Full Funnel Freedom

What does your typical sales day look like? Do you find yourself needing several cups of coffee just to stay productive? Maybe you find yourself looking for something sugary to manage the afternoon energy crash. If this is you, you are not alone. However, the holidays are upon us, and it's about to get worse if you don't change something today.

Tune in to hear easy-to-implement ideas and insights on how to keep energy levels up through the holiday season and any time of year. This episode will help you become your own restaurateur and manage the pressure of closing the year on a high.

What You'll Learn:

- How to keep your energy levels up this holiday season

- The power of exercise, sleep, and proper diet

- Ways to become your own restaurateur

- Tips to boost your emotional, physical, and mental energy naturally

- Holiday indulgence: how much is too much?

- Stop wasting mental calories on things you cannot control

- Daily journaling for sales leaders

- Support tools for when your energy levels are low

So, to keep your energy levels high this holiday season, you must acknowledge that your lifestyle and eating habits need some serious work. And I hope these tips will help you take the first step towards a powerful holiday season.

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 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

- 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

- My Daily Leadership by Antonio Garrido https://www.amazon.com/My-Daily-Leadership-Powerful-Roadmap-ebook/dp/B0B7893D54

- Quiet: The Power of Introverts in a World That Can't Stop Talking by Susan Cain https://www.amazon.com/Quiet-Power-Introverts-World-Talking-ebook/dp/B004J4WNL2/

- 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]

Cara Wolf is the CEO of Ammolite Analytx, a custom AI technology development firm specialising in advanced information security solutions. She is a dynamic and experienced award-winning thought leader, author, and speaker with over 15 years of executive leadership. Her expert problem-solving skills and collaborative team leadership style have won her numerous awards locally and internationally.

In today's episode, we'll be breaking down the top 6 cybersecurity concerns for sales leaders and how you can stay safe and prepared in case of an attack.

What You'll Learn:

- Cybersecurity concerns for sales professionals

- Common examples of data theft

- Why insecure remote access is a big concern for most organisations

- Security tips for working remotely

- The benefits of conducting security awareness training

- How outsourcing is a cybersecurity risk

- Identity theft and social engineering

- How to identify and mitigate software vulnerabilities

- What is security by design?

The ever-growing number of cybersecurity threats have had sales leaders on high alert. And just because you've never been attacked doesn't mean you're safe. Everybody is prone to a cyberattack. As more and more people continue to work from home and our reliance on technology increases, so too will the volume of cyber attacks.

If you'd like to learn more about cybersecurity, Cara will be speaking at the IoT North Conference, November 15-16; check the links on how to join us!

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 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

- 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]

Should salespeople have fun when selling? The simple answer is Yes! Salespeople should enjoy selling and have fun when interacting with their prospects and clients. When we're having fun, we're typically relaxed and looking to have a good time. On the other hand, when we're not having fun, we get super tense and nervous, and our prospects can feel the discomfort from our unsettling vibes.

In today's episode, we'll go through simple strategies you can implement to help your salespeople have more fun when interacting with prospects and clients. We'll also cover the mindset it takes to build purposeful conversation every time you interact with a prospect.

What You'll Learn:

- How to help your salespeople enjoy the sales process

- Why salespeople need to prioritise buyer safety

- The difference between a sales call and a purposeful conversation

- Days of the macho salesperson are long gone

- How tension and nervousness are costing you deals

- Purpose and objectives of a pre-call sales plan

- Major components of an efficient pre-call plan

- Why you don't need to know everything to excel in sales

Nervousness and anxiety are what's keeping you from being successful in sales. The root cause of your anxiety is usually fear that you won't close the sale, or that the prospect will see right through your imposter syndrome. To overcome nervousness and fear, you need to enjoy the selling process and practice strategies that help you gain confidence in your selling abilities.

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 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

- 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]

Dwayne Dulmage is the Vice President and Program Lead, Digital Transformation at BDC. Dwayne has spent over 25 years in banking with both The Royal Bank of Canada (RBC) and the Business Development Bank of Canada (BDC). With most of his career spent as a senior leader in commercial banking, he's had the opportunity to gain valuable experience relative to the challenges faced by all entrepreneurs as they seek to grow their businesses.

In today's episode, we discuss how sales leaders can provide value to their salespeople and run super-productive teams by managing activities, not results.

What You'll Learn:

- How sales leaders can add value to their salespeople

- Comparing sales pre-Covid and sales post-Covid

- How to build a brand by being active in the market

- Red flags in a skinny sales funnel

- Why sales leaders should manage activities, not results

- The role of top-of-funnel activities in determining sales success

- Key steps toward client-centric selling

- Practices of incredibly successful salespeople

- Dwayne's advice to his younger self on better selling

We know that sales leaders have a significant influence on sales results. Dwayne adds that the best sales organisations have great sales leaders. This is also what separates high-performing teams who exceed their quota from strugglers who miss their quota.

If you'd like to hear more insights from Dwayne, he'll be speaking at the IoT North Conference, November 15-16, check the links on how to join us!

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 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

- 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

- Bank for Canadian entrepreneurs - https://www.bdc.ca/en

- Pete Oliver, Making the Climb https://amzn.to/3COBWdb

- Article, Your Salespeople are Advocating the Wrong Way https://www.linkedin.com/pulse/your-salespeople-advocating-wrong-way-hamish-knox/?trk=portfolio_article-card_title

- 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]

Most salespeople are cowards. They may look and act tough, but deep down, they're afraid of tackling key business development tasks. No salesperson wants to be called a coward, but that is exactly what most salespeople are. Cowardice in sales is a real problem for one simple reason: fear of rejection leads to missed opportunities and, therefore, a giant waste of time and money.

In today's episode, I'll share with you the tale of the cowardly salesperson, as well as some ideas on how sales leaders can instill courage and bravery in the members of their sales team.

What You'll Learn:

- Do you have cowardly salespeople on your team?

- Why most salespeople are afraid of business development

- The insecurities of selling

- How to stretch your team's comfort zone

- Biggest red flags in salespeople you should never ignore

- Why you need to celebrate the small wins in your team

- The three phases of sales engagement

- The innate human need for recognition

Here's the best-kept secret to successful selling: it doesn't take guts to prospect, sell, or build client relationships. You just need a strategy.

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 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

- 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]

Melina Palmer is an applied behavioral economist who is passionate about helping people understand what behavioral economics is and how they can use it to communicate more effectively. She is the author of two books, contributed research to the Filene Research Institute, and teaches applied behavioral economics through the Human Behaviour Lab at Texas A&M University.

In today's episode, we talk about behavioral economics, communication tips to keep employees engaged during change, and how leaders can minimize stress when managing a team through change.

What You'll Learn:

- What is behavioral economics?

- The meaning of "Change Isn't About the Cookie"

- How to lead a team through change

- The gift of openness and transparency in leadership

- Critical steps in the change management process

- Why it's impossible to run a totally unbiased organization

- What your employees need and can't tell you

- Ways to be more thoughtful in life

Change is a normal part of leading all kinds of teams. Although change is not always easy, how you communicate before the changes take effect makes a big difference in the outcome. Successful change is all about sending the right signals just before the changes take effect. What you do just before the decision point greatly impacts how people feel about what comes next.

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

- 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

- Free chapter of both of Melina's books! www.thebrainybusiness.com/fullfunnel

- Melina on LinkedIn https://www.linkedin.com/in/melina-palmer-36ab8712/

- The Brainy Business Instagram https://www.instagram.com/thebrainybiz/

- The Brainy Business YouTube - The Brainy Business

- The Brainy Business podcast Podcast – The Brainy Business

- BE Thoughtful Revolution BE Thoughtful Revolution

- Quit by Annie Duke Quit: The Power of Knowing When to Walk Away

- 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]

Exactly a year ago today, the very first episode of the Full Funnel Freedom Podcast went live. I'm incredibly grateful to everyone who has listened, written a review, given us a rating, and been a guest on the program.

In this special episode, I'll be sharing ideas and insights around the 5 dysfunctions of a salesperson and the possible underlying causes for your salespeople's lack of performance. For each of these dysfunctions, we'll go through some support tools you can use to take your salespeople out of what's preventing them from achieving full funnel freedom.

What You'll Learn:

- The five dysfunctions of a salesperson

- Why you need to stop selling the way you buy

- How to coach your salespeople into making super fast decisions

- Overcoming the need for approval in sales

- Why most salespeople get uncomfortable when talking about money

- Affirmations to help reprogram negative childhood scripts

- How to emotionally detach from the sales outcome

If you've been in sales leadership for any number of years, you will know that the perfect salesperson does not exist. Salespeople come in all shapes and sizes. Some consistently hit targets, while others barely manage to hit quota. The difference often comes down to limiting behaviors. If you happen to see a salesman struggle to drive results, they likely have one or even all of these five dysfunctions. It's your job to help them overcome them.

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

- 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

- Money Mammoth: Harness The Power of Financial Psychology to Evolve Your Money Mindset, Avoid Extinction, and Crush Your Financial Goals https://amzn.to/3PAxWzT

- Mind over Money: Overcoming the Money Disorders That Threaten Our Financial Health https://amzn.to/3At2BuR

- Games People Play: The Basic Handbook of Transactional Analysis. https://amzn.to/3C92kOP

- Scripts People Live: Transactional Analysis of Life Scripts https://amzn.to/3Ca6Qgb

- Hamish's book on change - Change The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/change

- Hamish's book on accountability - Accountability The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/accountability

- Influential Audio https://annaparkernaples.co.uk/work-with-me/

- 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]

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 - [email protected]

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 - [email protected]

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 - [email protected]