Joey Gilkey is the Founder and CEO of Tribe Outbound, a strategic sales firm specializing in helping companies land high-value clients through outbound sales. He built his career on selling high-value products and services in a non-salesy and ethical way to some of the largest companies in the world and in very competitive industries. Over the years, he noticed that the majority of companies that he dealt with were struggling to tap into their dream market. He founded Tribe Outbound in 2017 as a solution for company sales problems and they have since gone on to become a market leader and has been influential in growing some of the worlds fastest-growing companies.
Joey Gilkey, the Founder and CEO of Tribe Outbound, talks with John Corcoran on this episode of The Smart Business Revolution Podcast where they talk about connecting with your dream 500 clients. Joey explains what account-based selling means, how his business model works, how to build credibility, and his best strategies for increasing retention.
Here’s a Glimpse of What You’ll Hear:
- Joey Gilkey’s background and what being in a Christian ministry taught him about sales
- How the Dream 500 process of activation and expansion after landing a deal leads to more sales
- How Joey’s trust transaction model helps build trust in business relationships and land more referrals
- Can you be good at sales without being likeable?
- How to establish credibility with clients
- How to use Linkedin as a landing page and how to create relevant content for users
- What account-based selling means and how it relates to the Dream 500 concept
- How much effort and time does it take to go after your dream clients?
- Joey’s strategies for increasing retention after closing a deal and delivering results
- How Joey built his compensation model for Tribe Outbound
- The people Joey acknowledges for his accomplishments
- Tribe Outbound
- Joey Gilkey’s website
- Joey Gilkey on LinkedIn
- Creating Rock Star Salespeople with Joey Gilkey of Tribe Prospecting
- [One Question] Finding Inspiration Through Adversity with Joey Gilkey Founder of Tribe Prospecting
- Oren Klaff on LinkedIn
- Flip the Script: Getting People to Think Your Idea Is Their Idea by Oren Klaff
- Mechanisms for Closing Million-Dollar Deals with Oren Klaff of Pitch Anything
- [ONE-QUESTION] How to Come Back from a Low Point Quickly with Oren Klaff, Author of Pitch Anything
- The Challenger Sale by Matthew Dixon
- Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Retention Paperback by John Ruhlin
- Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days by Joey Coleman
- Jason Swank
- Vinnie Fisher
- Roland Frasier
- Called to Create: A Biblical Invitation to Create, Innovate, and Risk by Jordan Raynor
- Master of One: Find and Focus on the Work You Were Created to Do by Jordan Raynor
- The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg and John David Mann
Today’s episode is sponsored by Rise25 Media, where our mission is to connect you with your best referral partners, clients, and strategic partners. We do this through our done for you business podcast solution and content marketing.
Along with my business partner Dr. Jeremy Weisz, we have over 18 years of experience with B2B podcasting, which is one of the best things you can do for your business and you personally.
If you do it right, a podcast is like a “Swiss Army Knife” – it is a tool that accomplishes many things at once. It can and will lead to great ROI, great clients, referrals, strategic partnerships, and more. It is networking and business development; and it is personal and professional development which doubles as content marketing.
A podcast is the highest and best use of your time and will save you time by connecting you to higher caliber people to uplevel your network.
To learn more, go to Rise25.com or email us at [email protected].
To learn more, book a call with us here.
Check out Rise25 to learn more about our done-for-you lead generation and done-for-you podcast services.
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Welcome to the Revolution, the Smart Business Revolution podcast where we ask today’s most successful entrepreneurs to share the tools and strategies they use to build relationships and connections to grow their revenue. Now, your host for the revolution. John Corcoran.
John Corcoran 0:40
All right. Welcome, everyone. John Corcoran here. I’m the host of the Smart Business Revolution Podcast, where I get to talk with smart CEOs, founders and entrepreneurs of all kinds of different companies and organizations like YPO, EO, Activision Blizzard, Lending tree, OpenTable x and many more. I’m also the co-founder of Rise25, where we help connect the b2b business owners to their ideal prospects and I’m really excited today because I’ve got a legend, a really smart guy here. His name is Joey Gilkey. He’s the CEO and founder of Tribe Outbound. He built his career on selling high value products and services in a non salesy ethical way to some of the largest companies in the world, and in really competitive industries. And over the years, he noticed that the majority of companies that he dealt with were really struggling to tap into their dream market.
And so the company that he founded in 2017 really is a solution for company sales problems. He flips sales around and really emphasizing empathy in the sales process, which we’ll talk about building a high class team of specialists who really focuses on going into particular companies and we’ll talk about account based selling and what that means and going after dream clients that you want to work with, which is a big part of what he does as well, really fascinating stuff. But first, of course, before we get to that this episode is brought to you by Rise25 Media. At Rise25 we help b2b businesses get clients referrals and strategic partnerships with our done for you podcasts and content marketing. You’re listening to one right now. And you’ve probably listened to thought before. Hey, should I do a podcast? While I say absolutely we specialize in helping b2b businesses with high client lifetime value to make a podcast profitable for them. So to learn more, go to rise 45 dot com. And you can learn all about her You can also email us at support at rise25media.com. All right, Joey. So, my business partner Jeremy is a big fan of yours. He’s interviewed you before and I know, he’s interviewed some big people. But after he interviewed you, he was raving he was like a little schoolgirl or something like that. Completely raving about the, you know, the experience of talking to you. And I listened to that episode, and was really blown away as well. You’ve got a lot of different approaches and philosophies around pursuing, like large clients, dream clients, not just one but They’re not just 10, but like 500 of them. So I want to dive into that. But first before we get into that, tell me a little bit about your background where you were born, you’re born a salesman at like three years old, you’re going around the neighborhood selling chocolate bars or whatever you like, as a kid.
Joey Gilkey 3:14
Cool. It’ll first sound like it’s from me on and yes, I’m also a big fan of Jeremy. So maybe it’s a man crush going on. But yeah, man. So growing up, I did not grow up in an entrepreneurial household. My dad was a blue collar worker, he started in Home Depot, still working for Home Depot now 30 years later, and he was working for Home Depot, you know, midnight, graveyard shift in the lumber yard. And now he’s in corporate doing very well for himself. And so I come from a very hardworking family, but not entrepreneurial. I didn’t grow up selling candy on the streets to folks, I didn’t have the entrepreneurial bug necessarily. They got attributes that lead to it in terms of leadership and for me, my whole career, my whole my whole childhood. Growing up was about sports. So for me, I played every sport you can imagine at some point and then through high school, eventually played football and got drafted in the MLB as well. Very low rounds. So it’s not that impressive if you actually know anything about the MLB draft a lot of kids get drafted but never go play. And then I went off to play football in college, actually, at a small division one school called Presbyterian college. But yeah, man, I did not. I didn’t curl up with even the business book, to be honest, my whole life was about sports. And then, in my college years, it became more about ministry like full time Christian ministry, and which in and of itself is entrepreneurial, but I wouldn’t have caught it at the time, but definitely prepared me for the career I’ve now been on.
John Corcoran 4:48
Actually fascinated by that because when I was in college, I was very into politics and I went door to door for people’s Can’t you know, for candidates in causes and things like that. And I’m fascinated by people who’ve done that, you know, whether it’s stored or sales for selling a product or a cause or a political candidate. It’s ultimately selling, right? Mm hmm. It’s
Unknown Speaker 5:13
exactly right. Yeah. I mean, for me, after college, I did go into full time ministry.[continue to page 2]