Full Funnel Freedom

In this episode, we are dissecting the six ways sales leaders steal from their salespeople. Sales leaders are often the high-performing salespeople who get promoted into management positions. At the core, they're salespeople and essentially operate like every other salesperson in their teams. This is why they sometimes unintentionally steal the thunder from their team and struggle to manage the ex...

This week, we are talking about the two responses to "send me a proposal" every sales leader needs to teach their salespeople to help them stay in control of their sales process for as long as possible. When a prospect asks a salesperson to put together a proposal, it usually sounds like the deal is one step away from closure. However, it's astonishing how salespeople work on a proposal, then blin...

In this episode, we are talking about the seven words sales leaders can use to create clarity and motivation. Salespeople work best when using their creativity, discretion and judgment to solve problems and get work done. The best sales leaders encourage this engagement, create clarity and know it's part of their job to help their team grow and evolve.  What You'll Learn: - The seven words you nee...

In this episode, we will talk about how we can make our interviews much more effective and weed out bad-fit candidates. In the current economic landscape, there is no shortage of candidates for just about any sales position, which is why most sales leaders assume they can seamlessly find the best candidate for the job in no time. However, it's rarely that simple. There is always the possibility th...

In this episode, I will explain why your turnover starts during the onboarding process. Many organizations underestimate the benefits of seamless onboarding, and prefer to instead focus on retention. While retention is crucial for sales success, first impressions do matter. Companies that solely focus on hiring or retention activities tend to miss the first impression mark, which results in a domi...

In this episode, we talk about how sales leaders can get the right people on their sales teams. Most sales managers ignore the fact that having the right people in the team starts at the moment you decide it's the right time to hire new salespeople. Having the best people on the team will have larger, company-wide effects. Therefore, a watertight sales hiring framework will save you money, reduce...

In today's episode, we will go through practical steps to building and running an effective sales team. Building an effective sales team involves hiring the right salespeople, providing the best selling tools, and giving them all the information about the product they're selling. However, building is entirely different from running a team, which is what we'll focus on in this episode. What You'll...

Today we explain why upselling is a dirty word in sales. Companies use upsells to boost revenue and spark faster growth. Historically, the traditional buyer didn't see upsells as an issue. But today's buyer views upsells as opportunities for salespeople to sell more instead of adding value to the client. This is why top sales people prefer going after expansion opportunities rather than upsells. ...

In today's episode, we're talking about why honoring your clients is vital to your pipeline. Your clients are investing a lot of money in your product or service. They might be nervous about the efficacy of the product or service, and so it's your duty to squash their worries by personalizing and elevating their experiences. Unfortunately, most sales leaders treat their customers like items on an...

Today we discuss three ways in which quality delivery can create full funnel freedom. In business, quality delivery is everything, yet everybody seems to have their own idea of what quality is. What your client hopes to get from a new purchase might not necessarily be what you plan to deliver. Thus, it always pays to clarify expectations immediately after a deal is closed. What You'll Learn: - How...

One of the most prevalent things in the world of sales today is a salesperson's ability to screw up a deal. Interestingly, salespeople don't lose deals because they lack the skills to close. They often don't know how to delicately handle a customer throughout the sales process. Now that buyers have more power and options than ever before, rookie mistakes during sales conversations can cost you and...

In this episode, we will go through a practical step-by-step process of qualifying an ideal sale. The sales process is only truly in motion when you know whether it's worth investing your time and effort into trying to sell to this prospect. Qualifying an ideal sale is all about gathering information that answers crucial sales questions: should you sell to a given prospect? What needs to be done t...

Today we are talking about finding the ideal sale and proactive account management. In most industries, a huge proportion of revenue and profits comes from existing customers. Although sales leaders recognize this fact to be true, unfortunately they don't pay too much attention to customer success once the ink has dried.  What You'll Learn: - What the first place to look for your ideal clients is...

In this episode, I'll share some insights and ideas on how to focus your team on the ideal sale. The ideal sale highlights which buyers are actually good prospects and which ones are not. With this information, salespeople can target prospects that are most likely to convert, and therefore save the organization valuable time, money, and effort. What You'll Learn: - Tips for creating the ideal clie...

It's no secret: every business needs a sales funnel. Yet, creating a funnel is only the first step. Effectively utilizing your funnel throughout the sales process can be the difference between success and sales failure. In this episode, I'll share some ideas and insights on how to keep your sales funnel reliable on a consistent and repeatable basis.  What You'll Learn: - How to identify the best-f...

The average tenure of a sales leader globally is about 16 to 18 months, which is hardly enough time to affect real change within an organization. So, how can sales leaders create, execute, and scale sales strategies with such limited time and the ever-present pressure to exceed sales targets?  I'm Hamish Knox and this is the Full Funnel Freedom Podcast. Listening to this podcast, you'll gain ideas...