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