"Prospects have their walls up. We need to bring those walls down before we can have the human to human conversation."

- Hamish Knox

On this episode of The Pivotal Leader Gina Trimaco interviewed Hamish Knox, who plays an important role in Sandler's worldwide organization and is a recognized business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David Sandler, Knox informs, entertains, and motivates leadership and rank-and-file sales teams to achieve their full potential. He heads a Sandler training center in Calgary.

Podcast Topics Include:

• How to overcome the word "decision" in the selling process
• How to go right to the top of the selection making chain
• Sales and cold calls advice from Hamish: Why it's so important to stay present and to always remember that it's never about you
• Hamish's point of view on accountability, especially as it relates to your sales team
• Strategies for implementing an effective and sustainable accountability program
• On accountability:"The leader has to go first."
• How to create a leadership mentality in 20 minutes
• Why Hamish is known as the 'behavior guy'
• The sales role: "need to have" versus "nice to have" behaviors
• How to change behaviors and why "mom always wins"
• Tips for leaders to understand the feelings, personal goals and motivation of their team members
• Hamish explains Sandler's "cookbook" philosophy
• Hamish's perspective on our rising workforce and their interpersonal skills

FULL SHOW NOTES