Full Funnel Freedom

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...

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 exponent...

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 sha...

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 othe...

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...

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 h...

Today's guest Justin Roff-Marsh is the author of The Machine: A Radical Approach to the Design of the Sales Functio n. He is also the founder and CEO of Ballistix, an international management consultancy specializing in Sales Process Engineering. Justin shares insights into how organizations can consistently make a tonne of money by simply re-engineering their sales processes and adopting a radica...

In today's episode, we talk about the effectiveness of power strokes in keeping your team motivated when creating full funnel freedom. Simply put, a power stroke is a psychological unit of recognition. They can be positive, negative or rubber band, which starts off positive and ends up negative like a rubber band snapping back. Today, we are going into the details of using power strokes in your sa...

In today's episode, our guest Shannon Millar Hopkins shares her insights around how we can achieve full-funnel freedom without burning out. Shannon boasts 15 years of SaaS selling experience and is the current Regional Vice President of Sales at BetterUp. We dive deep into how the top salespeople transition from field sales into sales leadership, decision fatigue in sales, and how sales leaders ca...

It's a no-brainer that a one size fits all approach is ineffective when it comes to sales compensation plans. A compensation plan must be custom designed based on a rep's role within the team, the sales cycle length, and the rep's level of seniority. At its core, a sales compensation plan is a structured system that helps determine how much a sales rep earns based on several pre-set metrics. So ho...

In today's episode, I speak to Devon Guillard, the CMO and managing partner at F12.net, a Canadian IP provider focused on offloading risk and complexity for small and midsize businesses. We talk about Devon's journey from IT tech into sales leadership, full-funnel freedom in a muddy market, and why the best salespeople only focus on the things within their control.  What You'll Learn:  - How to cr...

In today's episode, we'll be sharing ideas and insights around the sales year and revealing how the top sales leaders keep their teams motivated throughout the sales year.  The sales year might sound like this long 12-month sales cycle, yet it's simply the amount of time it takes for you to close a deal within a fiscal year. For some salespeople, that's six months. For others, it could be a year....

In this episode, our guest Caleb Pierce shares insights and ideas around accurate sales forecasting. Caleb is the Vice President of revenue optimization for AFTI WatchDog, a low-cost oil well monitoring and pipeline leak detection system.  At its core, sales forecasts are probable assumptions based on data. They won't be perfect, but accurate sales forecasts are almost as important as hitting the...

In this episode, we talk about managing performance whiplash in your team. All sales leaders can attest to the frustrations that arise when one or two team members aren't doing what's expected of them. It's even more frustrating when these individuals do so several times a week. However, ensuring employees repeatedly deliver desired results can be challenging. As leaders, the first step to handlin...

In today's episode, Evan Santa from CommerceBear shares ideas and insights around building sales teams that can consistently create full-funnel freedom. Evan is a talented and experienced sales leader having helped build sales teams in some of the world's leading companies, including TouchBistro and VidYard. He goes through some of the techniques he used to create successful sales teams and reveal...

In today's episode, we talk about the three crucial things to consider before terminating an employee. Letting go of an employee is undoubtedly one of the hardest things an employer can ever do. Not only are you impacting a person's livelihood, but unfair termination could also spark discontent within an organization. Nevertheless, some firings are necessary and unavoidable, but the more you under...

In today's episode, we talk to Dan Wardle about how to keep your sales funnel consistently full using video and managing a mountain of inbound leads. Dan Wardle is currently the head of sales at Vidyard, responsible for all areas of revenue including the enterprise, SMB, and self-serve segments. In previous roles, Dan led the Growth department at Vidyard, SMB sales at Salesforce.com and channel sa...

In today's episode, we go through practical steps and strategies around building an effective sales team. We all know that great sales leaders are only as good as their sales team. One bad hire could mean losing out on lucrative contracts, while a team full of A-players can and will catapult your revenue to unimaginable heights. To achieve this, you'll need a sales team structure that describes ho...

In this episode, we talk about role-plays and why they are the single most important activities we can do as leaders to develop our teams and create full funnel freedom. Although role-play exercises are crucial when developing strong conversational tactics and sales delivery, it's surprising how little attention is paid to doing them right. What You'll Learn: - Dos and don'ts of using role-plays a...

In today's episode, we talk to Tom Short, the Co-Founder and Chief Customer Officer at Kudos, an award-winning employee recognition platform. Over the course of 25 years, Tom has used his passion for entrepreneurship and marketing to found numerous highly successful companies, where employee experience has been the cornerstone to building effective teams.  What You'll Learn: - Why sales playbooks...

In today's episode, we're going to talk about how our salespeople unintentionally kill their credibility with clients and prospects. We've all been in situations where a salesperson used words or phrases that made you think twice about doing business with them. And it even might be you who used those words and wondered why a hot deal went dead. Of all the crappy sales pitches your salespeople coul...

In today's episode, I will explain how linear thinking kills full funnel freedom. Our brains burn about 20% of the calories we consume. And so, to conserve energy, humans tend to employ linear thinking. In essence, a linear process has a starting point and an ending point, and our brains make it as simple and straight as possible. Linear thinking, unfortunately, stifles creativity. What You'll Lea...

Today we are talking about asking better questions, and training your salespeople to ask better questions. There is a tendency among salespeople to babble through questions because they are either afraid of silence or afraid that their prospect may give an answer that isn't "beneficial" to them. Nevertheless, your value as a salesperson is based on the amount of information you get, not the amount...

In today's episode, we will reveal the seven words to coach your salespeople to use that will make them more effective when selling. In sales and everyday living, the right words often lead to the right reaction. If you use the right words, your prospects will begin to see the benefits of working with you. On the other hand, using the wrong words will mean closing deals will become an issue. What...

In today's episode, we will explain why maintaining full-funnel freedom is like flying an airplane. We all set goals and targets at the beginning of every new month, week, or quarter. However, just like flying an airplane, the path is rarely straight and we find ourselves constantly drifting off-course. Thus, we need to constantly make these little minor adjustments to ensure that we end up at the...