Full Funnel Freedom

What does your typical sales day look like? Do you find yourself needing several cups of coffee just to stay productive? Maybe you find yourself looking for something sugary to manage the afternoon energy crash. If this is you, you are not alone. However, the holidays are upon us, and it's about to get worse if you don't change something today. Tune in to hear easy-to-implement ideas and insights...

Cara Wolf is the CEO of Ammolite Analytx, a custom AI technology development firm specialising in advanced information security solutions. She is a dynamic and experienced award-winning thought leader, author, and speaker with over 15 years of executive leadership. Her expert problem-solving skills and collaborative team leadership style have won her numerous awards locally and internationally. In...

Should salespeople have fun when selling? The simple answer is Yes! Salespeople should enjoy selling and have fun when interacting with their prospects and clients. When we're having fun, we're typically relaxed and looking to have a good time. On the other hand, when we're not having fun, we get super tense and nervous, and our prospects can feel the discomfort from our unsettling vibes. In today...

Dwayne Dulmage is the Vice President and Program Lead, Digital Transformation at BDC. Dwayne has spent over 25 years in banking with both The Royal Bank of Canada (RBC) and the Business Development Bank of Canada (BDC). With most of his career spent as a senior leader in commercial banking, he's had the opportunity to gain valuable experience relative to the challenges faced by all entrepreneurs a...

Most salespeople are cowards. They may look and act tough, but deep down, they're afraid of tackling key business development tasks. No salesperson wants to be called a coward, but that is exactly what most salespeople are. Cowardice in sales is a real problem for one simple reason: fear of rejection leads to missed opportunities and, therefore, a giant waste of time and money. In today's episode,...

Melina Palmer is an applied behavioral economist who is passionate about helping people understand what behavioral economics is and how they can use it to communicate more effectively. She is the author of two books, contributed research to the Filene Research Institute, and teaches applied behavioral economics through the Human Behaviour Lab at Texas A&M University. In today's episode, we talk ab...

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....

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 an...

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 unders...

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 th...

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 thes...

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 activitie...

What's the number one piece of advice you'd give your teenage daughters about dating? Can that advice translate into selling and sales leadership advice?   A business owner friend of mine shared a story about his anxiety when his daughters matured into dating age. He didn't know what he would say to her, so he reached out to another business owner with an older daughter. His advice was simple, "Te...

Adam Boyd is the Principle of the Northwood group, a business consulting firm that provides consulting services for small and mid-market businesses on sales and sales leadership. He works with owners, presidents, sales leaders, and CEOs who won't settle for mediocrity, focusing on designing, building and installing processes and systems for sales growth. Tune in to learn why sales leadership is th...

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 acc...

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...

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 L...

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...

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.  Wh...

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 leade...

As salespeople, how we communicate is directly related to how we sell. Did you know that words can potentially cost you sales, influence, and the chance to build deeper relationships with prospects? In today's episode, we'll go through some common phrases potentially harming your sales success. This is why it's extremely important that you do not sound stale or use phrases that raise red flags in...

This week, we have Kyle Norton on the show to discuss how vertically integrated teams can create full-funnel freedom in your organization. Kyle is the former Director of Revenue & Merchant Success at Shopify Canada. He currently works at Stage 2 Capital as a Limited Partner, where he's on a mission to make commerce better for everyone. What You'll Learn: - How a full pipeline can save your life -...

This week, we talk about why you never want your salespeople to assume a close and the four steps to creating rapport during a sales presentation. There are opportunities everywhere, which means salespeople should be closing deals all the time, especially if they're qualifying effectively and getting to that presentation stage. But what happens when we notice our salespeople aren't closing as ofte...

This week, we have Caleb Clark on the show to talk about how marketing and sales can collaborate and work towards a common goal. Caleb is the co-founder and chief partnership officer at Hook + Ladder Digital, a full-service digital marketing agency that supports client partners across multiple industries, including hospitality, finance, home services, real estate, construction, and environmental c...

Today, we'll go through how leaders can connect with team members before trying to correct them. As leaders, when we feel a team member is offside, we tend to do one of two things: we either avoid addressing their behavior at the moment, or we essentially hammer them with a message to correct the behavior that we believe is offside. Neither of these two actions ever work out. You can have fantasti...