also highlights the critical role of coaching in enhancing sales performance, drawing parallels between sports training and sales management. In this conversation, Aaron Pursell and Jake Hare discuss the importance of self-sufficiency in sales closing, the challenges of navigating sales ruts, and the critical role of feedback in improving sales performance. They introduce their innovative tool, Call Review AI, designed to provide actionable insights from sales calls, enabling sales teams to make data-driven decisions and enhance their performance. The discussion emphasizes the integration of AI in sales processes and the necessity of adapting to modern sales techniques.

In this episode, Jake Hare and Aaron Pursell interview Peyton Welch about high performance in sales. They discuss the definition of high performance, the importance of mindset and mental toughness, and the role of training and coaching in developing high performers. They also explore the impact of personal factors, such as relationships and lifestyle, on performance. Peyton shares his own journey to becoming a high performer and offers insights into how to instill high performance in others. The conversation highlights the need for a holistic approach to performance, including both skill development and personal growth. The conversation explores the importance of personal development and self-awareness in becoming a high performer. It discusses the need for sales reps to develop their interpersonal skills and habits in addition to their sales acumen. The conversation also touches on the expectations of business owners and the importance of aligning goals and values. It emphasizes the need to separate self-worth from sales numbers and to develop a diverse portfolio of confidence pockets. The conversation concludes with advice on creating an identity document and finding inspiration from others.

In this episode of the Closer to Closer podcast, Jake Hare and Aaron Pursell are joined by special guest Josh Johnson, their former sales manager at Closers.io. They discuss the transition from being a closer to a sales manager and the key characteristics that make a great leader. They also explore the evolving role of sales management, which now includes aspects of marketing and operations. The conversation touches on the challenges of promoting the best performer into a leadership position and the importance of self-awareness and humility in sales management. They also discuss how to address issues in other departments without appearing to complain and the need for clear communication and persistence in driving change. In this part of the conversation, Josh Johnson discusses the future of high ticket sales and the importance of personal branding. He also shares insights on vetting offers and turning B players into A players. He emphasizes the need for self-awareness, emotional control, and performance biology in order to develop top-performing sales teams. Additionally, he discusses the balance between tactical training and feedback, and the importance of holding sales reps accountable. In this final part of the conversation, Josh Johnson discusses the ideal amount of coaching for sales teams and the importance of reviewing closed calls. He also shares his experience of balancing work and family life as a sales manager with a child. The conversation concludes with a discussion on the trend of fractional sales management and the importance of being qualified and delivering results in that role.

The conversation explores the sustainability and longevity of being a high ticket closer in the info product space. It discusses the factors that contribute to success and burnout, including the high pressure and demand for high performance. The conversation also touches on the benefits of being in the high ticket space, such as the opportunity to learn entrepreneurial skills and work closely with business owners. Overall, the conversation concludes that while there are challenges and potential burnout, there is also potential for long-term success and growth in the high ticket closing industry.

Takeaways

• Being a high ticket closer in the info product space can be sustainable and offer long-term opportunities for growth.
• Success in the high ticket space requires high performance and the ability to handle pressure.
• The high ticket space provides the opportunity to learn entrepreneurial skills and work closely with business owners.
• While there are challenges and potential burnout, the high ticket closing industry offers potential for long-term success and financial growth.

In this episode, Jake Hare and Aaron Pursell discuss the impact of Alex Hormozi on the high ticket space. They explore the concept of the value equation and how it has led to a race to the bottom in terms of guarantees and promises. They discuss the need for innovation in the high ticket space and the shift towards low ticket, recurring revenue models. They also consider the challenges and benefits of different approaches, such as direct high ticket sales, low ticket with upsells, and high ticket with recurring revenue. In this conversation, Jake Hare and Aaron Pursell discuss the different approaches to building a business and creating offers. They explore the value equation and the dangers of relying solely on the value equation to sell. They also discuss the importance of building a personal brand and the benefits it can bring. They emphasize the need to think carefully about the path you choose and not to get caught up in competing solely on price and outcomes. The conversation concludes with a call to action for listeners to hold Jake and Aaron accountable for posting more content.

Summary

In this episode of the Closer to Closer podcast, Jake Hare and Aaron Pursell discuss whether sales reps or marketing are to blame for issues in the high ticket space. They explore the ongoing blame game between sales and marketing teams and the importance of personal responsibility for sales reps. They also discuss the challenges of marketing in the high ticket space, where tactics and funnels are constantly changing. The conversation highlights the need for closers to take proactive steps to create momentum and maintain a strong pipeline, even when marketing is not performing well. They also discuss the importance of transparent communication between sales and marketing leadership. The conversation revolves around the importance of owners and companies taking responsibility for marketing problems and addressing them. It emphasizes the need for owners to acknowledge and actively work to fix marketing issues, as well as create a positive company culture. The conversation also touches on the impact of marketing on a closer's confidence and the importance of vetting offers as a closer. It discusses the messaging and expectations around high ticket sales and the need for closers to understand marketing concepts. The conversation concludes with the advice to look inward and assess one's own efforts before blaming external factors.

Takeaways

• There is often a blame game between sales and marketing teams in the high ticket space.
• Sales reps need to take personal responsibility and be proactive in creating momentum and maintaining a strong pipeline, even when marketing is not performing well.
• Marketing in the high ticket space is constantly changing, and closers may feel frustrated by the lack of consistency and defined metrics.
• Transparent communication between sales and marketing leadership is crucial to address issues and make necessary changes.
• Closers should consider their personal circumstances and the quality of leadership when deciding whether to stay with an offer or look for other opportunities. Owners and companies need to take responsibility for marketing problems and actively work to address them.
• A positive company culture and clear mission, vision, and values can help retain closers during challenging times.
• Closers should vet offers and understand the marketing strategies and tactics being used.
• High ticket sales often promote a lifestyle, but closers should focus on being different and better, not just making bold promises.
• Closers should assess their own efforts and skills before blaming external factors for slow periods.
• Understanding marketing concepts and strategies can help closers better navigate and contribute to the sales process.