Full Funnel Freedom

This episode is also available on YouTube: https://youtu.be/v9PW1onH2fU

The traits that make a great salesperson are strikingly similar to those that define an effective leader. Both roles require the ability to guide and inspire others, often in situations where the path forward is unclear.

Jason Cutter, Chief Transformation Officer at Cutter Consulting Group's background is a testament to his unique approach to sales and leadership. With analytical upbringing Cutter initially pursued a degree in marine biology, preferring the company of sharks to people. However, his career took a significant turn when he ventured into the sales industry in 2002. Despite having no formal training in sales or leadership, Cutter's knack for understanding and helping people propelled him forward. He combined his analytical skills with a deep empathy for client needs, eventually authoring the influential book "Selling with Authentic Persuasion." Now, as an international speaker and thought leader, Cutter helps organizations build scalable, profitable sales teams that prioritize genuine human connection over traditional sales tactics.

What you'll learn:

• How can sales professionals leverage their authentic selves to build trust and close more deals?
• What strategies can leaders use to transition from operations to effective sales leadership?
• How do you balance the need for structured processes with the necessity for human interaction in sales?

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:

• Selling with Authentic Persuasion: Transform from Order Taker to Quota Breaker, by Jason Cutter
• The Five Love Languages: The Secret to Love That Lasts, by Gary Chapman
• The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People, by Gary Chapman, Dr. Paul White
• No Ego: How Leaders Can Cut the Cost of Workplace Drama, End Entitlement, and Drive Big Results, by Cy Wakeman
• The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance, by Howard Dover

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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

This episode is also available on YouTube: https://youtu.be/cobLtb-TNh0

In the world of sales, relationships are everything. When you focus on building genuine connections with your personas, partners, and customers, you start viewing them as people first. This people-first approach is the key to creating a flywheel effect that drives revenue, referrals, and recommendations, ensuring sustained success and growth in your sales funnel.

Today on the Full Funnel Freedom Podcast, we are thrilled to have Amelia Taylor, founder of The Revenue Table, as our guest. Amelia is a trailblazer in driving revenue through strategic relationships and community engagement. With a knack for meeting buyers in their most active spaces and leveraging emotional intelligence (EQ), she transforms sales strategies for measurable results. A thought leader and a mother of two, Amelia's personal journey from an SDR to a revenue strategist is both inspiring and instructive.

What you'll learn:

• How can sales leaders effectively integrate emotional intelligence into their sales strategies?
• What are the best practices for building and maintaining strategic relationships in the B2B SaaS space?
• How can sales teams leverage community engagement to drive revenue and customer loyalty?

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:

Podcasts by Heather Chauvin - https://www.heatherchauvin.com/podcast

Nearbound and the Rise of the Who Economy - by Jared Fuller

Capchase - Non-dilutive financing and flexible payment options for SaaS

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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

This episode is also available on YouTube: https://youtu.be/cfVcSSOVFh4

Body language plays a critical role in sales, influencing trust, rapport, and ultimately, the success of sales interactions. As sales professionals strive to enhance their communication skills, understanding the nuances of body language becomes indispensable.

Jason Cooper is a seasoned expert in sales and human interactions with over 25 years of experience. Having co-founded two startups and led transformative initiatives in corporate settings, Jason brings a wealth of knowledge on effective sales strategies and human dynamics.

What you'll learn:

• How does body language impact sales outcomes?
• What are effective strategies to improve body language in sales interactions?
• How can sales leaders coach their teams to use body language effectively?

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:

Influence, New and Expanded: The Psychology of Persuasion - by Robert B. Cialdini

Think and Grow Rich - by Napoleon Hill

The Dictionary of Body Language: A Field Guide to Human Behavior - by Joe Navarro

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/Vb-lOq-gBkQ

Coaching plays a crucial role in developing high-performing sales teams and driving consistent revenue growth. Daniel Mullins, Head of Sales at Boodle AI, shares his experience and insights into the importance of effective coaching practices for fostering a supportive and successful sales environment.

With over a decade of experience in sales leadership, Daniel has built high-performing teams and driven partnerships across various industries. As a co-founder of DJM Coaching, his passion lies in empowering sales professionals to unlock their potential through practical coaching frameworks.

What you'll learn:

• How can sales leaders implement coaching frameworks that foster positive feedback and support improvement?
• What strategies can help sales teams build effective peer-to-peer learning models to accelerate growth?
• How can preparation and live feedback enhance the coaching process, ensuring sustainable performance?

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:

• The Science of Sales: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal - by David Hoffeld
• Never Split the Difference: Negotiating as if Your Life Depended on It - by Chris Voss
• Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price - by Keenan
• Boodlebox: boodlebox.ai

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/D5G-vURa54U

This week we are delighted to have Nancy Calabrese as our guest on the show. Nancy is someone who is very familiar with the Sandler Way, and is the founder and CEO of One of a Kind Sales.

Nancy understands that those first calls are critical to the sales process, and if you are not respecting your potential buyer's time, you are setting yourself up for failure.

What you'll learn:

• The value of scripts in the prospecting phase of the sales funnel.
• Why understanding your potential buyer's communication style will move the needle forward.
• Why a cold call should only last between four to nine minutes.

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:

Nancy Calabrese on LinkedIn - https://www.linkedin.com/in/ncalabrese/

Humantic AI - https://humantic.ai/

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/hR_gPGCKP2w

We've all seen them. Pages and pages of barely readable text, full of legalese and jargon no one outside of lawyers understands. Why do we do this to ourselves and our sellers?

This week, we are taking ideas and insights from Sarah Fox of 500 Words about why our contracts are sabotaging the relationships between seller and buyer. Sarah emphasizes the human aspect of contracts, promoting a relational approach over a legalistic one. She advises sales leaders to view agreements as sales tools that can help convert more clients, generate additional work, and strengthen relationships.

What you'll learn:

• When do we want to start thinking about the agreements we will put in front of buyers.
• What are the most common sticking points in the agreement process.
• Why most contracts are not at all about legal, but just doing deals.

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:

Sarah Fox at 500 Words - https://500words.co.uk/

The Speed of Trust: The One Thing that Changes Everything - by Stephen M. R. Covey

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/nzPQKoyx4ro

It's not easy to identify and secure the talent that your enterprise needs, and doubly so if you are not sure what you are looking for.

Today's guest is Amy Volas, founder of Avenue Talent Partners. She shares ideas and insights about why creating a scorecard system to rank and evaluate both potential candidates, as well as for candidates to find their ideal location is a best practice in hiring.

What you'll learn:

• What are the most common mistakes being made in the recruiting process?
• Why jumping jobs may not be the best for your career in the long run.
• What is "Everboarding" and why it will work for your organization.

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.

Resources:

Avenue Talent Partners - https://avenuetalentpartners.com/

The Mel Robbins Podcast

Amy Volas on LinkedIn: https://www.linkedin.com/in/amyvolas/

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/Fxboy5fhKlU

There's a lot of hype around AI. How do you tell what's real, and what's not? How can you use it to get REAL benefits for you and your team? Today's guest is Ryan Staley from Whale Boss. He's going to give us ideas and insights about how to leverage AI in your sales process for real benefits.

What you'll learn:

• How to replace Google with AI
• Why creating your own prompt library and journal will pay dividends in the long term.
• How AI can act as a strategic advisor, right in your pocket.

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.

Resources:

The Gap and the Gain: The High Achievers' Guide to Happiness, Confidence, and Success - by Dan Sullivan, Dr. Benjamin Hardy

The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It - by Michael E. Gerber

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/rf0Bxlh8diY

Do you want you, or your product or service to be tied to a feeling of pain? That's a considerable red flag, and our guest, Marcus Cauchi, explains why. Marcus challenges traditional sales methodologies, advocating for a pain-free discovery process and embracing objections as accelerators in the sales journey.

What you'll learn:

• Why buyer safety is critical to your success.
• Why business values must align with customer needs
• Why it's time to embrace a more ethical approach to sales.
• What is the Seller Code, and how you can be part of it.

Resources:

The Seller Code - thesellercode.org

Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress - by Bob Moesta, Greg Engle

Giving Voice to Values: How to Speak Your Mind When You Know What's Right - by Mary C. Gentile

Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships - by Charles H. Green

• Full Funnel Freedom https://fullfunnelfreedom.com

• 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]

This episode is also available on YouTube: https://youtu.be/CjrxvpkT684

This week, we are taking ideas and insights from Andrew Sossin, the co-founder and CEO of Recovery Unplugged Behavioral Health. So, what can Behavioral Health teach us about how to be better salespeople? It's about understanding our buyer's self-interest. Doctors are incredibly busy and are asked to do so much more than treat patients. By demonstrating how your product or service will make their life easier, you make the process of selling that much more effective.

What you'll learn:

• How to better equip your sellers to for selling to governments
• What is the correct follow-up strategy for extremely busy buyers
• What are some informational items you should be gathering from your buyers
• How to identify your "Big 5"

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Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?

Here are eight ideas we are sharing with our clients.

Download the free whitepaper at fullfunnelfreedom.com/scale

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Resources:

Law of Attraction: The Science of Attracting More of What You Want and Less of What You Don't by Michael J. Losier

10x Is Easier than 2x: How World-Class Entrepreneurs Achieve More by Doing Less - by Dan Sullivan, Dr. Benjamin Hardy

Recovery Unplugged Treatment Centers

• Full Funnel Freedom https://fullfunnelfreedom.com

• 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]