Full Funnel Freedom

Your Revenue Operations Systems are not there to frustrate your sales teams. They are a function of a well-disciplined and optimized process. In today's episode we will take insights and Ideas from Sarah (Sharky) Harkness around what RevOps is, what it's not, and how it can be used effectively.

What you'll learn:

• Where sales leaders step offside when it comes to rev ops and tech staff.
• What inspires sales teams beyond revenue goals.
• Where to plug leaks in your sales funnel.
• How to "level-up" an aligned sales organization.
• What is the value of RevOps.
• How to address CRM and AI with your sales people.
• How to embrace a revenue focused mindset.
• How to overcome business as usual stale mindset.
• What is Project Lotus.

Resources:

Guided by Giants - by Sarah Harkness

Empathy in Action: How to Deliver Great Customer Exeriences at Scale - by Tony Bates and Dr. Natalie Petouhoff

Life Force: How New Breakthroughs in Precision Medicine Can Transform the Quality of Your Life & Those You Love - Tony Robbins, Peter H. Diamandis, Robert Hariri

Sarah 'Sharky' Harkness's Website: www.sharkyceo.com

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]

Your sales leadership team may be the biggest hurdle to your growth. If you are a sales leader, that might be hard to hear. This week Hamish is joined by best-selling author and sales strategist Tony Hughes. Tony is widely acclaimed with endorsements from industry luminaries. His first book, The Joshua Principle is in its 10th printing and Tony's second and third books, COMBO Prospecting and Tech-Powered Sales, are published by HarperCollins Leadership New York in partnership with the American Management Association.

What you'll learn:

• How to build strong sales leaders.
• How daily sales motions can build great salespeople.
• What are the biggest mistakes of sales leaders.
• How to sell in a publicly traded organization.
• How can you best report to your sales leaders.

Resources:

Tech-Powered Sales: Achive Superhuman Sales Skills - by Justin Michael and Tony Hughes

Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Win Sales - by Tony Hughes

The Joshua Principle: Leadership Secrets of Selling - by Tony Hughes

Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative - by Anthony Iannarino

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance - by Jason Jordan, Michelle Vazzana

Tony on Linkedin

Sales Methodology Website - www.salesiqglobal.com

Tony's Website - Tonyhughes.com.au

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]

Everyone works differently. Being a successful leader takes being able to adapt and adjust to how each person on your team operates their day-to-day.

This week we take insights and ideas from Jannelle McGrath. Jannellle is the CEO of MarketVeep, a Diamond HubSpot partner. In addition to being a Diamond Hubspot partner, MarketVeep is a certified Best Places to Work company, an Inc. Best Places to Work, and Inc. 5,000 Regional Fastest Growing Companies honoree.

What you'll learn:

• How to deal with employees operating in different working styles than you
• What is a moment of delight
• How can values support a full marketing funnel
• How do you interview to understand a prospects values
• How to deal with vendors and clients that don't align with values
• How teams respond to parting ways with customers or vendors

Resources:

The Amazement Revolution: Seven Customer Service Strategies to Create an Amazing Customer (and Employee) Experience - by Shep Hyken

Connect with Jennelle McGraff on LinkedIn

Find out more about MarketVeep

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]

Mustafa Morsey is president for push analytics, a business consultancy firm in the top 10% of Hubspot Agencies.

This week he shares ideas and insights on how to build your processes to optimize your sales cycle.

What you'll learn:

• How to build sustainable business processes
• How to address common pushbacks against processes
• What businesses can do to optimize processes
• How businesses can optimize processes for great customers experience
• Which processes can help you understand the customer journey
• How to optimize processes for sales funnels
• How do we align client interactions and sales
• Best practices for getting useful data into CRMs
• Tips to find value in a poorly implemented CRM
• What's being done with AI for processes and implementation

Resources:

Push Analytics - Growth Engineering Agency for Truly ambitious brands

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]

Dave Valentine is a serial entrepreneur who owns seven companies that work with thousands of clients around the world every single day. Dave believes businesses were built for people, and not for spreadsheets.

In this episode, we will learn how to create your offers from your customer's objections to land the proposals you didn't think possible.

What you'll learn: • The importance of positioning your services to your buyers. • Why being everything to everyone isn't a viable strategy. • What to look for in an SDR partner. • How your buyer's objections can work to your favor in making the sale. • How to arrange your sales calls for maximum impact. • Why you can't dwell on bad calls. • How automation can be used to prevent burnout. • How to leverage LinkedIn to not annoy prospects.

If you find yourself having some difficulty maximizing your sales calls, then it's time to Give us a call.

Resources

The Creative Act: A Way of Being - by Rick Rubin

Soul Boom: Why We Need a Spiritual Revolution - by Rainn Wilson

The InWork Podcast with Dave Valentine

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]

Your company's board can be your best friend - or your worst enemy. Getting on their wrong side is a career-limited move. But, by understanding what they expect of you and your sales team, you can ensure those meetings go smoothly, no matter the message.

Al Wasserberger is a Serial Entrepreneur, Board Member, and Chief Financial Officer for Stormboard. Most of his career he's build companies. He's found that the part of building companies he most likes was the growth and corporate development work.

What you'll learn: • How Al's unique story can impact your business • What to do to get a board leader's attention • How to create predictability • How to understand the customer's language • How to transform from sales rep to sale leader • How to articulate the pain points • How to get yourself into the board room • Worry more about the impact you have on people than their feelings • How to find people who are doing it right • How to get where you want to

If you find yourself dreading to go into that boardroom, then it's time to Give us a call.

Resources

Stormboard - The Data-first Collaboration & Digital Whiteboard

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]

There are currently 1.2 open jobs for every person in North America. If you think the top sales talent is sitting around waiting to hear from you, you are going to be disappointed.

Dan Fantasia has been in the field of sales recruiting since 1997 and founded Treeline in 2001. His exclusive focus on helping companies build world-class, elite sales teams has helped to change the lives of over 3,300 sales professionals. Dan has built a deep knowledge of what it takes to build and grow a top-producing business. As a proven sales leader and innovator, Dan has created a positively charged culture that promotes the good in every person, resulting in a team that has developed best-in-practice methodologies and technology that continues to revolutionize the industry.

This week Dan shares knowledge and insight into how to attract, and land the top performing sales people for your organization, and what to do with them once they are onboard.

What you'll learn:

• What you will need to build out a positive culture.
• How to address those who are afraid of transparency.
• What is a Start / Stop / Keep, and why you need to do it.
• How a great culture will help you find and maintain great clients.
• How great sales people find their next selling opportunity.
• How to structure your organization to find - and keep - the best sales people.
• What resources you will need as a sales leader to bring on top candidates.
• Why "Hire Slow, Fire Fast" might not work in sales.
• What to do with your top sales people once they come on board.

And, if you need help building a culture that will ensure you get - and keep - top performers, then it's time to Give us a call.

Resources

The Comfort Crisis: Embrace Discomfort to Reclaim Your Wild, Happy, Healthy Self - by Michael Easter

Key Person of Influence: The Five-Step Method to Become One of the Most Highly Valued and Highly Paid People in Your Industry - by Daniel Priestley

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]

Mastery isn't a destination, it's an ongoing journey. This week's guest, is the author of the book "Intentional Mastery: Step beyond Your Expertise and Build Better Businesses" William Buist.

What You'll Learn:

• How the business owner's mindset will factor into the success or failure of their firm.
• What to expect from Leadership on the topic of Mastery?
• What are the steps along the path to Mastery?
• What's the difference between an expert and expertise.
• What is a critical friend, and why you should have one.
• What are, and how to overcome roadblocks on your path to mastery.
• What to ask your customers in order to improve.
• When you need Training verses a Coach.

And, if you find yourself in need of a coach, Give us a call.

Resources:

Intentional Mastery: Step beyond your expertise and build better businesses - by William Buist

The William Buist un-book club

Grit - by Angela Duckworth

Keep Stepping!: Essential Ways to Lead Yourself and Others Through Challenge and Change - by Joy Marsden

The William Buist B3 Business Audit

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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 percentages in your sales funnel are lying to you. If you rely on them, you are going to get a demotivated team, turnover, and unhappy sellers. Today we'll talk about how to change that.

In today's episode, we'll discuss how to break your addiction to percentages.

What you'll learn:

• Why percentages need to ignored in your CRM.
• Why you need to do the work on defining the sales stages, and non-negotiables.
• Why checklists are better than scripts.
• Why meandering questions are detrimental to your seller's perceived competency.
• Why you will want to track how long each opportunity stays in each stage.
• Why publishing average cycle time will benefit your sellers, despite it being uncomfortable.
• What's best practice for "Zombie opportunities."
• Why tracking your time in each stage will present opportunities to improve your performance.
• What to cover in your funnel review meetings.
• Who should come to your sales funnel review meetings.
• How these steps will improve your coaching meetings.
• How to implement the three improvements.

And, if you need help implementing these steps, Give us a call.

Resources:

Change the Sandler Way - By Hamish Knox

Full Funnel Freedom Episode: Is Your Sales Year Already Over?

In TIM v TAM, TIM Wins - by Hamish Knox

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]

Great sales teams don't just happen. It takes preparation, effort, and wisdom to be able to see beyond the next phone call. This week, Carson Heady discusses what tools he's implemented to drive performance with the sellers he manages.

What You'll Learn:

• How Carson schedules his day to accomplish his highest priority items.
• What is gamifying? Why do it?
• How to gamify sales.
• How to make sure your goals are aligned with those of your team.
• The value of creating a sales playbook.
• How to incorporate your playbook into one-on-ones
• How to capture your organization's "Tribal Knowledge"
• How to train your team to see into the future.

Resources:

Salesman on Fire - by Carson V. Heady

Birth of a Salesman (The Salesman Against the World) - By Carson V. Heady

The Sales Management Simplified Podcast with Mike Weinberg

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• 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]