Full Funnel Freedom Hamish Knox

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

The following episode is also available on YouTube: https://youtu.be/U4rQb2ug058
This week we take ideas and insights from Roberta De Girolamo, Director of Sales at Dropbox about change management.  
Change is going to happen, that's inevitable. But it's critically important to set your expectations along the way.  We take a look at the role of the change champion, the value of pilots and hypotheses in implementing change, as well as the need to understand individual motivations and team culture.
What you'll learn:
Why the majority of people do not like change. Why intentional communication about a change's positives and negatives will benefit your team. What are the different groups of people, and how do they each react differently to change. How a pilot failure might not be a failure at all.  
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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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Resources:
Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity - by Kim Scott
Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship - by Mahan Khalsa, Randy Illig, Stephen R. Covey, et all.
The Dip - By Seth Godin
Change: The Sandler Way - By Hamish Knox
Roberta De Girolamo 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

The following episode is also available on YouTube: https://youtu.be/ISUTGqwZQOc
Templates, procedures, and playbooks are all great. They help us to develop and maintain a consistent messaging strategy to prospective buyers.  But what happens when micromanage our sellers to follow them to the letter? Burnout.
This week we are taking ideas and insights from Amy Hrehovick.  Amy has over 15 years of experience leading, training, and coaching sales teams in the technology sector. She has championed the movement from legacy sales tactics, opting for methods of prioritizing genuine connection, buyer-centric experiences, and stellar win rates.  She is also the host of the Revenue Real Hotline Podcast.
In this episode, you’ll learn:
Why stripping creativity and autonomy out of the sales process will ruin your team. Why today's sales process isn't designed to serve the buyer. Why Demand Creation is different than Demand Fulfillment. Why if you wait until the buyer is in decision mode, you've waited too long. What is "Dark Social" -=+=--=+=--=+=
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
Resources:
Hidden Potential: The Science of Achieving Greater Things - by Adam Grant
The Revenue Real Hotline 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