60 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 • 11 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.

    059 1st Anniversary Episode! The 5 Dysfunctions of a Salesperson

    059 1st Anniversary Episode! The 5 Dysfunctions of a Salesperson

    Exactly a year ago today, the very first episode of the Full Funnel Freedom Podcast went live. I'm incredibly grateful to everyone who has listened, written a review, given us a rating, and been a guest on the program.
    In this special episode, I'll be sharing ideas and insights around the 5 dysfunctions of a salesperson and the possible underlying causes for your salespeople's lack of performance. For each of these dysfunctions, we'll go through some support tools you can use to take your salespeople out of what's preventing them from achieving full funnel freedom.
    What You'll Learn:
    - The five dysfunctions of a salesperson
    - Why you need to stop selling the way you buy
    - How to coach your salespeople into making super fast decisions
    - Overcoming the need for approval in sales
    - Why most salespeople get uncomfortable when talking about money
    - Affirmations to help reprogram negative childhood scripts
    - How to emotionally detach from the sales outcome
    If you've been in sales leadership for any number of years, you will know that the perfect salesperson does not exist. Salespeople come in all shapes and sizes. Some consistently hit targets, while others barely manage to hit quota. The difference often comes down to limiting behaviors. If you happen to see a salesman struggle to drive results, they likely have one or even all of these five dysfunctions. It’s your job to help them overcome them. 
    Links and Resources:
    - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
    - When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
    - The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info
    - Money Mammoth: Harness The Power of Financial Psychology to Evolve Your Money Mindset, Avoid Extinction, and Crush Your Financial Goals https://amzn.to/3PAxWzT 
    - Mind over Money: Overcoming the Money Disorders That Threaten Our Financial Health https://amzn.to/3At2BuR 
    - Games People Play: The Basic Handbook of Transactional Analysis. https://amzn.to/3C92kOP 
    - Scripts People Live: Transactional Analysis of Life Scripts https://amzn.to/3Ca6Qgb 
    - Hamish's book on change - Change The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/change 
    - Hamish's book on accountability - Accountability The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/accountability 
    - Influential Audio https://annaparkernaples.co.uk/work-with-me/ 
    - Full Funnel Freedom https://fullfunnelfreedom.com
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandler_yyc/ 
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 
    - Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com   

    • 23 min
    058 Using Content to Make Selling Easier with David Lynch from WARP

    058 Using Content to Make Selling Easier with David Lynch from WARP

    David Lynch is VP of growth at WARP, a middle-mile delivery solution for shippers. WARP uses an optimized network of carriers connected through one tech platform to bring shippers the best rates, transparency and service quality in the transportation industry.
    In this episode, we uncover the top tactics for creating content that drives leads and wins your customers. We'll also go through useful and actionable tips on how sales leaders can convince their salespeople of the benefits of creating content. 
    What You'll Learn: 
    - How to use content to drive more leads
    - Customer success is key to your overall success
    - The benefits of educating buyers
    - How to build trust with prospects fast
    - Best practices for creating content that supports sales activities
    - Using content to navigate the customer journey map
    - How to get your customer's attention and stay top of mind
    - How to create content that sells and converts
    If you've been in sales long enough, you probably already know the benefits of creating content. But as David explains, salespeople can use content for much more than just being known as an authority. Today's buyer is a lot more educated. The only way to get to them is to provide valuable content that ensures you're top of mind when they go out looking for a solution.
    Links and Resources:
    - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
    - When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
    - WARP https://wearewarp.com/
    - Refine Labs https://www.refinelabs.com/ 
    - The Logistics of Logistics https://www.thelogisticsoflogistics.com/
    - Freight Caviar https://freightcaviar.com/
    - Podcasts: FreightWaves FreightCasts Network https://www.freightwaves.com/podcasts
    - Disruptive Strategy | Harvard Business School Online https://execed.economist.com/harvard-business-school-online/disruptive-strategy-2022-10-26 
    - Full Funnel Freedom https://fullfunnelfreedom.com
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandler_yyc/ 
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 
    - Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

    • 40 min
    057 Avoiding Conflict With Our Salespeople's Self-Limiting Beliefs

    057 Avoiding Conflict With Our Salespeople's Self-Limiting Beliefs

    As 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 a new path forward.
    What You'll Learn:
    - The most common limiting beliefs in sales teams
    - How to avoid conflict when addressing your team's self-limiting beliefs
    - How to ask better questions
    - The benefits of having a solution-oriented conversation
    - Practical tips on how to respond instead of reacting
    - Divine intervention and how beliefs limit a salesperson's success
    All salespeople have beliefs. When these beliefs are positive, you can expect positive sales outcomes. But when they are negative, sales success is almost impossible. When a salesperson consistently comes up with excuses to justify their lack of results, it's time to look at their beliefs. 
    Links and Resources:
    - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
    - When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant
    - Full Funnel Freedom https://fullfunnelfreedom.com
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandler_yyc/ 
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 
    - Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

    • 15 min
    056 Your Buyer's Journey Isn't What You Think it is with Alisha Conlin-Hurd from Persuasion Experience

    056 Your Buyer's Journey Isn't What You Think it is with Alisha Conlin-Hurd from Persuasion Experience

    Alisha Conlin-Hurd is the co-founder of Persuasion Experience, a funnel conversion agency that focuses on the post-click experience. She helps businesses increase conversions and scale their ads with the PX Funnel system, which uncovers what your target market wants, how to find your radical differentiation, and stand out from a sea of boringness.
    In this episode, we discuss the ins and outs of the buyer's journey, including why it's so important to align your sales efforts with how buyers make their purchase decisions. 
    What You'll Learn:
    - What is the buyer's journey?
    - Tailoring your sales process to the buyer's journey
    - How to support your buyers throughout their buying journey
    - The benefits of being obsessed with your target market
    - Engagement and the sales persuasion experience
    - The #1 skill you need for having effective meetings
    - Red flags in a leaky funnel
    - How to turn a cold prospect into a raving fan
    - The main stages in the buyer's journey
    Buyers don't just wake up and make a buying decision. They go through a journey, and your job is to get them when they're most likely to buy. This all starts by understanding the pain points and factors that shape their thinking. The most successful salespeople think like the buyer and position their product or service along the path to purchase. 
    Links and Resources:
    - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
    - Persuasion Experience https://persuasionexperience.com/
    - Alisha’s LinkedIn - https://www.linkedin.com/in/alishaconlinhurd/
    - Follow Alisha Conlin-Hurd on YouTube https://www.youtube.com/c/AlishaConlinHurd 
    - I L♥ve Marketing https://ilovemarketing.com/ 
    - Almost Alchemy: Make Any Business Of Any Size Produce More With Fewer And Less by Dan S. Kennedy https://amzn.to/3IV8dAF 
    - Playing to Win: How Strategy Really Works by A.G. Lafley and Roger L. Martin https://amzn.to/3olH4gN
    - Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer and Daniel Lemin https://amzn.to/3aV6AX0 
    - Full Funnel Freedom https://fullfunnelfreedom.com
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandler_yyc/ 
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 
    - Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

    • 38 min
    055 9 Tips to Improve the Stories You and Your Salespeople Tell

    055 9 Tips to Improve the Stories You and Your Salespeople Tell

    Stories 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.
    What You'll Learn:
    - 9 tips to make your stories more influential
    - The role of stories in sales
    - How to format and structure your stories for impact
    - Why you need to end every story with a question
    - How to immediately hook your prospects at the beginning of a story
    - The ideal length of a sales story
    - The benefits of building a playbook for stories
    - Exercises to improve your storytelling skills
    You already know that you need to tell stories if you want to humanize your sales interactions. However, telling a good story does not come naturally to most of us, but fortunately, storytelling is a skill that can be learned. So whether you want to lead a sales team, get prospects to buy from you, or run better sales presentations, storytelling is the answer.
    Links and Resources:
    - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets!
    - Full Funnel Freedom https://fullfunnelfreedom.com
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandler_yyc/ 
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 
    - Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

    • 13 min
    054 Quality Trumps Quantity in the Funnel with Chris Black from Jolera

    054 Quality Trumps Quantity in the Funnel with Chris Black from Jolera

    Chris Black is the Chief Revenue Officer at Jolera, and a passionate business leader with recognised expertise in building high-performance teams driven by a commitment to customer success. He focuses on the delicate symphony of people, processes, and technology to drive exceptional results. 
    In today’s episode, we discuss the benefits of building a sales process based on proactive sales activities, and how focusing on quality over quantity results in consistently, reliably full funnels.
    What You’ll Learn:
    - The value of quality over quantity in sales
    - The Measurement-Inspection-Accountability sales strategy
    - How to keep your team accountable without micromanagement
    - The importance of implementing performance improvement plans 
    - Proactive actions that create full funnel freedom 
    - Why are most salespeople afraid to ask for help?
    - The curse of knowledge in sales
    - Chris’ advice to his younger self on how to become better at sales
    - The most effective sales discovery process
    If you’ve been in sales for a while, you’ll have noticed that meaningful engagements with prospects are far more influential than cold call volume. While it’s tempting to assume more prospects, leads, and cold calls are the keys to success in sales, the quality of your funnel is even more important. The effort you put into building a high-quality funnel will be far more useful in the long run than filling the pipeline with unqualified leads.
    Links and Resources:
    - Jolera https://www.jolera.com/ 
    - Connect with Chris Black on LinkedIn - https://www.linkedin.com/in/chris-black-yyc/
    - Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan https://amzn.to/3PKApbM 
    - Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer https://amzn.to/3aV6AX0 
    - Outliers: The Story of Success by Malcolm Gladwell https://amzn.to/3JINDnv  
    - Sales Management. Simplified by Mike Weinberg https://amzn.to/3SBKMRv 
    - Full Funnel Freedom https://fullfunnelfreedom.com
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandler_yyc/ 
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 
    - Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com 

    • 39 min

Customer Reviews

5.0 out of 5
11 Ratings

11 Ratings

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!

brad at sandler.com ,

Quality Content

These podcasts are full of high quality content that will make an impact to your business. Hamish relates material from his and his client’s real life experiences, not theory from a book. It will take guts to execute what you learn and it’s not for the weak or the complacent. Buckle up!