Full Funnel Freedom

Companies will spend millions on consultants, pizza parties, and sleep pods, but these are not your culture. In today's episode we will dive into what aspects define and enforce your real company culture.

In today's episode, we'll define what makes or breaks your company's culture:

What You'll Learn:

• What the three elements of company culture are.
• Why we celebrate things that reinforce the culture you want to represent.
• Why consistency matters in maintaining your culture.
• Why not mentioning when things are going against your culture is just as bad as the actions undermining your efforts.
• The difference between a past-focused and present-focused culture.
• How to tell if you are working in a past-focused culture.
• What does a present-focused culture look like.
• How to convert a past-focused culture to a present-focused one.
• What is the best way to teach culture.
• What's the greatest way to make sure your culture is proactive, and not reactive.
• The value of an agenda.

Resources:

Thinking in Bets: Making Smarter Decisions When You Don't Have All the Facts - by Anne Duke

Don't Let Coaching Sessions Drag - Full Funnel Freedom Podcast, Episode 79

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 quickest way to disappoint your management is to surprise them. Successful sales leaders know what they need to deliver to maintain not only revenue – but also profit. Today's guest is Thomas McNulty of onrhythm.io who shares insights in how to ensure you are tracking the right KPI for your organization.

About Thomas:

Thomas McNulty is the co-founder and CEO of onrhythm.io. Before Rhythm, Tommy led sales teams at NerdWallet, Fundera, Dash, and ZocDoc, where he was fortunate enough to be part of two acquisitions and an IPO. A native New Yorker, Tommy got his start in sales selling packages for a Brazilian Jiu-Jitsu school while still in high school.

In today's episode we'll cover:

• How you can tell if your sales team is being profitable - not just efficient
• How to tell if you are making enough revenue for your compensation.
• How to determine your contribution margin formula.
• What decisions you have to make to make your sales team sustainable.
• How to determine the best place to put people in your sales process.
• How to tell when it's time to add people to your team.
• Why you can't re-run the same playbook from company to company.
• What's the fastest way to get fired as a sales leader.

If you find yourself having difficulty determining what numbers to make, give us a call.

Resources:

Islands of Profit in a sea of Red Ink: Why 40 Percent of Your Business is Unprofitable and How to Fix It. - By Jonathan L. S. Byrnes

Americana: A 400-Year History of American Capitalism - by Bhu Srinivasan

The 20VC Sales Podcast

Onrhythm.io

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 career of sales person is challenging. We can be asked to 2x,5x, or 10x our performance year over year. It's easy to fall into the trap of over promising and under delivering. If you don't ask the right questions, this is an easy trap to fall into.

In today's episode we'll cover ways to ground our expectations, and not allow our emotional needs to be manipulated by unrealistic expectations.

What You'll Learn:

• Why "pie-in-the-sky" estimates are likely to make you lose your best staff, and change your management style.
• How inaccurate estimates are like conspiracy theories
• How micromanagement can demotivate a team.
• As a sales leader, what rights do you have to ensure accurate estimates.
• Why we need to avoid the "gut reaction" to the sales forecast number.
• What's the difference between coaching and micromanaging.
• What questions to ask your sellers to validate their targets.
• What to do when your sellers are aiming too high to please you.

Making sure your team is setting the right expectations can be difficult. If you find yourself needing help, give us a call.

Resources:

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]

Nothing will ruin a customer's confidence in your organization more than when sales and engineering begins pointing fingers at each other. Today's guest, Shruti Harish shares ideas and insights to ensure your teams are aligned for one goal - customer success.

About Shruti:

Shruti Harish is the Azure Data & AI Lead for Microsoft's West & Midwest region. In this role she pushes her teams to drive digital transformation with Azure Data & AI services, and ensures customer success by helping them to realize and accelerate business value with Microsoft Cloud solutions.

In today's episode we'll cover:

• What are the positive payoffs to the team and individual by thinking beyond the technical.
• How solving today's problems builds tomorrow's relationships.
• Why making long-term relationships with customers benefits you - even if the customer moves on.
• Why being "Ruthless" in problem solving is key.
• How the first contact with a customer helps to define the tone for the engagement.
• How sales teams can support the pre-sales engineering team.
• How sales teams can set up the customer success team to be rockstars for the customer.

And, if you find yourself struggling to get sales and engineering aligned, give us a call.

Resources:

Mindset: The New Psychology of Success - by Carol S. Dweck, PhD.

The 7 Habits of Highly Effective People - by Stephen R. Covey

Women of Impact Podcast - with Lisa Bilyeu

The mindbodygreen Podcast - with Jason Wachob

ReThinking Podcast - with Adam Grant (TED)

Both/And Thinking: Embracing Creative Tensions to Solve Your Toughest Problems - By Wendy Smith and Marianne Lewis

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's many tasks in the selling process that are "have to" but are they really?

You've heard it before. "We HAVE TO go through procurement." "We HAVE TO go through the RFP process" "We HAVE TO update this deck for the meeting." Our sellers' buying process has been made intentionally cumbersome to weed out low-energy sellers, and to commoditize the products or services you are selling.

In today's episode we'll cover ways to work around those "have to" to get to the buyers who matter.

What You'll Learn:

• How to develop champions inside your buyer's organization.
• When to respond to RFPs - and when not to.
• What it means if you get an RFP out of the blue.
• why sellers love to work on bids.
• Why you might need to submit an RFP even if you don't want the business.
• How to determine if something is ACTUALLY a have to, or if it's just busywork.

As sales leaders, we need to challenge our sellers when they say that we "have to" do something. And, if you need help sorting through that list, we are here to help.

Resources:

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]

Many sellers approach a prospect with a scarcity mindset. Justin Breen of BrEpic recommends flipping that on it's head. Sellers should be asking themselves - Why should you sell to them?

About Justin: BrEpic Communications LLC is guided by Justin Breen, who has 20+ years in the media business, has won dozens of editing and writing awards, and is an author of countless viral stories.

In today's episode we'll cover:

• The four stages that separate entrepreneurs from business owners
• What happens if you give to someone who doesn't know what to do with it.
• Why scar tissue is important in self-development.

Finding the right mindset for selling is a skill. If you find you need help developing it in your team, give us a call.

Resources:

BrEpic - Premium PR & Life Changing Connections

Epic Life: How to Build Collaborative Global Companies While Putting Your Loved Ones First - By Justin Breen

Driven: Understanding and Harnessing the Genetic Gifts Shared by Entrepreneurs, Navy SEALs, Pro Athletes, and Maybe You - By Dr. Douglas Brackmann, Randy Kelley

Man's Search for Meaning - By Viktor Frankl

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]

Every seller is going to fall into a slump on occasion. The leads dry up, the calls stop, and the panic sets in. This week, Hamish recounts a story about how he needed to be rescued from a mountain lake, and what we can apply from that experience to coaching our sellers.

What You'll Learn:

• How to spot a seller who's entering "Panic Mode."
• When to remind the seller of the difference between effective activities and comfortable activities.
• How to illuminate which activities are effective.
• Why you cannot "rescue" your sellers, and why they need to save themselves.
• How to identify the warning signs so a dip doesn't become a slump.

Coaching your sales teams to get themselves out of a slump is critical to your role as a sales leader. And, if your sales organization needs a little rescue, give us a call.

Resources:

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]

For many sellers, the non-technical "Squishy" conversations are the hardest. This could mean a buyer who's reluctant to change, dealing with risk, and fear of change. You can't shy away from these topics and be successful.

About Janie: Janie Wall is the VP of sales and business development at DefenseStorm. She first joined the company in 2020 as sales manager, bringing over 15 years of tech sales experience. She is inspired by her passion to assist companies in the development of successful go-to-market strategies to drive revenue acceleration.

In today's episode, we'll cover ways to empower your sales team to have difficult conversations.

What You'll Learn:

• How to coach sellers to work with buyers avoidant to change.
• How to create an environment that encourages and fosters non-technical "Squishy" conversations.
• How to arrange your deal strategy sessions to reduce risk.
• How to support your product's champions.
• How to root your team in metrics so it's not all about feelings.
• How to create psychological safety for your sellers to share unpopular information.
• How your hiring choices matter to seller safety.
• What are the personality traits that can't be coached.

Having the right team, the right mindset, and the right goals isn't difficult, but it might take a coach. If you need help getting people to have the important conversations, give us a call.

Resources:

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

Love Your Team: A Survival Guide for Sales Managers in a Hybrid World - By Helen Fanucci

Find out more about DefenseStorm

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 key to keeping our funnels full is our sellers maintaining their credibility throughout the sales cycle - from 'Hi, nice to meet you' to 'Looking forward to working with you.' Sales people are only trusted by 6% of the population. Think back to the last time you dealt with a salesperson. You probably had similar thoughts. You can be certain your buyers are.

In today's episode, we'll cover actionable tactics to overcome that lack of trust.

What You'll Learn:

• Examples of how to coach your sellers to give reasons for your recommendations.
• Why people will accept a request - when there is a reason included.
• How to accomplish this via text-based communications.
• How to frame recommendations.
• How to follow up after the recommendation.
• How to avoid the buyer's cold shoulder.

Letting your buyer know that your recommendations are in their best interest is crucial to a good working relationship. And, if you are looking for recommendations that are in your sales organization's best interest, give us a call.

Resources:

• Influence: The Psycology of Persuasion by Robert B. Cialdini

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]

Training our sales teams often comes down to a series of "light-switch moments." Moments where individuals on our teams need to look inside of themselves and identify what they are actually capible of accomplishing. Jason Swanson, VP of growth at Patrons lives for these moments. He uses his experience as a former football coach to get his teams all moving in the same direction, and empowers the individuals to understand what truely is possible.

In today's episode, we'll cover what kind of coaching is effective for both types of sellers.

What You'll Learn:

• What are the top hurdles sales managers face with their staff?
• Can an individual be awesome at every stage of the sale?
• The three types of people you need on your sales team.
• how to inspire all three types of people on your team.
• Why fear isn't the best motovator for a sales team.
• The value of understanding each person's personal goals.
• What can sales managers learn from sports coaches.
• What are the five elements of successful sellers.
• The value of gamification.
• Why we need to detach ourselves from the outcomes.

Creating alignment with your sellers isn't impossible, but it does take a coach. And, if you need help with your coaching, give us a call.

Resources:

• Good To Great - by Jim Collins
• New Sales. Simplified - by Mike Weinberg
• Extreme Ownership: How US Navy SEALs Lead and Win - by Jacko Willink and Leif Babin
• Mindset: The New Psycology of Success - by Carol S. Dweck, PhD
• Never Split the Difference: Negotiating as if Your Life Depended on It, by Chris Voss
• Dare to Lead: Brave Work. Tough Conversations. Whole Hearts - by Brene Brown
• Podcast: On Purpose, by Jay Shetty

Find out more about Patronscan at their Website. They are also hiring

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]