Full Funnel Freedom

As salespeople, how we communicate is directly related to how we sell. Did you know that words can potentially cost you sales, influence, and the chance to build deeper relationships with prospects? In today's episode, we'll go through some common phrases potentially harming your sales success. This is why it's extremely important that you do not sound stale or use phrases that raise red flags in the prospects' minds.

What You'll Learn:

- How the words you use are potentially creating friction with prospects

- Things your sales reps are doing that kill their credibility

- How the words you use can make you sound desperate or easily manipulated

- Understand that sales is a language game

- Simple exercises to help you delete these words from your vocabulary

- The benefits of leading the sales conversation

Sales is a game of words. We use words to build rapport, identify business pain, demonstrate value and even close deals. Carefully using the right words at the right time for the right audience can make or break a sale. That's why it's essential for salespeople to carefully choose the words or phrases they use when communicating with their prospects.

Links and Resources:

- 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/

This week, we have Kyle Norton on the show to discuss how vertically integrated teams can create full-funnel freedom in your organization. Kyle is the former Director of Revenue & Merchant Success at Shopify Canada. He currently works at Stage 2 Capital as a Limited Partner, where he's on a mission to make commerce better for everyone.

What You'll Learn:

- How a full pipeline can save your life

- Why sales leaders need to preach the pipeline first mentality

- The ideal size of a well-functioning sales team

- A leader's number one job is to create clarity

- Why the first-line sales manager is so crucial for business success

- The advantages of having a clear prospecting strategy

- Why skills that make a great rep don't necessarily make a great leader

- Understand the idea of vertically integrated teams

Today's ultra-competitive business environment demands that all sales teams adopt a data-driven selling approach, and what better way to do that than by having a reliable sales funnel? That said, the real question becomes, are you taking full advantage of your sales pipeline? For your sales pipeline to serve you well in the future, you need to learn how to manage and improve it over time.

Links and Resources:

- The Coaching Habit by Michael Bungay Stanier https://www.amazon.com/Coaching-Habit-Less-Change-Forever/dp/0978440749

- Tech-Powered Sales by Justin Michael and Tony Hughes https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills-ebook/dp/B0896TM6XH/

- Team of Teams by Gen. Stanley McChrystal https://www.amazon.com/Team-Teams-Rules-Engagement-Complex/dp/1591847486/

- Kyle Norton's new company Owner https://owner.com/

- Kyle's LinkedIn https://www.linkedin.com/in/kylecnorton/

- Kyle's Reading List https://www.linkedin.com/feed/update/urn:li:activity:6892101556859125760/

- The Huberman Lab Podcast https://hubermanlab.com/

- 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/

This week, we talk about why you never want your salespeople to assume a close and the four steps to creating rapport during a sales presentation. There are opportunities everywhere, which means salespeople should be closing deals all the time, especially if they're qualifying effectively and getting to that presentation stage. But what happens when we notice our salespeople aren't closing as often as we believe they could? Well, they could be assuming the close and presuming that the prospect is thinking about them from when they end their last meeting to when they begin the next one.

What You'll Learn:

- Are your salespeople assuming a close?

- How to ask your prospect permission to summarize

- The close ratio as the most important metric in sales

- Why salespeople should stop making buyers feel dumb

- How salespeople can avoid getting ghosted by prospects

- The four step process for "closing" a sales presentation

- Why you never want to be the pushy salesperson

Closing is what we want to do in sales. We want to get yeses that bring in new clients; we want to take leads at the top of the funnel and turn them into closed deals at the bottom of the funnel. So if your salespeople aren't bringing the deals across the finish line, there's a huge problem. Closing a sale is the key part of a well-designed sales process where the salesperson genuinely solves a buyer's needs without being too salesy.

Resources:

- 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/

This week, we have Caleb Clark on the show to talk about how marketing and sales can collaborate and work towards a common goal. Caleb is the co-founder and chief partnership officer at Hook + Ladder Digital, a full-service digital marketing agency that supports client partners across multiple industries, including hospitality, finance, home services, real estate, construction, and environmental conservation.

What You'll Learn:

- How organizations can get sales and marketing to work together

- Creative ways to keep your pipeline consistently and reliably full

- How to develop a symbiotic relationship between sales and marketing

- The process of creating a unified sales and marketing team

- Early warning signs of a lean pipeline

- The benefits of having a consistently full pipeline

- Understanding how marketing can support sales and vice versa

- Caleb's advice to his younger self on how to become better at selling

We all agree that sales and marketing are equally important in an organization. Unfortunately, most companies let their sales and marketing teams work independent of each other. While marketing and sales working together might look like a bad idea on paper, the reality is they're both working towards the same goal - business success.

Links and Resources:

- Profit First - https://mikemichalowicz.com/profit-first/

- UK's Most Hated Sales Trainer - https://www.youtube.com/c/UKsMostHatedSalesTrainer

- You Can't Teach a Kid to Ride a Bike at a Seminar - https://www.amazon.ca/Cant-Teach-Ride-Bike-Seminar/dp/0071847820/

- Hook + Ladder Digital - https://hldigital.ca/

- 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

- Full Funnel Freedom https://fullfunnelfreedom.com

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/

Today, we'll go through how leaders can connect with team members before trying to correct them. As leaders, when we feel a team member is offside, we tend to do one of two things: we either avoid addressing their behavior at the moment, or we essentially hammer them with a message to correct the behavior that we believe is offside. Neither of these two actions ever work out. You can have fantastic feedback for a team member, but your words will not carry the same weight if there's no connection between the two of you.

What You'll Learn:

- How to adopt the "connect before you correct" mentality

- The difference between on-the-spot coaching and behavioral correction

- Why leadership is never about you, it's about your team

- The three steps in the connect before you correct mindset

- The benefits of pausing for effective communication in leadership

- Understanding vulnerability in leadership

- Why it's okay for leaders to ask for help

- The importance of setting the right tone when communicating in leadership

Connecting before correcting a team member is an art form of receiving someone fully before offering instructions that counter their own opinions. However, in the fast-paced world that we live in, most leaders tend to correct without first allowing a connection to be established – they immediately slip into fixing mode when they feel like someone is in the wrong.

Resources:

- 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

- Full Funnel Freedom https://fullfunnelfreedom.com

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/

This week, we welcome Rebecca Wood, National Director of Sales at MasterBUILT Hotels, who shares ideas and insights around full funnel freedom. Rebecca has coached and mentored dozens of leaders, sales professionals and managers across Canada and the United States. After launching her own company Romeo Whiskey, consulting and teaching leadership skills to a variety of business leaders, Rebecca has recently returned to sales leadership for MasterBUILT Hotels. She talks about the challenges of keeping the sales funnel consistently full, and how full funnel freedom builds trust and relieves stress across all levels of your organization.

What You'll Learn:

- The struggles Rebecca encounters in her new sales leadership role

- How full funnel freedom builds confidence, control, clarity and trust

- Why it's beneficial that salespeople have control over their own success

- Early warning signs that a salesperson's funnel is going on a 'crash diet'

- The importance of mindset work and how going for no's can produce more yes's

- The activities Rebecca coaches salespeople on to keep filling their sales funnels

When your sales funnel is consistently, reliably full, it gives you confidence because you understand what you've done to get to that full funnel. It also builds trust, because you can back up that information and make better decisions as a sales leader. Being able to purposely fill your funnel relieves the anxiety and the stress from the rest of your organization.

Resources:

- The First 90 Days https://www.amazon.ca/First-Days-Updated-Expanded-Strategies/dp/1422188612/

- MaserBUILT Hotels https://masterbuilthotels.com/

- Sandler on Instagram https://www.instagram.com/sandler_yyc/

- Sandler in Calgary - www.hamish.sandler.com/howtosandler

- Full Funnel Freedom https://fullfunnelfreedom.com

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/

Today we'll go through how you can create a winning playbook and guide your team members through the sales cycle using proven, tried and tested strategies. A sales playbook is your go-to guide for tackling your team's biggest challenges, navigating new hire onboarding time, and driving big productivity gains. Done right, the playbook empowers you and your team to sell more efficiently and exponentially improve the bottom line at your company.

What You'll Learn:

- How leaders can build sales playbooks from scratch

- The link between playbooks and sales success

- How to reduce the time to self-sufficiency for new hires

- The process of building an efficient playbook

- The four best practices for building an effective sales playbook

- Why playbooks need to be clear, concise, and easy to find

- The reasons why checklists are better than scripts

All successful teams have playbooks, because their sales leaders understand they are the only way to improve productivity and standardize best practices. Without a playbook, your team members have to create new cadences every time they talk to a prospect or lead. Leaders should customize their playbooks so that the user can pick a framework and curate it in a manner that is suitable for their needs.

Resources:

- 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

- Full Funnel Freedom https://fullfunnelfreedom.com

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/

Markku Kauppinen is the president and CEO of Extended DISC North America, Inc., an international assessment company operating in almost 50 countries focusing on hiring and employee development solutions. Markku's primary focus has been to help individuals, teams, and organizations become more successful by providing easy-to-use information on how to modify behaviors.

In today's episode, Markku shares ideas and insights into how leaders can understand and adapt their behavioral style to create motivation in their sales teams.

What You'll Learn:

- How leaders can make better hiring decisions

- The process of developing employees to become more productive

- How to increase sales by improving salespeople

- Understanding an individual's preferred behavioral style

- What leaders get wrong with communication

- The benefits of pausing before responding to a question

- How leaders can enhance communication, engagement and employee satisfaction

- The role of emotions in behavioral modifications

Though each individual is unique, most people possess these four behavioral tendencies to differing degrees: Dominance, Influence, Steadiness, and Conscientiousness (DISC). Markku believes that understanding your own DISC behavioral style and those of others gives you powerful social interaction tools that eliminate avoidable conflict within teams.

Resources:

- Extended DISC https://www.extendeddisc.org/

- Connect with Markku Kauppinen https://www.linkedin.com/in/markkukauppinen/

- Sandler in Calgary www.hamish.sandler.com/howtosandler

- Sandler on Instagram https://www.instagram.com/sandler_yyc/

- Full Funnel Freedom https://fullfunnelfreedom.com

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/

We've all been there - you forgot to send a really important email, reacted poorly under pressure, or perhaps your actions unintentionally hurt someone else. We all make mistakes. Yet, many of us beat ourselves up over things that, honestly, don't deserve that much attention. Even though your mistakes might be detrimental to you or your organization, forgive yourself because it's hard to lead others when you have so many doubts about ourselves.

What You'll Learn:

- Why leaders need to develop the skill of self-forgiveness

- Understanding the disease of 'more'

- How to change your leadership beliefs

- What to do when you mess up

- How to forgive and stop being too hard on yourself

- How to define your personal vision

- The quickest route out of the comfort zone

When leaders think about forgiveness, they often focus on the need to forgive others. Your team members make mistakes, and when everything settles down, you forgive them. But what if the tables are turned, and you are the one who made a mistake? If you're struggling with forgiving yourself or developing a sense of self-compassion, I hope this episode helps you learn how to forgive yourself and create momentum when you feel like the weight of the world is grinding you down.

Resources:

- Think and Grow Rich by Napoleon Hill

- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando

- Sandler on Instagram https://www.instagram.com/sandlerinyyc/

- Sandler in Calgary - www.hamish.sandler.com/howtosandler

- Full Funnel Freedom https://fullfunnelfreedom.com

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/

Jennifer Seeno Tucker is an Associate Broker with eXp Realty and the co-creator of The 7 Saturday's to Success Training Program for local real estate agents in Nassau County, New York. She is also an international best-selling author of Become A Rockstar Real Estate Agent: 7 Steps to Make $100k A Year.

In today's episode, Jennifer shares ideas and insights on how to set up personalized systems and processes for success. She explains how systems and processes form the building blocks you need to scale your business, and how the best salespeople create full funnel freedom using systems and processes.

What You'll Learn:

- How to become a rockstar real estate agent

- When and how to add a new member to your business

- How to manage buyer emotions in your sales processes

- Why you must identify and target your ideal target audience

- Jennifer's go-to self-improvement resources

- The questions to ask if you want to improve your credibility

- How to show up as your best self in sales

Systems and processes are crucial for business success. Jennifer believes businesses and sales teams that lack systems and processes rarely experience growth or success.

No matter how big or small your business is, systems and processes can help you get bigger, faster, with little to no effort.

Resources:

- Join us at the 2023 Sandler Summit https://www.hamish.sandler.com/orlando

- Free download of Jennifer's book https://rockstaragenttraining.com/#download

- Jim Kwik https://www.jimkwik.com/

- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando

- Sandler on Instagram https://www.instagram.com/sandlerinyyc/

- Sandler in Calgary - www.hamish.sandler.com/howtosandler

- Full Funnel Freedom https://fullfunnelfreedom.com

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/