Do you suck at closing... or is it marketing?
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.