52 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.

    051 6 Proactive Account Management Activities That Create Full Funnel Freedom

    051 6 Proactive Account Management Activities That Create Full Funnel Freedom

    Traditionally, 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
    - The difference between customer service and account management
    - Ways to leverage an alumni network for business growth
    - Expansions calls and why they are so important
    - Best practices for effective quarterly reviews  
    - The dos and don'ts of client introductions
    - The drawbacks of traditional account management
    - How sales leaders can instill an expansion mindset into their salespeople
    One of the fundamental elements of account management is proactivity. This seems rather obvious, yet far too many sales leaders and account managers leave too much to reacting to customer actions. As an account manager, your job is to build a solid understanding of where your existing accounts can go and how you can help them get there.  
    Links and Resources:
    - Digital HR Leaders Podcast https://www.myhrfuture.com/digital-hr-leaders-podcast 
    - 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
    050 Focus on Productive Sales Capacity with Jen Franklin from Medallia

    050 Focus on Productive Sales Capacity with Jen Franklin from Medallia

    Jen Franklin is the Vice President of Sales and Employee Experience at Medallia. She is a collaborative cross-functional GTM leader with over 20 years of experience growing and leading sales teams. Jen's experience is centered around bringing technology that has an impact on human behavior to market for high-growth organizations. We talk about the productive sales capacity framework, the drawbacks of holding onto 'dead' leads, and what needs to be done to close the gender gap in sales and sales leadership.
    What You'll Learn:
    - What is productive sales capacity 
    - The concept of experience management in sales
    - Why you need to treat your employees the same way you treat your clients
    - How to set up your sales team for success
    - Women in sales: How to help close the gender gap
    - Best practices for strengthening a skinny sales funnel
    - The difference between coaching and managing in sales leadership
    - The shift from sales reps to trusted advisors
    - The drawbacks of holding on to 'dead' leads
    - Success mindsets for successful salespeople
    - How to navigate difficult conversations using the MEDDIC framework
    What counts in productive sales capacity is not how many sales reps are in a team, but how many of them are ramped and productive. If a new sales rep joins the team, the focus now turns to how fast you can get them to full productivity. Finally, you don't want to lose a high-performing sales rep because we all know how expensive turnover can be. 
    Links and Resources:
    - Medallia.com https://www.medallia.com/
    - NAWSP - National Association of Women Sales Professionals https://nawsp.org/ 
    - WITS - Women in Tech Sales https://www.linkedin.com/company/women-in-tech-sales-wits/ 
    - Adam Grant - Books, Podcast, TED Talks, Newsletter, Articles https://adamgrant.net/ 
    - Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell https://www.trilliondollarcoach.com/ 
    - Hunters and Unicorns https://podcasts.apple.com/us/podcast/hunters-and-unicorns/id1535460339 
    - Digital HR Leaders Podcast https://www.myhrfuture.com/digital-hr-leaders-podcast 
    - 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 

    • 33 min
    049 Better to Create Demand Than Fulfill Demand

    049 Better to Create Demand Than Fulfill Demand

    Is 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 beliefs and how they impact your team's success
    - How to get past the seasons of prospecting fallacy
    - Your prospects will always have problems that need fixing
    - How to improve your credibility using strategic questions
    Although used interchangeably, demand creation and demand fulfillment are totally different sales approaches. The most important question is, which business are you in? As a sales leader, it's crucial that your team operates from a demand creation standpoint, because to really grow your business, you need to stop fulfilling demand and start creating it.
    Links and Resources:
    - 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
    048 Massive Turnover in Your Sales Team is Good? with Mike Stark from Welco

    048 Massive Turnover in Your Sales Team is Good? with Mike Stark from Welco

    Michael 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
    - What to do when salespeople start leaving your organization 
    - Best practices for strengthening a skinny sales funnel
    - How to predict turnover on your sales team
    - How sales leaders address low confidence in their sales teams
    - Self-care tips for sales leaders 
    - Mike's advice to his younger self on proper leadership
    Although the common belief in sales is that turnover in your team is a bad thing, anytime a salesperson leaves the team, you get the opportunity to upgrade your talent. Top-performing sales leaders understand that turnover is a necessary evil because it sets high expectations and eliminates tolerance for mediocrity.
    Links and Resources:
    - Connect with Michael Stark on LinkedIn https://www.linkedin.com/in/michaelstarkbusinessdevelopmentsalesexecutive/
    - Welco https://welco.ca/en 
    - Upstream: The Quest to Solve Problems Before They Happen by Dan Heath https://www.amazon.com/Upstream-Quest-Problems-Before-Happen/dp/1982134720 
    - 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

    • 26 min
    047 Our Salespeople Can't Damage Relationships That Don't Exist

    047 Our Salespeople Can't Damage Relationships That Don't Exist

    Your 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 trust in sales
    - Tips to get prospects to tell you the truth
    - Key indicators of genuine sales relationships
    - The foundations of a long-lasting client relationship
    - Why a true relationship transcends the sales interaction
    A genuine relationship is a give-and-take interaction between two parties. Yet, that's not usually the case for most salespeople. They will assume a relationship exists when the prospect/client answers their calls, returns their voicemail, or agrees to set up meetings with them. But that's just an indicator that your salesperson needs coaching.
    Links and Resources:
    - 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/ 

    • 13 min
    046 What is *Deep* Listening for Sales Leaders with Oscar Trimboli

    046 What is *Deep* Listening for Sales Leaders with Oscar Trimboli

    This 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 leaders should always listen for context instead of listening for content
    - The benefits of giving your team freedom to come up with ideas
    - How to listen for the unsaid
    - The differential between speaking speed and thinking speed
    They say communication is 50% speaking and 50% listening. But why is listening never taught in leadership training programs? Only 2% of leaders have ever received training on how to listen. This is so unfortunate, because leaders typically spend at least 64% of their day listening. If you want a faster career progression, you better learn how to listen and be willing to receive new information.
    Resources:
    - Oscar’s website https://www.oscartrimboli.com/
    - Deep Listening: Impact Beyond Words by Oscar Trimboli https://www.amazon.com/Deep-Listening-Impact-Beyond-Words/dp/099537774X 
    - Oscar’s LinkedIn https://www.linkedin.com/in/oscartrimboli/ 
    - 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/ 

    • 28 min

Customer Reviews

5.0 out of 5
11 Ratings

11 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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