By Hamish Knox
5
1313 ratings
The podcast currently has 165 episodes available.
Understanding what truly motivates employees is the key to unlocking top performance. While many organizations focus on achieving business goals, the real secret lies in aligning the company’s objectives with the personal aspirations of employees. It’s no longer enough to push for corporate success as the primary driver—employees want to see how their work contributes to their own life goals. Leaders who acknowledge and foster this connection between personal desires and professional roles tap into an intrinsic motivation that can drive exceptional results. By focusing on what employees care about most—their lifestyle, income, and personal growth—leaders can inspire teams to consistently perform at their best.
Phil Putnam, a workshop leader, business strategy consultant, and speaker, has built a career on helping companies maximize performance through human-first strategies. With over two decades of experience working with brands like Adobe, Apple, Bloomberg, and Salesforce, Phil believes that employee motivation is not just about corporate success, but also about aligning personal life goals with work responsibilities. His new book, Desire-Based Leadership, which will be released on October 15, offers a deep dive into how leaders can harness this concept to improve employee satisfaction and performance. Phil was previously featured in episode 146.
Click Here to pre-order Phil's book Desire-Based Leadership
What you'll learn:
Resources:
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In the complex world of enterprise and B2B sales, the importance of following a structured process cannot be overstated. Discovery, often underemphasized, plays a pivotal role in identifying not only the problems customers face but also the best solutions tailored to their needs. A disciplined approach to discovery helps sales professionals dig beyond surface-level concerns and better understand the true impact, economics, and urgency behind a prospect's problem. Without a solid framework, discovery quickly devolves into an interrogation, making it harder to build trust and uncover the real motivators behind a deal. Structuring discovery around a clear process allows sales leaders to forecast deals more accurately and optimize the path to closing with minimal friction.
Don Hicks brings over two decades of sales expertise to his role as the Area VP of Sales for Venture Employer Solutions. Before venturing into the world of sales, Don served eight years in the United States Marine Corps, where he earned the distinguished honor of Marine of the Year. Transitioning into sales, he started his career selling life insurance and mortgages, eventually moving into enterprise software and HR services. As a sales leader, Don focuses on coaching, training, and deal strategy, using his experience to guide his team of two leaders and 30 sales professionals toward consistent success. His superpower? Turning a deep understanding of discovery into a tool for sales excellence.
What you'll learn:
Resources:
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In today’s fast-paced B2B landscape, marketing and sales can no longer operate in isolation. Both functions have different strengths, but when combined, they create a powerful, customer-centric force that drives results. Marketing builds the brand’s story and awareness, while sales directly engages with customers to convert opportunities into revenue. A collaborative relationship between the two functions ensures a seamless customer experience, removes barriers to conversion, and produces a more unified approach to solving customer challenges. The real magic happens when sales and marketing work in sync—sharing insights, addressing objections in unison, and refining product offerings based on real-time feedback from prospects.
Christian Klepp, co-founder and director of client engagement at Einblick Consulting, brings over 13 years of experience in B2B branding, marketing, and communications. Having worked with industry giants such as Caterpillar, Henkel, and Logitech, Christian’s extensive global experience across Europe, Asia, and North America has helped him master the art of aligning marketing and sales for greater success. His firm helps B2B tech and SaaS companies discover and leverage their unique competitive edge, driving lead generation and revenue growth.
What you'll learn:
Resources:
---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In today’s fast-paced sales environment, facts and figures alone are not enough to close deals. Storytelling has emerged as a powerful tool to build connections, engage prospects, and convert leads into clients. Effective stories enable salespeople to highlight solutions in a way that addresses customer pain points and taps into emotions. By crafting relatable narratives, sales professionals can guide prospects through the decision-making process with clarity, presenting themselves as trustworthy and solutions-driven. Storytelling helps sales leaders empower their teams to communicate not just the "what" and "how" but also the "why" that resonates with customers.
Kyle Gray is an expert in this art. A presentation coach, story strategist, and author, Kyle has a wealth of experience in helping leaders, coaches, and executives articulate their value through storytelling. From his days as a musician to becoming a storyteller for startups and consultants, Kyle has mastered the skill of transforming abstract concepts into compelling, relatable messages. His work enables professionals to present their solutions in a way that not only informs but captivates and drives action.
What you'll learn:
Resources:
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
As a sales leader, it's critical to elevate your team's confidence. Your success doesn't solely rest on strategies or tools but on your ability to develop confident salespeople who can face setbacks and still persist. By reinforcing their mental toughness, you'll not only enable your team to overcome obstacles but also build a culture of resilience that drives long-term sales success. Confidence fuels performance, allowing your sales team to believe in themselves, take risks, and engage with prospects more effectively.
Matt Phillips, a leadership and confidence coach, has honed his expertise through a unique blend of sports and business experiences. A former Division I and professional baseball player, Matt transitioned from competitive athletics to the corporate world, where he held roles in accounting, business development, and operations. Today, he coaches business leaders on how to develop mental toughness and lead with confidence, helping them boost their teams’ performance by leveraging resilience and emotional control.
What you'll learn:
Resources:
---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
Change management is crucial in sales departments because it ensures that transitions are smooth, minimizes disruption, and enhances overall performance. When sales teams are asked to adapt to new processes, tools, or strategies, the success of these changes often hinges on how well the transition is managed, not just the change itself. Effective change management addresses the human element—helping team members move from denial and resistance to exploration and commitment. By understanding and supporting these transitions, leaders can foster an environment where changes are not only accepted but embraced, leading to sustained improvement in sales outcomes.
What you'll learn:
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In the world of sales, curiosity isn’t just a trait—it's a critical component of success. Extreme curiosity allows sales professionals to dig deeper, uncover hidden needs, and truly understand their clients' challenges. This deep understanding enables salespeople to offer solutions that aren't just off the shelf but are tailored to the specific pain points of their clients. When you approach every interaction with a genuine desire to learn and understand, you're not just selling a product—you're providing value that resonates on a deeper level. This approach not only builds trust but also sets the stage for long-term relationships that are beneficial for both parties. Sales isn't just about hitting targets; it's about asking the right questions, challenging assumptions, and being willing to explore new possibilities with your clients.
Neil Harkins is the Chief Sales Officer at Impala, where he brings his unique approach to sales—a blend of creativity, resilience, and a passion for finding the right market fit. With a career that spans over a decade, Neil has built and transformed revenue teams in both Europe and the U.S., particularly in the nonprofit sector. His journey began at Experian, where he cut his teeth in a high-pressure telesales environment, learning the ropes through sheer tenacity and a positive mindset. Over the years, Neil's career has evolved, taking him from large corporations like Salesforce to startups where he thrives in the challenge of creating predictable revenue streams in new and uncertain markets. His work with nonprofits, driven by the belief that even a small improvement in effectiveness can change the world, has cemented his reputation as a leader who cares deeply about the impact of his work and the success of his clients.
What you'll learn:
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
Effective communication in sales leadership is crucial for fostering honest and productive interactions within a team. Asking the right questions without being attached to a specific outcome allows leaders to gather genuine information, which is essential for making informed decisions and guiding sales strategies. By expressing appreciation and maintaining rapport, even when faced with unexpected or unfavorable responses, leaders can create an environment where team members feel safe to share openly. This approach not only strengthens relationships but also enhances the overall effectiveness of the sales process, leading to better outcomes for the organization.
What you'll learn:
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
In today's fast-paced business landscape, maintaining a strong presence in the marketplace is crucial. This involves not just having a great product or service, but also establishing a robust network and a compelling online presence. Networking, particularly in B2B environments, is about more than just meeting potential clients—it's about forming meaningful connections with referral partners who can introduce you to your ideal clients. This strategic approach to networking transforms it from a tedious task into a powerful business development tool. Meanwhile, your website serves as the first impression many potential clients will have of your business. It needs to align with your networking efforts, effectively telling your story and reassuring visitors that your company is the right fit for their needs.
Jessica Gruber, the creative strategist and founder of Buzzworks Creations, understands the importance of these elements better than most. With over a decade of experience in translating business strategies into user-friendly websites, Jessica has helped countless businesses convey their values and services online. As the COO of Success Champion Networking, she also plays a pivotal role in changing how B2B businesses connect, collaborate, and grow. Her dual expertise in networking and digital strategy makes her insights invaluable for any sales leader looking to strengthen their market presence.
What you'll learn:
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
This episode is also available on YouTube: https://youtu.be/9ohmDkvORbk
In the fast-paced world of sales, continuous learning is not just a nice-to-have; it's a necessity. As Tony Morris emphasizes, honing your craft and constantly evolving are critical for staying ahead. The best salespeople are those who never stop learning, who read extensively, attend webinars, and listen to podcasts. This mindset of perpetual growth ensures they are always equipped with the latest strategies and techniques, allowing them to adapt to changing markets and buyer behaviors. Success in sales requires not just tenacity but also the willingness to learn from every interaction and every mistake.
Tony Morris is a seasoned sales expert dedicated to empowering, developing, and inspiring salespeople worldwide. With a mission to impact a million lives, Tony has trained over 100,000 salespeople across 32 countries and 61 industries. His sales methodology, ASK, attracts clients and keeps them engaged long-term through various platforms. Tony started his sales journey at a young age, excelling in call centers and software sales before founding his company in 2006. His practical approach to sales training and his emphasis on continuous learning have made him a sought-after coach and speaker in the sales community.
What you'll learn:
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
The podcast currently has 165 episodes available.
152,772 Listeners
135 Listeners