Full Funnel Freedom

This episode is also available on YouTube: https://youtu.be/hR_gPGCKP2w We've all seen them. Pages and pages of barely readable text, full of legalese and jargon no one outside of lawyers understands. Why do we do this to ourselves and our sellers? This week, we are taking ideas and insights from Sarah Fox of 500 Words about why our contracts are sabotaging the relationships between seller and buy...

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 f...

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...

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 l...

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...

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 hypothes...

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...

The following episode is also available on YouTube: https://youtu.be/YkUdy7ZvcAg Today's work environment is dynamic. Leadership approaches that worked for decades just aren't as effective today. Chet Lovegren, aka "The Sales Doctor" shares ideas and insights around managing the balance between empathy and accountability in diverse teams.  Chet has had over 11 years of sales and sales leadership e...

The following episode is also available on YouTube: https://youtu.be/4peglht5JVk Persuasion isn't just about changing how people think and feel - it's ultimately about changing their behavior.  Today's guest is an expert at persuasion, having being one of the dozen people in the world to hold the coveted Cialdini Method Certified Trainer certificate, Brian Ahearn.  Brian is an international speake...

When a customer leaves your organization, that doesn't mean it has to be the end of their sales. But winning that business back will need to take a different approach.  This week we take ideas and insights from Dan Pfister. Dan is the creator of the Winback Process and the   founder   of   Winback   Labs. He   was   also   a   co-founder at Business Source Group, where he helped generate over   50...

The following episode is also available on YouTube: https://youtu.be/vlqOn3Zfhqk Do your sellers think it, or do they KNOW IT? That's what you, as the leader, should be asking your team.  Today's guest is Simon Hazeldine. Simon works internationally as a keynote and conference speaker, sales transformation consultant, and as a sales and negotiation trainer. He's spoken in 30 countries and his clie...

Is telephone selling dead? This week's guest, Anthony Stears doesn't think so.  Anthony is on a mission to get businesses talking again and stop people from hiding behind their emails and social media. He's a conversational strategist, helping clients to get in front of more of their ideal customers and getting more business from their existing clients by using good manners and emotional intellige...

Is sales an art, or a science?  While selling has components of art, there are repeatable and measurable elements that can be worked on in a systematic, scientific basis.  This week's guest is Will Fuentes. Will is the founder of the Maestro Group, which is a sales acceleration firm that focuses on teaching sales professionals the science of sales. In this episode,  you'll learn: scientifically pr...

Just like any tool, AI can be used for good - or evil. This week we are taking ideas and insights from Joel Stevenson. Joel is currently the VP of Growth at Vendasta, which acquired Yesware in 2022, where Joel was the CEO. Prior to Yesware, Joel build Wayfair's B2B business from scratch to $400 million in annual revenue. In this episode, you'll learn: The importance of sales tech for growth. The b...

If you are going to be successful in sales, you need to know how to speak in front of others. This week's guest is Lee Warren. Lee has headed up sales at several large organizations, including News International, Hertz Leasing, and the Chunnel Tunnel. He has also had a parallel career as a magician and a mind reader and is a member of the world-famous Magic Circle. Since 2010, Lee has combined his...

Are you a value or quality based? You can be both, but your pricing can't be! This week we are joined by Melina Palmer, author of  The Truth About Pricing to gain ideas and insights about how your pricing plays a pivotal role in how you present your product or service to your customers. And, if you find yourself struggling to figure out your pricing plans, , it might be time to give Hamish a call....

Happy New Year Full Funnel Freedom Followers!   This week, we have Dorine Rivers of Alpha81 as our guest! It's not enough to have a great product - you also have to have a great team to succeed. How do you support them, build them, and get the most out of them? Rivers shares ideas and insights.   And, if you find yourself struggling to fill out your sales roster, it might be time to give  Hamish a...

Kirk Nelson noticed an issue. His team of eight salespeople were only booking 110 business development meetings a year. How did he change the team so that they began to book 30 meetings a week?  Kirk streamlined the sales process by implementing a standardized approach and eliminating custom solutions.  Additionally, by devoting their focus on deals with a next action and agreed upon date, their s...

Collaboration between Sales and Ops is crucial to your business. This week we take ideas and insights from Taft Love, Founder and Principal Strategist at Iceberg RevOps about the importance of sales leadership, processes, as well as aligning incentives.  And, if you are having difficulty determining your path to operational excellence, it might be time to give  Hamish a call.  What you'll learn: W...

How do you ensure that you are moving the right opportunities through your funnel, without any "hangers-on?" Plate size.  By limiting how many opportunities each seller takes on, you create a scarcity mindset that will ensure that items are either closed won, or closed lost, and gives you an opportunity to celebrate each. And, if you are having difficulty determining your ideal plate size, maybe i...

For Jeremy Ruch at Bandalier, finding the right people is a process. The best sales people have opposing skillsets: They need to be both stubborn and coachable. How do you find those people?  Jeremy shares ideas and insights. And, if you find yourself struggling to fill out your sales roster, it might be time to give Hamish a call.  What you'll learn: What are the right traits for remote-only sale...

Between 95% and 98% of our potential buyers are not acutally in a buying mode right now. So, how to you capture them into your funnel so you can reach out and make that sale when the time is right? Sharon Park, CEO of Sage Digi joins us this week to share ideas and insights around not only how, but WHEN to reach out to bag that next sale. What you'll learn: What's the quickest way for your email t...

Selling and marketing is about emotions. How can you understand your client's desired emotions in order to build stronger relationships and business growth? This week we talk with Chantal Cornelius to gain ideas and insights around building emotional connections, using consistent language, and prioritizing personal health and resilience. What you'll learn: How emotions affect buyers. What are the...

Building and maintaining an efficient and effective team takes WORK. Your sales leadership needs to build an environment of trust, motivation, and a positive team culture. This week we take ideas and insights from Masako Long, VP of Sales at Janusea regarding the human aspect of sales and the importance of building confidence in your team. What you'll learn: What does it mean to be a leader? How t...

Confidence is a tricky thing. It's hard to gain, and easy to lose. This week we take ideas and insights from J. Ryan Williams, an experienced and certified executive coach and individual who has done the Zero to $100 million dollar journey three times. He speaks with us about building confidence in the high stakes game of sales leadership. What you'll learn: How to build confidence in a high-stake...