Full Funnel Freedom: Recent Episodes
Hamish Knox
Full Funnel Freedom is for sales executives, directors and managers who know they want to improve the capabilities of their sales teams to generate more leads and income with ease. You're tired of the constant hustle and the pressure of leading a demotivated sales team. You are looking for ways to assess, develop and lead your team that ultimately lead to better results. You're excited and ready to learn what it takes to build a sales funnel that brings you freedom. Hosted by Hamish Knox, author of Accountability The Sandler Way and Change The Sandler Way, recipient of Sandler Global Rookie of the Year and David H Sandler Award Winner. You'll learn not only how to reach more prospects but how to maximise the client relationships you already have. This is the show for you to learn how to feel less pressured and stressed about the sales process & what it takes to have Full Funnel Freedom.
The phrase “Kill Your Darlings,” attributed to writer William Faulkner, is a piece of advice given to authors that suggests cutting the parts of a story or novel that they love the most. The idea is that these "darlings" often hinder the overall flow, clarity, or effectiveness of the piece. In a business context, the concept translates well. We often hold on to projects, products, or services that we’re emotionally attached to, despite evidence that they may be draining resources or no longer serving the overall goals of the company.
When I looked at the bigger picture, I realized that while the Full Funnel Freedom show had been incredibly valuable and rewarding, it wasn’t helping me move toward my ultimate goal—helping my clients scale their sales and achieve their ideal exits. To focus more effectively on supporting them, I made the tough decision to “kill my darling” and end the podcast. Letting go of something I’ve invested in emotionally and professionally wasn’t easy, but it was necessary to free up time and energy for the things that will drive my business and clients forward. It’s a reminder that sometimes, even our most cherished projects can hold us back from what really matters.
What you'll learn:
- How do you identify which projects or services are no longer serving your long-term goals?
- What is the process for evaluating the value versus the burden of current business offerings?
- How can the “Kill Your Darlings” mindset help leaders make tough but necessary decisions for growth?
Thank you for listening.
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
Understanding what truly motivates employees is the key to unlocking top performance. While many organizations focus on achieving business goals, the real secret lies in aligning the company’s objectives with the personal aspirations of employees. It’s no longer enough to push for corporate success as the primary driver—employees want to see how their work contributes to their own life goals. Leaders who acknowledge and foster this connection between personal desires and professional roles tap into an intrinsic motivation that can drive exceptional results. By focusing on what employees care about most—their lifestyle, income, and personal growth—leaders can inspire teams to consistently perform at their best.
Phil Putnam, a workshop leader, business strategy consultant, and speaker, has built a career on helping companies maximize performance through human-first strategies. With over two decades of experience working with brands like Adobe, Apple, Bloomberg, and Salesforce, Phil believes that employee motivation is not just about corporate success, but also about aligning personal life goals with work responsibilities. His new book, Desire-Based Leadership, which will be released on October 15, offers a deep dive into how leaders can harness this concept to improve employee satisfaction and performance. Phil was previously featured in episode 146.
Click Here to pre-order Phil's book Desire-Based Leadership
What you'll learn:
- How can leaders align their company's goals with the personal desires of their employees to drive motivation?
- What are the long-term business benefits of focusing on employee satisfaction over constant hiring and replacements?
- How can the LIFE Motivation Discovery Model help leaders better understand and maintain employee motivation?
Resources:
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In the complex world of enterprise and B2B sales, the importance of following a structured process cannot be overstated. Discovery, often underemphasized, plays a pivotal role in identifying not only the problems customers face but also the best solutions tailored to their needs. A disciplined approach to discovery helps sales professionals dig beyond surface-level concerns and better understand the true impact, economics, and urgency behind a prospect's problem. Without a solid framework, discovery quickly devolves into an interrogation, making it harder to build trust and uncover the real motivators behind a deal. Structuring discovery around a clear process allows sales leaders to forecast deals more accurately and optimize the path to closing with minimal friction.
Don Hicks brings over two decades of sales expertise to his role as the Area VP of Sales for Venture Employer Solutions. Before venturing into the world of sales, Don served eight years in the United States Marine Corps, where he earned the distinguished honor of Marine of the Year. Transitioning into sales, he started his career selling life insurance and mortgages, eventually moving into enterprise software and HR services. As a sales leader, Don focuses on coaching, training, and deal strategy, using his experience to guide his team of two leaders and 30 sales professionals toward consistent success. His superpower? Turning a deep understanding of discovery into a tool for sales excellence.
What you'll learn:
- Why is having a structured process for discovery essential in enterprise sales?
- What specific framework can sales leaders use to improve their team's discovery process and deal strategy?
- How does focusing on buyer problems over personal sales goals change the trajectory of a sale?
Resources:
- Buyer First: Grow Your Business with Collaborative Selling - by Carole Mahoney
- The JOLT Effect: How High Performers Overcome Customer Indecision - by Matthew Dixon, Ted McKenna
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In today’s fast-paced B2B landscape, marketing and sales can no longer operate in isolation. Both functions have different strengths, but when combined, they create a powerful, customer-centric force that drives results. Marketing builds the brand’s story and awareness, while sales directly engages with customers to convert opportunities into revenue. A collaborative relationship between the two functions ensures a seamless customer experience, removes barriers to conversion, and produces a more unified approach to solving customer challenges. The real magic happens when sales and marketing work in sync—sharing insights, addressing objections in unison, and refining product offerings based on real-time feedback from prospects.
Christian Klepp, co-founder and director of client engagement at Einblick Consulting, brings over 13 years of experience in B2B branding, marketing, and communications. Having worked with industry giants such as Caterpillar, Henkel, and Logitech, Christian’s extensive global experience across Europe, Asia, and North America has helped him master the art of aligning marketing and sales for greater success. His firm helps B2B tech and SaaS companies discover and leverage their unique competitive edge, driving lead generation and revenue growth.
What you'll learn:
- How can marketing and sales teams collaborate to overcome common barriers and improve conversion rates?
- What are the most effective strategies for aligning marketing and sales in large B2B organizations?
- How can marketing help sales teams better handle customer objections and close more deals?
Resources:
- Happy Money: The Japanese Art of Making Peace with Your Money - by Ken Honda
- Building a StoryBrand: Clarify Your Message So Customers Will Listen - by Donald Miller
- Think, Do, Say: How to Seize Attention and Build Trust in a Busy, Busy World - by Ron Tite
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In today’s fast-paced sales environment, facts and figures alone are not enough to close deals. Storytelling has emerged as a powerful tool to build connections, engage prospects, and convert leads into clients. Effective stories enable salespeople to highlight solutions in a way that addresses customer pain points and taps into emotions. By crafting relatable narratives, sales professionals can guide prospects through the decision-making process with clarity, presenting themselves as trustworthy and solutions-driven. Storytelling helps sales leaders empower their teams to communicate not just the "what" and "how" but also the "why" that resonates with customers.
Kyle Gray is an expert in this art. A presentation coach, story strategist, and author, Kyle has a wealth of experience in helping leaders, coaches, and executives articulate their value through storytelling. From his days as a musician to becoming a storyteller for startups and consultants, Kyle has mastered the skill of transforming abstract concepts into compelling, relatable messages. His work enables professionals to present their solutions in a way that not only informs but captivates and drives action.
What you'll learn:
- How do you craft a story that resonates with your buyer's challenges?
- How can you shift from technical details to an emotional narrative that leads to a sale?
- What are the most common mistakes salespeople make when telling stories, and how can they avoid them?
Resources:
- Selling With Story: How To Use Storytelling To Become An Authority, Boost Sales, And Win The Hearts and Minds of Your Audience - by Kyle Gray
- The Story Engine: An Entrepreneur's Guide to Content Strategy and Brand Storytelling Without Spending All Day Writing - by Kyle Gray
- The Story Engine Podcast
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
As a sales leader, it's critical to elevate your team's confidence. Your success doesn't solely rest on strategies or tools but on your ability to develop confident salespeople who can face setbacks and still persist. By reinforcing their mental toughness, you'll not only enable your team to overcome obstacles but also build a culture of resilience that drives long-term sales success. Confidence fuels performance, allowing your sales team to believe in themselves, take risks, and engage with prospects more effectively.
Matt Phillips, a leadership and confidence coach, has honed his expertise through a unique blend of sports and business experiences. A former Division I and professional baseball player, Matt transitioned from competitive athletics to the corporate world, where he held roles in accounting, business development, and operations. Today, he coaches business leaders on how to develop mental toughness and lead with confidence, helping them boost their teams’ performance by leveraging resilience and emotional control.
What you'll learn:
- How can sales leaders overcome imposter syndrome and self-doubt to lead effectively?
- What practical steps can sales teams take to build confidence in high-pressure situations?
- How does emotional control contribute to long-term sales success?
Resources:
- Winning the War in Your Mind by Craig Groeschel – A book offering practical actions for shifting your mindset and improving mental toughness.
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
Change management is crucial in sales departments because it ensures that transitions are smooth, minimizes disruption, and enhances overall performance. When sales teams are asked to adapt to new processes, tools, or strategies, the success of these changes often hinges on how well the transition is managed, not just the change itself. Effective change management addresses the human element—helping team members move from denial and resistance to exploration and commitment. By understanding and supporting these transitions, leaders can foster an environment where changes are not only accepted but embraced, leading to sustained improvement in sales outcomes.
What you'll learn:
- What are the key stages of transition that sales teams go through during a change initiative?
- How can leaders identify and manage resistance to change within their sales teams?
- What strategies can ensure that change initiatives in sales departments are successful and avoid common pitfalls?
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In the world of sales, curiosity isn’t just a trait—it's a critical component of success. Extreme curiosity allows sales professionals to dig deeper, uncover hidden needs, and truly understand their clients' challenges. This deep understanding enables salespeople to offer solutions that aren't just off the shelf but are tailored to the specific pain points of their clients. When you approach every interaction with a genuine desire to learn and understand, you're not just selling a product—you're providing value that resonates on a deeper level. This approach not only builds trust but also sets the stage for long-term relationships that are beneficial for both parties. Sales isn't just about hitting targets; it's about asking the right questions, challenging assumptions, and being willing to explore new possibilities with your clients.
Neil Harkins is the Chief Sales Officer at Impala, where he brings his unique approach to sales—a blend of creativity, resilience, and a passion for finding the right market fit. With a career that spans over a decade, Neil has built and transformed revenue teams in both Europe and the U.S., particularly in the nonprofit sector. His journey began at Experian, where he cut his teeth in a high-pressure telesales environment, learning the ropes through sheer tenacity and a positive mindset. Over the years, Neil's career has evolved, taking him from large corporations like Salesforce to startups where he thrives in the challenge of creating predictable revenue streams in new and uncertain markets. His work with nonprofits, driven by the belief that even a small improvement in effectiveness can change the world, has cemented his reputation as a leader who cares deeply about the impact of his work and the success of his clients.
What you'll learn:
- How can extreme curiosity in sales lead to better understanding and meeting client needs?
- What are the critical steps in balancing product-market fit with building a predictable revenue stream?
- How can sales leaders effectively manage early-stage sales teams without falling into the trap of micromanaging?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
- Impala - https://impala.digital/
- The Mom Test: How to Talk to Customers & Learn If Your Business Is a Good Idea When Everyone Is Lying to You - by Rob Fitzpatrick
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
Effective communication in sales leadership is crucial for fostering honest and productive interactions within a team. Asking the right questions without being attached to a specific outcome allows leaders to gather genuine information, which is essential for making informed decisions and guiding sales strategies. By expressing appreciation and maintaining rapport, even when faced with unexpected or unfavorable responses, leaders can create an environment where team members feel safe to share openly. This approach not only strengthens relationships but also enhances the overall effectiveness of the sales process, leading to better outcomes for the organization.
What you'll learn:
- How can sales leaders ensure they receive honest and useful information from their team members during sales funnel reviews?
- What techniques can be used to maintain rapport and encourage open communication, even in uncomfortable conversations?
- Why is it important for sellers to be open to any response from a buyer, and how can they effectively manage unexpected answers?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In today's fast-paced business landscape, maintaining a strong presence in the marketplace is crucial. This involves not just having a great product or service, but also establishing a robust network and a compelling online presence. Networking, particularly in B2B environments, is about more than just meeting potential clients—it's about forming meaningful connections with referral partners who can introduce you to your ideal clients. This strategic approach to networking transforms it from a tedious task into a powerful business development tool. Meanwhile, your website serves as the first impression many potential clients will have of your business. It needs to align with your networking efforts, effectively telling your story and reassuring visitors that your company is the right fit for their needs.
Jessica Gruber, the creative strategist and founder of Buzzworks Creations, understands the importance of these elements better than most. With over a decade of experience in translating business strategies into user-friendly websites, Jessica has helped countless businesses convey their values and services online. As the COO of Success Champion Networking, she also plays a pivotal role in changing how B2B businesses connect, collaborate, and grow. Her dual expertise in networking and digital strategy makes her insights invaluable for any sales leader looking to strengthen their market presence.
What you'll learn:
- How can effective networking lead to building a pipeline of ideal clients through referral partners rather than direct sales pitches?
- What strategies can you implement to ensure your website not only attracts visitors but also converts them into meaningful business relationships?
- How can businesses use real employee stories and authentic branding on their websites to build trust and credibility with potential clients?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
- Buzzworks Creations - https://buzzwks.com/
- Bad Ass Business Summit - https://badassbusinesssummit.com/
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/9ohmDkvORbk
In the fast-paced world of sales, continuous learning is not just a nice-to-have; it's a necessity. As Tony Morris emphasizes, honing your craft and constantly evolving are critical for staying ahead. The best salespeople are those who never stop learning, who read extensively, attend webinars, and listen to podcasts. This mindset of perpetual growth ensures they are always equipped with the latest strategies and techniques, allowing them to adapt to changing markets and buyer behaviors. Success in sales requires not just tenacity but also the willingness to learn from every interaction and every mistake.
Tony Morris is a seasoned sales expert dedicated to empowering, developing, and inspiring salespeople worldwide. With a mission to impact a million lives, Tony has trained over 100,000 salespeople across 32 countries and 61 industries. His sales methodology, ASK, attracts clients and keeps them engaged long-term through various platforms. Tony started his sales journey at a young age, excelling in call centers and software sales before founding his company in 2006. His practical approach to sales training and his emphasis on continuous learning have made him a sought-after coach and speaker in the sales community.
What you'll learn:
- What are the essential traits that distinguish top-performing salespeople from the rest?
- How can sales leaders effectively coach their teams to ask better questions and uncover deeper insights from prospects?
- What strategies can sales teams implement to keep their "opportunity antenna" always tuned in and identify hidden opportunities?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
- Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling - by Art Sobczak
- Never Split the Difference: Negotiating as if Your Life Depended on It - by Chris Voss
- Surrounded by Idiots: The Four Types of Human Behavior and How to Effectively Communicate with Each in Business (and in Life) - by Thomas Erikson
- Coffee's for Closers: The Best Real Life Sales Book You'll Ever Read - by Tony Morris
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/zcz3dGaieyM
In today's AI-powered world, the essence of successful outreach lies in the power of personalization and individuality. The use of automated, generic messaging has become increasingly common, leading to a disconnect between businesses and their potential clients. Personalization stands out as a crucial strategy, making each interaction feel unique and tailored to the recipient. This human touch can significantly enhance engagement and build stronger relationships, essential for cultivating new, unfair advantages in business. As AI continues to evolve, leveraging it to gather insights and personalize communications can be a game-changer, ensuring that businesses remain relevant and compelling in a competitive landscape.
Our guest, Stu Heinecke, embodies the spirit of personalization in his approach to sales and marketing. Stu is a best-selling business author, marketer, and renowned Wall Street Journal cartoonist. His first book, "How to Get a Meeting with Anyone," introduced the revolutionary concept of contact marketing and was named one of the top 64 sales books of all time. His latest book, "How to Grow Your Business Like a Weed," offers a comprehensive model for explosive business growth inspired by the resilience and strategies of weeds. Stu's accolades include being a twice-nominated Hall of Fame marketer and a NASDAQ Entrepreneurial Center author in residence, among others. His innovative ideas and dedication to personalizing outreach make him a leader in his field.
What you'll learn:
- How can personalization in outreach create an unfair advantage in business?
- What are the key strategies for getting a meeting with anyone?
- How can businesses leverage AI to enhance their personalization efforts while maintaining a human touch?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
- How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing - by Stu Heinecke
- How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth - by Stu Heinecke
- High Tech High Touch: Technology and Our Search for Meaning - by John Naisbitt, Nana Naisbitt, Douglas Philips
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/y_j9kYl_dq8
Life is unpredictable, and opportunities can arise unexpectedly. Preparing your business for sale, even if you don't plan to sell anytime soon, is a strategic move. It’s akin to maintaining your house for potential buyers; you fix the leaky roof, repaint the walls, and tidy up the garden. Rick Fox, an experienced Chief Revenue Officer at Brightway, emphasizes the importance of this proactive approach. Running your business as if it's always on the market not only enhances its value but also ensures smooth operations and financial health. By maintaining thorough records, optimizing processes, and keeping your team aligned with business goals, you can attract potential buyers and investors. Plus, this level of preparedness often results in a more efficient, profitable, and enjoyable business to run.
Rick Fox, currently the Chief Revenue Officer at Brightway, brings a wealth of experience to the table. With a career that began in sales and insurance, Rick built his own successful independent insurance agency. Recognizing the importance of formal education, he paused his career to complete his degree before returning to expand his business. He later transitioned to the technology side of insurance, holding significant roles such as Head of Agency Sales at Vertifor and President of Agency Revolution. Rick’s expertise lies in scaling operations, enhancing customer experiences, and driving revenue growth through innovative product offerings. His deep understanding of both the insurance and technology sectors makes him a sought-after leader and strategist.
What you'll learn:
- How can businesses maintain operational efficiency while preparing for a potential sale?
- What are the critical steps in aligning a sales team with the overarching goals of the company?
- Why is it essential to maintain passion and enthusiasm in sales, and how can leaders impart this to their teams?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Emotional Intelligence 2.0 - by Travis Bradberry, Jean Greaves
The Challenger Sale: Taking Control of the Customer Conversation - by Matthew Dixon, Brent Adamson
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
Bringing your CEO into a sales deal can be a game-changer, but only if done strategically. When executed correctly, involving the CEO can provide the gravitas and assurance needed to close complex deals, especially when selling to large organizations. However, without proper preparation, it can backfire, causing misalignment and confusion. Key triggers for involving the CEO include high-dollar deals, prestigious accounts, and significant lifetime value. The CEO's role should be clearly defined to convey confidence, vision, and commitment to the prospective client. Proper orchestration and practice are essential to ensure the CEO enhances rather than hinders the sales process.
Alice Heiman, the Chief Sales Energizer, is an expert in elevating sales for companies with exceptional growth potential. With over two decades of experience, Alice works closely with CEOs and sales leadership to build strategies that drive new business and grow existing accounts. Known for her energetic and strategic approach, Alice's clients benefit from her extensive knowledge in sales, which she also shares as a board member for several companies and as a lecturer at the University of Nevada.
What you'll learn:
- What are the key indicators that it's time to bring the CEO into a sales deal?
- How can sales leaders effectively prepare their CEO for a sales meeting to ensure alignment and success?
- What strategies can sales leaders use to manage and guide the CEO's involvement without losing control of the sales process?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love it, by April Dunford.
Invisible Women: Data Bias in a World Designed for Men - by Caroline Criado Perez
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
Acquisitions can be a whirlwind of emotions and uncertainty for sales teams. It's essential to maintain focus and clarity to ensure a smooth transition and continued success. David Farrell, a seasoned sales leader with over 24 years of experience, shares invaluable insights on what to do and not do when your company is about to be acquired. Key strategies include maintaining a replicable process that is attractive to potential buyers and ensuring your team is performing at its best to secure job security. Transparency and honest conversations with your team about their career paths and the organization's future can help mitigate anxiety and maintain morale. Above all, it's crucial to focus on your results and reputation—these will be your strongest assets during and after an acquisition.
David Farrell brings a wealth of experience in the human resources technology space, having sold to companies ranging from one employee to 125,000 employees. Starting his career in media and entertainment, David shifted to sales to better support his lifestyle. He quickly excelled, moving up from selling to small businesses to leading large market sales teams. His career includes roles such as Chief Sales Officer, where he successfully navigated multiple acquisitions, ultimately becoming a leader of leaders at his current organization, overseeing three different divisions, including one in Canada. David's journey is a testament to the importance of adaptability, continuous learning, and strategic thinking in sales leadership.
What you'll learn:
- How can you maintain team focus and performance when rumors of an acquisition start circulating?
- What are the key considerations for a sales leader during the middle of an acquisition process?
- What should sales leaders do post-acquisition to ensure their team and themselves are positioned for success?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Who Moved My Cheese - by Spencer Johnson
The JOLT Effect: How High Performers Overcome Customer Indecision - by Matthew Dixon, Ted McKenna
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/gXbCiJ8zRYs
Effective sales leadership is about more than just managing numbers and hitting targets. It's about fostering a cohesive team strategy where every department aligns towards a common goal. A scattered approach, where departments like sales, marketing, and operations pull in different directions, leads to inefficiencies and missed opportunities. A team-based strategy leverages the strengths of each department, ensuring that everyone from sales engineers to account managers works in unison. This alignment not only drives revenue growth but also creates a robust, scalable organization. It's about creating synergy, where the combined efforts produce greater results than the sum of individual contributions.
Bradley Pastner brings over a decade of experience in managing revenue teams with impressive run rates ranging from $8 million to $100 million. As the founder of Team Based Selling, Bradley's unique approach emphasizes the importance of collaborative efforts across all phases of go-to-market strategies. His career trajectory, from tech support to advisory roles for Series A companies, showcases his expertise in building and leading effective sales teams. Bradley's philosophy is rooted in the belief that true success comes from a unified team effort, ensuring that every member is aligned and working towards the same goals.
What you'll learn:
- How can a team-based approach to go-to-market strategies enhance overall sales effectiveness?
- What role does marketing play in a cohesive sales strategy, and how can sales and marketing teams better align their goals?
- Why is defining your Ideal Client Profile (ICP) crucial, and how can it transform your sales and marketing efforts?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/nijdoUc7NcA
Being a leader isn't about managing the day-to-day tasks of your team; it's about empowering them to handle their responsibilities effectively. Susie Matheson, the founder of The Small Stuff, shared valuable insights on this topic. She recounted her own experiences as a frontline sales manager, where she often took on administrative tasks for her team to free up their time. While this seemed helpful initially, it ultimately did more harm than good. It prevented team members from developing the skills they needed to succeed independently. Instead, leaders should focus on equipping their teams with the necessary tools and training, fostering autonomy, and holding them accountable to their KPIs. This approach not only enhances individual growth but also strengthens the overall team performance.
Susie Matheson is a seasoned sales professional and the founder of The Small Stuff, a company dedicated to sales training. Born and raised in the UK, Susie has a rich background in various industries, including paint, coatings, and automotive sales. Her career took her to Germany, where she honed her sales skills and developed a passion for helping others reach their sales potential. After years in sales management roles, Susie took a break in 2019 to travel, which led to the founding of The Small Stuff. Her experience as a sales manager taught her the importance of not just meeting KPIs but also understanding the human side of sales. Today, Susie and her team focus on empowering salespeople by providing them with the right tools and training to succeed.
What you'll learn:
- How can leaders empower their sales teams to be more autonomous and less reliant on managerial intervention?
- What are the key steps in developing an effective personal development plan for sales team members?
- How does consistency in leadership practices build trust and improve team performance?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Susie Mathison on Linkedin - https://www.linkedin.com/in/susiemathieson/
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/K-_Xk5h1Wj4
In today's rapidly evolving sales landscape, failing to embrace AI tools can leave your sales department lagging behind. AI is revolutionizing how sales teams operate, offering capabilities such as automating routine tasks, analyzing customer interactions, and personalizing sales pitches at scale. Julie Holmes emphasizes that AI can help sales professionals sell smarter, serve better, and save time. Integrating AI tools like call recording and CRM automation not only enhances transparency but also provides valuable insights for improving sales strategies. Sales leaders must recognize the necessity of AI to stay competitive and drive better sales outcomes.
Julie Holmes is a serial inventor, tech developer, and strategic innovator with over two decades of leadership experience in enterprise technology. As a dynamic entrepreneur and popular keynote speaker, Julie specializes in helping businesses innovate and differentiate in a fast-paced technological environment. Her expertise is highly sought after by major brands such as Oracle, PeopleSoft, Expedia, and American Express. Julie's down-to-earth approach and deep understanding of AI make her an invaluable resource for leaders and teams aiming to thrive in the new normal of technology-driven business.
What you'll learn:
- How can AI tools enhance transparency and provide actionable insights in the sales process?
- What specific AI applications can sales leaders implement to support their teams and improve productivity?
- How can sales teams use AI to personalize outreach and build better relationships with prospects?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
The AI Daily Brief (Formerly The AI Breakdown): Artificial Intelligence News and Analysis
Freakonomics Radio
HBS Managing the Future of Work
Julie Holmes on LinkedIn: https://www.linkedin.com/in/thejulieholmes/
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/-Fo8j45Ne1Y
Hiring the right salesperson for the stage your company is currently in is crucial to your success. As Karen Gordon emphasizes, the importance lies in understanding the unique needs of your company’s growth phase and finding someone who can meet those specific demands. Early-stage companies might require a salesperson who is versatile and capable of wearing multiple hats, from creating sales emails to collaborating with marketing. On the other hand, more established companies might need someone who excels in managing and growing a sales team. Hiring someone not ready for the role can lead to misaligned strategies, wasted resources, and missed opportunities, ultimately hindering your company’s growth.
Karen Gordon is a distinguished go-to-market leader with a career dedicated to building and scaling early and growth-stage startups. Most recently, she served as the Executive Vice President and a founding team member at GoodShuffle Pro, a SaaS platform for event companies. Under her leadership, GoodShuffle Pro grew from zero dollars to over five million in annual recurring revenue, leading to their Series A funding in January 2024. Currently, Karen is a consultant and advisor to businesses looking to scale, leveraging her extensive experience in revenue generation, marketing, and product management. Her expertise is sought after by companies aiming to achieve significant growth and operational excellence.
What you'll learn:
- What are the crucial factors to consider when hiring a salesperson for different stages of a company's growth?
- How can founders identify red flags and ensure they hire the right sales leader for their needs?
- What strategies can early-stage companies employ to build trust and effectively scale their sales efforts?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Grit: The Power of Passion and Perseverance - by Angela Duckworth
Start with Why: How Great Leaders Inspire Everyone to Take Action - by Simon Sinek
Who: The A Method for Hiring - by Geoff Smart, Randy Street
Multipliers, Revised and Updated: How the Best Leaders Make Everyone Smarter - by Liz Wiseman
Goodshuffle Pro - https://pro.goodshuffle.com/
Karen Gordon on LinkedIn - https://www.linkedin.com/in/kgordon177/
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/q1P0xsYntio
In today’s complex and competitive marketplace, respecting and collaborating with your buyer is more critical than ever. Buyers are more informed, have less patience for drawn-out processes, and expect immediate value and transparency. Traditional sales methods that prioritize the convenience and benefit of the seller, such as delaying product demos and withholding pricing details, are increasingly ineffective. Instead, sellers must pivot to creating a seamless and respectful buying experience, understanding that the buyer ultimately holds the power in the transaction. Prioritizing the buyer's needs and experience not only builds trust but also increases the likelihood of a successful sale.
Phil Putnam is a unique and insightful business strategy consultant whose career journey is as diverse as it is inspiring. Initially trained in music, Phil transitioned from a career in tech to focus on teaching, coaching, and consulting. His deep obsession with communication and genuine care for people have driven his success in working with major enterprises such as Adobe, Apple, Bloomberg, and Salesforce. Phil’s human-first, common-sense approach to generating business outcomes focuses on understanding and leveraging what people love most – themselves. His expertise in aligning business tactics with people’s needs and his innovative concept of "revenue mechanics" have made him a sought-after consultant and speaker.
What you'll learn:
- How can sellers create a buying experience that prioritizes the buyer’s needs over their internal processes?
- What are the three ground rules that buyers, like Phil Putnam, enforce to ensure their buying process is respected and efficient?
- How can understanding and aligning with the buyer’s motivations and needs drive better sales outcomes and stronger performance?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/v9PW1onH2fU
The traits that make a great salesperson are strikingly similar to those that define an effective leader. Both roles require the ability to guide and inspire others, often in situations where the path forward is unclear.
Jason Cutter, Chief Transformation Officer at Cutter Consulting Group's background is a testament to his unique approach to sales and leadership. With analytical upbringing Cutter initially pursued a degree in marine biology, preferring the company of sharks to people. However, his career took a significant turn when he ventured into the sales industry in 2002. Despite having no formal training in sales or leadership, Cutter's knack for understanding and helping people propelled him forward. He combined his analytical skills with a deep empathy for client needs, eventually authoring the influential book "Selling with Authentic Persuasion." Now, as an international speaker and thought leader, Cutter helps organizations build scalable, profitable sales teams that prioritize genuine human connection over traditional sales tactics.
What you'll learn:
- How can sales professionals leverage their authentic selves to build trust and close more deals?
- What strategies can leaders use to transition from operations to effective sales leadership?
- How do you balance the need for structured processes with the necessity for human interaction in sales?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
- Selling with Authentic Persuasion: Transform from Order Taker to Quota Breaker, by Jason Cutter
- The Five Love Languages: The Secret to Love That Lasts, by Gary Chapman
- The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People, by Gary Chapman, Dr. Paul White
- No Ego: How Leaders Can Cut the Cost of Workplace Drama, End Entitlement, and Drive Big Results, by Cy Wakeman
- The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance, by Howard Dover
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/cobLtb-TNh0
In the world of sales, relationships are everything. When you focus on building genuine connections with your personas, partners, and customers, you start viewing them as people first. This people-first approach is the key to creating a flywheel effect that drives revenue, referrals, and recommendations, ensuring sustained success and growth in your sales funnel.
Today on the Full Funnel Freedom Podcast, we are thrilled to have Amelia Taylor, founder of The Revenue Table, as our guest. Amelia is a trailblazer in driving revenue through strategic relationships and community engagement. With a knack for meeting buyers in their most active spaces and leveraging emotional intelligence (EQ), she transforms sales strategies for measurable results. A thought leader and a mother of two, Amelia’s personal journey from an SDR to a revenue strategist is both inspiring and instructive.
What you'll learn:
- How can sales leaders effectively integrate emotional intelligence into their sales strategies?
- What are the best practices for building and maintaining strategic relationships in the B2B SaaS space?
- How can sales teams leverage community engagement to drive revenue and customer loyalty?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Podcasts by Heather Chauvin - https://www.heatherchauvin.com/podcast
Nearbound and the Rise of the Who Economy - by Jared Fuller
Capchase - Non-dilutive financing and flexible payment options for SaaS
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/cfVcSSOVFh4
Body language plays a critical role in sales, influencing trust, rapport, and ultimately, the success of sales interactions. As sales professionals strive to enhance their communication skills, understanding the nuances of body language becomes indispensable.
Jason Cooper is a seasoned expert in sales and human interactions with over 25 years of experience. Having co-founded two startups and led transformative initiatives in corporate settings, Jason brings a wealth of knowledge on effective sales strategies and human dynamics.
What you'll learn:
- How does body language impact sales outcomes?
- What are effective strategies to improve body language in sales interactions?
- How can sales leaders coach their teams to use body language effectively?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Influence, New and Expanded: The Psychology of Persuasion - by Robert B. Cialdini
Think and Grow Rich - by Napoleon Hill
The Dictionary of Body Language: A Field Guide to Human Behavior - by Joe Navarro
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/Vb-lOq-gBkQ
Coaching plays a crucial role in developing high-performing sales teams and driving consistent revenue growth. Daniel Mullins, Head of Sales at Boodle AI, shares his experience and insights into the importance of effective coaching practices for fostering a supportive and successful sales environment.
With over a decade of experience in sales leadership, Daniel has built high-performing teams and driven partnerships across various industries. As a co-founder of DJM Coaching, his passion lies in empowering sales professionals to unlock their potential through practical coaching frameworks.
What you'll learn:
- How can sales leaders implement coaching frameworks that foster positive feedback and support improvement?
- What strategies can help sales teams build effective peer-to-peer learning models to accelerate growth?
- How can preparation and live feedback enhance the coaching process, ensuring sustainable performance?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
- The Science of Sales: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal - by David Hoffeld
- Never Split the Difference: Negotiating as if Your Life Depended on It - by Chris Voss
- Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price - by Keenan
- Boodlebox: boodlebox.ai
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/D5G-vURa54U
This week we are delighted to have Nancy Calabrese as our guest on the show. Nancy is someone who is very familiar with the Sandler Way, and is the founder and CEO of One of a Kind Sales.
Nancy understands that those first calls are critical to the sales process, and if you are not respecting your potential buyer's time, you are setting yourself up for failure.
What you'll learn:
- The value of scripts in the prospecting phase of the sales funnel.
- Why understanding your potential buyer's communication style will move the needle forward.
- Why a cold call should only last between four to nine minutes.
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Nancy Calabrese on LinkedIn - https://www.linkedin.com/in/ncalabrese/
Humantic AI - https://humantic.ai/
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/hR_gPGCKP2w
We've all seen them. Pages and pages of barely readable text, full of legalese and jargon no one outside of lawyers understands. Why do we do this to ourselves and our sellers?
This week, we are taking ideas and insights from Sarah Fox of 500 Words about why our contracts are sabotaging the relationships between seller and buyer. Sarah emphasizes the human aspect of contracts, promoting a relational approach over a legalistic one. She advises sales leaders to view agreements as sales tools that can help convert more clients, generate additional work, and strengthen relationships.
What you'll learn:
- When do we want to start thinking about the agreements we will put in front of buyers.
- What are the most common sticking points in the agreement process.
- Why most contracts are not at all about legal, but just doing deals.
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Sarah Fox at 500 Words - https://500words.co.uk/
The Speed of Trust: The One Thing that Changes Everything - by Stephen M. R. Covey
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/nzPQKoyx4ro
It's not easy to identify and secure the talent that your enterprise needs, and doubly so if you are not sure what you are looking for.
Today's guest is Amy Volas, founder of Avenue Talent Partners. She shares ideas and insights about why creating a scorecard system to rank and evaluate both potential candidates, as well as for candidates to find their ideal location is a best practice in hiring.
What you'll learn:
- What are the most common mistakes being made in the recruiting process?
- Why jumping jobs may not be the best for your career in the long run.
- What is "Everboarding" and why it will work for your organization.
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Resources:
Avenue Talent Partners - https://avenuetalentpartners.com/
The Mel Robbins Podcast
Amy Volas on LinkedIn: https://www.linkedin.com/in/amyvolas/
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/Fxboy5fhKlU
There's a lot of hype around AI. How do you tell what's real, and what's not? How can you use it to get REAL benefits for you and your team? Today's guest is Ryan Staley from Whale Boss. He's going to give us ideas and insights about how to leverage AI in your sales process for real benefits.
What you'll learn:
- How to replace Google with AI
- Why creating your own prompt library and journal will pay dividends in the long term.
- How AI can act as a strategic advisor, right in your pocket.
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Resources:
The Gap and the Gain: The High Achievers' Guide to Happiness, Confidence, and Success - by Dan Sullivan, Dr. Benjamin Hardy
The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It - by Michael E. Gerber
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/rf0Bxlh8diY
Do you want you, or your product or service to be tied to a feeling of pain? That's a considerable red flag, and our guest, Marcus Cauchi, explains why. Marcus challenges traditional sales methodologies, advocating for a pain-free discovery process and embracing objections as accelerators in the sales journey.
What you'll learn:
- Why buyer safety is critical to your success.
- Why business values must align with customer needs
- Why it's time to embrace a more ethical approach to sales.
- What is the Seller Code, and how you can be part of it.
Resources:
The Seller Code - thesellercode.org
Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress - by Bob Moesta, Greg Engle
Giving Voice to Values: How to Speak Your Mind When You Know What's Right - by Mary C. Gentile
Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships - by Charles H. Green
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
This episode is also available on YouTube: https://youtu.be/CjrxvpkT684
This week, we are taking ideas and insights from Andrew Sossin, the co-founder and CEO of Recovery Unplugged Behavioral Health. So, what can Behavioral Health teach us about how to be better salespeople? It's about understanding our buyer's self-interest. Doctors are incredibly busy and are asked to do so much more than treat patients. By demonstrating how your product or service will make their life easier, you make the process of selling that much more effective.
What you'll learn:
- How to better equip your sellers to for selling to governments
- What is the correct follow-up strategy for extremely busy buyers
- What are some informational items you should be gathering from your buyers
- How to identify your "Big 5"
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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Resources:
Law of Attraction: The Science of Attracting More of What You Want and Less of What You Don't by Michael J. Losier
10x Is Easier than 2x: How World-Class Entrepreneurs Achieve More by Doing Less - by Dan Sullivan, Dr. Benjamin Hardy
Recovery Unplugged Treatment Centers
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The following episode is also available on YouTube: https://youtu.be/U4rQb2ug058
This week we take ideas and insights from Roberta De Girolamo, Director of Sales at Dropbox about change management.
Change is going to happen, that's inevitable. But it's critically important to set your expectations along the way. We take a look at the role of the change champion, the value of pilots and hypotheses in implementing change, as well as the need to understand individual motivations and team culture.
What you'll learn:
- Why the majority of people do not like change.
- Why intentional communication about a change's positives and negatives will benefit your team.
- What are the different groups of people, and how do they each react differently to change.
- How a pilot failure might not be a failure at all.
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AI is here. Is your sales team ready?
Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
Download this guide to learn how to use technology as a weapon.
Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.
This guide will discuss:
- Using AI to Profile the buyer
- Identify Behavioral Data
- Target Buyers and Influencers
Get your free whitepaper at Fullfunnelfreedom.com/ai
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Resources:
Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity - by Kim Scott
Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship - by Mahan Khalsa, Randy Illig, Stephen R. Covey, et all.
The Dip - By Seth Godin
Change: The Sandler Way - By Hamish Knox
Roberta De Girolamo on LinkedIn
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The following episode is also available on YouTube: https://youtu.be/ISUTGqwZQOc
Templates, procedures, and playbooks are all great. They help us to develop and maintain a consistent messaging strategy to prospective buyers. But what happens when micromanage our sellers to follow them to the letter? Burnout.
This week we are taking ideas and insights from Amy Hrehovick. Amy has over 15 years of experience leading, training, and coaching sales teams in the technology sector. She has championed the movement from legacy sales tactics, opting for methods of prioritizing genuine connection, buyer-centric experiences, and stellar win rates. She is also the host of the Revenue Real Hotline Podcast.
In this episode, you’ll learn:
- Why stripping creativity and autonomy out of the sales process will ruin your team.
- Why today's sales process isn't designed to serve the buyer.
- Why Demand Creation is different than Demand Fulfillment.
- Why if you wait until the buyer is in decision mode, you've waited too long.
- What is "Dark Social"
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
Resources:
Hidden Potential: The Science of Achieving Greater Things - by Adam Grant
The Revenue Real Hotline Podcast
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The following episode is also available on YouTube: https://youtu.be/YkUdy7ZvcAg
Today’s work environment is dynamic. Leadership approaches that worked for decades just aren’t as effective today. Chet Lovegren, aka “The Sales Doctor” shares ideas and insights around managing the balance between empathy and accountability in diverse teams.
Chet has had over 11 years of sales and sales leadership experience before starting The Sales Doctor back in 2020 as a way of providing a prescriptive approach to revenue problems and struggling go-to-market strategies.
In this episode, you’ll learn
- Why yesterday’s leadership doesn’t work with today’s employees.
- Why good managers have both empathy and hold their employees accountable.
- What are the three employee types to watch for, and how to manage them.
If you find yourself in need of some coaching for yourself, or your team, don't hesitate to give Hamish a call.
Resources:
Arnold - On Netflix
Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell - by Eric Schmidt, Jonathan Rosenberg, Alan Eagle
Chet Lovegren on LinkedIn
Chet Lovegren on Linktree
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The following episode is also available on YouTube: https://youtu.be/4peglht5JVk
Persuasion isn't just about changing how people think and feel - it's ultimately about changing their behavior.
Today's guest is an expert at persuasion, having being one of the dozen people in the world to hold the coveted Cialdini Method Certified Trainer certificate, Brian Ahearn.
Brian is an international speaker, trainer, and author of several books. He's also the Chief Influence Officer at Influence People, LLC.
In this episode you'll learn:
- What is Ethical Persuasion?
- Why Ethical Persuasion isn't the same as Manipulation.
- Why living up to your word is so critical
- What is the "Principle of Liking."
- How you can create a Virtuous Cycle of Influence.
If you find yourself in need of some coaching for yourself, or your team, don't hesitate to give Hamish a call.
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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Resources:
Influencepeople, LLC
Persuasive Selling for Relationship Driven Insurance Agents - by Brian Ahearn
Influence People: Powerful Everyday Opportunities to Persuade That Are Lasting and Ethical - by Brian Ahearn
The Influencer: Secrets To Success and Happiness - by Brian Ahearn
Influence, New and Expanded: The Psychology of Persuasion - by Robert Cialdini
Hearing God: Developing a Conversational Relationship with God - by Dallas Williard
Brian Ahearn on LinkedIn
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
When a customer leaves your organization, that doesn't mean it has to be the end of their sales. But winning that business back will need to take a different approach.
This week we take ideas and insights from Dan Pfister. Dan is the creator of the Winback Process and the founder of Winback Labs. He was also a co-founder at Business Source Group, where he helped generate over 50,000 customers.
In this Episode you'll learn:
- Why WinBack campaigns are the highest ROI sales activity you can do.
- How recovering a lost customer starts with a simple phone call.
- How fixing small problems may bring your customers back.
- Why it's a gift when your customers says "We're leaving."
And, if you are having difficulty determining your path to operational excellence, it might be time to give Hamish a call.
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AI is here. Is your sales team ready?
Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
Download this guide to learn how to use technology as a weapon.
Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.
This guide will discuss:
- Using AI to Profile the buyer
- Identify Behavioral Data
- Target Buyers and Influencers
Get your free whitepaper at Fullfunnelfreedom.com/ai
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WinBack Labs
The WinBack Podcast
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, and Cold Calling - by Jeb Blount
Elon Musk - by Walter Isaacson
Is Your Sales Year Already Over - Full Funnel Freedom Podcast Ep 029
Thinking, Fast and Slow - by Daniel Kahneman
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The following episode is also available on YouTube: https://youtu.be/vlqOn3Zfhqk
Do your sellers think it, or do they KNOW IT?
That's what you, as the leader, should be asking your team. Today's guest is Simon Hazeldine. Simon works internationally as a keynote and conference speaker, sales transformation consultant, and as a sales and negotiation trainer. He's spoken in 30 countries and his client list includes some of the world's largest and most successful companies.
He's also a neuroscience expert, with a strong understanding of how the human brain reacts to the selling process.
In this episode you'll learn:
- How to lower the risk for potential buyers
- How you can build confidence with key decision-makers
- Why conversations win over sales pitches, every time.
- What are some simple, easy things you can do to build trust with your buyers
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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Your Brain at Work: Strategies for Overcoming Distraction, Regaining Focus, and Working Smarter All Day Long - by David Rock
Collected Works of Simon Hazeldine on Amazon
Simon's Website - simonhazeldine.com
The Sales Chat Podcast
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Is telephone selling dead? This week's guest, Anthony Stears doesn't think so.
Anthony is on a mission to get businesses talking again and stop people from hiding behind their emails and social media. He's a conversational strategist, helping clients to get in front of more of their ideal customers and getting more business from their existing clients by using good manners and emotional intelligence.
In this episode, you'll learn:
- How LinkedIn and other technologies can help you get better results on the call.
- How your prospecting calls are like pizza menus
- How to lead with your most common objection
- What is BAMFAM, and why you should be doing it.
- What does it mean to "Take Final Responsiblity".
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Free offer for listeners of the Full Funnel Freedom Podcast.
It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
We are offering a Free white paper on Three ways to get those sales across the line.
To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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Resources:
Anthony Stears' website - The Telephone Assassin
The Telephone Assassin: Everything You Need to Know About Being Successful on the Phone - by Anthony Stears on Amazon.
or Direct from Anthony
National Sales Conference (UK)
Magic Words: 17 Ways to Influnence, Persuade, and Encourage People to Take Action - by Phil M. Jones
Neuro-Sell: How Neuroscience can Power Your Sales Success - by Simon Hazeldine
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Is sales an art, or a science?
While selling has components of art, there are repeatable and measurable elements that can be worked on in a systematic, scientific basis.
This week's guest is Will Fuentes. Will is the founder of the Maestro Group, which is a sales acceleration firm that focuses on teaching sales professionals the science of sales.
In this episode, you'll learn:
- scientifically proven methods to improve communication and trust-building.
- How to perform experiments in sales, and measure their results.
- How to overcome resistance from more experienced sellers.
- How to craft language to remove the fear of the unknown and to create a sense of familiarity.
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AI is here. Is your sales team ready?
Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
Download this guide to learn how to use technology as a weapon.
Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.
This guide will discuss:
- Using AI to Profile the buyer
- Identify Behavioral Data
- Target Buyers and Influencers
Get your free whitepaper at Fullfunnelfreedom.com/ai
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Resources:
The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal - by David Hoffeld
Rob Henderson's Newsletter and Blog on Substack
Ed Latimore Stoic Street-smarts
The Maestro Group
Will Fuentes on LinkedIn
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Just like any tool, AI can be used for good - or evil. This week we are taking ideas and insights from Joel Stevenson. Joel is currently the VP of Growth at Vendasta, which acquired Yesware in 2022, where Joel was the CEO. Prior to Yesware, Joel build Wayfair's B2B business from scratch to $400 million in annual revenue.
In this episode, you'll learn:
- The importance of sales tech for growth.
- The benefits of sales tech in terms of time savings and information advantage.
- How to use tech for effective sales conversations.
- What your responsibility, as a sales leader, is in analytics and understanding technology.
- How AI and personalization in sales tech can make a competitive advantage.
And, if you think you need some help managing your Sales Tech stack, maybe it's time to give us a a call.
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Free offer for listeners of the Full Funnel Freedom Podcast.
It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
We are offering a Free white paper on Three ways to get those sales across the line.
To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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Resources:
This episode is also on YouTube:
Talent is Overrated: What Really Separates World-Class Performers from Everybody Else - by Geoff Colvin.
Reboot: Leadership and the Art of Growing Up - by Jerry Colonna
Reunion: Leadership and the Longing to Belong - by Jerry Colonna
Getting Things Done: The Art of Stress-Free Productivity - by David Allen
"The Smell of the Place" - Professor Sumantra Ghoshal - Talk at the World Economic Forum on YouTube
Yesware Blog
The Hard Sell Podcast with Joel Stevenson
Joel Stevenson on LinkedIn
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
If you are going to be successful in sales, you need to know how to speak in front of others. This week's guest is Lee Warren. Lee has headed up sales at several large organizations, including News International, Hertz Leasing, and the Chunnel Tunnel. He has also had a parallel career as a magician and a mind reader and is a member of the world-famous Magic Circle. Since 2010, Lee has combined his background in sales and performance to deliver keynote speeches and is trusted by global brands to help their teams sell better, network better and communicate more persuasively.
In this episode, you'll learn:
- What the main job of a speaker is.
- What's the difference between practicing and rehearsing.
- Why recording yourself helps you to improve.
- Why every speaking opportunity needs to end with a punchline.
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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Resources:
This episode is also on YouTube: https://youtu.be/3mruyFDbH-Q
The Busy Person's Guide to Great Presenting: Become a Compelling, Confident Presenter. Every Time. by Lee Warren
Getting Things Done: The Art of Stress-Free Productivity - by David Allen
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million - by Mark Roberge
The Righteous Mind: Why Good People are Divided by Politics and Religion - by Jonathan Haidt
Lee Warren's Website - leewarrenspeaker.com
Lee Warren on LinkedIn
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Are you a value or quality based? You can be both, but your pricing can't be!
This week we are joined by Melina Palmer, author of The Truth About Pricing to gain ideas and insights about how your pricing plays a pivotal role in how you present your product or service to your customers.
And, if you find yourself struggling to figure out your pricing plans, , it might be time to give Hamish a call. You can now also catch us on YouTube: https://youtu.be/WDQu75LOyhg What you'll learn: * What is "Time-Discounting"? * How to price your product for value * How to price your product for Quality * Why you can't price for both * What is anchoring, and how you can benefit from it.
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AI is here. Is your sales team ready?
Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
Download this guide to learn how to use technology as a weapon.
Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.
This guide will discuss:
- Using AI to Profile the buyer
- Identify Behavioral Data
- Target Buyers and Influencers
Get your free whitepaper at Fullfunnelfreedom.com/ai
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Resources: Get a free chapter from any (or all!) of Melina's books -thebrainybusiness.com/fullfunnelfreedom What Your Employees Need and Can't Tell You: Adapting to Change with the Science of Behavioral Economics - by Melina Palmer What Your Customer Wants and Can't Tell You: Unlocking Consumer Decisions with the Science of Behavioral Economics - by Melina Palmer The Truth About Pricing: How to Apply Behavioral Economics so Customers Buy - by Melina Palmer Melina Palmer's Website - The Brainy Business * Full Funnel Freedom https://fullfunnelfreedom.com * Sandler on Instagram https://www.instagram.com/sandler_yyc/ * Sandler in Calgary - www.hamish.sandler.com/howtosandler * Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ * Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Happy New Year Full Funnel Freedom Followers! This week, we have Dorine Rivers of Alpha81 as our guest! It's not enough to have a great product - you also have to have a great team to succeed. How do you support them, build them, and get the most out of them? Rivers shares ideas and insights. And, if you find yourself struggling to fill out your sales roster, it might be time to give Hamish a call. You can now also catch us on YouTube: https://youtu.be/JIPrD9p9Ckg What you'll learn: * The Importance of broad knowledge and problem solving skills * Why a product isn't enough to win the business * How to find and support team members - at any size * Why committing to personal growth is important.
Resources:
Range: Why Generalists Triumph in a Specialized World - by David Epstein
Peak: Secrets from the New Science of Expertise - by Robert Pool, Anders Ericsson
Brain to Bank: How to Get Your Idea Out of Your Head and Cash In - by Dorine Rivers PhD, PMP
Working Together Alone: The Beauty and Freedom of Outsourcing - by Dorine Rivers PhD, PMP
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Kirk Nelson noticed an issue. His team of eight salespeople were only booking 110 business development meetings a year. How did he change the team so that they began to book 30 meetings a week?
Kirk streamlined the sales process by implementing a standardized approach and eliminating custom solutions. Additionally, by devoting their focus on deals with a next action and agreed upon date, their sales funnel was kept healthy and efficient.
And, if you find yourself needing assistance keeping your funnel healthy and efficient, it might be time to give Hamish a call.
What you'll learn:
- What's the difference betwen sales and technical experts - and why you need both
- Why you shouldn't be involved in deals where you "Chase the rabbit."
- How attempting to develop custom solutions may be slowing you down.
- What is the Socratic selling methodology.
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AI is here. Is your sales team ready?
Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
Download this guide to learn how to use technology as a weapon.
Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.
This guide will discuss:
- Using AI to Profile the buyer
- Identify Behavioral Data
- Target Buyers and Influencers
Get your free whitepaper at Fullfunnelfreedom.com/ai
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Resources:
The #1 Sales Teams: Superior Techniques for Maximum Performance - by Stephan Schiffman
Kirk Nelson on Twitter: @kirkoncash
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Collaboration between Sales and Ops is crucial to your business. This week we take ideas and insights from Taft Love, Founder and Principal Strategist at Iceberg RevOps about the importance of sales leadership, processes, as well as aligning incentives.
And, if you are having difficulty determining your path to operational excellence, it might be time to give Hamish a call.
What you'll learn:
- When is the right time to invest in operations?
- What to look in people for your operations team?
- What, exactly, is Sales Ops?
- Why documentation is crutial to your success
- What can't Sales Ops do for you?
- Who's the wrong person to go into Sales Ops?
- Pros/Cons of hiring in vs. outsourcing Sales Ops
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AI is here. Is your sales team ready?
Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
Download this guide to learn how to use technology as a weapon.
Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.
This guide will discuss:
- Using AI to Profile the buyer
- Identify Behavioral Data
- Target Buyers and Influencers
Get your free whitepaper at Fullfunnelfreedom.com/ai
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Resources:
Iceberg Revops - Website
A Startup's First Operation Hire: Why it really is that hard and how to get it right - Free Whitepaper by Iceberg Revops
The Little Red Book of Selling: 12.5 Principles of Sales Greatness - by Jeffrey Gitomer
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
How do you ensure that you are moving the right opportunities through your funnel, without any "hangers-on?" Plate size. By limiting how many opportunities each seller takes on, you create a scarcity mindset that will ensure that items are either closed won, or closed lost, and gives you an opportunity to celebrate each.
And, if you are having difficulty determining your ideal plate size, maybe it's time to give Hamish a call.
What you'll learn:
- How does being part of a hockey team relate to sales?
- What's the role of the leader in generating the mentality of success?
- How does the concept of "Plate Size" relate to pipeline management?
- Why "Plate Size" encourages CRM hygiene.
- How to implement plate size without killing your culture.
- Why you should celebrate when someone closes something "Close-lose"
- Why CRM Hygiene is important. -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=-
Improve Forecast Accuracy and Closing Ratios - Free Whitepaper Sales leaders!
Improve your forecast accuracy and the closing ratios of your sellers by by downloading our new guide, Improve Forecast Accuracy and Closing Ratios.
In this guide, you will learn to understand the buyer journey and how to map your sales process and qualification to that buyer's journey to create buyer safety, which enhances rapport.
Go to www.fullfunnelfreedom.com/forecast to get your copy today.
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+ Full Funnel Freedom https://fullfunnelfreedom.com
+ Sandler on Instagram https://www.instagram.com/sandler\_yyc/
+ Sandler in Calgary - www.hamish.sandler.com/howtosandler
+ Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
+ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
For Jeremy Ruch at Bandalier, finding the right people is a process. The best sales people have opposing skillsets: They need to be both stubborn and coachable. How do you find those people? Jeremy shares ideas and insights.
And, if you find yourself struggling to fill out your sales roster, it might be time to give Hamish a call.
What you'll learn:
- What are the right traits for remote-only sales people.
- How to structure your interview process.
- How you can link the interview process to performance reviews - and why you would want to.
- Why some people thrive in a busy office - and why others don't.
- Why you should not spend 80% of your time on 20% of the people.
- Why a culture of celebration is important in sales.
Resources:
- The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers - by Ben Horowitz
- Shoe Dog: A Memoir by the Creator of Nike - by Phil Knight
- Sales Done Right - Training by John Borrows
- CoachPX - Coaching by AI
- The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million - by Mark Roberge
- Bandalier.co
- connect with Jeremy at jeremy@bandalier.co
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Between 95% and 98% of our potential buyers are not acutally in a buying mode right now. So, how to you capture them into your funnel so you can reach out and make that sale when the time is right? Sharon Park, CEO of Sage Digi joins us this week to share ideas and insights around not only how, but WHEN to reach out to bag that next sale.
What you'll learn:
- What's the quickest way for your email to end up in the spam folder?
- When is the right time to start planning for next year's funnel?
- What are some quick-win strategies to keep your company at the top of a potential customer's mind, even if they are not in a buying space yet?
- How slow-dripping conent to a potential customer will benefit you in the long run.
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Free offer for listeners of the Full Funnel Freedom Podcast.
It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
We are offering a Free white paper on Three ways to get those sales across the line.
To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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Resources:
The Mel Robbins Podcast
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Selling and marketing is about emotions. How can you understand your client's desired emotions in order to build stronger relationships and business growth? This week we talk with Chantal Cornelius to gain ideas and insights around building emotional connections, using consistent language, and prioritizing personal health and resilience.
What you'll learn:
- How emotions affect buyers.
- What are the five emotional marketing strategies?
- How do we create emotional connections with our buyers?
- How do we transition from emotional selling to delivery?
- What is YOUR stand out marketing strategy?
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Free offer for listeners of the Full Funnel Freedom Podcast.
It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
We are offering a Free white paper on Three ways to get those sales across the line.
To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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Resources:
Magnetic Marketing: How to Market Your Services as a Coach, Consultant or Trainer - by Chantal Cornelius
One in Ten: How to Survive Your First Ten Years in Business - by Chantal Cornelius
What's YOUR Stand Out Strategy? Take the Test at Chantal's Website
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Building and maintaining an efficient and effective team takes WORK. Your sales leadership needs to build an environment of trust, motivation, and a positive team culture. This week we take ideas and insights from Masako Long, VP of Sales at Janusea regarding the human aspect of sales and the importance of building confidence in your team.
What you'll learn:
- What does it mean to be a leader?
- How to share without being obnoxious
- How to build rapport with a peer that looks at you like a competitor
- Alternatives to stack ranking
- How to create peer motovation and discipline without official power
- How to create a space for vulnerability
- The best practices for team management.
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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Resources:
The Right Call: What Sports Teach Us About Leadership, Excellence, and Decision-Making - by Sally Jenkins
Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing, and Price - by Keenan
The Financial Feminist Podcast
I Will Teach You to Be Rich: No Guilt. No Excuses. No B.S. Just a 6-Week Program that Works - by Ramit Sethi
The Budgetnista, Tiffany Aliche
Masako Long on LinkedIn
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Confidence is a tricky thing. It’s hard to gain, and easy to lose. This week we take ideas and insights from J. Ryan Williams, an experienced and certified executive coach and individual who has done the Zero to $100 million dollar journey three times. He speaks with us about building confidence in the high stakes game of sales leadership.
What you'll learn:
- How to build confidence in a high-stakes world.
- What is the zero to 100 million dollar journey.
- How to deal with imposter syndrome.
- How does a sales leader impart confidence into their sellers.
- What are some common stakeholder motivations.
- The importance of responding instead of reacting.
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Free offer for listeners of the Full Funnel Freedom Podcast.
It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
We are offering a Free white paper on Three ways to get those sales across the line.
To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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Resources:
Venture Deals: Be Smarter Than Your Lawyer and Venture Capitalist - by Brad Feld and Jason Mendelson
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million. - by Mark Roberge
The Effective Executive: The Definitive Guide to Getting the Right Things Done - by Peter F. Drucker
Designing Your Work Life: How to Thrive and Change and Find Happiness at Work - by Bill Burnett and Dave Evans
MasterClass - Learn from the Best, Be Your Best
J. Ryan Williams' YouTube Channel
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
It's not about pushing a product, but about empowering the buyer, addressing their core concerns, and building a lasting relationship. By truly listening and aligning solutions with the buyer's needs, sales professionals can foster trust, ensure repeat business, and create advocates within the client's organization. This approach moves beyond a transactional relationship to a meaningful, long-term partnership, proving beneficial for both the buyer and the seller.
What you'll learn:
- Understanding and addressing buyer concerns
- Building long-term relationships with buyers
- Navigating the intricacies of technical sales
- Recommendations for personal and professional development
- The importance of effective communication in sales
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Free offer for listeners of the Full Funnel Freedom Podcast.
It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
We are offering a Free white paper on Three ways to get those sales across the line.
To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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Resources:
Harvard Business Review Books
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
How are you tracking your progress and success? In this week's episode, we explore ideas and insights with Matthew Iovanni, managing partner of Full Funnel. We take a deep dive into the numbers behind the sales, exploring ROI, efficiency, cost of acquisition, and the importance of SDRs in demand generation.
What you'll learn:
- How to explain Revops through 6th grade math.
- How to present an ROI on sales and marketing to a CRO.
- How Cost of Acquisition Targeting supports better strategic decision making than revenue quotas.
- What your business objectives should target demand generation, pipeline generation, and customer success.
- How best to utilize Account Executives.
- Why underinvestment in SDRs is causing issues for sales pipelines.
- Why SDRs should have a strict generation process.
- Why offshore SDRs are generating greater value than US SDRs.
- How to create more value with the SDR role.
And, if you are struggling to find the right numbers to manage for your organization, it might be time to give us a call. Reach out at: http://www.hamish.sandler.com/howtosandler
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Free offer for listeners of the Full Funnel Freedom Podcast.
It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
We are offering a Free white paper on Three ways to get those sales across the line.
To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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Resources:
Tech-Powered Sales: Achieve Superhuman Sales Skills - by Justin Michael and Tony Hughes
AI Revenue Architect: Building Your Time Machine for Exponential Sales Growth - by Jeff Pedowitz
Follow Greg Alexander on LinkedIn.
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Adopting a more humane approach can significantly impact employee engagement and organizational culture. Your people want to be talked to like humans, not office robots.
This week's guest is Steve Bustin of Get Your Voice Heard. He shares ideas and insights on how to talk to your team like the humans they are.
What you'll learn:
- What is the biggest mistake leaders face when communicating to their teams.
- Why it is important to take extra time to train teams on communication tools.
- What are best practices to training your team effectively on communications tools.
- How best to communicate feedback in a psychologically safe way.
- The importance of using conversational language when giving feedback.
- How to warm up camera-shy team members.
- How to prepare team members for public speaking.
- How best to approach sales communication.
And, if you find yourself or your team struggling with communication, it might be time to give us a call.
Resources:
- The Do Lectures
- Makers + Mavericks by Hiut Denim
- The Authority Guide to Presenting and Public Speaking: How to deliver engaging and effective business presentations - by Steve Bustin
- The Authority Guide to PR for Small Businesses: Use the power of public relations and the media to reach your target customer and grow your business - by Steve Bustin
- Get Your Voice Heard
- Critique Club - 6 month online coaching program to improve public speaking. By Get Your Voice Heard
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8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
In this insightful episode of Full Funnel Freedom, special guests Mike Wolf and JP Acosta from Delgado Stone Distributors are welcomed. The conversation unravels the strategies that have positioned Delgado Stone distinctively in a commoditized industry, underscoring the importance of exceptional customer service and a collaborative approach among sales, customer service, and marketing teams.
What you'll learn:
- The innovative strategies Delgado Stone employs to differentiate in a commoditized industry.
- How an unwavering commitment to customer service and product integrity forms the cornerstone of Delgado Stone’s success.
- The essence of synergistic collaboration among sales, customer service, and marketing teams.
- The pivotal role of technology in streamlining processes and fostering work-life integration.
- How a culture of learning from failure and genuine customer interactions underpin Delgado Stone’s sales philosophy.
Resources:
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Free offer for listeners of the Full Funnel Freedom Podcast.
It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
We are offering a Free white paper on Three ways to get those sales across the line.
To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
It's our 2nd anniversary! And to celebrate, we are bringing you a very special guest host - as well as a guest who you might have seen before. Thank you for helping us to help you create Full Funnel Freedom.
About Carlos:
After over 36 years of selling and training others on how to sell, it still happens to us… we blow it up, forget the basics, get ahead of ourselves, and screw up some deals. Even though we are the “sales gurus,” we make mistakes all the time, and we want to share our stories with you so you can learn from our mistakes because IT SHOULDN’T HAPPEN TO US! We are Sofía Rodriguez and Carlos Garrido, coming at you straight from Miami and…well… figuring out how to do a podcast, so we hope you join us in this journey and enjoy the show. Let us know what you think of the show on social media: TikTok: @sandlertrainingmiami Instagram: @Sandler_Miami Facebook: @AbsoluteSalesDevelopment LinkedIn Carlos: https://www.linkedin.com/in/carlosgarrido2022/ -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=-
8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
Resources:
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Love them or hate them, procurement is part of your customer's process. In today's episode, we get ideas and insights from Mark Raffan from Negotiations Ninja. Mark emphasizes the value of engaging with procurement early on. By doing so, ensures a smooth process and prevents issues down the line.
And if you find yourself confused by RFI, RFQ, and RFP...why don't you give us a call.
What You’ll Learn:
- What should salespeople know about procurement.
- Why you should engage procurement early in the conversation.
- How best to submit a “request for…” to procurement.
- Best practices for RFIs, RFQs, and RFPs.
- How best to structure RFP proposals.
- How to properly engage procurement professionals.
- Different between for RFTs and RFPs.
Resources:
What Every BODY is Saying: An Ex-FBI Agent's Guide to Speed-Reading People - by Joe Navarro and Marvin Karlins
The Ziglar Show, with Kevin Miller
Make it Happen Mondays with John Barrows
Negotiations Ninja
Mark Raffan on LinkedIn
Peter Drucker once said "What gets measured, gets managed." Ok, but what should we be measuring?
Today's guest is Collin Mitchell from the Sales Transformation podcast, and he shares some ideas and insights around ensuring we are measuring the right conversation metrics in our processes and teams.
And, if you find yourself not sure what to measure, it might be time to give us a call.
What you'll learn:
- Why activities are not a good measure of success.
- How to make activities into conversions.
- What are the key conversions that drive business.
- What are the key attributes of a great sales leaders.
- What are the risks of hiring a sales leader too early in a startup.
- How can sales leaders evaluate career opportunities with growing startups.
Resources:
4 Reasons Why Hiring a Salesperson is a Terrible Idea for an Entrepreneur - by Hamish Knox
Sell Without Selling Out: A Guide to Success on Your Own Terms - by Andy Paul
30 Minutes to Presidents Club Podcast
Sales Transformation Podcast
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Your customers do not want to explain their process to you. They are looking for solutions. It's up to us, the sellers, to do our legwork, and determine how our solutions fits into the customer's problem. Today's guest is Doug Landis. Doug Landis is a sales professional wrapped in a marketer's body who understands the secret to build a successful company is leveraging customer success.
And, if you find yourself struggling in today's new sales environment, it might be time to give us a call.
What you'll learn:
- How to be more empathetic to your buyers.
- Why you should remove discovery from the sales process.
- What is hypothesis selling.
- How you can hypothesis sell.
- What are some tips for sellers and sales leaders.
Resources:
The Power of Now: A Guide to Spiritual Enlightenment - by Eckhart Tolle
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Deciding to start or to modify your Strategic Partner Program isn’t a simple choice. You have to ensure that the people you bring on as your strategic partners have the same mission vision, and desired outcomes that your organization does. Today we will take ideas and insights from Angie Scheribel, Director of Partner Networks at STS Capital Partners.
And, if you have questions about if it’s time for you to launch your Strategic Partner program, give us a call.
What you'll learn:
- What is a strategic partner program
- What to consider when implementing a strategic partner program
- How to scale a strategic partner program
- How to qualify strategic partners using five factors
- How you can determine the success of a strategic partner program
- What are the types of strategic partners
- How to keep strategic partners committed to the program
- What are the potential pitfalls of a strategic partner program
- How can leaders address potential challenges in your program.
Resources:
Relationship University - Andrew Wommack Ministries Charis Relationship University
Insight Timer - The Free meditiation app
Angie Scheribel on LinkedIn
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Every business started out as a small business. But growing beyond that requires planning, good employees, and a mind-set change. Today’s guest is Herb Cogliano, an international business growth advisor and certified Scaling Up Coach at aspiregrowthadvisor.com
Herb was formerly CEO of Sullivan and Cogliano Designers, a 53-year privately held family owned, Technology Staffing and Workforce Solutions firm in 1993, and he also founded the Sullivan and Cogliano education business.
Today he shares insights and ideas around taking your business to the next level.
What you’ll learn:
- How to scale a family business
- How to retain and grow your "A" players
- What are some approaches to change management in a small business
- What things to consider when exiting a family business
- How to get your succession planning right
- How do you prepare business owners for an exit
- What is the importance of leader bandwidth
- How can you identify the voice of your customer.
Sales is the key to any business’s growth, and if you find yourself struggling there, give us a call.
Resources:
www.aspiregrowthadvisors.com
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Your Revenue Operations Systems are not there to frustrate your sales teams. They are a function of a well-disciplined and optimized process. In today's episode we will take insights and Ideas from Sarah (Sharky) Harkness around what RevOps is, what it's not, and how it can be used effectively.
What you'll learn:
- Where sales leaders step offside when it comes to rev ops and tech staff.
- What inspires sales teams beyond revenue goals.
- Where to plug leaks in your sales funnel.
- How to “level-up” an aligned sales organization.
- What is the value of RevOps.
- How to address CRM and AI with your sales people.
- How to embrace a revenue focused mindset.
- How to overcome business as usual stale mindset.
- What is Project Lotus.
Resources:
Guided by Giants - by Sarah Harkness
Empathy in Action: How to Deliver Great Customer Exeriences at Scale - by Tony Bates and Dr. Natalie Petouhoff
Life Force: How New Breakthroughs in Precision Medicine Can Transform the Quality of Your Life & Those You Love - Tony Robbins, Peter H. Diamandis, Robert Hariri
Sarah 'Sharky' Harkness's Website: www.sharkyceo.com
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Your sales leadership team may be the biggest hurdle to your growth. If you are a sales leader, that might be hard to hear. This week Hamish is joined by best-selling author and sales strategist Tony Hughes. Tony is widely acclaimed with endorsements from industry luminaries. His first book, The Joshua Principle is in its 10th printing and Tony's second and third books, COMBO Prospecting and Tech-Powered Sales, are published by HarperCollins Leadership New York in partnership with the American Management Association.
What you'll learn:
- How to build strong sales leaders.
- How daily sales motions can build great salespeople.
- What are the biggest mistakes of sales leaders.
- How to sell in a publicly traded organization.
- How can you best report to your sales leaders.
Resources:
Tech-Powered Sales: Achive Superhuman Sales Skills - by Justin Michael and Tony Hughes
Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Win Sales - by Tony Hughes
The Joshua Principle: Leadership Secrets of Selling - by Tony Hughes
Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative - by Anthony Iannarino
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance - by Jason Jordan, Michelle Vazzana
Tony on Linkedin
Sales Methodology Website - www.salesiqglobal.com
Tony’s Website - Tonyhughes.com.au
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Everyone works differently. Being a successful leader takes being able to adapt and adjust to how each person on your team operates their day-to-day.
This week we take insights and ideas from Jannelle McGrath. Jannellle is the CEO of MarketVeep, a Diamond HubSpot partner. In addition to being a Diamond Hubspot partner, MarketVeep is a certified Best Places to Work company, an Inc. Best Places to Work, and Inc. 5,000 Regional Fastest Growing Companies honoree.
What you'll learn:
- How to deal with employees operating in different working styles than you
- What is a moment of delight
- How can values support a full marketing funnel
- How do you interview to understand a prospects values
- How to deal with vendors and clients that don’t align with values
- How teams respond to parting ways with customers or vendors
Resources:
The Amazement Revolution: Seven Customer Service Strategies to Create an Amazing Customer (and Employee) Experience - by Shep Hyken
Connect with Jennelle McGraff on LinkedIn
Find out more about MarketVeep
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Mustafa Morsey is president for push analytics, a business consultancy firm in the top 10% of Hubspot Agencies.
This week he shares ideas and insights on how to build your processes to optimize your sales cycle.
What you’ll learn:
- How to build sustainable business processes
- How to address common pushbacks against processes
- What businesses can do to optimize processes
- How businesses can optimize processes for great customers experience
- Which processes can help you understand the customer journey
- How to optimize processes for sales funnels
- How do we align client interactions and sales
- Best practices for getting useful data into CRMs
- Tips to find value in a poorly implemented CRM
- What’s being done with AI for processes and implementation
Resources:
Push Analytics - Growth Engineering Agency for Truly ambitious brands
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Dave Valentine is a serial entrepreneur who owns seven companies that work with thousands of clients around the world every single day. Dave believes businesses were built for people, and not for spreadsheets.
In this episode, we will learn how to create your offers from your customer's objections to land the proposals you didn't think possible.
What you’ll learn:
• The importance of positioning your services to your buyers.
• Why being everything to everyone isn't a viable strategy.
• What to look for in an SDR partner.
• How your buyer's objections can work to your favor in making the sale.
• How to arrange your sales calls for maximum impact.
• Why you can't dwell on bad calls.
• How automation can be used to prevent burnout.
• How to leverage LinkedIn to not annoy prospects.
If you find yourself having some difficulty maximizing your sales calls, then it's time to Give us a call.
Resources
The Creative Act: A Way of Being - by Rick Rubin
Soul Boom: Why We Need a Spiritual Revolution - by Rainn Wilson
The InWork Podcast with Dave Valentine
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Your company's board can be your best friend - or your worst enemy. Getting on their wrong side is a career-limited move. But, by understanding what they expect of you and your sales team, you can ensure those meetings go smoothly, no matter the message.
Al Wasserberger is a Serial Entrepreneur, Board Member, and Chief Financial Officer for Stormboard. Most of his career he's build companies. He's found that the part of building companies he most likes was the growth and corporate development work.
What you’ll learn:
• How Al's unique story can impact your business
• What to do to get a board leader’s attention
• How to create predictability
• How to understand the customer’s language
• How to transform from sales rep to sale leader
• How to articulate the pain points
• How to get yourself into the board room
• Worry more about the impact you have on people than their feelings
• How to find people who are doing it right
• How to get where you want to
If you find yourself dreading to go into that boardroom, then it's time to Give us a call.
Resources
Stormboard - The Data-first Collaboration & Digital Whiteboard
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
There are currently 1.2 open jobs for every person in North America. If you think the top sales talent is sitting around waiting to hear from you, you are going to be disappointed.
Dan Fantasia has been in the field of sales recruiting since 1997 and founded Treeline in 2001. His exclusive focus on helping companies build world-class, elite sales teams has helped to change the lives of over 3,300 sales professionals. Dan has built a deep knowledge of what it takes to build and grow a top-producing business. As a proven sales leader and innovator, Dan has created a positively charged culture that promotes the good in every person, resulting in a team that has developed best-in-practice methodologies and technology that continues to revolutionize the industry.
This week Dan shares knowledge and insight into how to attract, and land the top performing sales people for your organization, and what to do with them once they are onboard.
What you’ll learn:
- What you will need to build out a positive culture.
- How to address those who are afraid of transparency.
- What is a Start / Stop / Keep, and why you need to do it.
- How a great culture will help you find and maintain great clients.
- How great sales people find their next selling opportunity.
- How to structure your organization to find - and keep - the best sales people.
- What resources you will need as a sales leader to bring on top candidates.
- Why "Hire Slow, Fire Fast" might not work in sales.
- What to do with your top sales people once they come on board.
And, if you need help building a culture that will ensure you get - and keep - top performers, then it's time to Give us a call.
Resources
The Comfort Crisis: Embrace Discomfort to Reclaim Your Wild, Happy, Healthy Self - by Michael Easter
Key Person of Influence: The Five-Step Method to Become One of the Most Highly Valued and Highly Paid People in Your Industry - by Daniel Priestley
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Mastery isn't a destination, it's an ongoing journey. This week's guest, is the author of the book "Intentional Mastery: Step beyond Your Expertise and Build Better Businesses" William Buist.
What You'll Learn:
- How the business owner's mindset will factor into the success or failure of their firm.
- What to expect from Leadership on the topic of Mastery?
- What are the steps along the path to Mastery?
- What's the difference between an expert and expertise.
- What is a critical friend, and why you should have one.
- What are, and how to overcome roadblocks on your path to mastery.
- What to ask your customers in order to improve.
- When you need Training verses a Coach.
And, if you find yourself in need of a coach, Give us a call.
Resources:
Intentional Mastery: Step beyond your expertise and build better businesses - by William Buist
The William Buist un-book club
Grit - by Angela Duckworth
Keep Stepping!: Essential Ways to Lead Yourself and Others Through Challenge and Change - by Joy Marsden
The William Buist B3 Business Audit
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The percentages in your sales funnel are lying to you. If you rely on them, you are going to get a demotivated team, turnover, and unhappy sellers. Today we'll talk about how to change that.
In today's episode, we'll discuss how to break your addiction to percentages.
What you'll learn:
- Why percentages need to ignored in your CRM.
- Why you need to do the work on defining the sales stages, and non-negotiables.
- Why checklists are better than scripts.
- Why meandering questions are detrimental to your seller's perceived competency.
- Why you will want to track how long each opportunity stays in each stage.
- Why publishing average cycle time will benefit your sellers, despite it being uncomfortable.
- What's best practice for "Zombie opportunities."
- Why tracking your time in each stage will present opportunities to improve your performance.
- What to cover in your funnel review meetings.
- Who should come to your sales funnel review meetings.
- How these steps will improve your coaching meetings.
- How to implement the three improvements.
And, if you need help implementing these steps, Give us a call.
Resources:
Change the Sandler Way - By Hamish Knox
Full Funnel Freedom Episode: Is Your Sales Year Already Over?
In TIM v TAM, TIM Wins - by Hamish Knox
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Great sales teams don't just happen. It takes preparation, effort, and wisdom to be able to see beyond the next phone call. This week, Carson Heady discusses what tools he's implemented to drive performance with the sellers he manages.
What You'll Learn:
- How Carson schedules his day to accomplish his highest priority items.
- What is gamifying? Why do it?
- How to gamify sales.
- How to make sure your goals are aligned with those of your team.
- The value of creating a sales playbook.
- How to incorporate your playbook into one-on-ones
- How to capture your organization's "Tribal Knowledge"
- How to train your team to see into the future.
Resources:
Salesman on Fire - by Carson V. Heady
Birth of a Salesman (The Salesman Against the World) - By Carson V. Heady
The Sales Management Simplified Podcast with Mike Weinberg
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Companies will spend millions on consultants, pizza parties, and sleep pods, but these are not your culture. In today's episode we will dive into what aspects define and enforce your real company culture.
In today's episode, we'll define what makes or breaks your company's culture:
What You'll Learn:
- What the three elements of company culture are.
- Why we celebrate things that reinforce the culture you want to represent.
- Why consistency matters in maintaining your culture.
- Why not mentioning when things are going against your culture is just as bad as the actions undermining your efforts.
- The difference between a past-focused and present-focused culture.
- How to tell if you are working in a past-focused culture.
- What does a present-focused culture look like.
- How to convert a past-focused culture to a present-focused one.
- What is the best way to teach culture.
- What's the greatest way to make sure your culture is proactive, and not reactive.
- The value of an agenda.
Resources:
Thinking in Bets: Making Smarter Decisions When You Don't Have All the Facts - by Anne Duke
Don't Let Coaching Sessions Drag - Full Funnel Freedom Podcast, Episode 79
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The quickest way to disappoint your management is to surprise them. Successful sales leaders know what they need to deliver to maintain not only revenue – but also profit. Today’s guest is Thomas McNulty of onrhythm.io who shares insights in how to ensure you are tracking the right KPI for your organization.
About Thomas:
Thomas McNulty is the co-founder and CEO of onrhythm.io. Before Rhythm, Tommy led sales teams at NerdWallet, Fundera, Dash, and ZocDoc, where he was fortunate enough to be part of two acquisitions and an IPO. A native New Yorker, Tommy got his start in sales selling packages for a Brazilian Jiu-Jitsu school while still in high school.
In today's episode we'll cover:
- How you can tell if your sales team is being profitable - not just efficient
- How to tell if you are making enough revenue for your compensation.
- How to determine your contribution margin formula.
- What decisions you have to make to make your sales team sustainable.
- How to determine the best place to put people in your sales process.
- How to tell when it's time to add people to your team.
- Why you can't re-run the same playbook from company to company.
- What's the fastest way to get fired as a sales leader.
If you find yourself having difficulty determining what numbers to make, give us a call.
Resources:
Islands of Profit in a sea of Red Ink: Why 40 Percent of Your Business is Unprofitable and How to Fix It. - By Jonathan L. S. Byrnes
Americana: A 400-Year History of American Capitalism - by Bhu Srinivasan
The 20VC Sales Podcast
Onrhythm.io
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The career of sales person is challenging. We can be asked to 2x,5x, or 10x our performance year over year. It's easy to fall into the trap of over promising and under delivering. If you don't ask the right questions, this is an easy trap to fall into.
In today's episode we'll cover ways to ground our expectations, and not allow our emotional needs to be manipulated by unrealistic expectations.
What You'll Learn:
- Why "pie-in-the-sky" estimates are likely to make you lose your best staff, and change your management style.
- How inaccurate estimates are like conspiracy theories
- How micromanagement can demotivate a team.
- As a sales leader, what rights do you have to ensure accurate estimates.
- Why we need to avoid the "gut reaction" to the sales forecast number.
- What's the difference between coaching and micromanaging.
- What questions to ask your sellers to validate their targets.
- What to do when your sellers are aiming too high to please you.
Making sure your team is setting the right expectations can be difficult. If you find yourself needing help, give us a call.
Resources:
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Nothing will ruin a customer's confidence in your organization more than when sales and engineering begins pointing fingers at each other. Today's guest, Shruti Harish shares ideas and insights to ensure your teams are aligned for one goal - customer success.
About Shruti:
Shruti Harish is the Azure Data & AI Lead for Microsoft's West & Midwest region. In this role she pushes her teams to drive digital transformation with Azure Data & AI services, and ensures customer success by helping them to realize and accelerate business value with Microsoft Cloud solutions.
In today's episode we'll cover:
- What are the positive payoffs to the team and individual by thinking beyond the technical.
- How solving today's problems builds tomorrow's relationships.
- Why making long-term relationships with customers benefits you - even if the customer moves on.
- Why being "Ruthless" in problem solving is key.
- How the first contact with a customer helps to define the tone for the engagement.
- How sales teams can support the pre-sales engineering team.
- How sales teams can set up the customer success team to be rockstars for the customer.
And, if you find yourself struggling to get sales and engineering aligned, give us a call.
Resources:
Mindset: The New Psychology of Success - by Carol S. Dweck, PhD.
The 7 Habits of Highly Effective People - by Stephen R. Covey
Women of Impact Podcast - with Lisa Bilyeu
The mindbodygreen Podcast - with Jason Wachob
ReThinking Podcast - with Adam Grant (TED)
Both/And Thinking: Embracing Creative Tensions to Solve Your Toughest Problems - By Wendy Smith and Marianne Lewis
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
There's many tasks in the selling process that are "have to" but are they really?
You've heard it before. "We HAVE TO go through procurement." "We HAVE TO go through the RFP process" "We HAVE TO update this deck for the meeting." Our sellers' buying process has been made intentionally cumbersome to weed out low-energy sellers, and to commoditize the products or services you are selling.
In today's episode we'll cover ways to work around those "have to" to get to the buyers who matter.
What You'll Learn:
- How to develop champions inside your buyer's organization.
- When to respond to RFPs - and when not to.
- What it means if you get an RFP out of the blue.
- why sellers love to work on bids.
- Why you might need to submit an RFP even if you don't want the business.
- How to determine if something is ACTUALLY a have to, or if it's just busywork.
As sales leaders, we need to challenge our sellers when they say that we "have to" do something. And, if you need help sorting through that list, we are here to help.
Resources:
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Many sellers approach a prospect with a scarcity mindset. Justin Breen of BrEpic recommends flipping that on it's head. Sellers should be asking themselves - Why should you sell to them?
About Justin: BrEpic Communications LLC is guided by Justin Breen, who has 20+ years in the media business, has won dozens of editing and writing awards, and is an author of countless viral stories.
In today's episode we'll cover:
- The four stages that separate entrepreneurs from business owners
- What happens if you give to someone who doesn't know what to do with it.
- Why scar tissue is important in self-development.
Finding the right mindset for selling is a skill. If you find you need help developing it in your team, give us a call.
Resources:
BrEpic - Premium PR & Life Changing Connections
Epic Life: How to Build Collaborative Global Companies While Putting Your Loved Ones First - By Justin Breen
Driven: Understanding and Harnessing the Genetic Gifts Shared by Entrepreneurs, Navy SEALs, Pro Athletes, and Maybe You - By Dr. Douglas Brackmann, Randy Kelley
Man's Search for Meaning - By Viktor Frankl
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Every seller is going to fall into a slump on occasion. The leads dry up, the calls stop, and the panic sets in. This week, Hamish recounts a story about how he needed to be rescued from a mountain lake, and what we can apply from that experience to coaching our sellers.
What You'll Learn:
- How to spot a seller who's entering "Panic Mode."
- When to remind the seller of the difference between effective activities and comfortable activities.
- How to illuminate which activities are effective.
- Why you cannot "rescue" your sellers, and why they need to save themselves.
- How to identify the warning signs so a dip doesn't become a slump.
Coaching your sales teams to get themselves out of a slump is critical to your role as a sales leader. And, if your sales organization needs a little rescue, give us a call.
Resources:
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
For many sellers, the non-technical "Squishy" conversations are the hardest. This could mean a buyer who's reluctant to change, dealing with risk, and fear of change. You can't shy away from these topics and be successful.
About Janie: Janie Wall is the VP of sales and business development at DefenseStorm. She first joined the company in 2020 as sales manager, bringing over 15 years of tech sales experience. She is inspired by her passion to assist companies in the development of successful go-to-market strategies to drive revenue acceleration.
In today's episode, we'll cover ways to empower your sales team to have difficult conversations.
What You'll Learn:
- How to coach sellers to work with buyers avoidant to change.
- How to create an environment that encourages and fosters non-technical "Squishy" conversations.
- How to arrange your deal strategy sessions to reduce risk.
- How to support your product's champions.
- How to root your team in metrics so it's not all about feelings.
- How to create psychological safety for your sellers to share unpopular information.
- How your hiring choices matter to seller safety.
- What are the personality traits that can't be coached.
Having the right team, the right mindset, and the right goals isn't difficult, but it might take a coach. If you need help getting people to have the important conversations, give us a call.
Resources:
Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity - By Kim Scott.
Love Your Team: A Survival Guide for Sales Managers in a Hybrid World - By Helen Fanucci
Find out more about DefenseStorm
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The key to keeping our funnels full is our sellers maintaining their credibility throughout the sales cycle - from 'Hi, nice to meet you' to 'Looking forward to working with you.' Sales people are only trusted by 6% of the population. Think back to the last time you dealt with a salesperson. You probably had similar thoughts. You can be certain your buyers are.
In today's episode, we'll cover actionable tactics to overcome that lack of trust.
What You'll Learn:
- Examples of how to coach your sellers to give reasons for your recommendations.
- Why people will accept a request - when there is a reason included.
- How to accomplish this via text-based communications.
- How to frame recommendations.
- How to follow up after the recommendation.
- How to avoid the buyer's cold shoulder.
Letting your buyer know that your recommendations are in their best interest is crucial to a good working relationship. And, if you are looking for recommendations that are in your sales organization’s best interest, give us a call.
Resources:
- Influence: The Psycology of Persuasion by Robert B. Cialdini
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Training our sales teams often comes down to a series of "light-switch moments." Moments where individuals on our teams need to look inside of themselves and identify what they are actually capible of accomplishing. Jason Swanson, VP of growth at Patrons lives for these moments. He uses his experience as a former football coach to get his teams all moving in the same direction, and empowers the individuals to understand what truely is possible.
In today's episode, we'll cover what kind of coaching is effective for both types of sellers.
What You'll Learn:
- What are the top hurdles sales managers face with their staff?
- Can an individual be awesome at every stage of the sale?
- The three types of people you need on your sales team.
- how to inspire all three types of people on your team.
- Why fear isn't the best motovator for a sales team.
- The value of understanding each person's personal goals.
- What can sales managers learn from sports coaches.
- What are the five elements of successful sellers.
- The value of gamification.
- Why we need to detach ourselves from the outcomes.
Creating alignment with your sellers isn't impossible, but it does take a coach. And, if you need help with your coaching, give us a call.
Resources:
- Good To Great - by Jim Collins
- New Sales. Simplified - by Mike Weinberg
- Extreme Ownership: How US Navy SEALs Lead and Win - by Jacko Willink and Leif Babin
- Mindset: The New Psycology of Success - by Carol S. Dweck, PhD
- Never Split the Difference: Negotiating as if Your Life Depended on It, by Chris Voss
- Dare to Lead: Brave Work. Tough Conversations. Whole Hearts - by Brene Brown
- Podcast: On Purpose, by Jay Shetty
Find out more about Patronscan at their Website. They are also hiring
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Our seller's personal preferences when they are buying shouldn't impact them when they are selling - but it often does.
All of us have a personal process for buying those big-ticket items. But if you are a seller with a fairly well-defined personal buying process it's very easy to accept those delay tactics without any kind of commitment to next steps. The inverse is also true: A seller who might impulsively purchase things might get upset at a buyer who wants to slow it down and gather more information.
In today's episode, we'll cover what kind of coaching is effective for both types of sellers.
What You'll Learn:
- What's the right mindset to have - regardless of buyer type.
- How do manage a "chaotic" buying process
- How to be comfortable making choices with incomplete information.
- It doesn't matter why your seller says - It matters what your buyer hears.
- When to slow down the seller's process to speed up the buyer's selection.
- How to coach a seller to respond to requests for more information.
- how to train your sellers to be "buyer-focused".
- How our buying style as team leaders may impact your seller's behavior.
Understanding our own buying style is an incredible activity that both you and your sellers need to take to ensure that we work with our sellers in a manner that doesn't alienate them, but keeps them moving towards commitment.
Resources:
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Rene Zamora is a pioneer in the concept of Fractional Sales Management. He has led over 2,500 sales meetings in the past 10 years, and is the president of Sales Management Now and is the author of Part-Time Sales Management: For Small Business Sales Teams
In today's episode, we'll discuss what fractional sales management is, what it isn't, and when it's the right solution for your business.
What you'll learn:
- How to keep your funnel full in a service business like consulting
- Why SEO (Search Engine Optimization) is so important to sales.
- What it will take to overcome the struggle of finding the next thing that works for your business.
- How to overcome the "Consultant's challenge."
- What are the early warning signs that a seller's funnel is starting to go from funnel to pencil.
- How to manage a buyer with shifting priorities.
- Determining how your buyers like to buy.
- How to combat emotional weakness in the buyer.
- The importance of individualized sales plans and referrals.
- How to determine when your sellers need additional coaching.
- The commonalities of selling - regardless of industry.
- Avoiding the pitfalls of implementing a CRM
Fractional sales management works for many small businesses. If you think you are too small for a sales team. Don't hold back. Give a fractional sales manager a call.
Resources:
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Sales Manager Now - https://salesmanagernow.com/
- Rene Zamora on LinkedIn - https://www.linkedin.com/in/renez/
- You Are a Badass®: How to Stop Doubting Your Greatness and Start Living an Awesome Life - https://a.co/d/iHkW04g
- Tuesdays with Morrie: An Old Man, a Young Man, and Life's Greatest Lesson, 25th Anniversary Edition - https://a.co/d/fLjV71N
- Full Funnel Freedom https://fullfunnelfreedom.com
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The one thing that can quickly kill an opportunity our seller thinks is happening is when they go into “knowing mode.” If a seller starts giving solutions to their buyer before completely understanding if the buyer even needs that solution or any solution at all, they're doing themselves and their buyer a massive disservice.
In today's episode, we'll go through ideas and insights around how we can stop our sellers from going into knowing mode prior to meeting with a buyer. We'll also cover ways to coach buyers to understand the mindset that "until the buyer says it, I know nothing."
What You'll Learn:
- How "knowing mode" kills opportunities quickly
- The one mindset to teach all your salespeople
- Why sellers need to stop asking close-ended questions
- The scientific method to create a superior sales experience
- Ways to get your sellers to focus on their pre-call plan
- Reasons you never want to get your buyer uncomfortable
- How to master the art of asking belief-based questions
- Sell more by leading with beliefs instead of assumptions
Excellent selling skills are an incredible asset, but to close more deals, you need to bet on asking better questions instead. Buyers detest feeling like they're being led down a path they didn't choose. A salesperson would much rather walk alongside their potential buyer until they determine whether they will work together or not, and then they can part ways amicably.
Resources:
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Mark Willis is a certified financial planner and owner of Lake Growth Financial services. He is also a three-time number-one best-selling author and co-hosts the Not Your Average Financial Podcast. Mark works with people who want to grow their wealth in safe and predictable ways, become their own source of financing and create tax-free income in retirement.
In today's episode, we'll discuss money and why it's such a crucial topic for sales leaders and the sellers they support. We'll also cover ways you can create wealth safely and predictably so you can become your own source of financing.
What You'll Learn:
- Why money matters for sales leaders and their people
- What sellers can do to keep their financial house in order
- How to overcome the urge to spend money as soon as you get it
- Money beliefs and how they influence your spending
- How to stop wasting time and money on dead leads
- Why you need to learn how to choose your problems
- The blueprint for niche specialization in sales
- How you can become your own source of financing
The first step to achieving wealth is controlling your environment. Your goal is to become a thermostat rather than a thermometer in your financial life. This simply means that you control your money; your money doesn't control you.
Links and Resources:
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Lake Growth – Financial Services
- Mark’s LinkedIn - https://www.linkedin.com/in/marklakegrowth/
- The Road Less Stupid: Advice from the Chairman of the Board - by Keith J. Cunningham
- The Secret To Lifetime Financial Security - by Pamela Yellen
- Bank On Yourself: The Life-Changing Secret to Protecting Your Financial Future - by Pamela Yellen
- Debt: The First 5,000 Years,Updated and Expanded - by David Graeber
- Full Funnel Freedom
- The Sandler Summit 2023
- Sandler on Instagram
- Sandler in Calgary
- Connect with Hamish Knox on LinkedIn
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Radhika Shukla is the Enterprise Sales Director, US Manufacturing at Microsoft. She has an MBA from the University of Michigan's Ross School of Business and has won multiple awards at Microsoft and IBM. She is also a former Mrs Michigan USA, Mrs India, and Top 5 Mrs North America 2020. Her passion lies in helping customers solve complex business challenges through innovative digital transformation solutions and engaging experiences.
In today's episode, we discuss how sales leaders can inspire, empower and appreciate their sellers. We cover the benefits of appreciating your sellers, why clarity is a sales leader's best friend, and the benefits of proactive pipeline development.
What You'll Learn:
- How to develop a passion for proactive pipeline development
- Ways to achieve long-term success in sales
- The 5 selling rules every seller must follow
- Why customer buy-in is so important in sales
- Do awards and recognitions matter for sellers?
- Why clarity is a sales leader's best friend
- How to make your team members feel included and engaged
- The current state of women in sales
Typically sales cycles can last anywhere from 9 to 18 months, meaning things don't happen overnight. So as a seller, you must constantly build your pipeline and look for new opportunities. You can only do that by listening in a way that you understand your customer's needs, become their trusted advisor, and provide thought leadership every step of the way.
Links and Resources:
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Radhika’s LinkedIn - https://www.linkedin.com/in/radhikashukla/
- Modern Mentoring Paperback by Randy Emelo - https://www.amazon.ca/Modern-Mentoring-Randy-Emelo/dp/1562869337/
- Atlas of the Heart: Mapping Meaningful Connection and the Language of Human Experience by Brené Brown - https://www.amazon.ca/Atlas-Heart-Meaningful-Connection-Experience/dp/0399592555/
- Full Funnel Freedom https://fullfunnelfreedom.com
- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Lindsay Duprey is the Chief Operating Officer of WCD (formerly West Canadian Digital Imaging). She is a collaborative and cross-functional leader with over 20 years of experience specializing in sales & operational leadership, strategy, change management and partnership development. An activator and ideator by nature, Lindsay has a track record for building and leading high-performance sales teams and bringing technology-driven solutions to market.
In today's episode, we discuss the ways sales leaders can drive proactive conversations with their salespeople and the key questions to ask during 1-on-1 meetings. We also cover unique strategies you can implement immediately to get marketing, sales and customer service to work together.
What You'll Learn:
- Key questions to ask sellers in 1-on-1s
- Defining how your customers want to purchase from you
- How exactly to get marketing, sales and customer service to work together
- How to get your team to balance short-term wins with long-term opportunities
- Understand the basics of the 10X mindset
- The warning signs of a shrinking funnel
- Why you should never be overly reliant on one customer
- The benefits of proactive account management
In an ideal world, 1-on-1 meetings are an excellent space for sales leaders and their team members to discuss performance, feedback and personal development. But that is usually not the case. Lyndsay believes it's time we changed the narrative from routine status updates to more proactive coaching and growth sessions.
Links and Resources:
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
WCD - https://www.wcdconnect.com/
- Lindsay Duprey on LinkedIn - https://www.linkedin.com/in/lindsayduprey/
- Full Funnel Freedom episode on change with Melina Palmer - https://podcasts.apple.com/ca/podcast/060-change-isnt-about-the-cookie-with-melina-palmer/id1588080063?i=1000582133249
- Five Dysfunctions of a Team by Patrick Lencioni - https://amzn.to/3zuLMyP
- Leading From the Middle by Scott Mautz - https://amzn.to/3DSZIW2
- Discover Your True North by Bill George - https://amzn.to/3h34nvi
- Dare to Lead by Brené Brown - https://amzn.to/3sLGKu2
- Atomic Habits by James Clear - https://amzn.to/3gZ29NC
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
We already know that sales coaching is important - even high-performing salespeople need regular training and feedback to become better. However, getting started with sales coaching can feel overwhelming, especially if salespeople view coaching as a needless waste of time.
In today's episode, we'll explore ways to get the most out of your coaching sessions. We'll also discuss why our best intentions when coaching our direct reports can hinder their development and result in frustration for them and us.
What You'll Learn:
- How to ensure your coaching sessions are super effective
- Why coaching should not be a polite conversation
- How many issues you should addres during a coaching session
- The role of accountability in sales coaching
- Keys to influential sales coaching
- How to structure a sales coaching session
- The pros and cons of being a human-oriented coach
If you're not getting the results you need to unlock your team's revenue potential, reconsider and review your sales coaching methods. Just like it's extremely unlikely to find an elite athlete without an equally top-class coach, you cannot have high-performing salespeople without an effective coach.
Links and Resources
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Episode 22 - Traditional Role Play Sucks and What to Do About It - http://bit.ly/3wVG7jn
- Episode 33 - The Power of Strokes - http://bit.ly/3Hna3Ke
- Full Funnel Freedom https://fullfunnelfreedom.com
- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Callan Harrington is the Founder and CEO of Flashgrowth, a consulting and fractional executive company that helps startups and scaleups achieve sustainable growth from seed to exit. He is on a mission to help early-stage B2B companies build repeatable sales processes and win the war against the 17-month average tenure of a VP of sales.
In today's episode, we'll discuss why the VP of sales average tenure has shrunk to just 17 months. We'll also cover what sales leaders can do to ensure their tenures are longer, worthwhile and profitable.
What You'll Learn:
- Why tenures for VP of Sales are so short
- Ways sales leaders can start their tenures on the right foot
- What a sales leader can do to improve their reputation
- How to win the war on the 17-month average tenure of a VP sales
- Proven ways to scale a business successfully
- Tips for keeping high performers happy
- The benefits of developing self-awareness in sales leadership
- Should salespeople be creating content?
- How to let go of perfect and embrace your mistakes
The average tenure of a VP of sales was once sitting at a healthy 26 months, but now it’s just 17 months. And 17 months in such a position is not enough time to make the impact a leader is committed to making. Hopefully, with the tips from Callen, we can reverse this unfortunate trend and create full funnel freedom.
Links and Resources
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Connect with Callan Harrington on LinkedIn - https://www.linkedin.com/in/callanharrington/
- Flashgrowth.com - https://www.flashgrowth.com/
- Scientific Advertising by Claude C Hopkins - https://amzn.to/3rKBN3U
- Full Funnel Freedom https://fullfunnelfreedom.com
- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Helen Fanucci is a best-selling author, transformational sales leader, team builder, podcaster, and sought-after keynote speaker. She is currently the Customer Success Sales Leader at Microsoft, where she's on a mission to provide thought leadership in employee engagement, hybrid work productivity and security.
In today's episode, we discuss how sales leaders can learn to love their teams. Helen shares proven strategies sales managers can use to build stronger team cultures and deliver outsized business performance while retaining top talent.
What You'll Learn:
- Red flags you should never ignore in conversations with sellers
- Why sales leaders must understand the things that matter to their people
- The two types of conversations every sales leader should master
- Traditional versus "Love Your Team" sales leader
- Why modern sales leaders should read Hellen's book Love Your Team
- How leaders unintentionally promote bad behavior in teams
- The benefits of having an accurate pipeline
- How to have tough love conversations with your team
- Why curiosity is a core skill in leadership
The pandemic dramatically flipped the workforce power structure on its head. Team members have more power in the marketplace and they know it. As sales leaders, we must intentionally shift our approach from the traditionally accepted hustle mode and focus on the success and wellbeing of our team.
Links and Resources
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Helen's LinkedIn - https://www.linkedin.com/in/helenfanucci/
- Love Your Team: A Survival Guide for Sales Managers in a Hybrid World by Helen Fanucci - https://amzn.to/3GdeEOt
- Love Your Team Podcast - https://www.loveyourteampodcast.com/
- Brené Brown’s Dare to Lead Podcast - https://brenebrown.com/podcasts/
- Becoming by Michelle Obama - https://amzn.to/3VEUoLz
- The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever by Michael Bungay Stanier - https://amzn.to/3igbQrZ
- Brotopia by Emily Chang https://amzn.to/3jS5uiQ
- Girl in the Gun Club by Tracy Salzgeber https://amzn.to/3iazF4z
- Full Funnel Freedom https://fullfunnelfreedom.com
- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Kevin Gaither is an Inside Sales Expert on a mission to help leaders at early-stage tech startups avoid mistakes when building or scaling their sales teams while growing revenues. He loves sharing his expertise and experience from over 25 years of sales leadership. When you learn from Kevin, expect to get experience and not fluffy opinions.
In today's episode, we discuss how sales leaders can build and scale successful inside sales teams from scratch. Kevin also shares some best practices for onboarding and training new sales teams.
What You'll Learn:
- What is inside sales?
- How to build a successful inside sales team to support an early-stage startup
- The best places to find inside sales reps
- What is the most important trait in a salesperson?
- Mistakes to avoid when hiring inside salespeople
- Kevin's 4-step method for effectively onboarding a sales rep
- How to manage performance and set realistic expectations
- The fine line between micromanagement and expectation setting
Many startups are making inside sales a priority, because they understand that they need to create new teams and upgrade their customer engagement processes to attract able investors. However, the trick is to hire the right people and not screw it up during the onboarding process, which is what Kevin helps us understand how to do.
Links and Resources
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Kevin's LinkedIn - https://www.linkedin.com/in/kevingaither/
-
Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk - https://www.amazon.com/Jab-Right-Hook-Story-Social/dp/006227306X
- Full Funnel Freedom https://fullfunnelfreedom.com
- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Do you enjoy baking? What if there was a way to grow the revenue-generating side of your organization without heartache and tears - and all you needed was a baking-like recipe?
But there’s a catch; you need to follow the recipe to a tee; otherwise you’ll never get the intended results.
In today’s episode, we’ll break down an easy-to-implement recipe for successfully scaling the RevOrg side of your organization. We’ll also cover the importance of reliability, clarity, and precision in creating trust between salespeople and prospects.
What You’ll Learn:
- The recipe for successfully scaling the revenue side of your organization
- Why scaling is like baking a cake
- The real source of all corporate pain
- How to guarantee your buyers get the best possible experience
- The role of reliability in the success of an organization
- Ways to create a clarity culture in all types of teams
- How precision helps build trust and scale visible ROI for a business
All business leaders dream of becoming an overnight success. However, scaling involves building a lot more than a sustainable strategy. No matter the size of your team, there is a recipe and actionable steps that we outline in this episode, that you must diligently follow to clear the hurdles that stand between you and success.
Links and Resources:
- When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
- The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
- Full Funnel Freedom https://fullfunnelfreedom.com
- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
- Sandler on Instagram https://www.instagram.com/sandler_yyc/
- Sandler in Calgary - www.hamish.sandler.com/howtosandler
- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
- Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Robbie Butchart is the Chief Revenue Officer & Partner at LaunchCode - a full-service development company focused on helping clients accomplish their visions. Robbie boasts a 15-year career as a sales professional. His approach is focused on working within organizations from an entrepreneurial mindset and loving the diversity and excitement each day brings.
In today’s episode, we discuss how you go from being the first sales employee to scaling the business and growing a sales team from scratch. Robbie shares why he feels scaling is like boiling the ocean and the reasons why most sales leaders fail at building a team.
What You’ll Learn:
-
Why most sales leaders struggle with building an efficient team
-
What it’s like to be the first sales employee in a company
-
How struggling in sales can make you a better salesperson
-
The foundations of purposeful prospecting
-
Best practices for reaching out to successful people
-
Team structure and effective ways to organize a team
-
How to bring excitement to operational efficiency
-
Ways to build a repeatable and scalable sales process
Most people assume all it takes to build and scale a sales team is putting up job advertisements online and hiring qualified candidates. However, as Robbies explains, hiring is the easy part, but you still need a process and a foundation for future scaling, because salespeople rarely spend two years in an organization.
Links and Resources:
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Robbie’s LinkedIn - https://www.linkedin.com/in/robbie-butchart-a43b3427/
-
Launch Code’s website - https://lc.dev/
-
What Your Customers Want and Can't Tell You - Unlocked: Unlocking Consumer Decisions with the Science of Behavioral Economics (Marketing Research)
-
What Your Employees Need and Can't Tell You - What Your Employees Need and Can't Tell You: Adapting to Change with the Science of Behavioral Economics (Change Management Book)
-
Leaders Eat Last - Leaders Eat Last: Why Some Teams Pull Together and Others Don't
-
The Infinite Game - The Infinite Game
-
Extreme Ownership - Extreme Ownership: How U.S. Navy SEALs Lead and Win (New Edition)
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
When our sellers get positive buying signals from our prospects, they can sometimes feel like they need to step on the gas to get the sale across the finish line. However, a positive buying signal does not necessarily mean positive buying confirmation. So when our sellers attempt to accelerate that sale, they end up driving that opportunity right off a cliff.
In this episode, I'm going to share two mindsets that can help you coach your sellers, as well as an activity to hold them accountable when they feel the need to accelerate opportunities to the finish line.
What You'll Learn:
-
The difference between a positive buying signal and a positive buying confirmation
-
How to get more sales deals across the finish line
-
The consequences of trying to accelerate a sale
-
The fastest way to lose credibility with buyers
-
The two mindsets to help coach your sellers on pushing the deal over a cliff
-
What veteran sellers get wrong with modern sales
-
How to stage opportunities correctly
As salespeople, we can all agree that there's nothing worse than investing time and money into getting a deal to close only for it to fall short. Using the two mindsets and this one activity that I shared in today’s episode will help to keep your sellers on pace and less likely to attempt to accelerate opportunities and risk a sales falling through.
Links and Resources:
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Adriann Haney is the VP of Business Development - Corporate Learning at Bongo, a sales readiness tool that helps managers accurately assess and validate skills across their team. She is a seasoned sales professional with 20+ years experience across the entire sales cycle. Adriann has continuously demonstrated selling and relationship management skills with the ability to meet and exceed assigned financial and customer satisfaction goals.
In today's episode, we'll discuss how sales leaders can create full funnel freedom, expand revenue growth, and drive sales through channel sales.
What You'll Learn:
-
What is channel sales, and why does it matter?
-
The difference between a healthy funnel and a full funnel
-
Early warning signs of a sick funnel
-
Consequences of not having a fat and squishy funnel
-
The importance of coaching your salespeople on how to create a reliable channel funnel
-
The difference and similarities between channel sales and direct sales
-
How to create alignment between marketing, sales, and product
-
Ways to create immediate success in channel sales
-
Pros and cons of channel sales
Sales is about driving revenue. Revenue growth will always be hindered by time. It doesn't matter how efficient a sales team is, their productivity will ultimately hit a limit. Then you have two choices: either hire more team members or form a channel sales partnership, where a company sells products through another company's sales team.
Links and Resources:
-
Adriann's LinkedIn - https://www.linkedin.com/in/laneadriannhaney/
-
Bongo - https://bongolearn.com/
-
MAKING CHANNEL SALES WORK: Ten Tools to Create a World-Class Third-Party Selling Program by David Davies - https://www.amazon.com/MAKING-CHANNEL-SALES-WORK-World-Class/dp/0692111999
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
What is a "HIVE mind" and what role does it play in a person's success?
Most people see the "HIVE mind" as something negative. The busy bee mentality where everybody is busy - maybe a little too much. However, HIVE is a great framework for creating individual success.
- HIVE stands for Humility, Introspection, Vulnerability, Execution
In today's episode, we discuss how sales leaders can use the HIVE mind to improve performance, raise the team's confidence levels, and create more success for the entire organization.
What You'll Learn:
-
The HIVE framework from a personal development perspective
-
Humility and the ability to admit that you're not perfect
-
Ways to hone your power of introspection
-
Why vulnerability is your greatest source of strength
-
How to create momentum through daily execution
-
Understanding what got you here won't get you there
-
The benefits of having people who push you to be better
-
Why you need to ask for help before you need it
A strong and consistent HIVE will lead to faster growth, more success and greater team cohesion. So if you’re a sales leader, one of the easiest ways to cement your role is to become devoted to your HIVE.
Links and Resources:
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Be Your Own Restaurateur This Holiday Season - Full Funnel Freedom: 065 Be Your Own Restaurateur This Holiday Season on Apple Podcasts
-
My Daily Leadership - My Daily Leadership: A Powerful Roadmap for Leadership Success
-
What Got You Here Won't Get You There - What Got You Here Won't Get You There
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Ben Kelton is the vice president and head of sales & business development at Celling Biosciences, Thermi, and SpineSmith. He helps businesses of all sizes formulate strategies that drive profitable bottom-line results. With over a decade of experience delivering multimillion-dollar annual revenue gains in diverse sectors, Ben is well-equipped to help businesses build repeatable processes that predictably and exponentially max out revenue.
In today's episode, we discuss the foundation of an effective sales scoring system – what it is, why it's important, and how you can develop a practical scoring framework as part of your overall sales efforts.
What You'll Learn:
-
How to build healthy, sustainable and profitable businesses
-
The four quadrants of a successful business
-
How to eliminate friction from your salespeople's lives
-
Why people are the most important aspect of a business
-
Warning signs of a sick funnel
-
Factors that determine the likelihood of a deal closing
-
Why every sales activity and opportunity should be scored
-
How to develop a scoring system for your team
-
Smart ways to learn from failure
Sales leaders need to develop ways to rank their salespeople based on performance. An active scoring system gives clarity to both leaders and reps on how they should prioritise their time, identify the top performers, and the deals that are more likely to close.
Links and Resources:
-
Celling Biosciences https://cellingbiosciences.com/
-
Ben’s LinkedIn - https://www.linkedin.com/in/benkelton/
-
SpineSmith https://www.spinesmithusa.com/
-
Thermi https://thermi.com/
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
The one skill every salesperson must learn regardless of industry is the art of trust-building. That means discarding the surface-level relationships that die off after the money has been exchanged. Building trust is the only way salespeople can guarantee optimal results for all parties involved.
Salespeople love to pontificate about the "great relationships" they have with prospects and clients. But to keep our funnel consistently full, trust beats relationships.
In today's episode, we will talk about how sales leaders can teach their salespeople the art of developing high-quality and high-trust relationships.
What You'll Learn:
-
How trust beats relationships in sales
-
The definition of a relationship from a sales perspective
-
How to instantly build trust with a prospect
-
Practical examples of building trust in sales situations
-
Ways to make your salespeople feel safe
-
Over-promising and under-delivering ruins trust
-
How sales leaders can teach their salespeople the art of building trust
-
Using consistency and clarity to build trust
As a sales leader, the next time a salesperson talks about a "great relationship" with a client, ask them, "when was the last time that client asked you for advice on a problem you couldn't sell them something?" If that salesperson gapes like a fish out of water, the "relationship" may only exist in their head.
Links and Resources:
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
Stephanie Paul is the Founder of Stephanie Paul Inc. and author of Unlock The Magic of Story. Her proven approach, the Powerful Emotional Engaging Presentations, draws on over 30 years of rich and diverse entertainment experience. As a trainer, keynote speaker or MC, Stephanie has the uncanny knack for turning any bored room into a lively, spirited and connected one.
In today's episode, you'll learn why storytelling in sales is so effective, how to capture the audience's attention with an engaging narrative, and how to use stories to win more sales and make a bigger impact.
What You'll Learn:
-
The art of storytelling in sales
-
Why storytelling is sales leader's best skill
-
Storytelling techniques to elevate your sales pitch
-
Facts and data versus storytelling
-
Great storytelling exercises for awakening creativity
-
Using stories to connect and understand your audience
-
First steps toward skilful storytelling
-
How to create a story database from scratch
-
Connecting with others through vulnerability
-
Stephanie's advice to her younger self on how to become better at selling
Storytelling is one of the most powerful ingredients you can add to your sales leadership activities. It's even more effective when you use it in your proactive selling activities. Regardless of what you're selling or what your audience is, incorporating the art of storytelling into everything you do allows you to entertain, engage, and build rapport with your audience.
Links and Resources:
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Special giveaway for Full Funnel Freedom listeners - https://stephaniepaulinc.com/fffreedom/
-
Stephanie Paul's website - https://stephaniepaulinc.com/
-
Stephanie's LinkedIn - https://www.linkedin.com/in/stephaniepaulinc/
-
“Unlock the Magic of Story: How to Use Neuroscience Secrets to Engage and Influence Any Audienc”e by Stephanie Paul https://amzn.to/3AKyjCA
-
“The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses” by Eric Ries https://amzn.to/3AOFpWZ
-
“Impossible to Ignore: Creating Memorable Content to Influence Decisions” by Carmen Simon https://amzn.to/3D1QPcK
-
“Tame the Primitive Brain: 28 Ways in 28 Days to Manage the Most Impulsive Behaviors at Work” by Mark Bowden https://amzn.to/3BgBbIY
-
The power of vulnerability by Brené Brown - https://www.youtube.com/watch?v=iCvmsMzlF7o
-
“Uncommon Service: How to Win by Putting Customers at the Core of Your Business” by Frances Frei and Anne Morriss https://amzn.to/3BhxItF
-
‘Conversational Intelligence: How Great Leaders Build Trust and Get Extraordinary Results” by Judith E. Glaser https://amzn.to/3QlKko2
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
Who is a boogie prospect, and why are some salespeople so afraid of them?
The boogie prospect is a creature that exists in a salesperson's nightmares and nowhere else. It holds all the power in the conversations and rarely gives anything away. It makes outrageous demands and gets upset when those demands aren't met. Like parents who put a nightlight in their child's room to scare away the monsters, we can be that light for the salespeople who fear running into the boogie prospect.
In today's episode, we discuss how sales leaders can be the light for their salespeople without absolving them of their responsibilities.
What You'll Learn:
-
Who is a boogie prospect?
-
How sales leaders can become the light of their salespeople
-
Using mindset work to get over a bad prospecting call
-
Why salespeople are data-gathering individuals
-
Ways to disarm the boogie prospect
-
How to detach yourself from negative outcomes
-
Dealing with emotionally charged prospects
If we discover that our salesperson encountered a boogie prospect, our support starts with their mindsets. With mindsets in place and the right tools for disarming boogie prospects, our salespeople will be more likely to stay on track, and if they do have a bad sales call, they'll get on another one faster.
Links and Resources:
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Denise Willet is the Chief Revenue Officer (CRO) at Nest Wealth, Canada's largest independent digital wealth management platform. Prior to Nest, Denise spent 9 years as the VP of Sales for Achievers and 10 years with IBM Canada's IT department. She is a goal-oriented leader with a proven track record of building and leading high-performing teams in numerous growth environments.
In today's episode, we'll discuss revenue operations, why they are important, and how you can create full funnel freedom through RevOps designed to break down silos between departments.
What You'll Learn:
-
What are revenue operations (RevOps)?
-
How to get sales, marketing, and customer success to work together
-
Why a CRO without RevOps is rudderless
-
The benefits of RevOps implementation in a company
-
Setting expectations in sales teams
-
What to look out for in your revenue operations team
-
How to hold your team accountable
-
Why you must be clear with the steps in your sales cycle
-
Things to consider when going into a new market
-
Denise's advice to her younger self on how to become better at selling
RevOps is a business function designed to maximize an organization's revenue potential. As Denise explains, RevOps drives full funnel freedom through aligning sales, marketing, and customer success. When properly implemented, RevOps helps facilitate collaboration between the departments that directly affect a company's revenue, and therefore drive growth.
Links and Resources:
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Nest Wealth - Digital Wealth Management: https://nestwealth.com/
-
Denise’s LinkedIn: https://www.linkedin.com/in/denisewillett/?originalSubdomain=ca
-
Women at Work Podcast: https://podcasts.apple.com/us/podcast/women-at-work/id1336174427
-
Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
What does your typical sales day look like? Do you find yourself needing several cups of coffee just to stay productive? Maybe you find yourself looking for something sugary to manage the afternoon energy crash. If this is you, you are not alone. However, the holidays are upon us, and it's about to get worse if you don't change something today.
Tune in to hear easy-to-implement ideas and insights on how to keep energy levels up through the holiday season and any time of year. This episode will help you become your own restaurateur and manage the pressure of closing the year on a high.
What You'll Learn:
-
How to keep your energy levels up this holiday season
-
The power of exercise, sleep, and proper diet
-
Ways to become your own restaurateur
-
Tips to boost your emotional, physical, and mental energy naturally
-
Holiday indulgence: how much is too much?
-
Stop wasting mental calories on things you cannot control
-
Daily journaling for sales leaders
-
Support tools for when your energy levels are low
So, to keep your energy levels high this holiday season, you must acknowledge that your lifestyle and eating habits need some serious work. And I hope these tips will help you take the first step towards a powerful holiday season.
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for discount code for 20% off your tickets!
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
My Daily Leadership by Antonio Garrido https://www.amazon.com/My-Daily-Leadership-Powerful-Roadmap-ebook/dp/B0B7893D54
-
Quiet: The Power of Introverts in a World That Can't Stop Talking by Susan Cain https://www.amazon.com/Quiet-Power-Introverts-World-Talking-ebook/dp/B004J4WNL2/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Cara Wolf is the CEO of Ammolite Analytx, a custom AI technology development firm specialising in advanced information security solutions. She is a dynamic and experienced award-winning thought leader, author, and speaker with over 15 years of executive leadership. Her expert problem-solving skills and collaborative team leadership style have won her numerous awards locally and internationally.
In today's episode, we'll be breaking down the top 6 cybersecurity concerns for sales leaders and how you can stay safe and prepared in case of an attack.
What You'll Learn:
-
Cybersecurity concerns for sales professionals
-
Common examples of data theft
-
Why insecure remote access is a big concern for most organisations
-
Security tips for working remotely
-
The benefits of conducting security awareness training
-
How outsourcing is a cybersecurity risk
-
Identity theft and social engineering
-
How to identify and mitigate software vulnerabilities
-
What is security by design?
The ever-growing number of cybersecurity threats have had sales leaders on high alert. And just because you've never been attacked doesn't mean you're safe. Everybody is prone to a cyberattack. As more and more people continue to work from home and our reliance on technology increases, so too will the volume of cyber attacks.
If you'd like to learn more about cybersecurity, Cara will be speaking at the IoT North Conference, November 15-16; check the links on how to join us!
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for discount code for 20% off your tickets!
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Ammolite https://www.ammoliteanalytx.com/ - Connect with Cara on LinkedIn https://www.linkedin.com/in/carawolf/ - Miss Peregrine's Peculiar Children https://amzn.to/3gIAxfB - IRAP https://nrc.canada.ca/en/stories/nrc-irap-innovation-assistance-program - Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Should salespeople have fun when selling? The simple answer is Yes! Salespeople should enjoy selling and have fun when interacting with their prospects and clients. When we're having fun, we're typically relaxed and looking to have a good time. On the other hand, when we're not having fun, we get super tense and nervous, and our prospects can feel the discomfort from our unsettling vibes.
In today's episode, we'll go through simple strategies you can implement to help your salespeople have more fun when interacting with prospects and clients. We'll also cover the mindset it takes to build purposeful conversation every time you interact with a prospect.
What You'll Learn:
-
How to help your salespeople enjoy the sales process
-
Why salespeople need to prioritise buyer safety
-
The difference between a sales call and a purposeful conversation
-
Days of the macho salesperson are long gone
-
How tension and nervousness are costing you deals
-
Purpose and objectives of a pre-call sales plan
-
Major components of an efficient pre-call plan
-
Why you don't need to know everything to excel in sales
Nervousness and anxiety are what's keeping you from being successful in sales. The root cause of your anxiety is usually fear that you won't close the sale, or that the prospect will see right through your imposter syndrome. To overcome nervousness and fear, you need to enjoy the selling process and practice strategies that help you gain confidence in your selling abilities.
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for discount code for 20% off your tickets!
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Dwayne Dulmage is the Vice President and Program Lead, Digital Transformation at BDC. Dwayne has spent over 25 years in banking with both The Royal Bank of Canada (RBC) and the Business Development Bank of Canada (BDC). With most of his career spent as a senior leader in commercial banking, he's had the opportunity to gain valuable experience relative to the challenges faced by all entrepreneurs as they seek to grow their businesses.
In today's episode, we discuss how sales leaders can provide value to their salespeople and run super-productive teams by managing activities, not results.
What You'll Learn:
-
How sales leaders can add value to their salespeople
-
Comparing sales pre-Covid and sales post-Covid
-
How to build a brand by being active in the market
-
Red flags in a skinny sales funnel
-
Why sales leaders should manage activities, not results
-
The role of top-of-funnel activities in determining sales success
-
Key steps toward client-centric selling
-
Practices of incredibly successful salespeople
-
Dwayne's advice to his younger self on better selling
We know that sales leaders have a significant influence on sales results. Dwayne adds that the best sales organisations have great sales leaders. This is also what separates high-performing teams who exceed their quota from strugglers who miss their quota.
If you'd like to hear more insights from Dwayne, he'll be speaking at the IoT North Conference, November 15-16, check the links on how to join us!
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for discount code for 20% off your tickets!
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Bank for Canadian entrepreneurs - https://www.bdc.ca/en
-
Pete Oliver, Making the Climb https://amzn.to/3COBWdb
-
Article, Your Salespeople are Advocating the Wrong Way https://www.linkedin.com/pulse/your-salespeople-advocating-wrong-way-hamish-knox/?trk=portfolio_article-card_title
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Most salespeople are cowards. They may look and act tough, but deep down, they're afraid of tackling key business development tasks. No salesperson wants to be called a coward, but that is exactly what most salespeople are. Cowardice in sales is a real problem for one simple reason: fear of rejection leads to missed opportunities and, therefore, a giant waste of time and money.
In today's episode, I'll share with you the tale of the cowardly salesperson, as well as some ideas on how sales leaders can instill courage and bravery in the members of their sales team.
What You'll Learn:
-
Do you have cowardly salespeople on your team?
-
Why most salespeople are afraid of business development
-
The insecurities of selling
-
How to stretch your team's comfort zone
-
Biggest red flags in salespeople you should never ignore
-
Why you need to celebrate the small wins in your team
-
The three phases of sales engagement
-
The innate human need for recognition
Here's the best-kept secret to successful selling: it doesn't take guts to prospect, sell, or build client relationships. You just need a strategy.
Links and Resources:
- Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for discount code for 20% off your tickets!
-When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Melina Palmer is an applied behavioral economist who is passionate about helping people understand what behavioral economics is and how they can use it to communicate more effectively. She is the author of two books, contributed research to the Filene Research Institute, and teaches applied behavioral economics through the Human Behaviour Lab at Texas A&M University.
In today's episode, we talk about behavioral economics, communication tips to keep employees engaged during change, and how leaders can minimize stress when managing a team through change.
What You'll Learn:
-
What is behavioral economics?
-
The meaning of "Change Isn't About the Cookie"
-
How to lead a team through change
-
The gift of openness and transparency in leadership
-
Critical steps in the change management process
-
Why it's impossible to run a totally unbiased organization
-
What your employees need and can't tell you
-
Ways to be more thoughtful in life
Change is a normal part of leading all kinds of teams. Although change is not always easy, how you communicate before the changes take effect makes a big difference in the outcome. Successful change is all about sending the right signals just before the changes take effect. What you do just before the decision point greatly impacts how people feel about what comes next.
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Free chapter of both of Melina's books! www.thebrainybusiness.com/fullfunnel
-
Melina on LinkedIn https://www.linkedin.com/in/melina-palmer-36ab8712/
-
The Brainy Business Instagram https://www.instagram.com/thebrainybiz/
-
The Brainy Business YouTube - The Brainy Business
-
The Brainy Business podcast Podcast – The Brainy Business
-
BE Thoughtful Revolution BE Thoughtful Revolution
-
Quit by Annie Duke Quit: The Power of Knowing When to Walk Away
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Exactly a year ago today, the very first episode of the Full Funnel Freedom Podcast went live. I'm incredibly grateful to everyone who has listened, written a review, given us a rating, and been a guest on the program.
In this special episode, I'll be sharing ideas and insights around the 5 dysfunctions of a salesperson and the possible underlying causes for your salespeople's lack of performance. For each of these dysfunctions, we'll go through some support tools you can use to take your salespeople out of what's preventing them from achieving full funnel freedom.
What You'll Learn:
-
The five dysfunctions of a salesperson
-
Why you need to stop selling the way you buy
-
How to coach your salespeople into making super fast decisions
-
Overcoming the need for approval in sales
-
Why most salespeople get uncomfortable when talking about money
-
Affirmations to help reprogram negative childhood scripts
-
How to emotionally detach from the sales outcome
If you've been in sales leadership for any number of years, you will know that the perfect salesperson does not exist. Salespeople come in all shapes and sizes. Some consistently hit targets, while others barely manage to hit quota. The difference often comes down to limiting behaviors. If you happen to see a salesman struggle to drive results, they likely have one or even all of these five dysfunctions. It’s your job to help them overcome them.
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
-
Money Mammoth: Harness The Power of Financial Psychology to Evolve Your Money Mindset, Avoid Extinction, and Crush Your Financial Goals https://amzn.to/3PAxWzT
-
Mind over Money: Overcoming the Money Disorders That Threaten Our Financial Health https://amzn.to/3At2BuR
-
Games People Play: The Basic Handbook of Transactional Analysis. https://amzn.to/3C92kOP
-
Scripts People Live: Transactional Analysis of Life Scripts https://amzn.to/3Ca6Qgb
-
Hamish's book on change - Change The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/change
-
Hamish's book on accountability - Accountability The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/accountability
-
Influential Audio https://annaparkernaples.co.uk/work-with-me/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
David Lynch is VP of growth at WARP, a middle-mile delivery solution for shippers. WARP uses an optimized network of carriers connected through one tech platform to bring shippers the best rates, transparency and service quality in the transportation industry.
In this episode, we uncover the top tactics for creating content that drives leads and wins your customers. We'll also go through useful and actionable tips on how sales leaders can convince their salespeople of the benefits of creating content.
What You'll Learn:
-
How to use content to drive more leads
-
Customer success is key to your overall success
-
The benefits of educating buyers
-
How to build trust with prospects fast
-
Best practices for creating content that supports sales activities
-
Using content to navigate the customer journey map
-
How to get your customer's attention and stay top of mind
-
How to create content that sells and converts
If you've been in sales long enough, you probably already know the benefits of creating content. But as David explains, salespeople can use content for much more than just being known as an authority. Today's buyer is a lot more educated. The only way to get to them is to provide valuable content that ensures you're top of mind when they go out looking for a solution.
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
WARP https://wearewarp.com/
-
Refine Labs https://www.refinelabs.com/
-
The Logistics of Logistics https://www.thelogisticsoflogistics.com/
-
Freight Caviar https://freightcaviar.com/
-
Podcasts: FreightWaves FreightCasts Network https://www.freightwaves.com/podcasts
-
Disruptive Strategy | Harvard Business School Online https://execed.economist.com/harvard-business-school-online/disruptive-strategy-2022-10-26
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
As salespeople, we know that the right mindset is essential for success. It doesn't matter how exciting your product or service is or how big your funnel is; if your salespeople are holding on to self-limiting beliefs, you'll likely close fewer deals. While it's your duty to help your team deal with these self-limiting beliefs, pointing them out can lead to conflict. You need to be smart by understanding where these beliefs come from and why they're so powerful.
In today's episode, we discuss how to effectively respond to your salespeople's self-limiting beliefs and help them discover a new path forward.
What You'll Learn:
-
The most common limiting beliefs in sales teams
-
How to avoid conflict when addressing your team's self-limiting beliefs
-
How to ask better questions
-
The benefits of having a solution-oriented conversation
-
Practical tips on how to respond instead of reacting
-
Divine intervention and how beliefs limit a salesperson's success
All salespeople have beliefs. When these beliefs are positive, you can expect positive sales outcomes. But when they are negative, sales success is almost impossible. When a salesperson consistently comes up with excuses to justify their lack of results, it's time to look at their beliefs.
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
-
When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Alisha Conlin-Hurd is the co-founder of Persuasion Experience, a funnel conversion agency that focuses on the post-click experience. She helps businesses increase conversions and scale their ads with the PX Funnel system, which uncovers what your target market wants, how to find your radical differentiation, and stand out from a sea of boringness.
In this episode, we discuss the ins and outs of the buyer's journey, including why it's so important to align your sales efforts with how buyers make their purchase decisions.
What You'll Learn:
-
What is the buyer's journey?
-
Tailoring your sales process to the buyer's journey
-
How to support your buyers throughout their buying journey
-
The benefits of being obsessed with your target market
-
Engagement and the sales persuasion experience
-
The #1 skill you need for having effective meetings
-
Red flags in a leaky funnel
-
How to turn a cold prospect into a raving fan
-
The main stages in the buyer's journey
Buyers don't just wake up and make a buying decision. They go through a journey, and your job is to get them when they're most likely to buy. This all starts by understanding the pain points and factors that shape their thinking. The most successful salespeople think like the buyer and position their product or service along the path to purchase.
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
-
Persuasion Experience https://persuasionexperience.com/
-
Alisha’s LinkedIn - https://www.linkedin.com/in/alishaconlinhurd/
-
Follow Alisha Conlin-Hurd on YouTube https://www.youtube.com/c/AlishaConlinHurd
-
I L♥ve Marketing https://ilovemarketing.com/
-
Almost Alchemy: Make Any Business Of Any Size Produce More With Fewer And Less by Dan S. Kennedy https://amzn.to/3IV8dAF
-
Playing to Win: How Strategy Really Works by A.G. Lafley and Roger L. Martin https://amzn.to/3olH4gN
-
Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer and Daniel Lemin https://amzn.to/3aV6AX0
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Stories can help you achieve sales success faster, because people love listening to stories. Unfortunately, most salespeople don't know how to tell impactful stories. Simply knowing that stories do drive results is not the same as being able to narrate them successfully.
Today's episode focuses on nine tips sales leaders can use to make their stories more compelling. Salespeople can also use these nine tips to have more impactful conversations with prospects, drive leads, and close more sales.
If you can tell an influential story, you'll be great at sales. It's as simple as that.
What You'll Learn:
-
9 tips to make your stories more influential
-
The role of stories in sales
-
How to format and structure your stories for impact
-
Why you need to end every story with a question
-
How to immediately hook your prospects at the beginning of a story
-
The ideal length of a sales story
-
The benefits of building a playbook for stories
-
Exercises to improve your storytelling skills
You already know that you need to tell stories if you want to humanize your sales interactions. However, telling a good story does not come naturally to most of us, but fortunately, storytelling is a skill that can be learned. So whether you want to lead a sales team, get prospects to buy from you, or run better sales presentations, storytelling is the answer.
Links and Resources:
-
Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Chris Black is the Chief Revenue Officer at Jolera, and a passionate business leader with recognised expertise in building high-performance teams driven by a commitment to customer success. He focuses on the delicate symphony of people, processes, and technology to drive exceptional results.
In today’s episode, we discuss the benefits of building a sales process based on proactive sales activities, and how focusing on quality over quantity results in consistently, reliably full funnels.
What You’ll Learn:
-
The value of quality over quantity in sales
-
The Measurement-Inspection-Accountability sales strategy
-
How to keep your team accountable without micromanagement
-
The importance of implementing performance improvement plans
-
Proactive actions that create full funnel freedom
-
Why are most salespeople afraid to ask for help?
-
The curse of knowledge in sales
-
Chris’ advice to his younger self on how to become better at sales
-
The most effective sales discovery process
If you’ve been in sales for a while, you’ll have noticed that meaningful engagements with prospects are far more influential than cold call volume. While it’s tempting to assume more prospects, leads, and cold calls are the keys to success in sales, the quality of your funnel is even more important. The effort you put into building a high-quality funnel will be far more useful in the long run than filling the pipeline with unqualified leads.
Links and Resources:
-
Jolera https://www.jolera.com/
-
Connect with Chris Black on LinkedIn - https://www.linkedin.com/in/chris-black-yyc/
-
Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan https://amzn.to/3PKApbM
-
Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer https://amzn.to/3aV6AX0
-
Outliers: The Story of Success by Malcolm Gladwell https://amzn.to/3JINDnv
-
Sales Management. Simplified by Mike Weinberg https://amzn.to/3SBKMRv
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
What's the number one piece of advice you'd give your teenage daughters about dating? Can that advice translate into selling and sales leadership advice?
A business owner friend of mine shared a story about his anxiety when his daughters matured into dating age. He didn't know what he would say to her, so he reached out to another business owner with an older daughter. His advice was simple, "Tell them not to listen to what the boys say; watch what they do."
Tune in to learn how that statement translates to sales, and why sales leaders need to watch their team members’ actions instead of listening to what they say.
What You'll Learn:
-
Dating advice that's applicable to leading a sales team
-
Watch actions, not words, when managing salespeople
-
Why approval-seeking behavior often leads to broken promises
-
How to hold your team accountable
-
Why it's better to be respected than liked
-
The benefits of embracing the trust-but-verify approach
-
The first step to building trust is setting clear expectations and consequences
You're probably familiar with the overused cliche, "Actions speak louder than words." The general reasoning behind this expression is that we should judge people by what they do, not by what they say. The same is true for dating as well as sales leadership.
Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Adam Boyd is the Principle of the Northwood group, a business consulting firm that provides consulting services for small and mid-market businesses on sales and sales leadership. He works with owners, presidents, sales leaders, and CEOs who won't settle for mediocrity, focusing on designing, building and installing processes and systems for sales growth.
Tune in to learn why sales leadership is the loneliest role in the organization, the benefits of keeping things simple, and why you shouldn't hire a salesperson until you absolutely need to.
What You'll Learn:
-
Must-haves to consider before hiring a salesperson
-
Why sales leadership is the loneliest job in an organization
-
Burst your targets with an autonomous sales team
-
What to do when struggling to build an autonomous sales team
-
Practical tools for direct, clear, honest conversations
-
The benefits of keeping things simple in sales
-
The main reasons why sales training fails and how you can fix it
Most organizations believe hiring a new salesperson might be the solution to all their problems. But that might actually make things worse. Why? Because hiring a salesperson too early is the fastest way to distract the organization and waste both money and time. Adam Boyd reveals that the only time you are allowed to make your first sales hire is when you have a process that clearly outlines how you acquire customers and close deals.
Links and Resources:
-
Adam Boyd’s LinkedIn - https://www.linkedin.com/in/theadampboyd/
-
Northwood Group - https://thenorthwoodgrp.com/
-
Leadersforum.co - https://leadersforum.co/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries podcast@fullfunnelfreedom.com
Traditionally, account management was all about having lunch or golfing sessions with important customer contacts. But customers today expect more. They want an intermediary that can close the gap between their interest and the opportunities present in the market. They also expect account managers to provide meaningful value beyond what they sell. In today's episode, we'll go through proactive account management activities and strategies that are essential for creating full funnel freedom.
What You'll Learn:
-
The main elements of proactive account management
-
How salespeople can take advantage of expansion opportunities
-
The difference between customer service and account management
-
Ways to leverage an alumni network for business growth
-
Expansions calls and why they are so important
-
Best practices for effective quarterly reviews
-
The dos and don'ts of client introductions
-
The drawbacks of traditional account management
-
How sales leaders can instill an expansion mindset into their salespeople
One of the fundamental elements of account management is proactivity. This seems rather obvious, yet far too many sales leaders and account managers leave too much to reacting to customer actions. As an account manager, your job is to build a solid understanding of where your existing accounts can go and how you can help them get there.
Links and Resources:
-
Digital HR Leaders Podcast https://www.myhrfuture.com/digital-hr-leaders-podcast
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Jen Franklin is the Vice President of Sales and Employee Experience at Medallia. She is a collaborative cross-functional GTM leader with over 20 years of experience growing and leading sales teams. Jen's experience is centered around bringing technology that has an impact on human behavior to market for high-growth organizations. We talk about the productive sales capacity framework, the drawbacks of holding onto 'dead' leads, and what needs to be done to close the gender gap in sales and sales leadership.
What You'll Learn:
-
What is productive sales capacity
-
The concept of experience management in sales
-
Why you need to treat your employees the same way you treat your clients
-
How to set up your sales team for success
-
Women in sales: How to help close the gender gap
-
Best practices for strengthening a skinny sales funnel
-
The difference between coaching and managing in sales leadership
-
The shift from sales reps to trusted advisors
-
The drawbacks of holding on to 'dead' leads
-
Success mindsets for successful salespeople
-
How to navigate difficult conversations using the MEDDIC framework
What counts in productive sales capacity is not how many sales reps are in a team, but how many of them are ramped and productive. If a new sales rep joins the team, the focus now turns to how fast you can get them to full productivity. Finally, you don't want to lose a high-performing sales rep because we all know how expensive turnover can be.
Links and Resources:
-
Medallia.com https://www.medallia.com/
-
NAWSP - National Association of Women Sales Professionals https://nawsp.org/
-
WITS - Women in Tech Sales https://www.linkedin.com/company/women-in-tech-sales-wits/
-
Adam Grant - Books, Podcast, TED Talks, Newsletter, Articles https://adamgrant.net/
-
Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell https://www.trilliondollarcoach.com/
-
Hunters and Unicorns https://podcasts.apple.com/us/podcast/hunters-and-unicorns/id1535460339
-
Digital HR Leaders Podcast https://www.myhrfuture.com/digital-hr-leaders-podcast
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Is your sales strategy built around creating demand or fulfilling demand? Do your customers come to you believing you can solve all their problems, or do you hound them with calls hoping to close a meeting? Tune in to learn why it’s better to create demand than fulfill demand in sales. Discover how sales leaders can squash limiting beliefs such as the seasons of prospecting fallacy.
What You'll Learn:
-
The difference between demand creation and demand fulfillment
-
How to create demand for your product or service
-
Limiting beliefs and how they impact your team's success
-
How to get past the seasons of prospecting fallacy
-
Your prospects will always have problems that need fixing
-
How to improve your credibility using strategic questions
Although used interchangeably, demand creation and demand fulfillment are totally different sales approaches. The most important question is, which business are you in? As a sales leader, it's crucial that your team operates from a demand creation standpoint, because to really grow your business, you need to stop fulfilling demand and start creating it.
Links and Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Michael Stark is the Sales Director at Welco Expediting Limited, one of Canada's largest distributors of industrial plant processing equipment. Mike is also a business development and sales growth strategist who’s passionate about supporting focused and productive teams to build client-focused eco-systems. We discuss why massive turnover in your sales team can be a good thing and what to do when a salesperson leaves your organization.
What You'll Learn:
-
How massive turnover in your sales team can be a positive thing
-
Main reasons for high turnover among sales teams
-
What to do when salespeople start leaving your organization
-
Best practices for strengthening a skinny sales funnel
-
How to predict turnover on your sales team
-
How sales leaders address low confidence in their sales teams
-
Self-care tips for sales leaders
-
Mike's advice to his younger self on proper leadership
Although the common belief in sales is that turnover in your team is a bad thing, anytime a salesperson leaves the team, you get the opportunity to upgrade your talent. Top-performing sales leaders understand that turnover is a necessary evil because it sets high expectations and eliminates tolerance for mediocrity.
Links and Resources:
-
Connect with Michael Stark on LinkedIn https://www.linkedin.com/in/michaelstarkbusinessdevelopmentsalesexecutive/
-
Welco https://welco.ca/en
- Upstream: The Quest to Solve Problems Before They Happen by Dan Heath https://www.amazon.com/Upstream-Quest-Problems-Before-Happen/dp/1982134720
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
Your salespeople's biggest fear is not that they will "damage" a client relationship; your salespeople are afraid that the relationship they think they have with a prospect or client might not exist at all. But here's the thing; your salespeople can't damage relationships that don't exist. And until they assert their right to ask questions, the relationship will only ever exist in their heads.
What You'll Learn:
-
How salespeople can create strong relationships with prospects
-
Why salespeople need to stop assuming their relationships with prospects
-
Building rapport and trust in sales
-
Tips to get prospects to tell you the truth
-
Key indicators of genuine sales relationships
-
The foundations of a long-lasting client relationship
-
Why a true relationship transcends the sales interaction
A genuine relationship is a give-and-take interaction between two parties. Yet, that's not usually the case for most salespeople. They will assume a relationship exists when the prospect/client answers their calls, returns their voicemail, or agrees to set up meetings with them. But that's just an indicator that your salesperson needs coaching.
Links and Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
This week, we have Oscar Trimboli on the show to talk about listening for sales leaders. Oscar is a bestselling author of ‘Deep Listening’ and the host of an award-winning Apple podcast by the same title. Through his work, Oscar uses the gift of listening to bring positive changes to homes, workplaces, and cultures worldwide.
What You'll Learn:
-
The importance of listening skills for sales leaders
-
The five main levels of listening
-
Understanding the art and science of listening
-
What is system-oriented listening?
-
Why leaders should always listen for context instead of listening for content
-
The benefits of giving your team freedom to come up with ideas
-
How to listen for the unsaid
-
The differential between speaking speed and thinking speed
They say communication is 50% speaking and 50% listening. But why is listening never taught in leadership training programs? Only 2% of leaders have ever received training on how to listen. This is so unfortunate, because leaders typically spend at least 64% of their day listening. If you want a faster career progression, you better learn how to listen and be willing to receive new information.
Resources:
-
Oscar’s website https://www.oscartrimboli.com/
-
Deep Listening: Impact Beyond Words by Oscar Trimboli https://www.amazon.com/Deep-Listening-Impact-Beyond-Words/dp/099537774X
-
Oscar’s LinkedIn https://www.linkedin.com/in/oscartrimboli/
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
As salespeople, how we communicate is directly related to how we sell. Did you know that words can potentially cost you sales, influence, and the chance to build deeper relationships with prospects? In today's episode, we'll go through some common phrases potentially harming your sales success. This is why it's extremely important that you do not sound stale or use phrases that raise red flags in the prospects' minds.
What You'll Learn:
-
How the words you use are potentially creating friction with prospects
-
Things your sales reps are doing that kill their credibility
-
How the words you use can make you sound desperate or easily manipulated
-
Understand that sales is a language game
-
Simple exercises to help you delete these words from your vocabulary
-
The benefits of leading the sales conversation
Sales is a game of words. We use words to build rapport, identify business pain, demonstrate value and even close deals. Carefully using the right words at the right time for the right audience can make or break a sale. That's why it's essential for salespeople to carefully choose the words or phrases they use when communicating with their prospects.
Links and Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
This week, we have Kyle Norton on the show to discuss how vertically integrated teams can create full-funnel freedom in your organization. Kyle is the former Director of Revenue & Merchant Success at Shopify Canada. He currently works at Stage 2 Capital as a Limited Partner, where he's on a mission to make commerce better for everyone.
What You'll Learn:
-
How a full pipeline can save your life
-
Why sales leaders need to preach the pipeline first mentality
-
The ideal size of a well-functioning sales team
-
A leader's number one job is to create clarity
-
Why the first-line sales manager is so crucial for business success
-
The advantages of having a clear prospecting strategy
-
Why skills that make a great rep don't necessarily make a great leader
-
Understand the idea of vertically integrated teams
Today's ultra-competitive business environment demands that all sales teams adopt a data-driven selling approach, and what better way to do that than by having a reliable sales funnel? That said, the real question becomes, are you taking full advantage of your sales pipeline? For your sales pipeline to serve you well in the future, you need to learn how to manage and improve it over time.
Links and Resources:
-
The Coaching Habit by Michael Bungay Stanier https://www.amazon.com/Coaching-Habit-Less-Change-Forever/dp/0978440749
-
Tech-Powered Sales by Justin Michael and Tony Hughes https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills-ebook/dp/B0896TM6XH/
-
Team of Teams by Gen. Stanley McChrystal https://www.amazon.com/Team-Teams-Rules-Engagement-Complex/dp/1591847486/
-
Kyle Norton’s new company Owner https://owner.com/
-
Kyle’s LinkedIn https://www.linkedin.com/in/kylecnorton/
-
Kyle’s Reading List https://www.linkedin.com/feed/update/urn:li:activity:6892101556859125760/
-
The Huberman Lab Podcast https://hubermanlab.com/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
This week, we talk about why you never want your salespeople to assume a close and the four steps to creating rapport during a sales presentation. There are opportunities everywhere, which means salespeople should be closing deals all the time, especially if they're qualifying effectively and getting to that presentation stage. But what happens when we notice our salespeople aren't closing as often as we believe they could? Well, they could be assuming the close and presuming that the prospect is thinking about them from when they end their last meeting to when they begin the next one.
What You'll Learn:
-
Are your salespeople assuming a close?
-
How to ask your prospect permission to summarize
-
The close ratio as the most important metric in sales
-
Why salespeople should stop making buyers feel dumb
-
How salespeople can avoid getting ghosted by prospects
-
The four step process for "closing" a sales presentation
-
Why you never want to be the pushy salesperson
Closing is what we want to do in sales. We want to get yeses that bring in new clients; we want to take leads at the top of the funnel and turn them into closed deals at the bottom of the funnel. So if your salespeople aren't bringing the deals across the finish line, there's a huge problem. Closing a sale is the key part of a well-designed sales process where the salesperson genuinely solves a buyer's needs without being too salesy.
Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
This week, we have Caleb Clark on the show to talk about how marketing and sales can collaborate and work towards a common goal. Caleb is the co-founder and chief partnership officer at Hook + Ladder Digital, a full-service digital marketing agency that supports client partners across multiple industries, including hospitality, finance, home services, real estate, construction, and environmental conservation.
What You'll Learn:
-
How organizations can get sales and marketing to work together
-
Creative ways to keep your pipeline consistently and reliably full
-
How to develop a symbiotic relationship between sales and marketing
-
The process of creating a unified sales and marketing team
-
Early warning signs of a lean pipeline
-
The benefits of having a consistently full pipeline
-
Understanding how marketing can support sales and vice versa
-
Caleb's advice to his younger self on how to become better at selling
We all agree that sales and marketing are equally important in an organization. Unfortunately, most companies let their sales and marketing teams work independent of each other. While marketing and sales working together might look like a bad idea on paper, the reality is they're both working towards the same goal - business success.
Links and Resources:
-
Profit First - https://mikemichalowicz.com/profit-first/
-
UK's Most Hated Sales Trainer - https://www.youtube.com/c/UKsMostHatedSalesTrainer
-
You Can't Teach a Kid to Ride a Bike at a Seminar - https://www.amazon.ca/Cant-Teach-Ride-Bike-Seminar/dp/0071847820/
-
Hook + Ladder Digital - https://hldigital.ca/
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
Today, we'll go through how leaders can connect with team members before trying to correct them. As leaders, when we feel a team member is offside, we tend to do one of two things: we either avoid addressing their behavior at the moment, or we essentially hammer them with a message to correct the behavior that we believe is offside. Neither of these two actions ever work out. You can have fantastic feedback for a team member, but your words will not carry the same weight if there's no connection between the two of you.
What You'll Learn:
-
How to adopt the "connect before you correct" mentality
-
The difference between on-the-spot coaching and behavioral correction
-
Why leadership is never about you, it's about your team
-
The three steps in the connect before you correct mindset
-
The benefits of pausing for effective communication in leadership
-
Understanding vulnerability in leadership
-
Why it's okay for leaders to ask for help
-
The importance of setting the right tone when communicating in leadership
Connecting before correcting a team member is an art form of receiving someone fully before offering instructions that counter their own opinions. However, in the fast-paced world that we live in, most leaders tend to correct without first allowing a connection to be established – they immediately slip into fixing mode when they feel like someone is in the wrong.
Resources:
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
This week, we welcome Rebecca Wood, National Director of Sales at MasterBUILT Hotels, who shares ideas and insights around full funnel freedom. Rebecca has coached and mentored dozens of leaders, sales professionals and managers across Canada and the United States. After launching her own company Romeo Whiskey, consulting and teaching leadership skills to a variety of business leaders, Rebecca has recently returned to sales leadership for MasterBUILT Hotels. She talks about the challenges of keeping the sales funnel consistently full, and how full funnel freedom builds trust and relieves stress across all levels of your organization.
What You’ll Learn:
-
The struggles Rebecca encounters in her new sales leadership role
-
How full funnel freedom builds confidence, control, clarity and trust
-
Why it’s beneficial that salespeople have control over their own success
-
Early warning signs that a salesperson’s funnel is going on a ‘crash diet’
-
The importance of mindset work and how going for no’s can produce more yes’s
-
The activities Rebecca coaches salespeople on to keep filling their sales funnels
When your sales funnel is consistently, reliably full, it gives you confidence because you understand what you’ve done to get to that full funnel. It also builds trust, because you can back up that information and make better decisions as a sales leader. Being able to purposely fill your funnel relieves the anxiety and the stress from the rest of your organization.
Resources:
-
The First 90 Days https://www.amazon.ca/First-Days-Updated-Expanded-Strategies/dp/1422188612/
-
MaserBUILT Hotels https://masterbuilthotels.com/
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
Today we'll go through how you can create a winning playbook and guide your team members through the sales cycle using proven, tried and tested strategies. A sales playbook is your go-to guide for tackling your team's biggest challenges, navigating new hire onboarding time, and driving big productivity gains. Done right, the playbook empowers you and your team to sell more efficiently and exponentially improve the bottom line at your company.
What You'll Learn:
-
How leaders can build sales playbooks from scratch
-
The link between playbooks and sales success
-
How to reduce the time to self-sufficiency for new hires
-
The process of building an efficient playbook
-
The four best practices for building an effective sales playbook
-
Why playbooks need to be clear, concise, and easy to find
-
The reasons why checklists are better than scripts
All successful teams have playbooks, because their sales leaders understand they are the only way to improve productivity and standardize best practices. Without a playbook, your team members have to create new cadences every time they talk to a prospect or lead. Leaders should customize their playbooks so that the user can pick a framework and curate it in a manner that is suitable for their needs.
Resources:
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
Markku Kauppinen is the president and CEO of Extended DISC North America, Inc., an international assessment company operating in almost 50 countries focusing on hiring and employee development solutions. Markku’s primary focus has been to help individuals, teams, and organizations become more successful by providing easy-to-use information on how to modify behaviors.
In today’s episode, Markku shares ideas and insights into how leaders can understand and adapt their behavioral style to create motivation in their sales teams.
What You’ll Learn:
-
How leaders can make better hiring decisions
-
The process of developing employees to become more productive
-
How to increase sales by improving salespeople
-
Understanding an individual’s preferred behavioral style
-
What leaders get wrong with communication
-
The benefits of pausing before responding to a question
-
How leaders can enhance communication, engagement and employee satisfaction
-
The role of emotions in behavioral modifications
Though each individual is unique, most people possess these four behavioral tendencies to differing degrees: Dominance, Influence, Steadiness, and Conscientiousness (DISC). Markku believes that understanding your own DISC behavioral style and those of others gives you powerful social interaction tools that eliminate avoidable conflict within teams.
Resources:
-
Extended DISC https://www.extendeddisc.org/
-
Connect with Markku Kauppinen https://www.linkedin.com/in/markkukauppinen/
-
Sandler in Calgary www.hamish.sandler.com/howtosandler
-
Sandler on Instagram https://www.instagram.com/sandler_yyc/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
We’ve all been there - you forgot to send a really important email, reacted poorly under pressure, or perhaps your actions unintentionally hurt someone else. We all make mistakes. Yet, many of us beat ourselves up over things that, honestly, don’t deserve that much attention. Even though your mistakes might be detrimental to you or your organization, forgive yourself because it’s hard to lead others when you have so many doubts about ourselves.
What You’ll Learn:
-
Why leaders need to develop the skill of self-forgiveness
-
Understanding the disease of ‘more’
-
How to change your leadership beliefs
-
What to do when you mess up
-
How to forgive and stop being too hard on yourself
-
How to define your personal vision
-
The quickest route out of the comfort zone
When leaders think about forgiveness, they often focus on the need to forgive others. Your team members make mistakes, and when everything settles down, you forgive them. But what if the tables are turned, and you are the one who made a mistake? If you’re struggling with forgiving yourself or developing a sense of self-compassion, I hope this episode helps you learn how to forgive yourself and create momentum when you feel like the weight of the world is grinding you down.
Resources:
-
Think and Grow Rich by Napoleon Hill
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandlerinyyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
Jennifer Seeno Tucker is an Associate Broker with eXp Realty and the co-creator of The 7 Saturday's to Success Training Program for local real estate agents in Nassau County, New York. She is also an international best-selling author of Become A Rockstar Real Estate Agent: 7 Steps to Make $100k A Year.
In today's episode, Jennifer shares ideas and insights on how to set up personalized systems and processes for success. She explains how systems and processes form the building blocks you need to scale your business, and how the best salespeople create full funnel freedom using systems and processes.
What You'll Learn:
-
How to become a rockstar real estate agent
-
When and how to add a new member to your business
-
How to manage buyer emotions in your sales processes
-
Why you must identify and target your ideal target audience
-
Jennifer's go-to self-improvement resources
-
The questions to ask if you want to improve your credibility
-
How to show up as your best self in sales
Systems and processes are crucial for business success. Jennifer believes businesses and sales teams that lack systems and processes rarely experience growth or success.
No matter how big or small your business is, systems and processes can help you get bigger, faster, with little to no effort.
Resources:
-
Join us at the 2023 Sandler Summit https://www.hamish.sandler.com/orlando
-
Free download of Jennifer's book https://rockstaragenttraining.com/#download
-
Jim Kwik https://www.jimkwik.com/
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandlerinyyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
Trade shows are among the best places you can find, land, and even close prospects. The attendees are people who are actually interested in your product or service, and the fact that they’ve paid the attendance fee means they potentially have the budget to spend. Unfortunately, not many sales teams get the most out of these opportunities. Today’s episode will go through ideas and insights around how you can make trade shows a much more successful vehicle for creating full funnel freedom.
What You’ll Learn:
-
How to get a better ROI from trade shows
-
Why trade shows should not be selling events and what they should be instead
-
How to book appointments with prospects at a trade show
-
The 5-30-90 Tradeshow Selling Framework
-
How to handle unqualified leads at a trade show
-
How to differentiate between a suspect and a prospect at a trade show
-
When and how to give your prospects a brochure
-
How to make attendees earn your product information
Trade show exhibitions are expensive. From getting the booth, working on the display, preparing the materials you will need at the show, and even traveling to the venue, all that requires money. This is why it’s important to make sure you make the best ROI possible. Whether the event is virtual or in-person, the strategies in this episode will help you get the most bang for your buck the next time you set up a booth at a tradeshow.
Resources:
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandlerinyyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
Today’s guest Justin Roff-Marsh is the author of The Machine: A Radical Approach to the Design of the Sales Function. He is also the founder and CEO of Ballistix, an international management consultancy specializing in Sales Process Engineering. Justin shares insights into how organizations can consistently make a tonne of money by simply re-engineering their sales processes and adopting a radical sales approach.
What You'll Learn:
-
Why the top organizations focus on having fewer field salespeople
-
How to cultivate a team-based approach to sales
-
Effective leadership using management by numbers
-
Why commission models are never effective in sales
-
Understanding the radical approach to sales
-
Process-oriented leadership and why it's so effective
-
How to improve the outcome of selling conversations
-
How to improve your team's overall productivity
-
Why leaders need to manage for consistency instead of output
-
The engineering approach to processing information
If you've been in sales for the last 20 years, you'll have noticed that organizations have upped their ability to produce while struggling to boost their ability to sell. You'll also have noticed that buyers no longer like interacting with traditional salespeople. Justin believes that the sales manager of the future is one who's prepared to wrestle sales away from autonomous field-based salespeople in favor of a highly efficient team of specialists.
Resources:
-
Ballistix https://ballistix.com/
-
Justin Roff-Marsh: The Machine: A Radical Approach to the Design of the Sales Function https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245/
-
The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
-
Sandler on Instagram https://www.instagram.com/sandlerinyyc/
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
In today's episode, we talk about the effectiveness of power strokes in keeping your team motivated when creating full funnel freedom. Simply put, a power stroke is a psychological unit of recognition. They can be positive, negative or rubber band, which starts off positive and ends up negative like a rubber band snapping back. Today, we are going into the details of using power strokes in your sales team.
What You'll Learn:
-
Definition of power strokes
-
How power strokes help with keeping your team motivated
-
Understanding your team's need for recognition
-
The types of strokes readily available for today's leaders
-
The consequences of stroke deprivation
-
How to custom your strokes for different types of individuals in your team
-
Handwritten strokes and why they are so effective
-
Why you need to track changes and the efficacy of your power strokes
-
Tell-tale signs your power strokes are motivating your team
The interesting thing is that all individuals require a certain number of strokes per day. It doesn't matter if it's a positive or a negative stroke, we all crave the attention that comes with being recognized. Unfortunately, not many leaders practice giving out power strokes to their team members every day, and the ones that do are not that intentional about it. Here's the thing, the high-archiving salespeople want to work for someone who supports, motivates and recognizes them as well.
Links and Resources:
-
Mindset: The New Psychology of Success by Carol S. Dweck https://www.amazon.com/Mindset-Psychology-Carol-S-Dweck/dp/0345472322
-
The High 5 Habit by Mel Robbins https://www.amazon.com/High-Habit-Take-Control-Simple/dp/B09DTFV5FH/
-
Sandler in Calgary https://www.hamish.sandler.com/howtosandler
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, our guest Shannon Millar Hopkins shares her insights around how we can achieve full-funnel freedom without burning out. Shannon boasts 15 years of SaaS selling experience and is the current Regional Vice President of Sales at BetterUp. We dive deep into how the top salespeople transition from field sales into sales leadership, decision fatigue in sales, and how sales leaders can spot a skinny sales funnel.
What You'll Learn:
-
How to ease the transition from field sales into sales leadership
-
The link between resilience and sales success
-
Leadership 101: How to say 'No' while still inspiring people
-
How to teach your team to sometimes say no
-
Why time is your most valuable asset in sales
-
How to recognize a skinny sales funnel
-
Understanding decision fatigue in sales
-
The importance of having patience in sales
Sales burnout is real. It may not be noticeable at first, but often there comes the point in sales when you feel emotionally drained, stuck, and engulfed with negativity. It gets even worse when simple sales tasks feel like chores, and suddenly, the sales quota that you could previously crash with ease now seems like a burdensome task. Fortunately, there is hope. Tune in as Shannon Hopkins shares her resiliency journey on how to spot and overcome sales burnout.
Resources
-
BetterUp - https://www.betterup.com/?hsLang=en
-
Sandler in Calgary - www.hamish.sandler.com/howtosandler
-
The Sweet Spot How to Accomplish More by Doing Less - https://www.christinecarter.com/the-sweet-spot-book/
-
The Burnout Fix - https://www.drjacintajimenez.com/theburnoutfix
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
It's a no-brainer that a one size fits all approach is ineffective when it comes to sales compensation plans. A compensation plan must be custom designed based on a rep's role within the team, the sales cycle length, and the rep's level of seniority. At its core, a sales compensation plan is a structured system that helps determine how much a sales rep earns based on several pre-set metrics. So how can you design an effective framework that covers every single one of your reps?
What You'll Learn:
-
How to create an effective sales compensation plan
-
How to design effective and practical compensation systems
-
Measuring the effectiveness of a compensation plan
-
Methods and strategies used to motivate sales professionals
-
Negative effects of having an ineffective sales compensation framework
-
Misconceptions around compensation plans
-
Why you need accountability and clarity when designing a compensation plan
Sales compensation plans are designed to drive performance and increase revenue. This is the primary reason why the top-performing reps are attracted to plans which reward high performance admirably. In contrast, if your plan rewards top and underperforming reps equally, you'll end up with a demotivated team, high turnover and increased associated costs.
Resources:
-
Sandler in Calgary https://www.hamish.sandler.com/howtosandler
-
Justin Roff Marsh https://justinroffmarsh.com/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, I speak to Devon Guillard, the CMO and managing partner at F12.net, a Canadian IP provider focused on offloading risk and complexity for small and midsize businesses. We talk about Devon's journey from IT tech into sales leadership, full-funnel freedom in a muddy market, and why the best salespeople only focus on the things within their control.
What You'll Learn:
-
How to create full-funnel freedom in a muddy market
-
How an IT tech expert can transition into the world of sales
-
Why you need to only focus on the things you can control
-
Understanding the benefits of having systems and processes in place
-
Why you need to celebrate all movements in your sales pipeline
-
Sales strategies for your ideal client persona
-
Positive selling credentials and why they are so important
-
How to differentiate yourself in the core of your business
The good news is that everyone can have a crack at sales and be successful. The not-so-good news is that the learning curve can be pretty steep. Devon explains that, although a techie can be quite conversant with your goods or services, they may not be the best at people skills. This is why all technology experts transitioning into sales must be taught the soft skills that are synonymous with the top salespeople.
Resources:
-
Devon's linkedin https://www.linkedin.com/in/devon-gillard-3144a92/
-
F12.net https://f12.net/
-
Range: Why Generalists Triumph in a Specialized World by David Epstein https://davidepstein.com/the-range/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today’s episode, we’ll be sharing ideas and insights around the sales year and revealing how the top sales leaders keep their teams motivated throughout the sales year.
The sales year might sound like this long 12-month sales cycle, yet it’s simply the amount of time it takes for you to close a deal within a fiscal year. For some salespeople, that’s six months. For others, it could be a year. You simply have to measure from the moment you first contact a prospect to when a salesperson’s commission hits the bank.
What You’ll Learn:
-
The definition of a sales year
-
What to do when you encounter a bloated pipeline
-
How to handle prospect pushbacks
-
How to keep your salespeople motivated during the entire sales year
-
Where to find quick wins for your salespeople
-
Key signs of a bloated funnel
-
How to revitalize dormant sales conversations
Keeping your sales team motivated for the entirety of the sales year can be extremely difficult. For example, if your sales year lasts ten months, your salespeople will have to wait at least 11 months before the commissions start trickling in. So what can you do to keep your team members motivated throughout that period? Tune in to find out.
Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, our guest Caleb Pierce shares insights and ideas around accurate sales forecasting. Caleb is the Vice President of revenue optimization for AFTI WatchDog, a low-cost oil well monitoring and pipeline leak detection system.
At its core, sales forecasts are probable assumptions based on data. They won't be perfect, but accurate sales forecasts are almost as important as hitting the revenue target itself. Moreover, the more accurate your forecasts are, the easier it is to make smarter decisions about essential business operations like goal-setting, budgeting, hiring, and cash flow management.
What You'll Learn:
-
What sales forecasts are and why they are important
-
The link between sales forecasts and business success
-
How to reduce sales friction
-
Upfront contracts, agreements and outcomes
-
How to ask for introductions from your contact people
-
Warning signs of a leaky sales pipeline
-
Mindsets and proactive activities for full funnel freedom
-
Dealing with rejection in sales
-
How to weed out your sales funnel
Sales forecasting is almost like weather forecasting. The data can predict a sunny day, but then it rains later in the evening. This means that although it's almost impossible for a sales team to predict future sales perfectly, with rigorous sales forecasting they can get pretty close. However, care should be taken when forecasting your pipeline, because unrealistic expectations can really hurt your sales team.
Resources:
-
AFTI - https://afti.ca/
-
Predictable Revenue - https://www.amazon.ca/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213
-
School of Greatness - https://lewishowes.com/sogpodcast/
-
Never Eat Alone - https://www.amazon.ca/s?k=never+eat+alone
-
The Infinite Game - https://simonsinek.com/the-infinite-game
-
Tech Powered Sales - https://www.amazon.ca/Technology-Quotient-Tony-Hughes/dp/140022652X
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, we talk about managing performance whiplash in your team. All sales leaders can attest to the frustrations that arise when one or two team members aren't doing what's expected of them. It's even more frustrating when these individuals do so several times a week. However, ensuring employees repeatedly deliver desired results can be challenging. As leaders, the first step to handling performance whiplash is being clear with your expectations and letting inconsistent employees choose to "self-select" if they won't perform.
What You'll Learn:
-
4 best practices for managing performance whiplash
-
Corporate culture and how it affects employee consistency
-
Why you need to be clear with your expectations
-
Introducing the consequence ladder in your team
-
How to deal with inconsistent team members
-
The primary causes of inconsistent performance
-
How to ensure and encourage consistency
-
Why poor performance is the manager's fault
Everybody experiences bad days every once in a while and that's understandable. We are all human. Some days are fantastic and some are awful. What we don't want are those bad days becoming a regular occurrence and not doing anything about it. As a sales leader, you want team members that deliver consistent, reliable, high-quality performance that you can count on every day.
Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, Evan Santa from CommerceBear shares ideas and insights around building sales teams that can consistently create full-funnel freedom. Evan is a talented and experienced sales leader having helped build sales teams in some of the world's leading companies, including TouchBistro and VidYard. He goes through some of the techniques he used to create successful sales teams and reveals the key defining traits of a top sales performer.
What You'll Learn:
-
Why building the ultimate sales team starts at recruiting
-
How to identify and mold the team lead
-
Why the #1 sales killer is ambiguity
-
VidYard’s strategy for building efficient sales teams
-
How to remove friction from your sales cycle
-
When and how to talk about pricing during a sales conversation
-
How to diagnose your sales pipeline to increase performance
-
Why elite mentality is very difficult to teach
Building the ultimate sales team starts at recruiting and continues throughout the employee lifecycle. Unfortunately, most sales leaders incorrectly assume that hiring more salespeople equals more revenue. They don't realize that building teams is not a numbers game, and one bad hire could be detrimental to a team's success. Evan affirms that in this highly competitive business environment, you're only as good as your sales team. So, you need to have the right people on board if you're ever going to be successful.
Resources:
-
Commercebear.com https://www.commercebear.com/
-
Evan's LinkedIn https://www.linkedin.com/in/evansanta/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today’s episode, we talk about the three crucial things to consider before terminating an employee. Letting go of an employee is undoubtedly one of the hardest things an employer can ever do. Not only are you impacting a person’s livelihood, but unfair termination could also spark discontent within an organization. Nevertheless, some firings are necessary and unavoidable, but the more you understand termination, the easier it will be to manage the entire process.
What You’ll Learn:
-
Factors to consider before firing an employee
-
Why employers need to set clear expectations from the get-go
-
Understanding the consequence ladder
-
Tips for coaching and developing your employees
-
The difference between tactical and strategic coaching
-
Why the willingness to change is so important
-
How to create a performance improvement plan
-
Why leaders need to make termination decisions based on data
Terminating an employee on an impulse can be a risky move for any type of business, which is why you need a practical process to help reduce your liability. On the other hand, it’s best to give the concerned employee plenty of time, tools and opportunity to improve before cracking the whip. We all know that recruiting, hiring, onboarding, and training a new employee can be very costly. The extra effort you put in to improve an employee may prove fruitful, provided the employee is willing to change.
Resources:
-
Accountability The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/accountability
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, we talk to Dan Wardle about how to keep your sales funnel consistently full using video and managing a mountain of inbound leads. Dan Wardle is currently the head of sales at Vidyard, responsible for all areas of revenue including the enterprise, SMB, and self-serve segments. In previous roles, Dan led the Growth department at Vidyard, SMB sales at Salesforce.com and channel sales management at BlackBerry.
What You'll Learn:
-
How sales and marketing can use video to attract more leads - How to manage a mountain of inbound leads
-
Traits that define a top-achieving salesperson
-
Redefining work-life balance in sales
-
How Dan keeps in touch with his team now that most of them are remote
-
How sales leaders can manage their team's pipeline expectations
-
Vidyard's partner program
-
Video prospecting and selling for sales teams
-
Ways sales and marketing should be working together
It’s almost a cliche, but it holds true: people do business with people they know, like, and trust. Buyers don’t want to hand their money to some faceless salesperson hiding behind an email - there needs to be some human element in the interaction.
But how can you create that know, like, and trust in this virtual selling environment? Simple, use video. Dan explains that the top performing salespeople are the ones who want to be human and create an authentic and personalized connection with prospects through video messaging.
Resources:
-
Vidyard.com https://www.vidyard.com/
-
Connect with Dan Wardle https://www.linkedin.com/in/wardledan/
-
“Drive: The Surprising Truth About What Motivates Us” by Daniel Pink https://www.danpink.com/books/drive/
-
The Way I Heard It Podcast https://mikerowe.com/podcast/
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, we go through practical steps and strategies around building an effective sales team. We all know that great sales leaders are only as good as their sales team. One bad hire could mean losing out on lucrative contracts, while a team full of A-players can and will catapult your revenue to unimaginable heights. To achieve this, you'll need a sales team structure that describes how you organize workflow for your team. And the model you adopt should ensure you maintain an efficient workflow.
What You'll Learn:
-
The anatomy of the modern sales team
-
Building a sales team in the hybrid selling environment
-
Building a skill based sales team
-
Lead qualification experts and why they are important
-
How to identify qualified closers in your team
-
What the sales expansion group is
-
Why the Hunter-Farmer sales mindset is detrimental to sales success
Business success is primarily determined by the success of an organization's sales team. After all, any company would struggle to keep its doors open without new business coming in. That said, if you're building a sales team, coming up with the right strategy can be the trickiest thing to get right. Hopefully, today's topic of discussion helps in getting you to take that first step.
Resources:
-
Book: Making Channel Sales Work by David Davies https://www.amazon.co.uk/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, we talk about role-plays and why they are the single most important activities we can do as leaders to develop our teams and create full funnel freedom. Although role-play exercises are crucial when developing strong conversational tactics and sales delivery, it's surprising how little attention is paid to doing them right.
What You'll Learn:
-
Dos and don'ts of using role-plays as a sales training tool
-
Deliberate practice and role-play exercises
-
Why scripts are useless during a role-play exercise
-
Reasons why you and your team need to role-play
-
How to close a sale in a role-play scenario
-
Debriefs and the most important parts or a role-play exercise
-
How to set the stage for role-playing
-
Role-playing exercise examples
-
Role-playing pitfalls to avoid
Most salespeople don't think very highly of sales role-playing. It's hard to blame them because almost every sales professional has taken part in at least one unrealistic, awkward, or embarrassing role-playing situation. As a sales leader, if your goal is to equip your team with the best prospect-handling skills, then you need to start implementing regular, reality-based, and highly structured role-play exercises.
Resources:
-
Peak by Anders Ericson
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, we talk to Tom Short, the Co-Founder and Chief Customer Officer at Kudos, an award-winning employee recognition platform. Over the course of 25 years, Tom has used his passion for entrepreneurship and marketing to found numerous highly successful companies, where employee experience has been the cornerstone to building effective teams.
What You'll Learn:
-
Why sales playbooks are crucial in the modern sales process
-
What to include in a sales playbook
-
Why not all inbound leads are ideal clients
-
The ‘train the trainer’ methodology
-
How to get prospects to sell themselves
-
What to do when a prospect starts ghosting you
-
Zoom-alongs and other key management tactics
-
Why not everyone gets a demo
-
How to put together a practical playbook
Remember, sales playbooks are more than a catalog of call scripts and sales sheets. They are your go-to guides for tackling a salesperson's biggest challenges and a roadmap for driving significant productivity gains. So, if you want to ensure you aren't celebrating random wins and that your losses can be traced back to the moment where things went wrong, ensure you have a sales playbook.
Resources:
-
Kudos.com
-
Blinkist.com
-
Virtual Selling Article by Jeb Blount
-
Gong.io
-
The ONE Thing by Gary Keller
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, we're going to talk about how our salespeople unintentionally kill their credibility with clients and prospects. We've all been in situations where a salesperson used words or phrases that made you think twice about doing business with them. And it even might be you who used those words and wondered why a hot deal went dead. Of all the crappy sales pitches your salespeople could use, the four phrases we talk about in this episode tend to be the most detrimental.
What You'll Learn:
-
The four phrases that kill a salesperson's credibility
-
Why salespeople need to stop using "begging words"
-
How to record and analyze sales calls
-
Why you need to start holding your prospects accountable
-
The benefits of guarding your credibility as a salesperson
-
Which words weaken your statements and undermine actions
You probably already know that you don't have to be extremely different from your competition to win business in sales. You just need to be slightly different. At the bare minimum, being different involves guarding your credibility by avoiding words that could actually hurt your chances of earning a prospect's business.
Resources:
-
The One Word Leaders Should Stop Using
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, I will explain how linear thinking kills full funnel freedom. Our brains burn about 20% of the calories we consume. And so, to conserve energy, humans tend to employ linear thinking. In essence, a linear process has a starting point and an ending point, and our brains make it as simple and straight as possible. Linear thinking, unfortunately, stifles creativity.
What You'll Learn:
-
What linear thinking is
-
The pros and cons of linear thinking
-
How to promote flexibility in your sales team
-
Helping your team to seek growth opportunities
-
Giving your team permission to think strategically
-
How to get out of the comfort zone
-
Why you need to promote a win or learn mindset in your team
-
How to lead your team with a vision
Linear thinking in sales is all about logic and ticking all the boxes when qualifying a prospect. However, following a process to the core means salespeople will start rejecting ideal prospects because they didn't exactly fit the boxes our salesperson wanted to check. This is why we preach non-linear thinking, where a salesperson can make tweaks to the process of defining an ideal sale.
Resources:
-
Change: The Sandler Way by Hamish Knox
-
The Sales Coach's Playbook: Breaking the Performance Code by Bill Bartlett
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
Today we are talking about asking better questions, and training your salespeople to ask better questions. There is a tendency among salespeople to babble through questions because they are either afraid of silence or afraid that their prospect may give an answer that isn't "beneficial" to them. Nevertheless, your value as a salesperson is based on the amount of information you get, not the amount of information you give. So, ask the right questions, but give your prospects time to respond.
What You'll Learn:
-
How to ask better questions
-
Conversation goals and follow-up questions
-
When to keep questions open-ended
-
Why you need to give prospects time to think and respond
-
How to overcome the fear of silence
-
How to use the 15-second pause
-
The demerits of question stacking
-
Why you must stop interrupting prospects when they speak
Many of today's sales leaders want to build collaborative work environments. They want to harness the skills of independent thinking and help their teams make intelligent business decisions. Yet, they don't ask the right questions. And when they do, they don't allow time for their salespeople to answer - a trend that needs to stop if we are to enjoy better communication and ultimately, full funnel freedom.
Resources:
-
Predictably Irrational: The Hidden Forces That Shape Our Decisions by Dan Ariely
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, we will reveal the seven words to coach your salespeople to use that will make them more effective when selling. In sales and everyday living, the right words often lead to the right reaction. If you use the right words, your prospects will begin to see the benefits of working with you. On the other hand, using the wrong words will mean closing deals will become an issue.
What You'll Learn:
-
How to optimize your sales vocabulary
-
The best words to use during sales conversations
-
Why you should base all your sales conversations around customers’ needs
-
How to eliminate unnecessary friction from the sales process
-
How to stay cool under pressure in sales
-
How to use the right words to bring the future to the present
-
Why you need to remove the word "budget" from your sales vocabulary
-
How to make effective selling words work for you
Using the right words and speaking your prospects' preferred language builds rapport and makes you easier to trust. Remember that the selling process starts with a linguistic engagement and slowly transitions into a financial transaction. Using the right words speeds up the transition; the wrong words do the opposite and prevent the transition from ever happening.
Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today’s episode, we will explain why maintaining full-funnel freedom is like flying an airplane. We all set goals and targets at the beginning of every new month, week, or quarter. However, just like flying an airplane, the path is rarely straight and we find ourselves constantly drifting off-course. Thus, we need to constantly make these little minor adjustments to ensure that we end up at the right destination.
What You'll Learn:
-
How to set individual targets and team goals
-
The benefits of weekly check-ins and check-outs
-
How to become a strong communicator
-
Which sales metrics sales leaders must track
-
How to keep your team organized and on course
-
Differentiating between prospects and suspects
-
How to identify the red and yellow flags early on in the sales process
-
The importance of perspective, purpose, and tracking progress
-
When and how to negotiate discount requests
Drifting away from the intended target happens every day. For the most part, sales teams become so absorbed in their own process that they forget to lift their heads and notice if they have moved off course. But going off-course is rarely detrimental as long as we spot the red flags early enough and course correct.
Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, we are dissecting the six ways sales leaders steal from their salespeople. Sales leaders are often the high-performing salespeople who get promoted into management positions. At the core, they're salespeople and essentially operate like every other salesperson in their teams. This is why they sometimes unintentionally steal the thunder from their team and struggle to manage the expectations of both senior executives and salespeople.
What You'll Learn:
-
Why sales leaders need to stop stealing credit for leads or closes from their salespeople
-
How to manage the expectations of senior executives and salespeople
-
Why it's never a good idea to try and rescue every sales situation
-
Relationship handling and account growing
-
How to develop a self-sufficient team
-
How to build a team based on trust
Remember that sales management is not a place to get your emotional needs met. Neither is it a place to stroke your ego and rule with an iron fist. The best sales leaders are the ones that manage their emotions, help their sales team succeed, and most importantly, don't steal from their salespeople.
Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
This week, we are talking about the two responses to "send me a proposal" every sales leader needs to teach their salespeople to help them stay in control of their sales process for as long as possible. When a prospect asks a salesperson to put together a proposal, it usually sounds like the deal is one step away from closure. However, it's astonishing how salespeople work on a proposal, then blindly send it off to the prospect assuming it will get the go-ahead. And chances are, even after sending a well-crafted proposal, they'll never hear from that prospect ever again.
What You'll Learn:
-
Why you need to co-build proposals with your prospects
-
How to review your first draft
-
Maintaining control over the sales process
-
Establishing the "why you and why now"
-
Why you always need to have a call to action
-
How to get your prospect to commit to the sales process
-
Involving the prospect throughout the proposal creation process
We all know that people buy from people. The reason why most salespeople fail to close more deals is their inability to involve the prospect during proposal writing and maintain control of the sales process. Yet, it doesn't have to be like that. As long as you're smart, paying attention to details, presenting something that suits your client's needs and involve them throughout the process, everything else will automatically fall in place.
Resources:
-
Full Funnel Freedom https://fullfunnelfreedom.com
-
Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
-
Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, we are talking about the seven words sales leaders can use to create clarity and motivation. Salespeople work best when using their creativity, discretion and judgment to solve problems and get work done. The best sales leaders encourage this engagement, create clarity and know it's part of their job to help their team grow and evolve.
What You'll Learn:
-
The seven words you need to use when managing
-
How to lead with clarity
-
The benefits of managing a highly motivated team
-
How to have an emotional conversation without being too emotional
-
The best sales role-play exercises
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Power questions for your sales team
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Why your team members need to have a well-defined next step
When it comes to managing an effective sales team, a lot of emphasis is put on seeing the big picture and leading by example. However, words are equally as important, especially when people are looking for inspiration, guidance or reassurance. Further, using the right words at the right moment will enhance the impact of your messaging.
Resources:
- Asking Questions the Sandler Way
https://www.hamish.sandler.com/resources/sandler-books/asking-questions-sandler-way
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, we will talk about how we can make our interviews much more effective and weed out bad-fit candidates. In the current economic landscape, there is no shortage of candidates for just about any sales position, which is why most sales leaders assume they can seamlessly find the best candidate for the job in no time. However, it's rarely that simple. There is always the possibility that you might end up hiring the wrong person.
What You'll Learn:
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How to find and hire the best sales candidate
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How to check for compatibility in a candidate
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The red flags you should be on the lookout for
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The financial implications of a bad hire
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Why you need to keep your phone interviews short
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How to verify a candidate's past performance
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How to build a structured hiring process
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Manage excitement and anxiety during the hiring process
It never makes sense to waste time and money training and developing your sales team if the people in the team are not the best fit. Unfortunately, no level of investing in the sales processes, training, attractive incentive plans, technology, or marketing support will make them improve. The only thing that can be done is hiring the best-fit individuals right off the bat. And it all starts with building a structured hiring process and having a competent individual doing the hiring.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, I will explain why your turnover starts during the onboarding process. Many organizations underestimate the benefits of seamless onboarding, and prefer to instead focus on retention. While retention is crucial for sales success, first impressions do matter. Companies that solely focus on hiring or retention activities tend to miss the first impression mark, which results in a domino effect of negative internal influences, which then often leads to higher turnover rates.
What You'll Learn:
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Why an effective onboarding process is so important and how it saves you money
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How to allow new hires to reach their full potential faster
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How to ensure everybody is on the same page from day one
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The importance of highlighting role-specific skills
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How to set clear performance expectations
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The link between successful onboarding and employee retention
Successful onboarding is essential because it acclimates employees to their role, the company's philosophies, and what is expected of them. Businesses that invest proper finances, time, and efforts in implementing effective and comprehensive onboarding experiences have higher productivity, employee engagement, and, best of all, employee retention.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, we talk about how sales leaders can get the right people on their sales teams. Most sales managers ignore the fact that having the right people in the team starts at the moment you decide it's the right time to hire new salespeople. Having the best people on the team will have larger, company-wide effects. Therefore, a watertight sales hiring framework will save you money, reduce turnover, and help you nurture a world-class, revenue-producing sales team.
What You'll Learn:
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How to nail down your ideal candidate profile
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Why sales hiring strategy is important
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What to look for when hiring new salespeople
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How to hire for the task
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Be clear about what you mean by "relevant experience"
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How to write the roles and responsibilities document
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How to write succinct job descriptions
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The differences between the non-negotiable, need to have, and the nice to have attributes
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How to listen for clues and red flags
When putting together a sales team, it's a no-brainer that you'd want to recruit only the best. The sea of applicants you'll receive must be weeded through before settling on the selected few, who then must come in for an interview. However, hiring salespeople can be tricky because candidates can be great at selling themselves, but not necessarily great at selling your products or services.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today’s episode, we will go through practical steps to building and running an effective sales team. Building an effective sales team involves hiring the right salespeople, providing the best selling tools, and giving them all the information about the product they're selling. However, building is entirely different from running a team, which is what we'll focus on in this episode.
What You'll Learn:
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Building vs. running an effective sales team
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Why you need to understand that every salesperson is different
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The three Ps of leadership
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Why creating clarity is a sales leader's most important duty
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How to encourage quality sales conversations
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The three Cs of running an effective team
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How to create a sales culture that's more than just about hitting quotes
If you want to build and scale a top-notch sales team that drives company growth, consistently wins new clients and expands existing ones, you need to develop a sales team with intent. When done right, your sales team will enrich your company's culture and help grow the company to insane heights.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
Today we explain why upselling is a dirty word in sales. Companies use upsells to boost revenue and spark faster growth. Historically, the traditional buyer didn't see upsells as an issue. But today's buyer views upsells as opportunities for salespeople to sell more instead of adding value to the client. This is why top sales people prefer going after expansion opportunities rather than upsells.
What You'll Learn:
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How to create expansion instead of upselling opportunities
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Solving problems and increasing customer satisfaction
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The power of storytelling when asking for expansion opportunities
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How to become a trusted advisor to your client
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Why you need to choose the right expansion opportunity
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How to personalize expansion stories
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Creating urgency and providing social proof
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How to add value to your selling
We've all likely come across some form of expansion strategy before. Some restaurants might get you to upsize your meal, or your internet provider suggested add-ons on top of your primary coverage. The interesting thing is that most people never seem to complain about these things as long as the opportunity is personalized and relevant to our current value.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In today's episode, we’re talking about why honoring your clients is vital to your pipeline. Your clients are investing a lot of money in your product or service. They might be nervous about the efficacy of the product or service, and so it's your duty to squash their worries by personalizing and elevating their experiences.
Unfortunately, most sales leaders treat their customers like items on an assembly line; they move them along, take their money and shift focus to the next prospect.
What You'll Learn:
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What honoring your clients means for your business
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The unique benefits of having quarterly reviews with clients
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Why you need to give introductions to your clients
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How to build relationships with people in your client's organization
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Setting clear goals and expectations
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Why you should never under-communicate
For the most part, sales teams are caught up flooding their pipelines with the next batch of leads immediately after a deal is closed. However, we all know that the most valuable part of a pipeline is the already existing customer, so it makes sense to take care of them. It's always a great feeling knowing that your client fixed a pain point and got the outcome they wanted.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
Today we discuss three ways in which quality delivery can create full funnel freedom. In business, quality delivery is everything, yet everybody seems to have their own idea of what quality is.
What your client hopes to get from a new purchase might not necessarily be what you plan to deliver. Thus, it always pays to clarify expectations immediately after a deal is closed.
What You'll Learn:
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How to guarantee quality delivery of products and services
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Setting clear expectations of what your client will get from the deal
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The benefits of scheduling quarterly reviews immediately
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How to set up a warm handoff to the delivery team
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Providing tools for the delivery team to uncover new opportunities with a client
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Why you need to think long term and factor in customer success
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How to deliver contextual-based support
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The benefits of personalizing the customer journey
Deals are closed for results. Buyers expect that what they're paying for will solve a particular problem within the allocated time and for a specific cost. Nevertheless, quality results that satisfy expectations are possible by agreeing on mutually understood objectives, requirements and specifications.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
One of the most prevalent things in the world of sales today is a salesperson's ability to screw up a deal. Interestingly, salespeople don't lose deals because they lack the skills to close. They often don't know how to delicately handle a customer throughout the sales process.
Now that buyers have more power and options than ever before, rookie mistakes during sales conversations can cost you and your company a lot. So in today's episode, we’ll talk about how not to screw up the sale.
What You'll Learn:
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Mistakes to avoid when handling a prospect
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How to identify the right problems plaguing a customer
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How to address possible roadblocks in advance
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Why you need to test your prospect's commitment
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The benefits of practicing urgency
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Why you need a well-defined next step
Gone are the days when salespeople could close multiple sales by simply showing up with a nice suit, a smile, and a persuasive pitch. These days, prospects are turned off by mundane things, and salespeople risk losing a deal by ignoring the five things we talk about in this episode.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, we will go through a practical step-by-step process of qualifying an ideal sale. The sales process is only truly in motion when you know whether it's worth investing your time and effort into trying to sell to this prospect. Qualifying an ideal sale is all about gathering information that answers crucial sales questions: should you sell to a given prospect? What needs to be done to close a deal? Is this prospect a good fit?
What You'll Learn:
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How to qualify an ideal sale
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How to effortlessly gather information from a prospect
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Words to avoid using when qualifying an ideal sale
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Understanding customer needs and their decision-making process
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Why you need to pay attention to content and context
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How to uncover a prospect's willingness and ability to invest
A salesperson who does not qualify a lead wastes time and energy chasing the wrong leads and selling to the wrong people. Instead, spend this time asking questions and eliciting the right information from the prospect. That way, you'll undoubtedly close a lot more valuable deals.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
Today we are talking about finding the ideal sale and proactive account management. In most industries, a huge proportion of revenue and profits comes from existing customers. Although sales leaders recognize this fact to be true, unfortunately they don't pay too much attention to customer success once the ink has dried.
What You'll Learn:
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What the first place to look for your ideal clients is
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What proactive account management means
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Why regular check-in calls are crucial before and after the sale
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How to ask for introductions
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Why salespeople must stop asking for referrals
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What is an alumni reachout?
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How to lead expansion calls and quarterly reviews
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How to position yourself where your customers are
There's nothing worse than losing customers to competition. We believe the best way to prevent your customers from shifting to the competition is to focus on proactive account management, so you can keep your funnel consistently, repeatedly and reliably looking like a funnel. If your customer is winning, they'll have no reason to try the next available option.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
In this episode, I’ll share some insights and ideas on how to focus your team on the ideal sale. The ideal sale highlights which buyers are actually good prospects and which ones are not.
With this information, salespeople can target prospects that are most likely to convert, and therefore save the organization valuable time, money, and effort.
What You'll Learn:
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Tips for creating the ideal client profile
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Understanding the process of the ideal sale
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How to eliminate the idea of a hot lead
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The benefits of collaborating with marketing to ping the ideal prospect
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How to target the decision-maker within an organization
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Boost lead generation and save time on low-quality leads
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How to build and deepen relationships with an ideal prospect
The ideal client profile is built on the foundation that not all generated leads are worth pursuing. Plus, it's often easier to sell to someone willing to have a sales conversation, rather than trying to convert someone who may be skeptical. Therefore, sales leaders need to create ideal client profiles, target them using personalized messaging, and stop wasting time on low-quality leads.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
It’s no secret: every business needs a sales funnel. Yet, creating a funnel is only the first step. Effectively utilizing your funnel throughout the sales process can be the difference between success and sales failure.
In this episode, I’ll share some ideas and insights on how to keep your sales funnel reliable on a consistent and repeatable basis.
What You'll Learn:
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How to identify the best-fit sales hire
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How to clearly differentiate your ideal prospect profiles
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The benefits of focusing on weekly lead generations
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Commitment to weekly proactive prospecting
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Why you need a clearly defined sales process
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How to hold your team accountable for following a selling system
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The mindset shift that will streamline your selling process
Sales leaders can drive revenue growth by optimizing their sales funnel to push a higher percentage of prospects through each stage and convert new leads into paying customers. All they need are the six critical components to creating full funnel freedom that we covered in this episode.
Resources:
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
The average tenure of a sales leader globally is about 16 to 18 months, which is hardly enough time to affect real change within an organization. So, how can sales leaders create, execute, and scale sales strategies with such limited time and the ever-present pressure to exceed sales targets?
I'm Hamish Knox and this is the Full Funnel Freedom Podcast. Listening to this podcast, you'll gain ideas around how to get the best people on your team and get the most out of them by creating systems, processes, and structures that allow them the freedom to focus on selling more and taking control of sales conversation.
In this podcast you'll learn how to create a consistent, reliable, and repeatable sales funnel in order to achieve business success. We will talk about the art of implementing and effecting change within your organization and working with your sales team to close deals faster. I’ll share with you practical strategies for building bulletproof businesses.
Join us every week as we talk about the behavior, attitudes, and techniques that define sales success, and let’s hit more targets with the Full Funnel Freedom!
Resources
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc