Show cover of Full Funnel Freedom

Full Funnel Freedom

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.

Tracks

058 Using Content to Make Selling Easier with David Lynch from WARP
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  
40:44 09/26/2022
057 Avoiding Conflict With Our Salespeople's Self-Limiting Beliefs
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  
15:42 09/19/2022
056 Your Buyer's Journey Isn't What You Think it is with Alisha Conlin-Hurd from Persuasion Experience
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  
38:04 09/12/2022
055 9 Tips to Improve the Stories You and Your Salespeople Tell
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  
13:52 09/05/2022
054 Quality Trumps Quantity in the Funnel with Chris Black from Jolera
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 
39:59 08/29/2022
053 Dating Advice That's Applicable to Leading a Sales Team
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 
14:13 08/22/2022
052 Don't Hire a Salesperson Until You Absolutely Have to with Adam Boyd from Northwood Group
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 
32:34 08/15/2022
051 6 Proactive Account Management Activities That Create Full Funnel Freedom
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 
15:58 08/08/2022
050 Focus on Productive Sales Capacity with Jen Franklin from Medallia
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 
33:19 08/01/2022
049 Better to Create Demand Than Fulfill Demand
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
15:49 07/25/2022
048 Massive Turnover in Your Sales Team is Good? with Mike Stark from Welco
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
26:33 07/18/2022
047 Our Salespeople Can't Damage Relationships That Don't Exist
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/ 
13:54 07/11/2022
046 What is *Deep* Listening for Sales Leaders with Oscar Trimboli
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/ 
28:02 07/04/2022
045 How Our Salespeople Unintentionally Create Friction with Clients and Prospects
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/   
13:17 06/27/2022
044 Pipeline Saves Lives with Kyle Norton
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/ 
35:32 06/20/2022
043 Don't Let Salespeople Assume the Close
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/ 
14:23 06/13/2022
042 Marketing and Sales *Can* Work Together! with Caleb Clark from Hook + Ladder Digital
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/ 
33:03 06/06/2022
041 Connect Before You Correct
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/ 
14:17 05/30/2022
040 How Full Funnel Freedom Creates Trust Across Your Organization with Rebecca Wood from MasterBUILT Hotels
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/ 
33:16 05/23/2022
039 4 Best Practices for Building Sales Playbooks
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/ 
11:09 05/16/2022
038 How Understanding and Adapting Your Behavioral Style Creates Motivation in Your Sales Team with Markku Kauppinen
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/ 
32:00 05/09/2022
037 Leader, Forgive Yourself
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/  
14:37 05/02/2022
036 Success through Personalized Systems with Jennifer Seeno Tucker
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/  
28:01 04/25/2022
035 How to Get More Return from Trade Shows
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/  
12:14 04/18/2022
034 Re-engineering the Organization to Make a Tonne of Money Consistently with Justin Roff-Marsh
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/  
27:30 04/11/2022
033 The Power of Strokes
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
12:47 04/04/2022
032 Achieving Full Funnel Freedom Without Burning Out with Shannon Millar Hopkins from BetterUp
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
29:19 03/28/2022
031 Get Your Compensation Plan Out of the MUD
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
14:40 03/21/2022
030 The Journey From IT Tech to Sales Leader with Devon Gillard from F12.net
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
30:37 03/14/2022
029 Is Your Sales Year Already Over?
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
11:35 03/07/2022