41 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 • 10 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.

    040 How Full Funnel Freedom Creates Trust Across Your Organization with Rebecca Wood from MasterBUILT Hotels

    040 How Full Funnel Freedom Creates Trust Across Your Organization with Rebecca Wood from MasterBUILT Hotels

    This week, we welcome Rebecca Wood, National Director of Sales at MasterBUILT Hotels, who shares ideas and insights around full funnel freedom. Rebecca has coached and mentored dozens of leaders, sales professionals and managers across Canada and the United States. After launching her own company Romeo Whiskey, consulting and teaching leadership skills to a variety of business leaders, Rebecca has recently returned to sales leadership for MasterBUILT Hotels. She talks about the challenges of keeping the sales funnel consistently full, and how full funnel freedom builds trust and relieves stress across all levels of your organization. 
    What You’ll Learn: 
    - The struggles Rebecca encounters in her new sales leadership role
    - How full funnel freedom builds confidence, control, clarity and trust   
    - Why it’s beneficial that salespeople have control over their own success
    - Early warning signs that a salesperson’s funnel is going on a ‘crash diet’ 
    - The importance of mindset work and how going for no’s can produce more yes’s
    - The activities Rebecca coaches salespeople on to keep filling their sales funnels
    When your sales funnel is consistently, reliably full, it gives you confidence because you understand what you’ve done to get to that full funnel. It also builds trust, because you can back up that information and make better decisions as a sales leader. Being able to purposely fill your funnel relieves the anxiety and the stress from the rest of your organization.
    Resources: 
    - The First 90 Days  https://www.amazon.ca/First-Days-Updated-Expanded-Strategies/dp/1422188612/
    - MaserBUILT Hotels https://masterbuilthotels.com/
    - Sandler on Instagram https://www.instagram.com/sandler_yyc/ 
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Full Funnel Freedom https://fullfunnelfreedom.com 
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 

    • 33 min
    039 4 Best Practices for Building Sales Playbooks

    039 4 Best Practices for Building Sales Playbooks

    Today we'll go through how you can create a winning playbook and guide your team members through the sales cycle using proven, tried and tested strategies. A sales playbook is your go-to guide for tackling your team's biggest challenges, navigating new hire onboarding time, and driving big productivity gains. Done right, the playbook empowers you and your team to sell more efficiently and exponentially improve the bottom line at your company. 
    What You'll Learn:
    - How leaders can build sales playbooks from scratch
    - The link between playbooks and sales success
    - How to reduce the time to self-sufficiency for new hires
    - The process of building an efficient playbook
    - The four best practices for building an effective sales playbook
    - Why playbooks need to be clear, concise, and easy to find
    - The reasons why checklists are better than scripts
    All successful teams have playbooks, because their sales leaders understand they are the only way to improve productivity and standardize best practices. Without a playbook, your team members have to create new cadences every time they talk to a prospect or lead. Leaders should customize their playbooks so that the user can pick a framework and curate it in a manner that is suitable for their needs.
    Resources:
    - 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
    - Full Funnel Freedom https://fullfunnelfreedom.com 
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 

    • 11 min
    038 How Understanding and Adapting Your Behavioral Style Creates Motivation in Your Sales Team with Markku Kauppinen

    038 How Understanding and Adapting Your Behavioral Style Creates Motivation in Your Sales Team with Markku Kauppinen

    Markku Kauppinen is the president and CEO of Extended DISC North America, Inc., an international assessment company operating in almost 50 countries focusing on hiring and employee development solutions. Markku’s primary focus has been to help individuals, teams, and organizations become more successful by providing easy-to-use information on how to modify behaviors.
    In today’s episode, Markku shares ideas and insights into how leaders can understand and adapt their behavioral style to create motivation in their sales teams. 
    What You’ll Learn:
    - How leaders can make better hiring decisions
    - The process of developing employees to become more productive
    - How to increase sales by improving salespeople
    - Understanding an individual’s preferred behavioral style
    - What leaders get wrong with communication
    - The benefits of pausing before responding to a question
    - How leaders can enhance communication, engagement and employee satisfaction
    - The role of emotions in behavioral modifications
    Though each individual is unique, most people possess these four behavioral tendencies to differing degrees: Dominance, Influence, Steadiness, and Conscientiousness (DISC). Markku believes that understanding your own DISC behavioral style and those of others gives you powerful social interaction tools that eliminate avoidable conflict within teams.
    Resources:
    - Extended DISC  https://www.extendeddisc.org/ 
    - Connect with Markku Kauppinen https://www.linkedin.com/in/markkukauppinen/ 
    - Sandler in Calgary  www.hamish.sandler.com/howtosandler
    - Sandler on Instagram https://www.instagram.com/sandler_yyc/
    - Full Funnel Freedom https://fullfunnelfreedom.com 
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 

    • 32 min
    037 Leader, Forgive Yourself

    037 Leader, Forgive Yourself

    We’ve all been there - you forgot to send a really important email, reacted poorly under pressure, or perhaps your actions unintentionally hurt someone else. We all make mistakes. Yet, many of us beat ourselves up over things that, honestly, don’t deserve that much attention. Even though your mistakes might be detrimental to you or your organization, forgive yourself because it’s hard to lead others when you have so many doubts about ourselves.
    What You’ll Learn:
    - Why leaders need to develop the skill of self-forgiveness
    - Understanding the disease of ‘more’
    - How to change your leadership beliefs
    - What to do when you mess up
    - How to forgive and stop being too hard on yourself
    - How to define your personal vision 
    - The quickest route out of the comfort zone
    When leaders think about forgiveness, they often focus on the need to forgive others. Your team members make mistakes, and when everything settles down, you forgive them. But what if the tables are turned, and you are the one who made a mistake? If you’re struggling with forgiving yourself or developing a sense of self-compassion, I hope this episode helps you learn how to forgive yourself and create momentum when you feel like the weight of the world is grinding you down.
    Resources:
    - Think and Grow Rich by Napoleon Hill
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandlerinyyc/  
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Full Funnel Freedom https://fullfunnelfreedom.com 
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

    • 14 min
    036 Success through Personalized Systems with Jennifer Seeno Tucker

    036 Success through Personalized Systems with Jennifer Seeno Tucker

    Jennifer 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 processes.
    What You'll Learn:
    - How to become a rockstar real estate agent
    - When and how to add a new member to your business
    - How to manage buyer emotions in your sales processes 
    - Why you must identify and target your ideal target audience
    - Jennifer's go-to self-improvement resources
    - The questions to ask if you want to improve your credibility
    - How to show up as your best self in sales
    Systems and processes are crucial for business success. Jennifer believes businesses and sales teams that lack systems and processes rarely experience growth or success.
    No matter how big or small your business is, systems and processes can help you get bigger, faster, with little to no effort. 
    Resources:
    - Join us at the 2023 Sandler Summit https://www.hamish.sandler.com/orlando
    - Free download of Jennifer's book  https://rockstaragenttraining.com/#download
    - Jim Kwik  https://www.jimkwik.com/
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandlerinyyc/  
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Full Funnel Freedom https://fullfunnelfreedom.com 
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

    • 28 min
    035 How to Get More Return from Trade Shows

    035 How to Get More Return from Trade Shows

    Trade shows are among the best places you can find, land, and even close prospects. The attendees are people who are actually interested in your product or service, and the fact that they’ve paid the attendance fee means they potentially have the budget to spend. Unfortunately, not many sales teams get the most out of these opportunities. Today’s episode will go through ideas and insights around how you can make trade shows a much more successful vehicle for creating full funnel freedom.
    What You’ll Learn:
    - How to get a better ROI from trade shows
    - Why trade shows should not be selling events and what they should be instead
    - How to book appointments with prospects at a trade show
    - The 5-30-90 Tradeshow Selling Framework
    - How to handle unqualified leads at a trade show
    - How to differentiate between a suspect and a prospect at a trade show
    - When and how to give your prospects a brochure
    - How to make attendees earn your product information
    Trade show exhibitions are expensive. From getting the booth, working on the display, preparing the materials you will need at the show, and even traveling to the venue, all that requires money. This is why it’s important to make sure you make the best ROI possible. Whether the event is virtual or in-person, the strategies in this episode will help you get the most bang for your buck the next time you set up a booth at a tradeshow. 
    Resources:
    - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 
    - Sandler on Instagram https://www.instagram.com/sandlerinyyc/  
    - Sandler in Calgary - www.hamish.sandler.com/howtosandler
    - Full Funnel Freedom https://fullfunnelfreedom.com 
    - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

    • 12 min

Customer Reviews

5.0 out of 5
10 Ratings

10 Ratings

Sofia 666 ,

addicting tidbits I can’t get enough of

I’ve ditched the thunder cat album for this pod in the mornings and it puts a pep in my step and pours rocket fuel into my pipeline!

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!

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