Full Funnel Freedom

One of the most prevalent things in the world of sales today is a salesperson's ability to screw up a deal. Interestingly, salespeople don't lose deals because they lack the skills to close. They often don't know how to delicately handle a customer throughout the sales process.

Now that buyers have more power and options than ever before, rookie mistakes during sales conversations can cost you and your company a lot. So in today's episode, we'll talk about how not to screw up the sale.

What You'll Learn:

- Mistakes to avoid when handling a prospect

- How to identify the right problems plaguing a customer

- How to address possible roadblocks in advance

- Why you need to test your prospect's commitment

- The benefits of practicing urgency

- Why you need a well-defined next step

Gone are the days when salespeople could close multiple sales by simply showing up with a nice suit, a smile, and a persuasive pitch. These days, prospects are turned off by mundane things, and salespeople risk losing a deal by ignoring the five things we talk about in this episode.

Resources:

- Full Funnel Freedom https://fullfunnelfreedom.com

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

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc

In this episode, we will go through a practical step-by-step process of qualifying an ideal sale. The sales process is only truly in motion when you know whether it's worth investing your time and effort into trying to sell to this prospect. Qualifying an ideal sale is all about gathering information that answers crucial sales questions: should you sell to a given prospect? What needs to be done to close a deal? Is this prospect a good fit?

What You'll Learn:

- How to qualify an ideal sale

- How to effortlessly gather information from a prospect

- Words to avoid using when qualifying an ideal sale

- Understanding customer needs and their decision-making process

- Why you need to pay attention to content and context

- How to uncover a prospect's willingness and ability to invest

A salesperson who does not qualify a lead wastes time and energy chasing the wrong leads and selling to the wrong people. Instead, spend this time asking questions and eliciting the right information from the prospect. That way, you'll undoubtedly close a lot more valuable deals.

Resources:

- Full Funnel Freedom https://fullfunnelfreedom.com

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

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc

Today we are talking about finding the ideal sale and proactive account management. In most industries, a huge proportion of revenue and profits comes from existing customers. Although sales leaders recognize this fact to be true, unfortunately they don't pay too much attention to customer success once the ink has dried.

What You'll Learn:

- What the first place to look for your ideal clients is

- What proactive account management means

- Why regular check-in calls are crucial before and after the sale

- How to ask for introductions

- Why salespeople must stop asking for referrals

- What is an alumni reachout?

- How to lead expansion calls and quarterly reviews

- How to position yourself where your customers are

There's nothing worse than losing customers to competition. We believe the best way to prevent your customers from shifting to the competition is to focus on proactive account management, so you can keep your funnel consistently, repeatedly and reliably looking like a funnel. If your customer is winning, they'll have no reason to try the next available option.

Resources:

- Full Funnel Freedom https://fullfunnelfreedom.com

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

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc

In this episode, I'll share some insights and ideas on how to focus your team on the ideal sale. The ideal sale highlights which buyers are actually good prospects and which ones are not.

With this information, salespeople can target prospects that are most likely to convert, and therefore save the organization valuable time, money, and effort.

What You'll Learn:

- Tips for creating the ideal client profile

- Understanding the process of the ideal sale

- How to eliminate the idea of a hot lead

- The benefits of collaborating with marketing to ping the ideal prospect

- How to target the decision-maker within an organization

- Boost lead generation and save time on low-quality leads

- How to build and deepen relationships with an ideal prospect

The ideal client profile is built on the foundation that not all generated leads are worth pursuing. Plus, it's often easier to sell to someone willing to have a sales conversation, rather than trying to convert someone who may be skeptical. Therefore, sales leaders need to create ideal client profiles, target them using personalized messaging, and stop wasting time on low-quality leads.

Resources:

- Full Funnel Freedom https://fullfunnelfreedom.com

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

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc

It's no secret: every business needs a sales funnel. Yet, creating a funnel is only the first step. Effectively utilizing your funnel throughout the sales process can be the difference between success and sales failure.

In this episode, I'll share some ideas and insights on how to keep your sales funnel reliable on a consistent and repeatable basis.

What You'll Learn:

- How to identify the best-fit sales hire

- How to clearly differentiate your ideal prospect profiles

- The benefits of focusing on weekly lead generations

- Commitment to weekly proactive prospecting

- Why you need a clearly defined sales process

- How to hold your team accountable for following a selling system

- The mindset shift that will streamline your selling process

Sales leaders can drive revenue growth by optimizing their sales funnel to push a higher percentage of prospects through each stage and convert new leads into paying customers. All they need are the six critical components to creating full funnel freedom that we covered in this episode.

Resources:

- Full Funnel Freedom https://fullfunnelfreedom.com

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

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc

The average tenure of a sales leader globally is about 16 to 18 months, which is hardly enough time to affect real change within an organization. So, how can sales leaders create, execute, and scale sales strategies with such limited time and the ever-present pressure to exceed sales targets?

I'm Hamish Knox and this is the Full Funnel Freedom Podcast. Listening to this podcast, you'll gain ideas around how to get the best people on your team and get the most out of them by creating systems, processes, and structures that allow them the freedom to focus on selling more and taking control of sales conversation.

In this podcast you'll learn how to create a consistent, reliable, and repeatable sales funnel in order to achieve business success. We will talk about the art of implementing and effecting change within your organization and working with your sales team to close deals faster. I'll share with you practical strategies for building bulletproof businesses.

Join us every week as we talk about the behavior, attitudes, and techniques that define sales success, and let's hit more targets with the Full Funnel Freedom!

Resources

- Full Funnel Freedom https://fullfunnelfreedom.com

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

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc