Shows
Full Funnel Freedom135. Successful Change Requires Making Peace with Loss, with Roberta De GirolamoThe 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...2024-03-1831 minFull Funnel Freedom135. Successful Change Requires Making Peace with Loss, with Roberta De GirolamoThe 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...2024-03-1831 min
Full Funnel Freedom133. Empathy Doesn't Mean Lack of Accountability, with Chet LovegrenThe 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...2024-03-0441 min
Full Funnel Freedom132. How Ethical Persuasion Works for Leaders and Sellers, with Brian AhearnThe 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 Pe...2024-02-2635 min
Full Funnel Freedom123. How a Struggling Sales Team Created 80% Predictability in their Funnel, with Kirk NelsonKirk 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...2023-12-2530 min
Full Funnel Freedom122. Ops and Sales - Two Sides, Same Coin, with Taft LoveCollaboration 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...2023-12-1828 min
Full Funnel Freedom120. Finding the Right People is not an Accident, with Jeremy RuchFor 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. Wh...2023-12-0430 min
Full Funnel Freedom114. Successful Sales Leadership Can be Explained with 6th Grade Math, with Matthew IovanniHow are you tracking your progress and success? In this week's episode, we explore ideas and insights with Matthew Iovanni, managing partner of Full Funnel. We take a deep dive into the numbers behind the sales, exploring ROI, efficiency, cost of acquisition, and the importance of SDRs in demand generation. What you'll learn: How to explain Revops through 6th grade math. How to present an ROI on sales and marketing to a CRO. How Cost of Acquisition Targeting supports better strategic decision making than revenue quotas. What your business objectives should target demand generation, pipeline generation...2023-10-2328 min
Full Funnel Freedom109. Conversation Metrics you Need to be Tracking Now, with Collin MitchellPeter Drucker once said "What gets measured, gets managed." Ok, but what should we be measuring? Today's guest is Collin Mitchell from the Sales Transformation podcast, and he shares some ideas and insights around ensuring we are measuring the right conversation metrics in our processes and teams. And, if you find yourself not sure what to measure, it might be time to give us a call. What you'll learn: Why activities are not a good measure of success. How to make activities into conversions. What are the key conversions that drive business. Wh...2023-09-1832 minFull Funnel Freedom109. Conversation Metrics you Need to be Tracking Now, with Collin MitchellPeter Drucker once said "What gets measured, gets managed." Ok, but what should we be measuring? Today's guest is Collin Mitchell from the Sales Transformation podcast, and he shares some ideas and insights around ensuring we are measuring the right conversation metrics in our processes and teams. And, if you find yourself not sure what to measure, it might be time to give us a call. What you'll learn: Why activities are not a good measure of success. How to make activities into conversions. What are the key conversions that drive business. Wh...2023-09-1832 min
Full Funnel Freedom104 Sales Leaders are the Weak Link in your Revenue Chain, with Tony HughesYour 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 b...2023-08-1427 min
Full Funnel Freedom097 Death to PercentagesThe 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 h...2023-06-2619 minFull Funnel Freedom097 Death to PercentagesThe 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 h...2023-06-2619 min
Full Funnel Freedom089 What a Mountain Rescue Teaches Us About Coaching our TeamsEvery 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 s...2023-05-0110 min
Full Funnel Freedom083 Until Their Buyer Says It, Our Sellers *Know* NothingThe 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...2023-03-2013 min
Full Funnel Freedom073 Stepping on the Gas Tends to Send Our Sellers Over a CliffWhen our sellers get positive buying signals from our prospects, they can sometimes feel like they need to step on the gas to get the sale across the finish line. However, a positive buying signal does not necessarily mean positive buying confirmation. So when our sellers attempt to accelerate that sale, they end up driving that opportunity right off a cliff. In this episode, I'm going to share two mindsets that can help you coach your sellers, as well as an activity to hold them accountable when they feel the need to accelerate opportunities to the finish...2023-01-0913 min
Full Funnel Freedom069 Trust Beats Relationships for Keeping Our Funnel FullThe one skill every salesperson must learn regardless of industry is the art of trust-building. That means discarding the surface-level relationships that die off after the money has been exchanged. Building trust is the only way salespeople can guarantee optimal results for all parties involved. Salespeople love to pontificate about the "great relationships" they have with prospects and clients. But to keep our funnel consistently full, trust beats relationships. In today's episode, we will talk about how sales leaders can teach their salespeople the art of developing high-quality and high-trust relationships. What You'll L...2022-12-1214 min
Full Funnel Freedom067 Beware the Boogie Prospect!Who is a boogie prospect, and why are some salespeople so afraid of them? The boogie prospect is a creature that exists in a salesperson's nightmares and nowhere else. It holds all the power in the conversations and rarely gives anything away. It makes outrageous demands and gets upset when those demands aren't met. Like parents who put a nightlight in their child's room to scare away the monsters, we can be that light for the salespeople who fear running into the boogie prospect. In today's episode, we discuss how sales leaders can be the l...2022-11-2812 min
Full Funnel Freedom061 The Ballad of a Cowardly SalespersonMost salespeople are cowards. They may look and act tough, but deep down, they're afraid of tackling key business development tasks. No salesperson wants to be called a coward, but that is exactly what most salespeople are. Cowardice in sales is a real problem for one simple reason: fear of rejection leads to missed opportunities and, therefore, a giant waste of time and money. In today's episode, I'll share with you the tale of the cowardly salesperson, as well as some ideas on how sales leaders can instill courage and bravery in the members of their sales...2022-10-1712 min
Full Funnel Freedom060 Change Isn't About the Cookie with Melina Palmer, Author of What Your Employees Need and Can't Tell YouMelina Palmer is an applied behavioral economist who is passionate about helping people understand what behavioral economics is and how they can use it to communicate more effectively. She is the author of two books, contributed research to the Filene Research Institute, and teaches applied behavioral economics through the Human Behaviour Lab at Texas A&M University. In today's episode, we talk about behavioral economics, communication tips to keep employees engaged during change, and how leaders can minimize stress when managing a team through change. What You'll Learn: - What is behavioral economics?2022-10-1035 min
Full Funnel Freedom057 Avoiding Conflict With Our Salespeople's Self-Limiting BeliefsAs salespeople, we know that the right mindset is essential for success. It doesn't matter how exciting your product or service is or how big your funnel is; if your salespeople are holding on to self-limiting beliefs, you'll likely close fewer deals. While it's your duty to help your team deal with these self-limiting beliefs, pointing them out can lead to conflict. You need to be smart by understanding where these beliefs come from and why they're so powerful. In today's episode, we discuss how to effectively respond to your salespeople's self-limiting beliefs and help them discover...2022-09-1915 min
Full Funnel Freedom055 9 Tips to Improve the Stories You and Your Salespeople TellStories can help you achieve sales success faster, because people love listening to stories. Unfortunately, most salespeople don't know how to tell impactful stories. Simply knowing that stories do drive results is not the same as being able to narrate them successfully. Today's episode focuses on nine tips sales leaders can use to make their stories more compelling. Salespeople can also use these nine tips to have more impactful conversations with prospects, drive leads, and close more sales. If you can tell an influential story, you'll be great at sales. It's as simple as that....2022-09-0513 min
Full Funnel Freedom053 Dating Advice That's Applicable to Leading a Sales TeamWhat's the number one piece of advice you'd give your teenage daughters about dating? Can that advice translate into selling and sales leadership advice? A business owner friend of mine shared a story about his anxiety when his daughters matured into dating age. He didn't know what he would say to her, so he reached out to another business owner with an older daughter. His advice was simple, "Tell them not to listen to what the boys say; watch what they do." Tune in to learn how that statement translates to sales, and why sales lea...2022-08-2214 min
Full Funnel Freedom052 Don't Hire a Salesperson Until You Absolutely Have to with Adam Boyd from Northwood GroupAdam Boyd is the Principle of the Northwood group, a business consulting firm that provides consulting services for small and mid-market businesses on sales and sales leadership. He works with owners, presidents, sales leaders, and CEOs who won't settle for mediocrity, focusing on designing, building and installing processes and systems for sales growth. Tune in to learn why sales leadership is the loneliest role in the organization, the benefits of keeping things simple, and why you shouldn't hire a salesperson until you absolutely need to. What You'll Learn: - Must-haves to consider before...2022-08-1532 min
Full Funnel Freedom051 6 Proactive Account Management Activities That Create Full Funnel FreedomTraditionally, account management was all about having lunch or golfing sessions with important customer contacts. But customers today expect more. They want an intermediary that can close the gap between their interest and the opportunities present in the market. They also expect account managers to provide meaningful value beyond what they sell. In today's episode, we'll go through proactive account management activities and strategies that are essential for creating full funnel freedom. What You'll Learn: - The main elements of proactive account management - How salespeople can take advantage of expansion opportunities 2022-08-0815 min
Full Funnel Freedom049 Better to Create Demand Than Fulfill DemandIs your sales strategy built around creating demand or fulfilling demand? Do your customers come to you believing you can solve all their problems, or do you hound them with calls hoping to close a meeting? Tune in to learn why it’s better to create demand than fulfill demand in sales. Discover how sales leaders can squash limiting beliefs such as the seasons of prospecting fallacy. What You'll Learn: - The difference between demand creation and demand fulfillment - How to create demand for your product or service - Limiting beli...2022-07-2515 min
Full Funnel Freedom048 Massive Turnover in Your Sales Team is Good? with Mike Stark from WelcoMichael Stark is the Sales Director at Welco Expediting Limited, one of Canada's largest distributors of industrial plant processing equipment. Mike is also a business development and sales growth strategist who’s passionate about supporting focused and productive teams to build client-focused eco-systems. We discuss why massive turnover in your sales team can be a good thing and what to do when a salesperson leaves your organization. What You'll Learn: - How massive turnover in your sales team can be a positive thing - Main reasons for high turnover among sales teams ...2022-07-1826 min
Full Funnel Freedom047 Our Salespeople Can't Damage Relationships That Don't ExistYour salespeople's biggest fear is not that they will "damage" a client relationship; your salespeople are afraid that the relationship they think they have with a prospect or client might not exist at all. But here's the thing; your salespeople can't damage relationships that don't exist. And until they assert their right to ask questions, the relationship will only ever exist in their heads. What You'll Learn: - How salespeople can create strong relationships with prospects - Why salespeople need to stop assuming their relationships with prospects - Building rapport and t...2022-07-1113 min
Full Funnel Freedom046 What is *Deep* Listening for Sales Leaders with Oscar TrimboliThis week, we have Oscar Trimboli on the show to talk about listening for sales leaders. Oscar is a bestselling author of ‘Deep Listening’ and the host of an award-winning Apple podcast by the same title. Through his work, Oscar uses the gift of listening to bring positive changes to homes, workplaces, and cultures worldwide. What You'll Learn: - The importance of listening skills for sales leaders - The five main levels of listening - Understanding the art and science of listening - What is system-oriented listening? - Why...2022-07-0428 min
Full Funnel Freedom045 How Our Salespeople Unintentionally Create Friction with Clients and ProspectsAs salespeople, how we communicate is directly related to how we sell. Did you know that words can potentially cost you sales, influence, and the chance to build deeper relationships with prospects? In today's episode, we'll go through some common phrases potentially harming your sales success. This is why it's extremely important that you do not sound stale or use phrases that raise red flags in the prospects' minds. What You'll Learn: - How the words you use are potentially creating friction with prospects - Things your sales reps are doing that kill...2022-06-2713 min
Full Funnel Freedom036 Success through Personalized Systems with Jennifer Seeno TuckerJennifer Seeno Tucker is an Associate Broker with eXp Realty and the co-creator of The 7 Saturday's to Success Training Program for local real estate agents in Nassau County, New York. She is also an international best-selling author of Become A Rockstar Real Estate Agent: 7 Steps to Make $100k A Year. In today's episode, Jennifer shares ideas and insights on how to set up personalized systems and processes for success. She explains how systems and processes form the building blocks you need to scale your business, and how the best salespeople create full funnel freedom using systems and...2022-04-2528 minFull Funnel Freedom036 Success through Personalized Systems with Jennifer Seeno TuckerJennifer Seeno Tucker is an Associate Broker with eXp Realty and the co-creator of The 7 Saturday's to Success Training Program for local real estate agents in Nassau County, New York. She is also an international best-selling author of Become A Rockstar Real Estate Agent: 7 Steps to Make $100k A Year. In today's episode, Jennifer shares ideas and insights on how to set up personalized systems and processes for success. She explains how systems and processes form the building blocks you need to scale your business, and how the best salespeople create full funnel freedom using systems and...2022-04-2528 min
Full Funnel Freedom033 The Power of StrokesIn today's episode, we talk about the effectiveness of power strokes in keeping your team motivated when creating full funnel freedom. Simply put, a power stroke is a psychological unit of recognition. They can be positive, negative or rubber band, which starts off positive and ends up negative like a rubber band snapping back. Today, we are going into the details of using power strokes in your sales team. What You'll Learn: - Definition of power strokes - How power strokes help with keeping your team motivated - Understanding your team's nee...2022-04-0412 minFull Funnel Freedom033 The Power of StrokesIn today's episode, we talk about the effectiveness of power strokes in keeping your team motivated when creating full funnel freedom. Simply put, a power stroke is a psychological unit of recognition. They can be positive, negative or rubber band, which starts off positive and ends up negative like a rubber band snapping back. Today, we are going into the details of using power strokes in your sales team. What You'll Learn: - Definition of power strokes - How power strokes help with keeping your team motivated - Understanding your team's nee...2022-04-0412 min
Full Funnel Freedom032 Achieving Full Funnel Freedom Without Burning Out with Shannon Millar Hopkins from BetterUpIn today's episode, our guest Shannon Millar Hopkins shares her insights around how we can achieve full-funnel freedom without burning out. Shannon boasts 15 years of SaaS selling experience and is the current Regional Vice President of Sales at BetterUp. We dive deep into how the top salespeople transition from field sales into sales leadership, decision fatigue in sales, and how sales leaders can spot a skinny sales funnel. What You'll Learn: - How to ease the transition from field sales into sales leadership - The link between resilience and sales success ...2022-03-2829 minFull Funnel Freedom032 Achieving Full Funnel Freedom Without Burning Out with Shannon Millar Hopkins from BetterUpIn today's episode, our guest Shannon Millar Hopkins shares her insights around how we can achieve full-funnel freedom without burning out. Shannon boasts 15 years of SaaS selling experience and is the current Regional Vice President of Sales at BetterUp. We dive deep into how the top salespeople transition from field sales into sales leadership, decision fatigue in sales, and how sales leaders can spot a skinny sales funnel. What You'll Learn: - How to ease the transition from field sales into sales leadership - The link between resilience and sales success ...2022-03-2829 min
Full Funnel Freedom031 Get Your Compensation Plan Out of the MUDIt's a no-brainer that a one size fits all approach is ineffective when it comes to sales compensation plans. A compensation plan must be custom designed based on a rep's role within the team, the sales cycle length, and the rep's level of seniority. At its core, a sales compensation plan is a structured system that helps determine how much a sales rep earns based on several pre-set metrics. So how can you design an effective framework that covers every single one of your reps? What You'll Learn: - How to create an effective sales c...2022-03-2114 minFull Funnel Freedom031 Get Your Compensation Plan Out of the MUDIt's a no-brainer that a one size fits all approach is ineffective when it comes to sales compensation plans. A compensation plan must be custom designed based on a rep's role within the team, the sales cycle length, and the rep's level of seniority. At its core, a sales compensation plan is a structured system that helps determine how much a sales rep earns based on several pre-set metrics. So how can you design an effective framework that covers every single one of your reps? What You'll Learn: - How to create an effective sales c...2022-03-2114 min
Full Funnel Freedom030 The Journey From IT Tech to Sales Leader with Devon Gillard from F12.netIn today's episode, I speak to Devon Guillard, the CMO and managing partner at F12.net, a Canadian IP provider focused on offloading risk and complexity for small and midsize businesses. We talk about Devon's journey from IT tech into sales leadership, full-funnel freedom in a muddy market, and why the best salespeople only focus on the things within their control. What You'll Learn: - How to create full-funnel freedom in a muddy market - How an IT tech expert can transition into the world of sales - Why you need to...2022-03-1430 minFull Funnel Freedom030 The Journey From IT Tech to Sales Leader with Devon Gillard from F12.netIn today's episode, I speak to Devon Guillard, the CMO and managing partner at F12.net, a Canadian IP provider focused on offloading risk and complexity for small and midsize businesses. We talk about Devon's journey from IT tech into sales leadership, full-funnel freedom in a muddy market, and why the best salespeople only focus on the things within their control. What You'll Learn: - How to create full-funnel freedom in a muddy market - How an IT tech expert can transition into the world of sales - Why you need to...2022-03-1430 min
Full Funnel Freedom029 Is Your Sales Year Already Over?In today’s episode, we’ll be sharing ideas and insights around the sales year and revealing how the top sales leaders keep their teams motivated throughout the sales year. The sales year might sound like this long 12-month sales cycle, yet it’s simply the amount of time it takes for you to close a deal within a fiscal year. For some salespeople, that’s six months. For others, it could be a year. You simply have to measure from the moment you first contact a prospect to when a salesperson’s commission hits the bank. What...2022-03-0711 minFull Funnel Freedom029 Is Your Sales Year Already Over?In today’s episode, we’ll be sharing ideas and insights around the sales year and revealing how the top sales leaders keep their teams motivated throughout the sales year. The sales year might sound like this long 12-month sales cycle, yet it’s simply the amount of time it takes for you to close a deal within a fiscal year. For some salespeople, that’s six months. For others, it could be a year. You simply have to measure from the moment you first contact a prospect to when a salesperson’s commission hits the bank. What...2022-03-0711 min
Full Funnel Freedom028 Creating Highly Accurate Sales Forecasts with Caleb Pierce from AFTI WatchdogIn this episode, our guest Caleb Pierce shares insights and ideas around accurate sales forecasting. Caleb is the Vice President of revenue optimization for AFTI WatchDog, a low-cost oil well monitoring and pipeline leak detection system. At its core, sales forecasts are probable assumptions based on data. They won't be perfect, but accurate sales forecasts are almost as important as hitting the revenue target itself. Moreover, the more accurate your forecasts are, the easier it is to make smarter decisions about essential business operations like goal-setting, budgeting, hiring, and cash flow management. What You'll Learn:2022-02-2831 minFull Funnel Freedom028 Creating Highly Accurate Sales Forecasts with Caleb Pierce from AFTI WatchdogIn this episode, our guest Caleb Pierce shares insights and ideas around accurate sales forecasting. Caleb is the Vice President of revenue optimization for AFTI WatchDog, a low-cost oil well monitoring and pipeline leak detection system. At its core, sales forecasts are probable assumptions based on data. They won't be perfect, but accurate sales forecasts are almost as important as hitting the revenue target itself. Moreover, the more accurate your forecasts are, the easier it is to make smarter decisions about essential business operations like goal-setting, budgeting, hiring, and cash flow management. What You'll Learn:2022-02-2831 min
Full Funnel Freedom027 4 Tips for Managing Performance WhiplashIn this episode, we talk about managing performance whiplash in your team. All sales leaders can attest to the frustrations that arise when one or two team members aren't doing what's expected of them. It's even more frustrating when these individuals do so several times a week. However, ensuring employees repeatedly deliver desired results can be challenging. As leaders, the first step to handling performance whiplash is being clear with your expectations and letting inconsistent employees choose to "self-select" if they won't perform. What You'll Learn: - 4 best practices for managing performance whiplash ...2022-02-2111 minFull Funnel Freedom027 4 Tips for Managing Performance WhiplashIn this episode, we talk about managing performance whiplash in your team. All sales leaders can attest to the frustrations that arise when one or two team members aren't doing what's expected of them. It's even more frustrating when these individuals do so several times a week. However, ensuring employees repeatedly deliver desired results can be challenging. As leaders, the first step to handling performance whiplash is being clear with your expectations and letting inconsistent employees choose to "self-select" if they won't perform. What You'll Learn: - 4 best practices for managing performance whiplash ...2022-02-2111 min
Full Funnel Freedom026 How to Build Successful Sales Teams with Evan SantaIn today's episode, Evan Santa from CommerceBear shares ideas and insights around building sales teams that can consistently create full-funnel freedom. Evan is a talented and experienced sales leader having helped build sales teams in some of the world's leading companies, including TouchBistro and VidYard. He goes through some of the techniques he used to create successful sales teams and reveals the key defining traits of a top sales performer. What You'll Learn: - Why building the ultimate sales team starts at recruiting - How to identify and mold the team lead 2022-02-1443 minFull Funnel Freedom026 How to Build Successful Sales Teams with Evan SantaIn today's episode, Evan Santa from CommerceBear shares ideas and insights around building sales teams that can consistently create full-funnel freedom. Evan is a talented and experienced sales leader having helped build sales teams in some of the world's leading companies, including TouchBistro and VidYard. He goes through some of the techniques he used to create successful sales teams and reveals the key defining traits of a top sales performer. What You'll Learn: - Why building the ultimate sales team starts at recruiting - How to identify and mold the team lead 2022-02-1443 min
Full Funnel Freedom025 3 Considerations before TerminationIn today’s episode, we talk about the three crucial things to consider before terminating an employee. Letting go of an employee is undoubtedly one of the hardest things an employer can ever do. Not only are you impacting a person’s livelihood, but unfair termination could also spark discontent within an organization. Nevertheless, some firings are necessary and unavoidable, but the more you understand termination, the easier it will be to manage the entire process. What You’ll Learn: - Factors to consider before firing an employee - Why employers need to set cl...2022-02-0711 minFull Funnel Freedom025 3 Considerations before TerminationIn today’s episode, we talk about the three crucial things to consider before terminating an employee. Letting go of an employee is undoubtedly one of the hardest things an employer can ever do. Not only are you impacting a person’s livelihood, but unfair termination could also spark discontent within an organization. Nevertheless, some firings are necessary and unavoidable, but the more you understand termination, the easier it will be to manage the entire process. What You’ll Learn: - Factors to consider before firing an employee - Why employers need to set cl...2022-02-0711 min
Full Funnel Freedom024 How do You Manage a Mountain of Inbound Leads? With Dan Wardle from VidyardIn today's episode, we talk to Dan Wardle about how to keep your sales funnel consistently full using video and managing a mountain of inbound leads. Dan Wardle is currently the head of sales at Vidyard, responsible for all areas of revenue including the enterprise, SMB, and self-serve segments. In previous roles, Dan led the Growth department at Vidyard, SMB sales at Salesforce.com and channel sales management at BlackBerry. What You'll Learn: - How sales and marketing can use video to attract more leads - How to manage a mountain of inbound leads 2022-01-3130 minFull Funnel Freedom024 How do You Manage a Mountain of Inbound Leads? With Dan Wardle from VidyardIn today's episode, we talk to Dan Wardle about how to keep your sales funnel consistently full using video and managing a mountain of inbound leads. Dan Wardle is currently the head of sales at Vidyard, responsible for all areas of revenue including the enterprise, SMB, and self-serve segments. In previous roles, Dan led the Growth department at Vidyard, SMB sales at Salesforce.com and channel sales management at BlackBerry. What You'll Learn: - How sales and marketing can use video to attract more leads - How to manage a mountain of inbound leads 2022-01-3130 min
Full Funnel Freedom023 Tips on Building a Skill Based Sales OrganizationIn today's episode, we go through practical steps and strategies around building an effective sales team. We all know that great sales leaders are only as good as their sales team. One bad hire could mean losing out on lucrative contracts, while a team full of A-players can and will catapult your revenue to unimaginable heights. To achieve this, you'll need a sales team structure that describes how you organize workflow for your team. And the model you adopt should ensure you maintain an efficient workflow. What You'll Learn: - The anatomy of the modern...2022-01-2411 minFull Funnel Freedom023 Tips on Building a Skill Based Sales OrganizationIn today's episode, we go through practical steps and strategies around building an effective sales team. We all know that great sales leaders are only as good as their sales team. One bad hire could mean losing out on lucrative contracts, while a team full of A-players can and will catapult your revenue to unimaginable heights. To achieve this, you'll need a sales team structure that describes how you organize workflow for your team. And the model you adopt should ensure you maintain an efficient workflow. What You'll Learn: - The anatomy of the modern...2022-01-2411 min
Full Funnel Freedom022 Why Traditional Role-Play Sucks and What to Do About ItIn this episode, we talk about role-plays and why they are the single most important activities we can do as leaders to develop our teams and create full funnel freedom. Although role-play exercises are crucial when developing strong conversational tactics and sales delivery, it's surprising how little attention is paid to doing them right. What You'll Learn: - Dos and don'ts of using role-plays as a sales training tool - Deliberate practice and role-play exercises - Why scripts are useless during a role-play exercise - Reasons why you and...2022-01-1712 minFull Funnel Freedom022 Why Traditional Role-Play Sucks and What to Do About ItIn this episode, we talk about role-plays and why they are the single most important activities we can do as leaders to develop our teams and create full funnel freedom. Although role-play exercises are crucial when developing strong conversational tactics and sales delivery, it's surprising how little attention is paid to doing them right. What You'll Learn: - Dos and don'ts of using role-plays as a sales training tool - Deliberate practice and role-play exercises - Why scripts are useless during a role-play exercise - Reasons why you and...2022-01-1712 min
Full Funnel Freedom021 Why Playbooks Are Critical for Full Funnel Freedom with Tom Short from KudosIn today's episode, we talk to Tom Short, the Co-Founder and Chief Customer Officer at Kudos, an award-winning employee recognition platform. Over the course of 25 years, Tom has used his passion for entrepreneurship and marketing to found numerous highly successful companies, where employee experience has been the cornerstone to building effective teams. What You'll Learn: - Why sales playbooks are crucial in the modern sales process - What to include in a sales playbook - Why not all inbound leads are ideal clients - The ‘train the trainer’ methodology 2022-01-1028 minFull Funnel Freedom021 Why Playbooks Are Critical for Full Funnel Freedom with Tom Short from KudosIn today's episode, we talk to Tom Short, the Co-Founder and Chief Customer Officer at Kudos, an award-winning employee recognition platform. Over the course of 25 years, Tom has used his passion for entrepreneurship and marketing to found numerous highly successful companies, where employee experience has been the cornerstone to building effective teams. What You'll Learn: - Why sales playbooks are crucial in the modern sales process - What to include in a sales playbook - Why not all inbound leads are ideal clients - The ‘train the trainer’ methodology 2022-01-1028 min
Full Funnel Freedom020 4 Phrases Salespeople Use That Kill Their CredibilityIn today's episode, we're going to talk about how our salespeople unintentionally kill their credibility with clients and prospects. We've all been in situations where a salesperson used words or phrases that made you think twice about doing business with them. And it even might be you who used those words and wondered why a hot deal went dead. Of all the crappy sales pitches your salespeople could use, the four phrases we talk about in this episode tend to be the most detrimental. What You'll Learn: - The four phrases that kill a salesperson's c...2022-01-0310 minFull Funnel Freedom020 4 Phrases Salespeople Use That Kill Their CredibilityIn today's episode, we're going to talk about how our salespeople unintentionally kill their credibility with clients and prospects. We've all been in situations where a salesperson used words or phrases that made you think twice about doing business with them. And it even might be you who used those words and wondered why a hot deal went dead. Of all the crappy sales pitches your salespeople could use, the four phrases we talk about in this episode tend to be the most detrimental. What You'll Learn: - The four phrases that kill a salesperson's c...2022-01-0310 min
Full Funnel Freedom019 How Linear Thinking Kills Full Funnel FreedomIn today's episode, I will explain how linear thinking kills full funnel freedom. Our brains burn about 20% of the calories we consume. And so, to conserve energy, humans tend to employ linear thinking. In essence, a linear process has a starting point and an ending point, and our brains make it as simple and straight as possible. Linear thinking, unfortunately, stifles creativity. What You'll Learn: - What linear thinking is - The pros and cons of linear thinking - How to promote flexibility in your sales team - Helping y...2021-12-2708 minFull Funnel Freedom019 How Linear Thinking Kills Full Funnel FreedomIn today's episode, I will explain how linear thinking kills full funnel freedom. Our brains burn about 20% of the calories we consume. And so, to conserve energy, humans tend to employ linear thinking. In essence, a linear process has a starting point and an ending point, and our brains make it as simple and straight as possible. Linear thinking, unfortunately, stifles creativity. What You'll Learn: - What linear thinking is - The pros and cons of linear thinking - How to promote flexibility in your sales team - Helping y...2021-12-2708 min
Full Funnel Freedom018 To Ask Better Questions, Stop TalkingToday we are talking about asking better questions, and training your salespeople to ask better questions. There is a tendency among salespeople to babble through questions because they are either afraid of silence or afraid that their prospect may give an answer that isn't "beneficial" to them. Nevertheless, your value as a salesperson is based on the amount of information you get, not the amount of information you give. So, ask the right questions, but give your prospects time to respond. What You'll Learn: - How to ask better questions - Conversation goals an...2021-12-2012 minFull Funnel Freedom018 To Ask Better Questions, Stop TalkingToday we are talking about asking better questions, and training your salespeople to ask better questions. There is a tendency among salespeople to babble through questions because they are either afraid of silence or afraid that their prospect may give an answer that isn't "beneficial" to them. Nevertheless, your value as a salesperson is based on the amount of information you get, not the amount of information you give. So, ask the right questions, but give your prospects time to respond. What You'll Learn: - How to ask better questions - Conversation goals an...2021-12-2012 min
Full Funnel Freedom017 7 Words Your Salespeople Can Use to Reduce Friction with ProspectsIn today's episode, we will reveal the seven words to coach your salespeople to use that will make them more effective when selling. In sales and everyday living, the right words often lead to the right reaction. If you use the right words, your prospects will begin to see the benefits of working with you. On the other hand, using the wrong words will mean closing deals will become an issue. What You'll Learn: - How to optimize your sales vocabulary - The best words to use during sales conversations ...2021-12-1310 minFull Funnel Freedom017 7 Words Your Salespeople Can Use to Reduce Friction with ProspectsIn today's episode, we will reveal the seven words to coach your salespeople to use that will make them more effective when selling. In sales and everyday living, the right words often lead to the right reaction. If you use the right words, your prospects will begin to see the benefits of working with you. On the other hand, using the wrong words will mean closing deals will become an issue. What You'll Learn: - How to optimize your sales vocabulary - The best words to use during sales conversations ...2021-12-1310 min
Full Funnel Freedom016 How Maintaining Full Funnel Freedom is Like Flying an AirplaneIn today’s episode, we will explain why maintaining full-funnel freedom is like flying an airplane. We all set goals and targets at the beginning of every new month, week, or quarter. However, just like flying an airplane, the path is rarely straight and we find ourselves constantly drifting off-course. Thus, we need to constantly make these little minor adjustments to ensure that we end up at the right destination. What You'll Learn: - How to set individual targets and team goals - The benefits of weekly check-ins and check-outs - How...2021-12-0610 minFull Funnel Freedom016 How Maintaining Full Funnel Freedom is Like Flying an AirplaneIn today’s episode, we will explain why maintaining full-funnel freedom is like flying an airplane. We all set goals and targets at the beginning of every new month, week, or quarter. However, just like flying an airplane, the path is rarely straight and we find ourselves constantly drifting off-course. Thus, we need to constantly make these little minor adjustments to ensure that we end up at the right destination. What You'll Learn: - How to set individual targets and team goals - The benefits of weekly check-ins and check-outs - How...2021-12-0610 min
Full Funnel Freedom015 6 Ways Sales Leaders Steal from Their SalespeopleIn this episode, we are dissecting the six ways sales leaders steal from their salespeople. Sales leaders are often the high-performing salespeople who get promoted into management positions. At the core, they're salespeople and essentially operate like every other salesperson in their teams. This is why they sometimes unintentionally steal the thunder from their team and struggle to manage the expectations of both senior executives and salespeople. What You'll Learn: - Why sales leaders need to stop stealing credit for leads or closes from their salespeople - How to manage the expectations of...2021-11-2913 minFull Funnel Freedom015 6 Ways Sales Leaders Steal from Their SalespeopleIn this episode, we are dissecting the six ways sales leaders steal from their salespeople. Sales leaders are often the high-performing salespeople who get promoted into management positions. At the core, they're salespeople and essentially operate like every other salesperson in their teams. This is why they sometimes unintentionally steal the thunder from their team and struggle to manage the expectations of both senior executives and salespeople. What You'll Learn: - Why sales leaders need to stop stealing credit for leads or closes from their salespeople - How to manage the expectations of...2021-11-2913 min
Full Funnel Freedom014 Two Responses to "Send me a Proposal" That Stop Funnel BloatThis week, we are talking about the two responses to "send me a proposal" every sales leader needs to teach their salespeople to help them stay in control of their sales process for as long as possible. When a prospect asks a salesperson to put together a proposal, it usually sounds like the deal is one step away from closure. However, it's astonishing how salespeople work on a proposal, then blindly send it off to the prospect assuming it will get the go-ahead. And chances are, even after sending a well-crafted proposal, they'll never hear from that prospect ever...2021-11-2209 minFull Funnel Freedom014 Two Responses to "Send me a Proposal" That Stop Funnel BloatThis week, we are talking about the two responses to "send me a proposal" every sales leader needs to teach their salespeople to help them stay in control of their sales process for as long as possible. When a prospect asks a salesperson to put together a proposal, it usually sounds like the deal is one step away from closure. However, it's astonishing how salespeople work on a proposal, then blindly send it off to the prospect assuming it will get the go-ahead. And chances are, even after sending a well-crafted proposal, they'll never hear from that prospect ever...2021-11-2209 min
Full Funnel Freedom013 7 Words to Definitely Use While ManagingIn this episode, we are talking about the seven words sales leaders can use to create clarity and motivation. Salespeople work best when using their creativity, discretion and judgment to solve problems and get work done. The best sales leaders encourage this engagement, create clarity and know it's part of their job to help their team grow and evolve. What You'll Learn: - The seven words you need to use when managing - How to lead with clarity - The benefits of managing a highly motivated team - How t...2021-11-1510 minFull Funnel Freedom013 7 Words to Definitely Use While ManagingIn this episode, we are talking about the seven words sales leaders can use to create clarity and motivation. Salespeople work best when using their creativity, discretion and judgment to solve problems and get work done. The best sales leaders encourage this engagement, create clarity and know it's part of their job to help their team grow and evolve. What You'll Learn: - The seven words you need to use when managing - How to lead with clarity - The benefits of managing a highly motivated team - How t...2021-11-1510 min
Full Funnel Freedom012 Best Practices for More Successful InterviewsIn this episode, we will talk about how we can make our interviews much more effective and weed out bad-fit candidates. In the current economic landscape, there is no shortage of candidates for just about any sales position, which is why most sales leaders assume they can seamlessly find the best candidate for the job in no time. However, it's rarely that simple. There is always the possibility that you might end up hiring the wrong person. What You'll Learn: - How to find and hire the best sales candidate - How to...2021-11-0810 minFull Funnel Freedom012 Best Practices for More Successful InterviewsIn this episode, we will talk about how we can make our interviews much more effective and weed out bad-fit candidates. In the current economic landscape, there is no shortage of candidates for just about any sales position, which is why most sales leaders assume they can seamlessly find the best candidate for the job in no time. However, it's rarely that simple. There is always the possibility that you might end up hiring the wrong person. What You'll Learn: - How to find and hire the best sales candidate - How to...2021-11-0810 min
Full Funnel Freedom011 Why Turnover Starts at OnboardingIn this episode, I will explain why your turnover starts during the onboarding process. Many organizations underestimate the benefits of seamless onboarding, and prefer to instead focus on retention. While retention is crucial for sales success, first impressions do matter. Companies that solely focus on hiring or retention activities tend to miss the first impression mark, which results in a domino effect of negative internal influences, which then often leads to higher turnover rates. What You'll Learn: - Why an effective onboarding process is so important and how it saves you money ...2021-11-0111 minFull Funnel Freedom011 Why Turnover Starts at OnboardingIn this episode, I will explain why your turnover starts during the onboarding process. Many organizations underestimate the benefits of seamless onboarding, and prefer to instead focus on retention. While retention is crucial for sales success, first impressions do matter. Companies that solely focus on hiring or retention activities tend to miss the first impression mark, which results in a domino effect of negative internal influences, which then often leads to higher turnover rates. What You'll Learn: - Why an effective onboarding process is so important and how it saves you money ...2021-11-0111 min
Full Funnel Freedom010 How to Ensure You Get the Right People on Your Sales TeamIn this episode, we talk about how sales leaders can get the right people on their sales teams. Most sales managers ignore the fact that having the right people in the team starts at the moment you decide it's the right time to hire new salespeople. Having the best people on the team will have larger, company-wide effects. Therefore, a watertight sales hiring framework will save you money, reduce turnover, and help you nurture a world-class, revenue-producing sales team. What You'll Learn: - How to nail down your ideal candidate profile - Why s...2021-10-2513 minFull Funnel Freedom010 How to Ensure You Get the Right People on Your Sales TeamIn this episode, we talk about how sales leaders can get the right people on their sales teams. Most sales managers ignore the fact that having the right people in the team starts at the moment you decide it's the right time to hire new salespeople. Having the best people on the team will have larger, company-wide effects. Therefore, a watertight sales hiring framework will save you money, reduce turnover, and help you nurture a world-class, revenue-producing sales team. What You'll Learn: - How to nail down your ideal candidate profile - Why s...2021-10-2513 min
Full Funnel Freedom009 How to Run an Effective Sales TeamIn today’s episode, we will go through practical steps to building and running an effective sales team. Building an effective sales team involves hiring the right salespeople, providing the best selling tools, and giving them all the information about the product they're selling. However, building is entirely different from running a team, which is what we'll focus on in this episode. What You'll Learn: - Building vs. running an effective sales team - Why you need to understand that every salesperson is different - The three Ps of leadership ...2021-10-1809 minFull Funnel Freedom009 How to Run an Effective Sales TeamIn today’s episode, we will go through practical steps to building and running an effective sales team. Building an effective sales team involves hiring the right salespeople, providing the best selling tools, and giving them all the information about the product they're selling. However, building is entirely different from running a team, which is what we'll focus on in this episode. What You'll Learn: - Building vs. running an effective sales team - Why you need to understand that every salesperson is different - The three Ps of leadership ...2021-10-1809 min
Full Funnel Freedom008 Why Upsell is a Dirty Word in SalesToday we explain why upselling is a dirty word in sales. Companies use upsells to boost revenue and spark faster growth. Historically, the traditional buyer didn't see upsells as an issue. But today's buyer views upsells as opportunities for salespeople to sell more instead of adding value to the client. This is why top sales people prefer going after expansion opportunities rather than upsells. What You'll Learn: - How to create expansion instead of upselling opportunities - Solving problems and increasing customer satisfaction - The power of storytelling when asking for e...2021-10-1409 minFull Funnel Freedom008 Why Upsell is a Dirty Word in SalesToday we explain why upselling is a dirty word in sales. Companies use upsells to boost revenue and spark faster growth. Historically, the traditional buyer didn't see upsells as an issue. But today's buyer views upsells as opportunities for salespeople to sell more instead of adding value to the client. This is why top sales people prefer going after expansion opportunities rather than upsells. What You'll Learn: - How to create expansion instead of upselling opportunities - Solving problems and increasing customer satisfaction - The power of storytelling when asking for e...2021-10-1409 min
Full Funnel Freedom007 Why Honoring Your Current Clients is Vital to Your PipelineIn today's episode, we’re talking about why honoring your clients is vital to your pipeline. Your clients are investing a lot of money in your product or service. They might be nervous about the efficacy of the product or service, and so it's your duty to squash their worries by personalizing and elevating their experiences. Unfortunately, most sales leaders treat their customers like items on an assembly line; they move them along, take their money and shift focus to the next prospect. What You'll Learn: - What honoring your clients means for yo...2021-10-1113 minFull Funnel Freedom007 Why Honoring Your Current Clients is Vital to Your PipelineIn today's episode, we’re talking about why honoring your clients is vital to your pipeline. Your clients are investing a lot of money in your product or service. They might be nervous about the efficacy of the product or service, and so it's your duty to squash their worries by personalizing and elevating their experiences. Unfortunately, most sales leaders treat their customers like items on an assembly line; they move them along, take their money and shift focus to the next prospect. What You'll Learn: - What honoring your clients means for yo...2021-10-1113 min
Full Funnel Freedom006 How Quality Delivery Increases SalesToday we discuss three ways in which quality delivery can create full funnel freedom. In business, quality delivery is everything, yet everybody seems to have their own idea of what quality is. What your client hopes to get from a new purchase might not necessarily be what you plan to deliver. Thus, it always pays to clarify expectations immediately after a deal is closed. What You'll Learn: - How to guarantee quality delivery of products and services - Setting clear expectations of what your client will get from the deal 2021-10-0810 minFull Funnel Freedom006 How Quality Delivery Increases SalesToday we discuss three ways in which quality delivery can create full funnel freedom. In business, quality delivery is everything, yet everybody seems to have their own idea of what quality is. What your client hopes to get from a new purchase might not necessarily be what you plan to deliver. Thus, it always pays to clarify expectations immediately after a deal is closed. What You'll Learn: - How to guarantee quality delivery of products and services - Setting clear expectations of what your client will get from the deal 2021-10-0810 min
Full Funnel Freedom005 Five Ways Our Salespeople Screw Up Ideal Sales and How to Correct ThemOne of the most prevalent things in the world of sales today is a salesperson's ability to screw up a deal. Interestingly, salespeople don't lose deals because they lack the skills to close. They often don't know how to delicately handle a customer throughout the sales process. Now that buyers have more power and options than ever before, rookie mistakes during sales conversations can cost you and your company a lot. So in today's episode, we’ll talk about how not to screw up the sale. What You'll Learn: - Mistakes to avoid whe...2021-10-0713 minFull Funnel Freedom005 Five Ways Our Salespeople Screw Up Ideal Sales and How to Correct ThemOne of the most prevalent things in the world of sales today is a salesperson's ability to screw up a deal. Interestingly, salespeople don't lose deals because they lack the skills to close. They often don't know how to delicately handle a customer throughout the sales process. Now that buyers have more power and options than ever before, rookie mistakes during sales conversations can cost you and your company a lot. So in today's episode, we’ll talk about how not to screw up the sale. What You'll Learn: - Mistakes to avoid whe...2021-10-0713 min
Full Funnel Freedom004 Qualifying Your Ideal SaleIn this episode, we will go through a practical step-by-step process of qualifying an ideal sale. The sales process is only truly in motion when you know whether it's worth investing your time and effort into trying to sell to this prospect. Qualifying an ideal sale is all about gathering information that answers crucial sales questions: should you sell to a given prospect? What needs to be done to close a deal? Is this prospect a good fit? What You'll Learn: - How to qualify an ideal sale - How to effortlessly gather i...2021-10-0614 minFull Funnel Freedom004 Qualifying Your Ideal SaleIn this episode, we will go through a practical step-by-step process of qualifying an ideal sale. The sales process is only truly in motion when you know whether it's worth investing your time and effort into trying to sell to this prospect. Qualifying an ideal sale is all about gathering information that answers crucial sales questions: should you sell to a given prospect? What needs to be done to close a deal? Is this prospect a good fit? What You'll Learn: - How to qualify an ideal sale - How to effortlessly gather i...2021-10-0614 min
Full Funnel Freedom003 Finding the Ideal SaleToday we are talking about finding the ideal sale and proactive account management. In most industries, a huge proportion of revenue and profits comes from existing customers. Although sales leaders recognize this fact to be true, unfortunately they don't pay too much attention to customer success once the ink has dried. What You'll Learn: - What the first place to look for your ideal clients is - What proactive account management means - Why regular check-in calls are crucial before and after the sale - How to ask for i...2021-10-0516 minFull Funnel Freedom003 Finding the Ideal SaleToday we are talking about finding the ideal sale and proactive account management. In most industries, a huge proportion of revenue and profits comes from existing customers. Although sales leaders recognize this fact to be true, unfortunately they don't pay too much attention to customer success once the ink has dried. What You'll Learn: - What the first place to look for your ideal clients is - What proactive account management means - Why regular check-in calls are crucial before and after the sale - How to ask for i...2021-10-0516 min
Full Funnel Freedom002 How to Focus Your Team on the Ideal SaleIn this episode, I’ll share some insights and ideas on how to focus your team on the ideal sale. The ideal sale highlights which buyers are actually good prospects and which ones are not. With this information, salespeople can target prospects that are most likely to convert, and therefore save the organization valuable time, money, and effort. What You'll Learn: - Tips for creating the ideal client profile - Understanding the process of the ideal sale - How to eliminate the idea of a hot lead ...2021-09-2912 minFull Funnel Freedom002 How to Focus Your Team on the Ideal SaleIn this episode, I’ll share some insights and ideas on how to focus your team on the ideal sale. The ideal sale highlights which buyers are actually good prospects and which ones are not. With this information, salespeople can target prospects that are most likely to convert, and therefore save the organization valuable time, money, and effort. What You'll Learn: - Tips for creating the ideal client profile - Understanding the process of the ideal sale - How to eliminate the idea of a hot lead ...2021-09-2912 min
Full Funnel Freedom001 How to Keep Your Sales Funnel ReliableIt’s no secret: every business needs a sales funnel. Yet, creating a funnel is only the first step. Effectively utilizing your funnel throughout the sales process can be the difference between success and sales failure. In this episode, I’ll share some ideas and insights on how to keep your sales funnel reliable on a consistent and repeatable basis. What You'll Learn: - How to identify the best-fit sales hire - How to clearly differentiate your ideal prospect profiles - The benefits of focusing on weekly lead generations 2021-09-2918 minFull Funnel Freedom001 How to Keep Your Sales Funnel ReliableIt’s no secret: every business needs a sales funnel. Yet, creating a funnel is only the first step. Effectively utilizing your funnel throughout the sales process can be the difference between success and sales failure. In this episode, I’ll share some ideas and insights on how to keep your sales funnel reliable on a consistent and repeatable basis. What You'll Learn: - How to identify the best-fit sales hire - How to clearly differentiate your ideal prospect profiles - The benefits of focusing on weekly lead generations 2021-09-2918 min
Full Funnel Freedom000 Welcome to the Full Funnel Freedom Podcast!The average tenure of a sales leader globally is about 16 to 18 months, which is hardly enough time to affect real change within an organization. So, how can sales leaders create, execute, and scale sales strategies with such limited time and the ever-present pressure to exceed sales targets? I'm Hamish Knox and this is the Full Funnel Freedom Podcast. Listening to this podcast, you'll gain ideas around how to get the best people on your team and get the most out of them by creating systems, processes, and structures that allow them the freedom to focus on selling m...2021-09-2906 minFull Funnel Freedom000 Welcome to the Full Funnel Freedom Podcast!The average tenure of a sales leader globally is about 16 to 18 months, which is hardly enough time to affect real change within an organization. So, how can sales leaders create, execute, and scale sales strategies with such limited time and the ever-present pressure to exceed sales targets? I'm Hamish Knox and this is the Full Funnel Freedom Podcast. Listening to this podcast, you'll gain ideas around how to get the best people on your team and get the most out of them by creating systems, processes, and structures that allow them the freedom to focus on selling m...2021-09-2906 min