Full Funnel Freedom

Do you enjoy baking? What if there was a way to grow the revenue-generating side of your organization without heartache and tears - and all you needed was a baking-like recipe?

But there's a catch; you need to follow the recipe to a tee; otherwise you'll never get the intended results.

In today's episode, we'll break down an easy-to-implement recipe for successfully scaling the RevOrg side of your organization. We'll also cover the importance of reliability, clarity, and precision in creating trust between salespeople and prospects.

What You'll Learn:

• The recipe for successfully scaling the revenue side of your organization
• Why scaling is like baking a cake
• The real source of all corporate pain
• How to guarantee your buyers get the best possible experience
• The role of reliability in the success of an organization
• Ways to create a clarity culture in all types of teams
• How precision helps build trust and scale visible ROI for a business

All business leaders dream of becoming an overnight success. However, scaling involves building a lot more than a sustainable strategy. No matter the size of your team, there is a recipe and actionable steps that we outline in this episode, that you must diligently follow to clear the hurdles that stand between you and success.

Links and Resources:

• 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
• 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 - [email protected]

Robbie Butchart is the Chief Revenue Officer & Partner at LaunchCode - a full-service development company focused on helping clients accomplish their visions. Robbie boasts a 15-year career as a sales professional. His approach is focused on working within organizations from an entrepreneurial mindset and loving the diversity and excitement each day brings.

In today's episode, we discuss how you go from being the first sales employee to scaling the business and growing a sales team from scratch. Robbie shares why he feels scaling is like boiling the ocean and the reasons why most sales leaders fail at building a team.

What You'll Learn:

- Why most sales leaders struggle with building an efficient team

- What it's like to be the first sales employee in a company

- How struggling in sales can make you a better salesperson

- The foundations of purposeful prospecting

- Best practices for reaching out to successful people

- Team structure and effective ways to organize a team

- How to bring excitement to operational efficiency

- Ways to build a repeatable and scalable sales process

Most people assume all it takes to build and scale a sales team is putting up job advertisements online and hiring qualified candidates. However, as Robbies explains, hiring is the easy part, but you still need a process and a foundation for future scaling, because salespeople rarely spend two years in an organization.

Links and Resources:

- 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

- Robbie's LinkedIn - https://www.linkedin.com/in/robbie-butchart-a43b3427/

- Launch Code's website - https://lc.dev/

- What Your Customers Want and Can't Tell You - Unlocked: Unlocking Consumer Decisions with the Science of Behavioral Economics (Marketing Research)

- What Your Employees Need and Can't Tell You - What Your Employees Need and Can't Tell You: Adapting to Change with the Science of Behavioral Economics (Change Management Book)

- Leaders Eat Last - Leaders Eat Last: Why Some Teams Pull Together and Others Don't

- The Infinite Game - The Infinite Game

- Extreme Ownership - Extreme Ownership: How U.S. Navy SEALs Lead and Win (New Edition)

- 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 - [email protected]

When our sellers get positive buying signals from our prospects, they can sometimes feel like they need to step on the gas to get the sale across the finish line. However, a positive buying signal does not necessarily mean positive buying confirmation. So when our sellers attempt to accelerate that sale, they end up driving that opportunity right off a cliff.

In this episode, I'm going to share two mindsets that can help you coach your sellers, as well as an activity to hold them accountable when they feel the need to accelerate opportunities to the finish line.

What You'll Learn:

- The difference between a positive buying signal and a positive buying confirmation

- How to get more sales deals across the finish line

- The consequences of trying to accelerate a sale

- The fastest way to lose credibility with buyers

- The two mindsets to help coach your sellers on pushing the deal over a cliff

- What veteran sellers get wrong with modern sales

- How to stage opportunities correctly

As salespeople, we can all agree that there's nothing worse than investing time and money into getting a deal to close only for it to fall short. Using the two mindsets and this one activity that I shared in today's episode will help to keep your sellers on pace and less likely to attempt to accelerate opportunities and risk a sales falling through.

Links and Resources:

- 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

- 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 - [email protected]

Adriann Haney is the VP of Business Development - Corporate Learning at Bongo, a sales readiness tool that helps managers accurately assess and validate skills across their team. She is a seasoned sales professional with 20+ years experience across the entire sales cycle. Adriann has continuously demonstrated selling and relationship management skills with the ability to meet and exceed assigned financial and customer satisfaction goals.

In today's episode, we'll discuss how sales leaders can create full funnel freedom, expand revenue growth, and drive sales through channel sales.

What You'll Learn:

- What is channel sales, and why does it matter?

- The difference between a healthy funnel and a full funnel

- Early warning signs of a sick funnel

- Consequences of not having a fat and squishy funnel

- The importance of coaching your salespeople on how to create a reliable channel funnel

- The difference and similarities between channel sales and direct sales

- How to create alignment between marketing, sales, and product

- Ways to create immediate success in channel sales

- Pros and cons of channel sales

Sales is about driving revenue. Revenue growth will always be hindered by time. It doesn't matter how efficient a sales team is, their productivity will ultimately hit a limit. Then you have two choices: either hire more team members or form a channel sales partnership, where a company sells products through another company's sales team.

Links and Resources:

- Adriann's LinkedIn - https://www.linkedin.com/in/laneadriannhaney/

- Bongo - https://bongolearn.com/

- MAKING CHANNEL SALES WORK: Ten Tools to Create a World-Class Third-Party Selling Program by David Davies - https://www.amazon.com/MAKING-CHANNEL-SALES-WORK-World-Class/dp/0692111999

- 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

- 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 - [email protected]

What is a "HIVE mind" and what role does it play in a person's success?

Most people see the "HIVE mind" as something negative. The busy bee mentality where everybody is busy - maybe a little too much. However, HIVE is a great framework for creating individual success.

- HIVE stands for Humility, Introspection, Vulnerability, Execution

In today's episode, we discuss how sales leaders can use the HIVE mind to improve performance, raise the team's confidence levels, and create more success for the entire organization.

What You'll Learn:

- The HIVE framework from a personal development perspective

- Humility and the ability to admit that you're not perfect

- Ways to hone your power of introspection

- Why vulnerability is your greatest source of strength

- How to create momentum through daily execution

- Understanding what got you here won't get you there

- The benefits of having people who push you to be better

- Why you need to ask for help before you need it

A strong and consistent HIVE will lead to faster growth, more success and greater team cohesion. So if you're a sales leader, one of the easiest ways to cement your role is to become devoted to your HIVE.

Links and Resources:

- 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

- Be Your Own Restaurateur This Holiday Season - Full Funnel Freedom: 065 Be Your Own Restaurateur This Holiday Season on Apple Podcasts

- My Daily Leadership - My Daily Leadership: A Powerful Roadmap for Leadership Success

- What Got You Here Won't Get You There - What Got You Here Won't Get You There

- 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 - [email protected]

Ben Kelton is the vice president and head of sales & business development at Celling Biosciences, Thermi, and SpineSmith. He helps businesses of all sizes formulate strategies that drive profitable bottom-line results. With over a decade of experience delivering multimillion-dollar annual revenue gains in diverse sectors, Ben is well-equipped to help businesses build repeatable processes that predictably and exponentially max out revenue.

In today's episode, we discuss the foundation of an effective sales scoring system – what it is, why it's important, and how you can develop a practical scoring framework as part of your overall sales efforts.

What You'll Learn:

- How to build healthy, sustainable and profitable businesses

- The four quadrants of a successful business

- How to eliminate friction from your salespeople's lives

- Why people are the most important aspect of a business

- Warning signs of a sick funnel

- Factors that determine the likelihood of a deal closing

- Why every sales activity and opportunity should be scored

- How to develop a scoring system for your team

- Smart ways to learn from failure

Sales leaders need to develop ways to rank their salespeople based on performance. An active scoring system gives clarity to both leaders and reps on how they should prioritise their time, identify the top performers, and the deals that are more likely to close.

Links and Resources:

- Celling Biosciences https://cellingbiosciences.com/

- Ben's LinkedIn - https://www.linkedin.com/in/benkelton/

- SpineSmith https://www.spinesmithusa.com/

- Thermi https://thermi.com/

- 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

- 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 - [email protected]

The one skill every salesperson must learn regardless of industry is the art of trust-building. That means discarding the surface-level relationships that die off after the money has been exchanged. Building trust is the only way salespeople can guarantee optimal results for all parties involved.

Salespeople love to pontificate about the "great relationships" they have with prospects and clients. But to keep our funnel consistently full, trust beats relationships.

In today's episode, we will talk about how sales leaders can teach their salespeople the art of developing high-quality and high-trust relationships.

What You'll Learn:

- How trust beats relationships in sales

- The definition of a relationship from a sales perspective

- How to instantly build trust with a prospect

- Practical examples of building trust in sales situations

- Ways to make your salespeople feel safe

- Over-promising and under-delivering ruins trust

- How sales leaders can teach their salespeople the art of building trust

- Using consistency and clarity to build trust

As a sales leader, the next time a salesperson talks about a "great relationship" with a client, ask them, "when was the last time that client asked you for advice on a problem you couldn't sell them something?" If that salesperson gapes like a fish out of water, the "relationship" may only exist in their head.

Links and Resources:

- 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

- 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 - [email protected]

Stephanie Paul is the Founder of Stephanie Paul Inc. and author of Unlock The Magic of Story. Her proven approach, the Powerful Emotional Engaging Presentations, draws on over 30 years of rich and diverse entertainment experience. As a trainer, keynote speaker or MC, Stephanie has the uncanny knack for turning any bored room into a lively, spirited and connected one.

In today's episode, you'll learn why storytelling in sales is so effective, how to capture the audience's attention with an engaging narrative, and how to use stories to win more sales and make a bigger impact.

What You'll Learn:

- The art of storytelling in sales

- Why storytelling is sales leader's best skill

- Storytelling techniques to elevate your sales pitch

- Facts and data versus storytelling

- Great storytelling exercises for awakening creativity

- Using stories to connect and understand your audience

- First steps toward skilful storytelling

- How to create a story database from scratch

- Connecting with others through vulnerability

- Stephanie's advice to her younger self on how to become better at selling

Storytelling is one of the most powerful ingredients you can add to your sales leadership activities. It's even more effective when you use it in your proactive selling activities. Regardless of what you're selling or what your audience is, incorporating the art of storytelling into everything you do allows you to entertain, engage, and build rapport with your audience.

Links and Resources:

- Special giveaway for Full Funnel Freedom listeners - https://stephaniepaulinc.com/fffreedom/

- 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

- Stephanie Paul's website - https://stephaniepaulinc.com/

- Stephanie's LinkedIn - https://www.linkedin.com/in/stephaniepaulinc/

- "Unlock the Magic of Story: How to Use Neuroscience Secrets to Engage and Influence Any Audienc"e by Stephanie Paul https://amzn.to/3AKyjCA

- "The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses" by Eric Ries https://amzn.to/3AOFpWZ

- "Impossible to Ignore: Creating Memorable Content to Influence Decisions" by Carmen Simon https://amzn.to/3D1QPcK

- "Tame the Primitive Brain: 28 Ways in 28 Days to Manage the Most Impulsive Behaviors at Work" by Mark Bowden https://amzn.to/3BgBbIY

- The power of vulnerability by Brené Brown - https://www.youtube.com/watch?v=iCvmsMzlF7o

- "Uncommon Service: How to Win by Putting Customers at the Core of Your Business" by Frances Frei and Anne Morriss https://amzn.to/3BhxItF

- 'Conversational Intelligence: How Great Leaders Build Trust and Get Extraordinary Results" by Judith E. Glaser https://amzn.to/3QlKko2

- 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

Who is a boogie prospect, and why are some salespeople so afraid of them?

The boogie prospect is a creature that exists in a salesperson's nightmares and nowhere else. It holds all the power in the conversations and rarely gives anything away. It makes outrageous demands and gets upset when those demands aren't met. Like parents who put a nightlight in their child's room to scare away the monsters, we can be that light for the salespeople who fear running into the boogie prospect.

In today's episode, we discuss how sales leaders can be the light for their salespeople without absolving them of their responsibilities.

What You'll Learn:

- Who is a boogie prospect?

- How sales leaders can become the light of their salespeople

- Using mindset work to get over a bad prospecting call

- Why salespeople are data-gathering individuals

- Ways to disarm the boogie prospect

- How to detach yourself from negative outcomes

- Dealing with emotionally charged prospects

If we discover that our salesperson encountered a boogie prospect, our support starts with their mindsets. With mindsets in place and the right tools for disarming boogie prospects, our salespeople will be more likely to stay on track, and if they do have a bad sales call, they'll get on another one faster.

Links and Resources:

- 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

- 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 - [email protected]

Denise Willet is the Chief Revenue Officer (CRO) at Nest Wealth, Canada's largest independent digital wealth management platform. Prior to Nest, Denise spent 9 years as the VP of Sales for Achievers and 10 years with IBM Canada's IT department. She is a goal-oriented leader with a proven track record of building and leading high-performing teams in numerous growth environments.

In today's episode, we'll discuss revenue operations, why they are important, and how you can create full funnel freedom through RevOps designed to break down silos between departments.

What You'll Learn:

- What are revenue operations (RevOps)?

- How to get sales, marketing, and customer success to work together

- Why a CRO without RevOps is rudderless

- The benefits of RevOps implementation in a company

- Setting expectations in sales teams

- What to look out for in your revenue operations team

- How to hold your team accountable

- Why you must be clear with the steps in your sales cycle

- Things to consider when going into a new market

- Denise's advice to her younger self on how to become better at selling

RevOps is a business function designed to maximize an organization's revenue potential. As Denise explains, RevOps drives full funnel freedom through aligning sales, marketing, and customer success. When properly implemented, RevOps helps facilitate collaboration between the departments that directly affect a company's revenue, and therefore drive growth.

Links and Resources:

- 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

- Nest Wealth - Digital Wealth Management: https://nestwealth.com/

- Denise's LinkedIn: https://www.linkedin.com/in/denisewillett/?originalSubdomain=ca

- Women at Work Podcast: https://podcasts.apple.com/us/podcast/women-at-work/id1336174427

- Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2

- 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 - [email protected]