Full Funnel Freedom

The following episode is also available on YouTube: https://youtu.be/U4rQb2ug058

This week we take ideas and insights from Roberta De Girolamo, Director of Sales at Dropbox about change management.

Change is going to happen, that's inevitable. But it's critically important to set your expectations along the way. We take a look at the role of the change champion, the value of pilots and hypotheses in implementing change, as well as the need to understand individual motivations and team culture.

What you'll learn:

• Why the majority of people do not like change.
• Why intentional communication about a change's positives and negatives will benefit your team.
• What are the different groups of people, and how do they each react differently to change.
• How a pilot failure might not be a failure at all.

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AI is here. Is your sales team ready?

Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.

Download this guide to learn how to use technology as a weapon.

Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.

This guide will discuss:

• Using AI to Profile the buyer
• Identify Behavioral Data
• Target Buyers and Influencers

Get your free whitepaper at Fullfunnelfreedom.com/ai

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Resources:

Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity - by Kim Scott

Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship - by Mahan Khalsa, Randy Illig, Stephen R. Covey, et all.

The Dip - By Seth Godin

Change: The Sandler Way - By Hamish Knox

Roberta De Girolamo on LinkedIn

• 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]

The following episode is also available on YouTube: https://youtu.be/ISUTGqwZQOc

Templates, procedures, and playbooks are all great. They help us to develop and maintain a consistent messaging strategy to prospective buyers. But what happens when micromanage our sellers to follow them to the letter? Burnout.

This week we are taking ideas and insights from Amy Hrehovick. Amy has over 15 years of experience leading, training, and coaching sales teams in the technology sector. She has championed the movement from legacy sales tactics, opting for methods of prioritizing genuine connection, buyer-centric experiences, and stellar win rates. She is also the host of the Revenue Real Hotline Podcast.

In this episode, you'll learn:

• Why stripping creativity and autonomy out of the sales process will ruin your team.
• Why today's sales process isn't designed to serve the buyer.
• Why Demand Creation is different than Demand Fulfillment.
• Why if you wait until the buyer is in decision mode, you've waited too long.
• What is "Dark Social"

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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

Resources:

Hidden Potential: The Science of Achieving Greater Things - by Adam Grant

The Revenue Real Hotline Podcast

• 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]

The following episode is also available on YouTube: https://youtu.be/YkUdy7ZvcAg

Today's work environment is dynamic. Leadership approaches that worked for decades just aren't as effective today. Chet Lovegren, aka "The Sales Doctor" shares ideas and insights around managing the balance between empathy and accountability in diverse teams.

Chet has had over 11 years of sales and sales leadership experience before starting The Sales Doctor back in 2020 as a way of providing a prescriptive approach to revenue problems and struggling go-to-market strategies.

In this episode, you'll learn

• Why yesterday's leadership doesn't work with today's employees.
• Why good managers have both empathy and hold their employees accountable.
• What are the three employee types to watch for, and how to manage them.

If you find yourself in need of some coaching for yourself, or your team, don't hesitate to give Hamish a call.

Resources:

Arnold - On Netflix

Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell - by Eric Schmidt, Jonathan Rosenberg, Alan Eagle

Chet Lovegren on LinkedIn

Chet Lovegren on Linktree

• 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]

The following episode is also available on YouTube: https://youtu.be/4peglht5JVk

Persuasion isn't just about changing how people think and feel - it's ultimately about changing their behavior.

Today's guest is an expert at persuasion, having being one of the dozen people in the world to hold the coveted Cialdini Method Certified Trainer certificate, Brian Ahearn.

Brian is an international speaker, trainer, and author of several books. He's also the Chief Influence Officer at Influence People, LLC.

In this episode you'll learn:

• What is Ethical Persuasion?
• Why Ethical Persuasion isn't the same as Manipulation.
• Why living up to your word is so critical
• What is the "Principle of Liking."
• How you can create a Virtuous Cycle of Influence.

If you find yourself in need of some coaching for yourself, or your team, don't hesitate to give Hamish a call.

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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:

Influencepeople, LLC

Persuasive Selling for Relationship Driven Insurance Agents - by Brian Ahearn

Influence People: Powerful Everyday Opportunities to Persuade That Are Lasting and Ethical - by Brian Ahearn

The Influencer: Secrets To Success and Happiness - by Brian Ahearn

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

Hearing God: Developing a Conversational Relationship with God - by Dallas Williard

Brian Ahearn on LinkedIn

• 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]

When a customer leaves your organization, that doesn't mean it has to be the end of their sales. But winning that business back will need to take a different approach.

This week we take ideas and insights from Dan Pfister. Dan is the creator of the Winback Process and the founder of Winback Labs. He was also a co-founder at Business Source Group, where he helped generate over 50,000 customers.

In this Episode you'll learn:

• Why WinBack campaigns are the highest ROI sales activity you can do.
• How recovering a lost customer starts with a simple phone call.
• How fixing small problems may bring your customers back.
• Why it's a gift when your customers says "We're leaving."

And, if you are having difficulty determining your path to operational excellence, it might be time to give Hamish a call.

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AI is here. Is your sales team ready?

Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.

Download this guide to learn how to use technology as a weapon.

Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.

This guide will discuss:

• Using AI to Profile the buyer
• Identify Behavioral Data
• Target Buyers and Influencers

Get your free whitepaper at Fullfunnelfreedom.com/ai

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WinBack Labs

The WinBack Podcast

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, and Cold Calling - by Jeb Blount

Elon Musk - by Walter Isaacson

Is Your Sales Year Already Over - Full Funnel Freedom Podcast Ep 029

Thinking, Fast and Slow - by Daniel Kahneman

• 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]

The following episode is also available on YouTube: https://youtu.be/vlqOn3Zfhqk

Do your sellers think it, or do they KNOW IT?

That's what you, as the leader, should be asking your team. Today's guest is Simon Hazeldine. Simon works internationally as a keynote and conference speaker, sales transformation consultant, and as a sales and negotiation trainer. He's spoken in 30 countries and his client list includes some of the world's largest and most successful companies.

He's also a neuroscience expert, with a strong understanding of how the human brain reacts to the selling process.

In this episode you'll learn:

• How to lower the risk for potential buyers
• How you can build confidence with key decision-makers
• Why conversations win over sales pitches, every time.
• What are some simple, easy things you can do to build trust with your buyers

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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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Your Brain at Work: Strategies for Overcoming Distraction, Regaining Focus, and Working Smarter All Day Long - by David Rock

Collected Works of Simon Hazeldine on Amazon

Simon's Website - simonhazeldine.com

The Sales Chat Podcast

• 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]

Is telephone selling dead? This week's guest, Anthony Stears doesn't think so.

Anthony is on a mission to get businesses talking again and stop people from hiding behind their emails and social media. He's a conversational strategist, helping clients to get in front of more of their ideal customers and getting more business from their existing clients by using good manners and emotional intelligence.

In this episode, you'll learn:

• How LinkedIn and other technologies can help you get better results on the call.
• How your prospecting calls are like pizza menus
• How to lead with your most common objection
• What is BAMFAM, and why you should be doing it.
• What does it mean to "Take Final Responsiblity".

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Free offer for listeners of the Full Funnel Freedom Podcast.

It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.

We are offering a Free white paper on Three ways to get those sales across the line.

To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter

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Resources:

Anthony Stears' website - The Telephone Assassin

The Telephone Assassin: Everything You Need to Know About Being Successful on the Phone - by Anthony Stears on Amazon.

or Direct from Anthony

National Sales Conference (UK)

Magic Words: 17 Ways to Influnence, Persuade, and Encourage People to Take Action - by Phil M. Jones

Neuro-Sell: How Neuroscience can Power Your Sales Success - by Simon Hazeldine

• 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]

Is sales an art, or a science?

While selling has components of art, there are repeatable and measurable elements that can be worked on in a systematic, scientific basis.

This week's guest is Will Fuentes. Will is the founder of the Maestro Group, which is a sales acceleration firm that focuses on teaching sales professionals the science of sales.

In this episode, you'll learn:

• scientifically proven methods to improve communication and trust-building.
• How to perform experiments in sales, and measure their results.
• How to overcome resistance from more experienced sellers.
• How to craft language to remove the fear of the unknown and to create a sense of familiarity.

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AI is here. Is your sales team ready?

Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.

Download this guide to learn how to use technology as a weapon.

Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.

This guide will discuss:

• Using AI to Profile the buyer
• Identify Behavioral Data
• Target Buyers and Influencers

Get your free whitepaper at Fullfunnelfreedom.com/ai

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Resources:

The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal - by David Hoffeld

Rob Henderson's Newsletter and Blog on Substack

Ed Latimore Stoic Street-smarts

The Maestro Group

Will Fuentes on LinkedIn

• 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]

Just like any tool, AI can be used for good - or evil. This week we are taking ideas and insights from Joel Stevenson. Joel is currently the VP of Growth at Vendasta, which acquired Yesware in 2022, where Joel was the CEO. Prior to Yesware, Joel build Wayfair's B2B business from scratch to $400 million in annual revenue.

In this episode, you'll learn:

• The importance of sales tech for growth.
• The benefits of sales tech in terms of time savings and information advantage.
• How to use tech for effective sales conversations.
• What your responsibility, as a sales leader, is in analytics and understanding technology.
• How AI and personalization in sales tech can make a competitive advantage.

And, if you think you need some help managing your Sales Tech stack, maybe it's time to give us a a call.

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Free offer for listeners of the Full Funnel Freedom Podcast.

It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.

We are offering a Free white paper on Three ways to get those sales across the line.

To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter

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Resources:

This episode is also on YouTube:

Talent is Overrated: What Really Separates World-Class Performers from Everybody Else - by Geoff Colvin.

Reboot: Leadership and the Art of Growing Up - by Jerry Colonna

Reunion: Leadership and the Longing to Belong - by Jerry Colonna

Getting Things Done: The Art of Stress-Free Productivity - by David Allen

"The Smell of the Place" - Professor Sumantra Ghoshal - Talk at the World Economic Forum on YouTube

Yesware Blog

The Hard Sell Podcast with Joel Stevenson

Joel Stevenson on LinkedIn

• 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]

If you are going to be successful in sales, you need to know how to speak in front of others. This week's guest is Lee Warren. Lee has headed up sales at several large organizations, including News International, Hertz Leasing, and the Chunnel Tunnel. He has also had a parallel career as a magician and a mind reader and is a member of the world-famous Magic Circle. Since 2010, Lee has combined his background in sales and performance to deliver keynote speeches and is trusted by global brands to help their teams sell better, network better and communicate more persuasively.

In this episode, you'll learn:

• What the main job of a speaker is.
• What's the difference between practicing and rehearsing.
• Why recording yourself helps you to improve.
• Why every speaking opportunity needs to end with a punchline.

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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:

This episode is also on YouTube: https://youtu.be/3mruyFDbH-Q

The Busy Person's Guide to Great Presenting: Become a Compelling, Confident Presenter. Every Time. by Lee Warren

Getting Things Done: The Art of Stress-Free Productivity - by David Allen

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million - by Mark Roberge

The Righteous Mind: Why Good People are Divided by Politics and Religion - by Jonathan Haidt

Lee Warren's Website - leewarrenspeaker.com

Lee Warren on LinkedIn

• 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]