Podcasts about hamish knox

This week we chat to Hamish Knox.  Hamish helps entrepreneurs sustainably scale their sales so they can exit for their number, not the number they're told to take!

In this episode of the Win Rate Podcast, Andy is joined by two sales veterans, Kevin Davis, CEO at Boogieboard.ai, and Hamish Knox, Founder and CEO of Sandler Calgary, to discuss sales effectiveness, the buyer experience, and strategies to improve win rates. The group covers topics such as territory design, aligning with the buyer journey, how productive client interactions trump tech-driven tools, and the impact of CRM systems on sales processes. They stress the importance of humanizing sales interactions, making informed choices, fostering a culture of winning, the need for better management practices, and continuous learning for sales professionals.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate. 

If you're a leader who struggles to get the results you need from your team, but you're uncomfortable having conversation around accountability or consequences, then today's show might help you see things differently.My guest this week is Hamish Knox of Sandler Training. Hamish has written a book on accountability and has a framework for making it a positive thing that helps you and your team achieve your team goals and their individual goals.Timestamps (00:20): Introduction. (01:03): About Sandler. (02:14): Expanding beyond sales training. (03:45): Hamish Knox's background. (07:57): Accountability. (11:04): Keeping team meetings short. (20:52): Veteran team members need accountability, too. (25:24): Hamish's approach to coaching. (32:05): Establishing buy-in. (36:45): The lead dog sets the pace. (38:50): What Hamish is reading and listening to. (44:25): Connecting with Hamish. (46:26): Wrap-up.Episode Quotes“Communication is our single most powerful driver of real value, internally and externally.”“Oh, I sent 5,000 emails today, boss. Oh great. What kind of response did you get? Well, 4,990 unsubscribes.”“The fact of the matter is that in order for us to successfully scale, everybody needs to be following the same program.”“It does not matter what we say, it matters what they hear.”“If we don't have data to build an accountability program with, we're really just flying by the seat of our pants. Accountability needs real data, real clarity, and real consequences.”“Your culture is the behavior approved implicitly or explicitly. That's it.”Recommended Reading“Accountability The Sandler Way” by Hamish Knox“Change The Sandler Way” by Hamish Knox“How I Built This: The Unexpected Paths to Success from the World's Most Inspiring Entrepreneurs” by Guy Raz“Never Eat Alone: And Other Secrets to Success, One Relationship at a Time”  by Keith Ferrazzi“Your Brain at Work” by David Rock“What Got You Here Won't Get You There: How Successful People Become Even More Successful” by Marshall Goldsmith and Mark Reiter“Mindset: The New Psychology of Success” by Carol S. Dweck Recommended ListeningFull Funnel Freedom podcast with Hamish KnoxHow I Built This podcast with Guy RazThe Brainy Business podcast with Melina Palmer Follow/Connect with Hamish KnoxEmail: hamish@sandler.comHamish Knox's websiteHamish Knox on LinkedIn

Hamish Knox is a person who actively lives his values of celebration, support, achievement, and learning. He is a guide and mirror for others looking to do the same to grow their one percent each day. Find out more about Jeff https://jgsalespro.com/⁠⁠⁠⁠⁠⁠⁠ Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffgoldbergsalescoach/

On this episode of the Story Engine Podcast, we're talking with Hamish Knox. Hamish is a sales expert from The Sandler Group. He discusses the unique Sandler approach to sales, which focuses on gathering information rather than giving it, and how this can transform client relationships. Hamish shares transformative client stories that highlight the shift from metrics-oriented sales to relationship-focused interactions. The conversation also covers common sales myths, the role of accountability, and the significance of supporting clients as whole human beings.  In This Episode Creating clarity through storytelling is essential in sales. Sandler's approach emphasizes buyer safety and effective communication. Salespeople should focus on gathering information, not just giving it. Building relationships is more important than metrics in sales. Time management can improve significantly with accountability practices. Supporting clients as whole human beings enhances relationships. Effective communication requires clarity and ownership of messages. Sales is a non-linear process that requires adaptability. Transforming a metrics-oriented mindset can lead to better outcomes. Creating clarity in communication is a leader's primary responsibility. We Discuss 03:59 Understanding Sandler's Approach to Sales 06:39 The Importance of Human Connection in Sales 09:44 Transformative Client Stories 12:52 Gathering vs. Giving Information in Sales 15:49 Overcoming Common Sales Myths 18:42 The Role of Accountability in Sales 21:32 Supporting Clients as Whole Human Beings 24:38 Creating Clarity in Communication  

Discover the top challenges facing sales leaders today and expert strategies for overcoming them. Learn from Hamish Knox, a leading figure in sales leadership, as he shares actionable insights on coaching, training, and building effective sales processes.

Accurate sales forecasting is critical for sustainable growth, with companies that effectively forecast being 10% more likely to increase their revenue year-over-year. Yet, many CEOs struggle with this crucial aspect of their business. If accurate forecasting remains a challenge, it may be time to examine the health of the sales funnel.In a recent episode of Sales Talk for CEOs, Alice sat down with Hamish Knox, a renowned sales consultant and Sandler trainer, to explore why understanding and properly managing the sales funnel is vital for any CEO. Hamish, known for his expertise in creating scalable, repeatable sales engines, shared insights on how CEOs can optimize their funnels to drive growth.Key Insights:Funnel vs. Pipeline: Hamish emphasizes the importance of viewing the sales process as a funnel rather than a pipeline. This approach provides a clearer picture of potential bottlenecks and ensures a healthy flow of opportunities.Ideal Client Profile (ICP): A funnel filled with prospects who don't match your ICP can drain resources and lower win rates. Ensuring alignment on ICP across your sales and marketing teams is essential.Qualifying Leads: Jumping to demos too early can lead to wasted effort. Sales teams should focus on gathering information to ensure leads are genuinely qualified before moving them through the funnel.Maintaining Funnel Health: A bloated funnel, with too many opportunities stuck in the middle, can signal inefficiencies. Regular reviews and a focus on mutual next steps help keep the funnel flowing smoothly.Understanding the Sales Funnel vs. PipelineHamish Knox advocates for the funnel over the pipeline analogy in managing sales processes. While pipelines suggest a linear progression of leads, a funnel better captures the filtering process necessary to identify the most promising opportunities. As discussed previously, the buyer's journey can also be visualized as a bow tie, extending beyond the initial purchase."A glance at the funnel can tell you what's gone wrong, what's happening, and whether the funnel is healthy," says Hamish. This visualization helps CEOs and sales leaders quickly identify issues, such as a funnel clogged with unqualified leads or one that's too narrow at the top, signaling insufficient lead generation.Filling the Funnel with Quality LeadsThe foundation of a healthy funnel is a steady flow of ideal customer profile (ICP) leads. Hamish notes that one of the biggest challenges companies face is ensuring that only high-quality leads enter the funnel. "Anybody and everybody is not an ICP," he stresses, underscoring the need for strict adherence to the ICP criteria.Misalignment between sales and marketing can often lead to a funnel filled with less-than-ideal prospects. CEOs should ensure that both teams are synchronized in their understanding of the ICP and work together to attract and nurture these high-value leads.Qualifying Leads: The Right WayProperly qualifying leads is crucial for maintaining funnel efficiency. Jumping straight to demos without understanding the lead's needs can result in missed opportunities or wasted resources. "Sellers get paid on the information gathered, not the information given," Hamish reminds us. Effective qualification means thoroughly understanding the lead's requirements before moving them forward.This disciplined approach prevents the funnel from becoming bloated with unqualified opportunities, which can distort forecasting and lead to frustration within the sales team.Avoiding the Bloated FunnelA common issue in many sales organizations is the "bloated funnel"—a situation where too many opportunities get stuck in the middle stages of the funnel. Hamish advises that if there isn't a mutually agreed-upon next step within 45 calendar days, the opportunity should be re-evaluated or even discarded. "This helps maintain a healthy funnel and ensures that salespeople focus on genuine opportunities," says Hamish.Regular funnel reviews, focused on next actions and mutual agreements, are key to keeping the funnel flowing and ensuring that opportunities are progressing as they should.Action Steps for CEOs:Audit Your Funnel: Regularly review your sales funnel to ensure it's filled with ICP-aligned leads and has a healthy flow from top to bottom.Align Sales and Marketing: Ensure that your sales and marketing teams are working from the same playbook when it comes to defining and targeting the ICP.Enforce Qualification Rigor: Train your sales leaders to enforce strict qualification criteria to prevent unqualified leads from clogging the funnel.Implement Regular Funnel Reviews: Establish a routine for funnel reviews, focusing on opportunities that are stuck and need attention.Leverage Data for Forecasting: Use insights from your funnel reviews to improve your sales forecasting accuracy, which in turn will drive sustainable growth.By understanding and optimizing the sales funnel, CEOs can significantly improve their ability to forecast accurately, leading to more predictable and sustainable business growth.Ready to transform your sales forecasting? Tune in to the latest episode of Sales Talk for CEOs with Hamish Knox for expert insights on optimizing your sales funnel and driving sustainable growth. Hamish's expertise in sales leadership and funnel management provides valuable insights for any CEO looking to improve their sales process.Episode DetailsChapters00:00 Introduction - Welcome to the sales focus and the essence of sustainable growth.01:45 Hamish Knox Introduction - Alice introduces sales consultant and Full Funnel Freedom podcast host Hamish Knox.02:16 Hamish's Expertise - A brief on what Hamish offers CEOs for sustainable sales growth.03:48 Sandler Method and Sales Methodologies - Discussing the Sandler sales technique and the importance of sticking with a single methodology.06:21 Ideal Client Profile - Emphasizing the necessity for a clear ICP and its significance in forecasting.08:07 Proactive Prospecting Activities - How proper check-ins and prospective activities can maintain funnel health.10:57 Ensuring Top Funnel Quality - Strategies for filling the top of the funnel with quality leads.13:26 Using Events for Lead Generation - Leveraging trade shows and events to garner ideal customer leads.17:28 Networking Events Strategy - Tips for salespeople to maximize their impact at networking events.20:17 Email and Cold Outreach - Discussing effective outbound campaigns and contact marketing techniques for today.22:42 Leveraging Referrals - Utilizing customer referrals as an overlooked yet potent top-of-funnel resource.27:41 Now Open the Opportunity - Turning qualified leads into concrete opportunities.30:21 Keeping the Funnel Moving - Avoiding funnel congestion and enforcing next steps for ongoing sales momentum.33:23 The Funnel Shape Diagnostic - Recognizing and addressing problematic funnel shapes for accurate forecasting.37:20 Final Takeaways and Farewell - Closing thoughts and how to find more from Hamish Knox.About GuestPresident of Sandler in CalgaryA member of the global Sandler network, Hamish supports private organizations in Southern Alberta to create and maintain a scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems and processes shared in our sessions.Social Media Linkshttps://linktr.ee/sandleryychttps://twitter.com/sandlerinyychttps://www.linkedin.com/company/sandlerincalgary/https://www.instagram.com/sandler_yyc/https://www.facebook.com/sandlerincalgary/Connect with Hamish on LinkedIn: (11) Hamish Knox | LinkedInCheck out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/Podcast:Listen to Alice's appearance on the Full Funnel Freedom Podcast: When to Call in the CEO (fullfunnelfreedom.com)Books:Accountability - https://www.hamish.sandler.com/resources/sandler-books/accountabilityChange - https://www.hamish.sandler.com/resources/sandler-books/change

What does it take to build a sales team that consistently crushes its goals? This episode dives deep into that question with Hamish Knox, a sales expert and top Sandler franchisee. With a proven track record of helping entrepreneurs achieve massive success, Hamish shares his secrets to scaling sales and building a high-performing team. As a recipient of Sandler's highest honour and a multi-book author, Hamish brings a wealth of knowledge and experience to the table.Join us as we explore strategies for scaling sales teams, fostering strong sales cultures, and practical advice for sales leaders looking to elevate their game. Don't miss this episode packed with actionable insights!Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

In this compelling episode with Hamish Knox, we dive deep into the world of sales training. We tackle the common challenge of sellers forgetting what they learned after training and explore the importance of focusing on mindset and leadership to overcome this hurdle.   We go beyond just tactics, sharing insightful stories and practical techniques to empower you to achieve success in business. You'll learn how to gain permission to experiment, embrace accountability, and define what success really means for you. Hamish and Mike also emphasize the power of focus, recommending that you pick one thing to prioritize and develop consistency in your approach. By tailoring your strategies to each situation, you'll be well-equipped to conquer any challenge.   Join us for an insightful discussion on empowering sales teams through a focus on mindset and leadership. Learn practical techniques to experiment, cultivate accountability, and define success on your own terms. Register now for this transformative sales training event. Timestamps: 00:03 Sales training paradox, implementing vs. not implementing skills. 02:50: Sales training effectiveness and permission to try new techniques. 08:44: Behavioral changes for sales success, with a focus on trial and error, debriefing, and coaching. 12:38: Accountability, thin slicing, and techniques for sales success. 19:14: Implementing one thing at a time in sales, with a focus on creating clarity as a leader.   Key Takeaways:  Sellers prioritize easy training elements over crucial but harder ones. Training effectiveness hinges on willingness to experiment. Respect buyers' right to say no, just as sellers have the right to ask. Embrace a scientific approach - try new techniques, learn from failures, and debrief for feedback. Avoid overwhelm. Pick one new action and stick with it for a month. Use accountability partners and debriefing to solidify skills. Leaders should provide clear expectations and avoid prioritizing techniques over buyer needs.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this compelling episode with Hamish Knox, we dive deep into the world of sales training. We tackle the common challenge of sellers forgetting what they learned after training and explore the importance of focusing on mindset and leadership to overcome this hurdle.   We go beyond just tactics, sharing insightful stories and practical techniques to empower you to achieve success in business. You'll learn how to gain permission to experiment, embrace accountability, and define what success really means for you. Hamish and Mike also emphasize the power of focus, recommending that you pick one thing to prioritize and develop consistency in your approach. By tailoring your strategies to each situation, you'll be well-equipped to conquer any challenge.   Join us for an insightful discussion on empowering sales teams through a focus on mindset and leadership. Learn practical techniques to experiment, cultivate accountability, and define success on your own terms. Register now for this transformative sales training event. Timestamps: 00:03 Sales training paradox, implementing vs. not implementing skills. 02:50: Sales training effectiveness and permission to try new techniques. 08:44: Behavioral changes for sales success, with a focus on trial and error, debriefing, and coaching. 12:38: Accountability, thin slicing, and techniques for sales success. 19:14: Implementing one thing at a time in sales, with a focus on creating clarity as a leader.   Key Takeaways:  Sellers prioritize easy training elements over crucial but harder ones. Training effectiveness hinges on willingness to experiment. Respect buyers' right to say no, just as sellers have the right to ask. Embrace a scientific approach - try new techniques, learn from failures, and debrief for feedback. Avoid overwhelm. Pick one new action and stick with it for a month. Use accountability partners and debriefing to solidify skills. Leaders should provide clear expectations and avoid prioritizing techniques over buyer needs.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this compelling episode with Hamish Knox, we dive deep into the world of sales training. We tackle the common challenge of sellers forgetting what they learned after training and explore the importance of focusing on mindset and leadership to overcome this hurdle.   We go beyond just tactics, sharing insightful stories and practical techniques to empower you to achieve success in business. You'll learn how to gain permission to experiment, embrace accountability, and define what success really means for you. Hamish and Mike also emphasize the power of focus, recommending that you pick one thing to prioritize and develop consistency in your approach. By tailoring your strategies to each situation, you'll be well-equipped to conquer any challenge.   Join us for an insightful discussion on empowering sales teams through a focus on mindset and leadership. Learn practical techniques to experiment, cultivate accountability, and define success on your own terms. Register now for this transformative sales training event. Timestamps: 00:03 Sales training paradox, implementing vs. not implementing skills. 02:50: Sales training effectiveness and permission to try new techniques. 08:44: Behavioral changes for sales success, with a focus on trial and error, debriefing, and coaching. 12:38: Accountability, thin slicing, and techniques for sales success. 19:14: Implementing one thing at a time in sales, with a focus on creating clarity as a leader.   Key Takeaways:  Sellers prioritize easy training elements over crucial but harder ones. Training effectiveness hinges on willingness to experiment. Respect buyers' right to say no, just as sellers have the right to ask. Embrace a scientific approach - try new techniques, learn from failures, and debrief for feedback. Avoid overwhelm. Pick one new action and stick with it for a month. Use accountability partners and debriefing to solidify skills. Leaders should provide clear expectations and avoid prioritizing techniques over buyer needs.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

This week, we're talking with Hamish Knox, the owner of Sandler Training in Calgary. Hamish is a renowned sales trainer, author of two books, host of the Full Funnel Freedom Podcast, as well as the first Canadian recipient of the David H. Sandler Award.In this episode we talk about sales training for sustainable scalability. Hamish shares with us his incredible journey through multiple industries to becoming a Sandler Trainer, the key things for building a consistent and scalable sales funnel, how to lead and manage change in a company, what business happy means for him, and much more. What is Covered: -What the main purpose of sales training is-Why a consistent, repeatable, and scalable sales funnel is crucial for sustainable growth-The three main outcomes that Sandler clients are looking for-The importance of ongoing learning, training and collaboration with leaders for sales success-How to successfully implement and manage change in an organization-The need for flexibility and customization of CRM systems to individual team members-Adoption mentality, setting clear boundaries and building team self-sufficiency-Why understanding personal goals of your sales people is even more powerful than a compensation plan-Key skills of a salesperson and of a leader-Why a company culture informs company values and not the other way around Resources: -Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy -Learn more about Sandler in Calgary https://www.hamish.sandler.com/ -Listen to The Full Funnel Freedom Podcast https://www.fullfunnelfreedom.com/ -Check out Hamish's books https://www.amazon.com/stores/Hamish-Knox/author/B00P8OCWJA -Learn more about MarketVeep https://marketveep.com -Find us on LinkedIn https://www.linkedin.com/company/market-veep/ -Follow us on X https://twitter.com/market_veep -Follow us on Instagram https://www.instagram.com/market_veep/ -Find us on Facebook https://www.facebook.com/marketveep/

About Hamish Knox: Hamish Knox is a member of the global Sandler network. Hamish supports private organizations in Southern Alberta create and maintain a scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems, and processes shared in our sessions. Before joining the Sandler network, Hamish worked in various industries, including media, communication services, software, and professional sports, which melded his passions for sales and education. Hamish was named the 2020 David H. Sandler Award winner, Sandler's highest honor, becoming the first Canadian trainer to receive that award. He was the first two-time author in the Sandler network, writing books on topics no one likes to talk about. His first book was on Accountability the Sandler Way, and his second on Change the Sandler Way. Sandler Home Office regularly invites Hamish to speak at Sandler's train-the-trainer conferences and Sandler's public Sales and Leadership Summit in Orlando. Check out the latest episode of our Conversational Selling podcast to learn more about Hamish.In this episode, Nancy and Hamish discuss the following:Hamish's motivation to move to SandlerThe importance of having systems in place for success by design, rather than success by default, in sales organizationsDifferentiating on how you sell, not what you sellThe value of David H. Sandler AwardAccountability and the fear of change in salesThe importance of making the conversation about the buyer and not about the seller's needsKey Takeaways: Without systems, it's very much, you know, flying by the seat of your pants, which is a cliche that gets bandied about. Sandler is not just about a bunch of cheesy lines or techniques or saying these seven things; you'll always get the meeting or the order.If we don't have accountability, if we don't have the boundaries defined, our salespeople are going to make it up.I genuinely love what I do."You know, people, what's the cliche about people fear three things: death, taxes, and change? Because our brains are wired to keep us safe, which usually means stuck. Because no matter where you believe that we all came from, whoever, you know, the listeners out there, wherever you believe that humanity emerged from, ultimately, our brains are still wired that way, right? Our brains are still looking for the lions and the saber-toothed tigers that are going to eat us. And so, ultimately, change used to mean that you died, or you went hungry, and then you died. So, you were dead, but you were just more or less full in your stomach when you died. And so, our brains are still back there. So, no one likes change. And the book Change the Sandler Way is really about the human side of change because, ultimately, Nancy, change is super simple. Like, it's, we don't have a CRM today, we do have a CRM tomorrow. That's change. Human beings don't change, they transition, and transition is almost like the five stages of grief. And so that book is all about how we support leaders who go through these same emotions well before their team members actually manage a successful change. I recently saw that 89% of all corporate change initiatives fail. Yeah, like it was a number that blew my mind. And you think about how many probable billions of dollars are spent on these initiatives from buying the product or service and having the team meetings and getting things going to have it fail that much. There's got to be a better way." – HAMISH"Sandler is a number of things. So, number one, it's about differentiating on how you sell, not what you sell. Because what we sell is a commodity in the minds of our buyers. It doesn't matter what we're selling. And the only way to differentiate a commodity is typically by price. And so, with Sandler, we seek to create clarity with our buyers. I was talking to a very, very successful entrepreneur yesterday. We're in a mastermind group, and they were saying, well, what do you suggest I do? Because I'm the primary seller. And I said, well, let's pretend I'm your client. What would you say to me when I say, well, what's going to happen today, right? We booked a call. What's going to happen today? And they're like, well, you know, here's our process for building out, you know, the services that we offer. And I said, well, that's great. But what's gonna happen to me now in this sales call? And he said, well, I don't know. And I said, well, that's a problem because no one wants to talk to a salesperson. And so, If we don't create clarity upfront with our potential, with our buyers, all they're thinking is when is Hamish going to ask for my wallet? They're not actually listening. So, we need to create that clarity upfront using the upfront contract, and which is like a supercharged agenda for listeners who haven't heard about it before. And then pain, humans are animals, biologically that's true, biologically we're animals and animals are wired to move away from pain or towards pleasure. There was a study done in Vegas, which is a great place to study both pain and pleasure, that pain was a five times greater motivator than pleasure. And a lot of people, when they hear that, they don't wanna think about pain. And what I tell my clients is you're never going to say pain to your buyer. You're never gonna say, "Nancy, let's talk about your pain with getting real qualified opportunities in the top of your funnel," because you're going to look at me like, "You went to a sales training class, didn't you? You've got a shiny new toy you want to try out." – HAMISH"The one takeaway I want the audience to go with is it's never about us, it's always about the buyer. So, if the buyer calls up and goes, if we ring ring hello and the buyer goes, what, that's not about us. And if the buyer says, well, why should I work with you? And you say, well, here's some reasons why other people have worked with us. Are any of those relevant to you? So always making it about the buyer and never about us and getting our emotional needs met is very, very powerful." – HAMISHConnect with Hamish Knox:LinkedIn:https://www.linkedin.com/in/hamishknox/Sandler: https://www.hamish.sandler.com/howtosandlerTry Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/  Connect with Nancy Calabrese: Twitter:https://twitter.com/oneofakindsalesFacebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website:https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

A member of the global Sandler network, Hamish Knox supports private organizations in Southern Alberta, creating and maintaining scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems, and processes shared in our sessions. Hamish worked in a variety of industries including media, communication services, software, and professional sports before joining the Sandler network, which melded his passions for sales and education. Hamish was named the 2020 David H. Sandler Award winner, Sandler's highest honor, becoming the first Canadian trainer to receive that award. He was the first two-time author in the Sandler network, writing books on topics no one likes to talk about. His first book was on Accountability the Sandler Way and his second on Change the Sandler Way. Hamish is regularly invited by the Sandler Home Office to speak at Sandler's train-the-trainer conferences and Sandler's public Sales and Leadership Summit in Orlando. Committed to giving back so other entrepreneurs can enjoy the same opportunities he had when he launched his business, Hamish is an active mentor with Futurpreneur Canada is a Maple Leaf Club donor to Enactus Canada and is a volunteer judge for regional and national student entrepreneur competitions. Books: Accountability - https://www.hamish.sandler.com/resources/sandler-books/accountability Change - https://www.hamish.sandler.com/resources/sandler-books/change

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" -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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: 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.   -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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" -=+=--=+=--=+= 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

Key Moments[0:00:00 - 0:02:30] Introduction of Hamish Knox and his achievements, including his involvement in a client's $500 billion exit.[0:02:31 - 0:10:00] Discussion on the importance of systems and processes in sales, emphasizing tracking and modeling for investment returns.[0:10:01 - 0:15:00] Strategies for building sales teams: focusing on what makes companies successful and overcoming challenges through systematization.[0:15:01 - 0:20:00] The impact of leadership on sales team performance and the necessity of always recruiting to mitigate churn.[0:20:01 - 0:25:00] Knox's approach to sales training: starting with leadership and identifying key performance indicators for quick wins.[0:25:01 - 0:30:00] Insights into the Sandler training philosophy and Knox's personal goals, including learning eight languages to support more sales leaders globally.[0:30:01 - 0:35:00] Closing thoughts on creating generational wealth and supporting others as a measure of success. Thank you for support Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.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.    -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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: 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.  -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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   -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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". -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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.  -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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.  -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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. -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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: 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.   -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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. -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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

What do you do when a buyer makes a request? It can be easy to quickly say, “Sure, I'll do that,” and give them whatever they want. However, Hamish Knox has a far better strategy that will get everyone to what they want faster. In this episode of Negotiations Ninja, Hamish tackles all things buyer requests, including understanding why they're making a request and how to hold them accountable.  Outline of This Episode [1:39] Learn more about Hamish Knox [2:20] What to do when a buyer makes a request [7:47] Understanding why a buyer makes a request  [12:14] How to hold buyers accountable [17:13] Does the “relationship” only exist in your head? [19:14] A good relationship is a profitable relationship [20:45] Handling culture shifts when people retire [22:58] How to approach virtual discussions Resources & People Mentioned Accountability the Sandler Way The Full Funnel Freedom Podcast Connect with Hamish Knox Sandler Training Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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. -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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

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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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. -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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? -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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. -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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: 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. -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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: -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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 -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= 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

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

Get Fresh Sales Plays From The Trenches In Your Inbox

Get Fresh Sales Plays From The Trenches In Your Inbox

Get Fresh Sales Plays From The Trenches In Your Inbox

Get Fresh Sales Plays From The Trenches In Your Inbox

Get Fresh Sales Plays From The Trenches In Your Inbox