Full Funnel Freedom

Our seller's personal preferences when they are buying shouldn't impact them when they are selling - but it often does.

All of us have a personal process for buying those big-ticket items. But if you are a seller with a fairly well-defined personal buying process it's very easy to accept those delay tactics without any kind of commitment to next steps. The inverse is also true: A seller who might impulsively purchase things might get upset at a buyer who wants to slow it down and gather more information.

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

What You'll Learn:

• What's the right mindset to have - regardless of buyer type.
• How do manage a "chaotic" buying process
• How to be comfortable making choices with incomplete information.
• It doesn't matter why your seller says - It matters what your buyer hears.
• When to slow down the seller's process to speed up the buyer's selection.
• How to coach a seller to respond to requests for more information.
• how to train your sellers to be "buyer-focused".
• How our buying style as team leaders may impact your seller's behavior.

Understanding our own buying style is an incredible activity that both you and your sellers need to take to ensure that we work with our sellers in a manner that doesn't alienate them, but keeps them moving towards commitment.

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]

Rene Zamora is a pioneer in the concept of Fractional Sales Management. He has led over 2,500 sales meetings in the past 10 years, and is the president of Sales Management Now and is the author of Part-Time Sales Management: For Small Business Sales Teams

In today's episode, we'll discuss what fractional sales management is, what it isn't, and when it's the right solution for your business.

What you'll learn:

• How to keep your funnel full in a service business like consulting
• Why SEO (Search Engine Optimization) is so important to sales.
• What it will take to overcome the struggle of finding the next thing that works for your business.
• How to overcome the "Consultant's challenge."
• What are the early warning signs that a seller's funnel is starting to go from funnel to pencil.
• How to manage a buyer with shifting priorities.
• Determining how your buyers like to buy.
• How to combat emotional weakness in the buyer.
• The importance of individualized sales plans and referrals.
• How to determine when your sellers need additional coaching.
• The commonalities of selling - regardless of industry.
• Avoiding the pitfalls of implementing a CRM

Fractional sales management works for many small businesses. If you think you are too small for a sales team. Don't hold back. Give a fractional sales manager 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

• Sales Manager Now - https://salesmanagernow.com/
• Rene Zamora on LinkedIn - https://www.linkedin.com/in/renez/
• You Are a Badass®: How to Stop Doubting Your Greatness and Start Living an Awesome Life - https://a.co/d/iHkW04g
• Tuesdays with Morrie: An Old Man, a Young Man, and Life's Greatest Lesson, 25th Anniversary Edition - https://a.co/d/fLjV71N

• 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 one thing that can quickly kill an opportunity our seller thinks is happening is when they go into "knowing mode." If a seller starts giving solutions to their buyer before completely understanding if the buyer even needs that solution or any solution at all, they're doing themselves and their buyer a massive disservice.

In today's episode, we'll go through ideas and insights around how we can stop our sellers from going into knowing mode prior to meeting with a buyer. We'll also cover ways to coach buyers to understand the mindset that "until the buyer says it, I know nothing."

What You'll Learn:

• How "knowing mode" kills opportunities quickly

• The one mindset to teach all your salespeople

• Why sellers need to stop asking close-ended questions

• The scientific method to create a superior sales experience

• Ways to get your sellers to focus on their pre-call plan

• Reasons you never want to get your buyer uncomfortable

• How to master the art of asking belief-based questions

• Sell more by leading with beliefs instead of assumptions

Excellent selling skills are an incredible asset, but to close more deals, you need to bet on asking better questions instead. Buyers detest feeling like they're being led down a path they didn't choose. A salesperson would much rather walk alongside their potential buyer until they determine whether they will work together or not, and then they can part ways amicably.

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

• The Sandler Summit 2023 https://www.hamish.sandler.com/orlando

• 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]

Mark Willis is a certified financial planner and owner of Lake Growth Financial services. He is also a three-time number-one best-selling author and co-hosts the Not Your Average Financial Podcast. Mark works with people who want to grow their wealth in safe and predictable ways, become their own source of financing and create tax-free income in retirement.

In today's episode, we'll discuss money and why it's such a crucial topic for sales leaders and the sellers they support. We'll also cover ways you can create wealth safely and predictably so you can become your own source of financing.

What You'll Learn:

• Why money matters for sales leaders and their people

• What sellers can do to keep their financial house in order

• How to overcome the urge to spend money as soon as you get it

• Money beliefs and how they influence your spending

• How to stop wasting time and money on dead leads

• Why you need to learn how to choose your problems

• The blueprint for niche specialization in sales

• How you can become your own source of financing

The first step to achieving wealth is controlling your environment. Your goal is to become a thermostat rather than a thermometer in your financial life. This simply means that you control your money; your money doesn't control you.

Links and 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

• Lake Growth – Financial Services

• Mark's LinkedIn - https://www.linkedin.com/in/marklakegrowth/

• The Road Less Stupid: Advice from the Chairman of the Board - by Keith J. Cunningham

• The Secret To Lifetime Financial Security - by Pamela Yellen

• Bank On Yourself: The Life-Changing Secret to Protecting Your Financial Future - by Pamela Yellen

• Debt: The First 5,000 Years,Updated and Expanded - by David Graeber

• Full Funnel Freedom

• The Sandler Summit 2023

• Sandler on Instagram

• Sandler in Calgary

• Connect with Hamish Knox on LinkedIn

• Sponsorship or guest inquiries - [email protected]

Radhika Shukla is the Enterprise Sales Director, US Manufacturing at Microsoft. She has an MBA from the University of Michigan's Ross School of Business and has won multiple awards at Microsoft and IBM. She is also a former Mrs Michigan USA, Mrs India, and Top 5 Mrs North America 2020. Her passion lies in helping customers solve complex business challenges through innovative digital transformation solutions and engaging experiences.

In today's episode, we discuss how sales leaders can inspire, empower and appreciate their sellers. We cover the benefits of appreciating your sellers, why clarity is a sales leader's best friend, and the benefits of proactive pipeline development.

What You'll Learn:

• How to develop a passion for proactive pipeline development

• Ways to achieve long-term success in sales

• The 5 selling rules every seller must follow

• Why customer buy-in is so important in sales

• Do awards and recognitions matter for sellers?

• Why clarity is a sales leader's best friend

• How to make your team members feel included and engaged

• The current state of women in sales

Typically sales cycles can last anywhere from 9 to 18 months, meaning things don't happen overnight. So as a seller, you must constantly build your pipeline and look for new opportunities. You can only do that by listening in a way that you understand your customer's needs, become their trusted advisor, and provide thought leadership every step of the way.

Links and 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

• Radhika's LinkedIn - https://www.linkedin.com/in/radhikashukla/

• Modern Mentoring Paperback by Randy Emelo - https://www.amazon.ca/Modern-Mentoring-Randy-Emelo/dp/1562869337/

• Atlas of the Heart: Mapping Meaningful Connection and the Language of Human Experience by Brené Brown - https://www.amazon.ca/Atlas-Heart-Meaningful-Connection-Experience/dp/0399592555/

• Full Funnel Freedom https://fullfunnelfreedom.com

• The Sandler Summit 2023 https://www.hamish.sandler.com/orlando

• 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]

Lindsay Duprey is the Chief Operating Officer of WCD (formerly West Canadian Digital Imaging). She is a collaborative and cross-functional leader with over 20 years of experience specializing in sales & operational leadership, strategy, change management and partnership development. An activator and ideator by nature, Lindsay has a track record for building and leading high-performance sales teams and bringing technology-driven solutions to market.

In today's episode, we discuss the ways sales leaders can drive proactive conversations with their salespeople and the key questions to ask during 1-on-1 meetings. We also cover unique strategies you can implement immediately to get marketing, sales and customer service to work together.

What You'll Learn:

• Key questions to ask sellers in 1-on-1s

• Defining how your customers want to purchase from you

• How exactly to get marketing, sales and customer service to work together

• How to get your team to balance short-term wins with long-term opportunities

• Understand the basics of the 10X mindset

• The warning signs of a shrinking funnel

• Why you should never be overly reliant on one customer

• The benefits of proactive account management

In an ideal world, 1-on-1 meetings are an excellent space for sales leaders and their team members to discuss performance, feedback and personal development. But that is usually not the case. Lyndsay believes it's time we changed the narrative from routine status updates to more proactive coaching and growth sessions.

Links and 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

• WCD - https://www.wcdconnect.com/

• Lindsay Duprey on LinkedIn - https://www.linkedin.com/in/lindsayduprey/

• Full Funnel Freedom episode on change with Melina Palmer - https://podcasts.apple.com/ca/podcast/060-change-isnt-about-the-cookie-with-melina-palmer/id1588080063?i=1000582133249

• Five Dysfunctions of a Team by Patrick Lencioni - https://amzn.to/3zuLMyP

• Leading From the Middle by Scott Mautz - https://amzn.to/3DSZIW2

• Discover Your True North by Bill George - https://amzn.to/3h34nvi

• Dare to Lead by Brené Brown - https://amzn.to/3sLGKu2

• Atomic Habits by James Clear - https://amzn.to/3gZ29NC

• Full Funnel Freedom https://fullfunnelfreedom.com

• The Sandler Summit 2023 https://www.hamish.sandler.com/orlando

• 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]

We already know that sales coaching is important - even high-performing salespeople need regular training and feedback to become better. However, getting started with sales coaching can feel overwhelming, especially if salespeople view coaching as a needless waste of time.

In today's episode, we'll explore ways to get the most out of your coaching sessions. We'll also discuss why our best intentions when coaching our direct reports can hinder their development and result in frustration for them and us.

What You'll Learn:

• How to ensure your coaching sessions are super effective
• Why coaching should not be a polite conversation
• How many issues you should addres during a coaching session
• The role of accountability in sales coaching
• Keys to influential sales coaching
• How to structure a sales coaching session
• The pros and cons of being a human-oriented coach

If you're not getting the results you need to unlock your team's revenue potential, reconsider and review your sales coaching methods. Just like it's extremely unlikely to find an elite athlete without an equally top-class coach, you cannot have high-performing salespeople without an effective coach.

Links and 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
• Episode 22 - Traditional Role Play Sucks and What to Do About It - http://bit.ly/3wVG7jn ‎
• Episode 33 - The Power of Strokes - http://bit.ly/3Hna3Ke
• Full Funnel Freedom https://fullfunnelfreedom.com
• The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
• 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]

Callan Harrington is the Founder and CEO of Flashgrowth, a consulting and fractional executive company that helps startups and scaleups achieve sustainable growth from seed to exit. He is on a mission to help early-stage B2B companies build repeatable sales processes and win the war against the 17-month average tenure of a VP of sales.

In today's episode, we'll discuss why the VP of sales average tenure has shrunk to just 17 months. We'll also cover what sales leaders can do to ensure their tenures are longer, worthwhile and profitable.

What You'll Learn:

• Why tenures for VP of Sales are so short
• Ways sales leaders can start their tenures on the right foot
• What a sales leader can do to improve their reputation
• How to win the war on the 17-month average tenure of a VP sales
• Proven ways to scale a business successfully
• Tips for keeping high performers happy
• The benefits of developing self-awareness in sales leadership
• Should salespeople be creating content?
• How to let go of perfect and embrace your mistakes

The average tenure of a VP of sales was once sitting at a healthy 26 months, but now it's just 17 months. And 17 months in such a position is not enough time to make the impact a leader is committed to making. Hopefully, with the tips from Callen, we can reverse this unfortunate trend and create full funnel freedom.

Links and 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
• Connect with Callan Harrington on LinkedIn - https://www.linkedin.com/in/callanharrington/
• Flashgrowth.com - https://www.flashgrowth.com/
• Scientific Advertising by Claude C Hopkins - https://amzn.to/3rKBN3U
• Full Funnel Freedom https://fullfunnelfreedom.com
• The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
• 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]

Helen Fanucci is a best-selling author, transformational sales leader, team builder, podcaster, and sought-after keynote speaker. She is currently the Customer Success Sales Leader at Microsoft, where she's on a mission to provide thought leadership in employee engagement, hybrid work productivity and security.

In today's episode, we discuss how sales leaders can learn to love their teams. Helen shares proven strategies sales managers can use to build stronger team cultures and deliver outsized business performance while retaining top talent.

What You'll Learn:

• Red flags you should never ignore in conversations with sellers
• Why sales leaders must understand the things that matter to their people
• The two types of conversations every sales leader should master
• Traditional versus "Love Your Team" sales leader
• Why modern sales leaders should read Hellen's book Love Your Team
• How leaders unintentionally promote bad behavior in teams
• The benefits of having an accurate pipeline
• How to have tough love conversations with your team
• Why curiosity is a core skill in leadership

The pandemic dramatically flipped the workforce power structure on its head. Team members have more power in the marketplace and they know it. As sales leaders, we must intentionally shift our approach from the traditionally accepted hustle mode and focus on the success and wellbeing of our team.

Links and 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
• Helen's LinkedIn - https://www.linkedin.com/in/helenfanucci/
• Love Your Team: A Survival Guide for Sales Managers in a Hybrid World by Helen Fanucci - https://amzn.to/3GdeEOt
• Love Your Team Podcast - https://www.loveyourteampodcast.com/
• Brené Brown's Dare to Lead Podcast - https://brenebrown.com/podcasts/
• Becoming by Michelle Obama - https://amzn.to/3VEUoLz
• The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever by Michael Bungay Stanier - https://amzn.to/3igbQrZ
• Brotopia by Emily Chang https://amzn.to/3jS5uiQ
• Girl in the Gun Club by Tracy Salzgeber https://amzn.to/3iazF4z
• Full Funnel Freedom https://fullfunnelfreedom.com
• The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
• 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]

Kevin Gaither is an Inside Sales Expert on a mission to help leaders at early-stage tech startups avoid mistakes when building or scaling their sales teams while growing revenues. He loves sharing his expertise and experience from over 25 years of sales leadership. When you learn from Kevin, expect to get experience and not fluffy opinions.

In today's episode, we discuss how sales leaders can build and scale successful inside sales teams from scratch. Kevin also shares some best practices for onboarding and training new sales teams.

What You'll Learn:

• What is inside sales?
• How to build a successful inside sales team to support an early-stage startup
• The best places to find inside sales reps
• What is the most important trait in a salesperson?
• Mistakes to avoid when hiring inside salespeople
• Kevin's 4-step method for effectively onboarding a sales rep
• How to manage performance and set realistic expectations
• The fine line between micromanagement and expectation setting

Many startups are making inside sales a priority, because they understand that they need to create new teams and upgrade their customer engagement processes to attract able investors. However, the trick is to hire the right people and not screw it up during the onboarding process, which is what Kevin helps us understand how to do.

Links and 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
• Kevin's LinkedIn - https://www.linkedin.com/in/kevingaither/

• Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk - https://www.amazon.com/Jab-Right-Hook-Story-Social/dp/006227306X
• Full Funnel Freedom https://fullfunnelfreedom.com
• The Sandler Summit 2023 https://www.hamish.sandler.com/orlando
• 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]