Full Funnel Freedom Hamish Knox

This episode is also available on YouTube: https://youtu.be/D5G-vURa54U
This week we are delighted to have Nancy Calabrese as our guest on the show. Nancy is someone who is very familiar with the Sandler Way, and is the founder and CEO of One of a Kind Sales. 
Nancy understands that those first calls are critical to the sales process, and if you are not respecting your potential buyer's time, you are setting yourself up for failure.
What you'll learn:
The value of scripts in the prospecting phase of the sales funnel. Why understanding your potential buyer's communication style will move the needle forward. Why a cold call should only last between four to nine minutes. We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes. 
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Nancy Calabrese on LinkedIn - https://www.linkedin.com/in/ncalabrese/
Humantic AI - https://humantic.ai/
Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

This episode is also available on YouTube: https://youtu.be/hR_gPGCKP2w
We've all seen them. Pages and pages of barely readable text, full of legalese and jargon no one outside of lawyers understands. Why do we do this to ourselves and our sellers?
This week, we are taking ideas and insights from Sarah Fox of 500 Words about why our contracts are sabotaging the relationships between seller and buyer. Sarah emphasizes the human aspect of contracts, promoting a relational approach over a legalistic one. She advises sales leaders to view agreements as sales tools that can help convert more clients, generate additional work, and strengthen relationships.
What you'll learn:
When do we want to start thinking about the agreements we will put in front of buyers.  What are the most common sticking points in the agreement process. Why most contracts are not at all about legal, but just doing deals. We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes. 
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Sarah Fox at 500 Words - https://500words.co.uk/
The Speed of Trust: The One Thing that Changes Everything - by Stephen M. R. Covey
Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

This episode is also available on YouTube: https://youtu.be/nzPQKoyx4ro
It's not easy to identify and secure the talent that your enterprise needs, and doubly so if you are not sure what you are looking for.
Today's guest is Amy Volas, founder of Avenue Talent Partners. She shares ideas and insights about why creating a scorecard system to rank and evaluate both potential candidates, as well as for candidates to find their ideal location is a best practice in hiring.
What you'll learn:
What are the most common mistakes being made in the recruiting process? Why jumping jobs may not be the best for your career in the long run. What is "Everboarding" and why it will work for your organization. We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Resources:
Avenue Talent Partners - https://avenuetalentpartners.com/
The Mel Robbins Podcast
Amy Volas on LinkedIn: https://www.linkedin.com/in/amyvolas/
Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
 

This episode is also available on YouTube: https://youtu.be/Fxboy5fhKlU
There's a lot of hype around AI. How do you tell what's real, and what's not? How can you use it to get REAL benefits for you and your team? Today's guest is Ryan Staley from Whale Boss. He's going to give us ideas and insights about how to leverage AI in your sales process for real benefits.
What you'll learn:
How to replace Google with AI Why creating your own prompt library and journal will pay dividends in the long term. How AI can act as a strategic advisor, right in your pocket.  
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Resources:
The Gap and the Gain: The High Achievers' Guide to Happiness, Confidence, and Success - by Dan Sullivan, Dr. Benjamin Hardy
The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It - by Michael E. Gerber
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
 

This episode is also available on YouTube: https://youtu.be/rf0Bxlh8diY
Do you want you, or your product or service to be tied to a feeling of pain?  That's a considerable red flag, and our guest, Marcus Cauchi, explains why.  Marcus challenges traditional sales methodologies, advocating for a pain-free discovery process and embracing objections as accelerators in the sales journey. 
What you'll learn:
Why buyer safety is critical to your success. Why business values must align with customer needs Why it's time to embrace a more ethical approach to sales. What is the Seller Code, and how you can be part of it. Resources:
The Seller Code - thesellercode.org
Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress - by Bob Moesta, Greg Engle
Giving Voice to Values: How to Speak Your Mind When You Know What's Right - by Mary C. Gentile
Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships - by Charles H. Green
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 - podcast@fullfunnelfreedom.com
 

This episode is also available on YouTube: https://youtu.be/CjrxvpkT684
This week, we are taking ideas and insights from Andrew Sossin, the co-founder and CEO of Recovery Unplugged Behavioral Health. So, what can Behavioral Health teach us about how to be better salespeople? It's about understanding our buyer's self-interest. Doctors are incredibly busy and are asked to do so much more than treat patients. By demonstrating how your product or service will make their life easier, you make the process of selling that much more effective.
What you'll learn:
How to better equip your sellers to for selling to governments What is the correct follow-up strategy for extremely busy buyers What are some informational items you should be gathering from your buyers How to identify your "Big 5" -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=-
8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens?
Here are eight ideas we are sharing with our clients.
Download the free whitepaper at fullfunnelfreedom.com/scale
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Resources:
Law of Attraction: The Science of Attracting More of What You Want and Less of What You Don't by Michael J. Losier
10x Is Easier than 2x: How World-Class Entrepreneurs Achieve More by Doing Less - by Dan Sullivan, Dr. Benjamin Hardy
Recovery Unplugged Treatment Centers
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 - podcast@fullfunnelfreedom.com