100 episodes

Full Funnel Freedom is for sales executives, directors and managers who know they want to improve the capabilities of their sales teams to generate more leads and income with ease. You're tired of the constant hustle and the pressure of leading a demotivated sales team. You are looking for ways to assess, develop and lead your team that ultimately lead to better results. You're excited and ready to learn what it takes to build a sales funnel that brings you freedom. Hosted by Hamish Knox, author of Accountability The Sandler Way and Change The Sandler Way, recipient of Sandler Global Rookie of the Year and David H Sandler Award Winner. You'll learn not only how to reach more prospects but how to maximise the client relationships you already have. This is the show for you to learn how to feel less pressured and stressed about the sales process & what it takes to have Full Funnel Freedom.

Full Funnel Freedom Hamish Knox

    • Business
    • 5.0 • 13 Ratings

Full Funnel Freedom is for sales executives, directors and managers who know they want to improve the capabilities of their sales teams to generate more leads and income with ease. You're tired of the constant hustle and the pressure of leading a demotivated sales team. You are looking for ways to assess, develop and lead your team that ultimately lead to better results. You're excited and ready to learn what it takes to build a sales funnel that brings you freedom. Hosted by Hamish Knox, author of Accountability The Sandler Way and Change The Sandler Way, recipient of Sandler Global Rookie of the Year and David H Sandler Award Winner. You'll learn not only how to reach more prospects but how to maximise the client relationships you already have. This is the show for you to learn how to feel less pressured and stressed about the sales process & what it takes to have Full Funnel Freedom.

    132. How Ethical Persuasion Works for Leaders and Sellers, with Brian Ahearn

    132. How Ethical Persuasion Works for Leaders and Sellers, with Brian Ahearn

    The 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 Persuasion isn't the same as Manipulation. Why living up to your word is so critical What is the "Principle of Liking." How you can create a Virtuous Cycle of Influence. If you find yourself in need of some coaching for yourself, or your team, don't hesitate to give Hamish a call. 
     
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    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:
    Influencepeople, LLC
    Persuasive Selling for Relationship Driven Insurance Agents - by Brian Ahearn
    Influence People: Powerful Everyday Opportunities to Persuade That Are Lasting and Ethical - by Brian Ahearn
    The Influencer: Secrets To Success and Happiness - by Brian Ahearn
    Influence, New and Expanded: The Psychology of Persuasion - by Robert Cialdini
    Hearing God: Developing a Conversational Relationship with God - by Dallas Williard
    Brian Ahearn on LinkedIn
    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

    • 35 min
    131. Why Winbacks Are the Highest ROI Sales Activity, with Dan Pfister

    131. Why Winbacks Are the Highest ROI Sales Activity, with Dan Pfister

    When a customer leaves your organization, that doesn't mean it has to be the end of their sales. But winning that business back will need to take a different approach. 
    This week we take ideas and insights from Dan Pfister. Dan is the creator of the Winback Process and the founder of Winback Labs. He was also a co-founder at Business Source Group, where he helped generate over 50,000 customers. 
    In this Episode you'll learn:
    Why WinBack campaigns are the highest ROI sales activity you can do. How recovering a lost customer starts with a simple phone call. How fixing small problems may bring your customers back. Why it's a gift when your customers says "We're leaving." And, if you are having difficulty determining your path to operational excellence, it might be time to give Hamish a call. 
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    AI is here.  Is your sales team ready?
    Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
    Download this guide to learn how to use technology as a weapon.
    Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.
    This guide will discuss:
    Using AI to Profile the buyer Identify Behavioral Data Target Buyers and Influencers Get your free whitepaper at Fullfunnelfreedom.com/ai
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    WinBack Labs
    The WinBack Podcast
    Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, and Cold Calling - by Jeb Blount
    Elon Musk - by Walter Isaacson
    Is Your Sales Year Already Over - Full Funnel Freedom Podcast Ep 029
    Thinking, Fast and Slow - by Daniel Kahneman
     
    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

    • 29 min
    130. Two Trigger Words Your Sellers Say and What to Do, with Simon Hazeldine

    130. Two Trigger Words Your Sellers Say and What to Do, with Simon Hazeldine

    The following episode is also available on YouTube: https://youtu.be/vlqOn3Zfhqk
    Do your sellers think it, or do they KNOW IT?
    That's what you, as the leader, should be asking your team.  Today's guest is Simon Hazeldine. Simon works internationally as a keynote and conference speaker, sales transformation consultant, and as a sales and negotiation trainer. He's spoken in 30 countries and his client list includes some of the world's largest and most successful companies.
    He's also a neuroscience expert, with a strong understanding of how the human brain reacts to the selling process. 
    In this episode you'll learn:
    How to lower the risk for potential buyers How you can build confidence with key decision-makers Why conversations win over sales pitches, every time. What are some simple, easy things you can do to build trust with your buyers -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=-
    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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    Your Brain at Work: Strategies for Overcoming Distraction, Regaining Focus, and Working Smarter All Day Long - by David Rock
    Collected Works of Simon Hazeldine on Amazon
    Simon's Website - simonhazeldine.com
    The Sales Chat Podcast
    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

    • 33 min
    129. Telephone Selling Isn't Dead, with Anthony Stears, "The Telephone Assassin"

    129. Telephone Selling Isn't Dead, with Anthony Stears, "The Telephone Assassin"

    Is telephone selling dead? This week's guest, Anthony Stears doesn't think so. 
    Anthony is on a mission to get businesses talking again and stop people from hiding behind their emails and social media. He's a conversational strategist, helping clients to get in front of more of their ideal customers and getting more business from their existing clients by using good manners and emotional intelligence.
    In this episode, you'll learn:
    How LinkedIn and other technologies can help you get better results on the call. How your prospecting calls are like pizza menus How to lead with your most common objection What is BAMFAM, and why you should be doing it. What does it mean to "Take Final Responsiblity". -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=
    Free offer for listeners of the Full Funnel Freedom Podcast.
    It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
    We are offering a Free white paper on Three ways to get those sales across the line.
    To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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    Resources:
    Anthony Stears' website - The Telephone Assassin
    The Telephone Assassin: Everything You Need to Know About Being Successful on the Phone - by Anthony Stears on Amazon.
    or Direct from Anthony
    National Sales Conference (UK)
    Magic Words: 17 Ways to Influnence, Persuade, and Encourage People to Take Action - by Phil M. Jones
    Neuro-Sell: How Neuroscience can Power Your Sales Success - by Simon Hazeldine
    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

    • 38 min
    128. Sales Is More Science Than Art, with Will Fuentes

    128. Sales Is More Science Than Art, with Will Fuentes

    Is sales an art, or a science? 
    While selling has components of art, there are repeatable and measurable elements that can be worked on in a systematic, scientific basis. 
    This week's guest is Will Fuentes. Will is the founder of the Maestro Group, which is a sales acceleration firm that focuses on teaching sales professionals the science of sales.
    In this episode,  you'll learn:
    scientifically proven methods to improve communication and trust-building. How to perform experiments in sales, and measure their results. How to overcome resistance from more experienced sellers. How to craft language to remove the fear of the unknown and to create a sense of familiarity.  -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=-
    AI is here.  Is your sales team ready?
    Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
    Download this guide to learn how to use technology as a weapon.
    Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.
    This guide will discuss:
    Using AI to Profile the buyer Identify Behavioral Data Target Buyers and Influencers Get your free whitepaper at Fullfunnelfreedom.com/ai
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    Resources:
    The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal - by David Hoffeld
    Rob Henderson's Newsletter and Blog on Substack
    Ed Latimore Stoic Street-smarts
    The Maestro Group
    Will Fuentes on LinkedIn
    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

    • 30 min
    127. How to Avoid Using Sales Tech for Evil, with Joel Stevenson

    127. How to Avoid Using Sales Tech for Evil, with Joel Stevenson

    Just like any tool, AI can be used for good - or evil. This week we are taking ideas and insights from Joel Stevenson. Joel is currently the VP of Growth at Vendasta, which acquired Yesware in 2022, where Joel was the CEO. Prior to Yesware, Joel build Wayfair's B2B business from scratch to $400 million in annual revenue.
    In this episode, you'll learn:
    The importance of sales tech for growth. The benefits of sales tech in terms of time savings and information advantage. How to use tech for effective sales conversations. What your responsibility, as a sales leader, is in analytics and understanding technology. How AI and personalization in sales tech can make a competitive advantage. And, if you think you need some help managing your Sales Tech stack, maybe it's time to give us a a call. 
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    Free offer for listeners of the Full Funnel Freedom Podcast.
    It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon.
    We are offering a Free white paper on Three ways to get those sales across the line.
    To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter
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    Resources:
    This episode is also on YouTube: 
    Talent is Overrated: What Really Separates World-Class Performers from Everybody Else - by Geoff Colvin.
    Reboot: Leadership and the Art of Growing Up - by Jerry Colonna
    Reunion: Leadership and the Longing to Belong - by Jerry Colonna
    Getting Things Done: The Art of Stress-Free Productivity - by David Allen
    "The Smell of the Place" - Professor Sumantra Ghoshal - Talk at the World Economic Forum on YouTube
    Yesware Blog
    The Hard Sell Podcast with Joel Stevenson
    Joel Stevenson on LinkedIn
    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
     
     

    • 29 min

Customer Reviews

5.0 out of 5
13 Ratings

13 Ratings

reg_hartner13 ,

Wow, what a game changer when it comes to sales

So many sales podcasts treat their listeners as robots. “What you should have said was…”

Or they repeat the same closing and challenger garbage that give true sales professionals a bad name. I appreciate that Hamish talks about the sale person. Their behaviors and their attitudes for success. Yes, there is great technique in there as well, but he really focuses on the overall success of the sales person and I appreciate him for that. Great guests as well. He really gives well rounded coverage of topics and industries. I highly recommend this for anyone in sales or even just needs motivation and coaching in general.

Sofia 666 ,

addicting tidbits I can’t get enough of

This pod pours rocket fuel into my pipeline. Great insight from Hamish, who I respect, and fabulous guests that have really changed the way I look at sales, prospecting and leadership.

Izzy5151 ,

Worth the time

This podcast is an easy way to keep sales strategy top of mind so your company and sales team can stay productive and effective! The short but powerful episodes make it easy to listen to between activities/commuting! I highly suggest checking it out!

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