Full Funnel Freedom

Are you a value or quality based? You can be both, but your pricing can't be!

This week we are joined by Melina Palmer, author of The Truth About Pricing to gain ideas and insights about how your pricing plays a pivotal role in how you present your product or service to your customers.

• What is "Time-Discounting"?
• How to price your product for value
• How to price your product for Quality
• Why you can't price for both
• What is anchoring, and how you can benefit from it.

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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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• 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 Importance of broad knowledge and problem solving skills
• Why a product isn't enough to win the business
• How to find and support team members - at any size
• Why committing to personal growth is important.

Resources:

Range: Why Generalists Triumph in a Specialized World - by David Epstein

Peak: Secrets from the New Science of Expertise - by Robert Pool, Anders Ericsson

Brain to Bank: How to Get Your Idea Out of Your Head and Cash In - by Dorine Rivers PhD, PMP

Working Together Alone: The Beauty and Freedom of Outsourcing - by Dorine Rivers PhD, PMP

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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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• 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]

Kirk Nelson noticed an issue. His team of eight salespeople were only booking 110 business development meetings a year. How did he change the team so that they began to book 30 meetings a week?

Kirk streamlined the sales process by implementing a standardized approach and eliminating custom solutions. Additionally, by devoting their focus on deals with a next action and agreed upon date, their sales funnel was kept healthy and efficient.

And, if you find yourself needing assistance keeping your funnel healthy and efficient, it might be time to give Hamish a call.

What you'll learn:

• What's the difference betwen sales and technical experts - and why you need both
• Why you shouldn't be involved in deals where you "Chase the rabbit."
• How attempting to develop custom solutions may be slowing you down.
• What is the Socratic selling methodology.

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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 #1 Sales Teams: Superior Techniques for Maximum Performance - by Stephan Schiffman

Kirk Nelson on Twitter: @kirkoncash

• 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]

Collaboration between Sales and Ops is crucial to your business. This week we take ideas and insights from Taft Love, Founder and Principal Strategist at Iceberg RevOps about the importance of sales leadership, processes, as well as aligning incentives.

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

What you'll learn:

• When is the right time to invest in operations?
• What to look in people for your operations team?
• What, exactly, is Sales Ops?
• Why documentation is crutial to your success
• What can't Sales Ops do for you?
• Who's the wrong person to go into Sales Ops?
• Pros/Cons of hiring in vs. outsourcing Sales Ops

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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:

Iceberg Revops - Website

A Startup's First Operation Hire: Why it really is that hard and how to get it right - Free Whitepaper by Iceberg Revops

The Little Red Book of Selling: 12.5 Principles of Sales Greatness - by Jeffrey Gitomer

• 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]

How do you ensure that you are moving the right opportunities through your funnel, without any "hangers-on?" Plate size. By limiting how many opportunities each seller takes on, you create a scarcity mindset that will ensure that items are either closed won, or closed lost, and gives you an opportunity to celebrate each.

And, if you are having difficulty determining your ideal plate size, maybe it's time to give Hamish a call.

What you'll learn:

• How does being part of a hockey team relate to sales?
• What's the role of the leader in generating the mentality of success?
• How does the concept of "Plate Size" relate to pipeline management?
• Why "Plate Size" encourages CRM hygiene.
• How to implement plate size without killing your culture.
• Why you should celebrate when someone closes something "Close-lose"
• Why CRM Hygiene is important.

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  Improve Forecast Accuracy and Closing Ratios - Free Whitepaper

  Sales leaders!

  Improve your forecast accuracy and the closing ratios of your sellers by by downloading our new guide, Improve Forecast Accuracy and Closing Ratios.

  In this guide, you will learn to understand the buyer journey and how to map your sales process and qualification to that buyer's journey to create buyer safety, which enhances rapport.

  Go to www.fullfunnelfreedom.com/forecast to get your copy today.

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  Resources:

  • 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]

For Jeremy Ruch at Bandalier, finding the right people is a process. The best sales people have opposing skillsets: They need to be both stubborn and coachable. How do you find those people? Jeremy shares ideas and insights.

And, if you find yourself struggling to fill out your sales roster, it might be time to give Hamish a call.

What you'll learn:

• What are the right traits for remote-only sales people.
• How to structure your interview process.
• How you can link the interview process to performance reviews - and why you would want to.
• Why some people thrive in a busy office - and why others don't.
• Why you should not spend 80% of your time on 20% of the people.
• Why a culture of celebration is important in sales.

Resources:

• The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers - by Ben Horowitz
• Shoe Dog: A Memoir by the Creator of Nike - by Phil Knight
• Sales Done Right - Training by John Borrows
• CoachPX - Coaching by AI
• The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million - by Mark Roberge
• Bandalier.co
• connect with Jeremy at [email protected]

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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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• 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]

Between 95% and 98% of our potential buyers are not acutally in a buying mode right now. So, how to you capture them into your funnel so you can reach out and make that sale when the time is right? Sharon Park, CEO of Sage Digi joins us this week to share ideas and insights around not only how, but WHEN to reach out to bag that next sale.

What you'll learn:

• What's the quickest way for your email to end up in the spam folder?
• When is the right time to start planning for next year's funnel?
• What are some quick-win strategies to keep your company at the top of a potential customer's mind, even if they are not in a buying space yet?
• How slow-dripping conent to a potential customer will benefit you in the long run.

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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:

The Mel Robbins 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]

Selling and marketing is about emotions. How can you understand your client's desired emotions in order to build stronger relationships and business growth? This week we talk with Chantal Cornelius to gain ideas and insights around building emotional connections, using consistent language, and prioritizing personal health and resilience.

What you'll learn:

• How emotions affect buyers.
• What are the five emotional marketing strategies?
• How do we create emotional connections with our buyers?
• How do we transition from emotional selling to delivery?
• What is YOUR stand out marketing strategy?

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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:

Magnetic Marketing: How to Market Your Services as a Coach, Consultant or Trainer - by Chantal Cornelius

One in Ten: How to Survive Your First Ten Years in Business - by Chantal Cornelius

What's YOUR Stand Out Strategy? Take the Test at Chantal's Website

• 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]

Building and maintaining an efficient and effective team takes WORK. Your sales leadership needs to build an environment of trust, motivation, and a positive team culture. This week we take ideas and insights from Masako Long, VP of Sales at Janusea regarding the human aspect of sales and the importance of building confidence in your team.

What you'll learn:

• What does it mean to be a leader?
• How to share without being obnoxious
• How to build rapport with a peer that looks at you like a competitor
• Alternatives to stack ranking
• How to create peer motovation and discipline without official power
• How to create a space for vulnerability
• The best practices for team management.

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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:

The Right Call: What Sports Teach Us About Leadership, Excellence, and Decision-Making - by Sally Jenkins

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

The Financial Feminist Podcast

I Will Teach You to Be Rich: No Guilt. No Excuses. No B.S. Just a 6-Week Program that Works - by Ramit Sethi

The Budgetnista, Tiffany Aliche

Masako Long 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]

Confidence is a tricky thing. It's hard to gain, and easy to lose. This week we take ideas and insights from J. Ryan Williams, an experienced and certified executive coach and individual who has done the Zero to $100 million dollar journey three times. He speaks with us about building confidence in the high stakes game of sales leadership.

What you'll learn:

• How to build confidence in a high-stakes world.
• What is the zero to 100 million dollar journey.
• How to deal with imposter syndrome.
• How does a sales leader impart confidence into their sellers.
• What are some common stakeholder motivations.
• The importance of responding instead of reacting.

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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:

Venture Deals: Be Smarter Than Your Lawyer and Venture Capitalist - by Brad Feld and Jason Mendelson

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

The Effective Executive: The Definitive Guide to Getting the Right Things Done - by Peter F. Drucker

Designing Your Work Life: How to Thrive and Change and Find Happiness at Work - by Bill Burnett and Dave Evans

MasterClass - Learn from the Best, Be Your Best

J. Ryan Williams' YouTube Channel

• 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]