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 about behavioral economics, communication tips to keep employees engaged during change, and how leaders can minimize stress when managing a team through change. What You'll Learn: - What is behavioral economics? - The meaning of "Change Isn't About the Cookie" - How to lead a team through change - The gift of openness and transparency in leadership - Critical steps in the change management process - Why it's impossible to run a totally unbiased organization - What your employees need and can't tell you - Ways to be more thoughtful in life Change is a normal part of leading all kinds of teams. Although change is not always easy, how you communicate before the changes take effect makes a big difference in the outcome. Successful change is all about sending the right signals just before the changes take effect. What you do just before the decision point greatly impacts how people feel about what comes next. Links and Resources: - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets! - When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant - The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info - Free chapter of both of Melina's books! www.thebrainybusiness.com/fullfunnel  - Melina on LinkedIn https://www.linkedin.com/in/melina-palmer-36ab8712/ - The Brainy Business Instagram https://www.instagram.com/thebrainybiz/ - The Brainy Business YouTube - The Brainy Business - The Brainy Business podcast Podcast – The Brainy Business - BE Thoughtful Revolution BE Thoughtful Revolution - Quit by Annie Duke Quit: The Power of Knowing When to Walk Away - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected]   

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. For each of these dysfunctions, we'll go through some support tools you can use to take your salespeople out of what's preventing them from achieving full funnel freedom. What You'll Learn: - The five dysfunctions of a salesperson - Why you need to stop selling the way you buy - How to coach your salespeople into making super fast decisions - Overcoming the need for approval in sales - Why most salespeople get uncomfortable when talking about money - Affirmations to help reprogram negative childhood scripts - How to emotionally detach from the sales outcome If you've been in sales leadership for any number of years, you will know that the perfect salesperson does not exist. Salespeople come in all shapes and sizes. Some consistently hit targets, while others barely manage to hit quota. The difference often comes down to limiting behaviors. If you happen to see a salesman struggle to drive results, they likely have one or even all of these five dysfunctions. It’s your job to help them overcome them.  Links and Resources: - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets! - When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant - The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info - Money Mammoth: Harness The Power of Financial Psychology to Evolve Your Money Mindset, Avoid Extinction, and Crush Your Financial Goals https://amzn.to/3PAxWzT  - Mind over Money: Overcoming the Money Disorders That Threaten Our Financial Health https://amzn.to/3At2BuR  - Games People Play: The Basic Handbook of Transactional Analysis. https://amzn.to/3C92kOP  - Scripts People Live: Transactional Analysis of Life Scripts https://amzn.to/3Ca6Qgb  - Hamish's book on change - Change The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/change  - Hamish's book on accountability - Accountability The Sandler Way https://www.hamish.sandler.com/resources/sandler-books/accountability  - Influential Audio https://annaparkernaples.co.uk/work-with-me/  - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected]   

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 and actionable tips on how sales leaders can convince their salespeople of the benefits of creating content.  What You'll Learn:  - How to use content to drive more leads - Customer success is key to your overall success - The benefits of educating buyers - How to build trust with prospects fast - Best practices for creating content that supports sales activities - Using content to navigate the customer journey map - How to get your customer's attention and stay top of mind - How to create content that sells and converts If you've been in sales long enough, you probably already know the benefits of creating content. But as David explains, salespeople can use content for much more than just being known as an authority. Today's buyer is a lot more educated. The only way to get to them is to provide valuable content that ensures you're top of mind when they go out looking for a solution. Links and Resources: - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets! - When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant - WARP https://wearewarp.com/ - Refine Labs https://www.refinelabs.com/  - The Logistics of Logistics https://www.thelogisticsoflogistics.com/ - Freight Caviar https://freightcaviar.com/ - Podcasts: FreightWaves FreightCasts Network https://www.freightwaves.com/podcasts - Disruptive Strategy | Harvard Business School Online https://execed.economist.com/harvard-business-school-online/disruptive-strategy-2022-10-26  - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected]  

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 understanding where these beliefs come from and why they're so powerful. In today's episode, we discuss how to effectively respond to your salespeople's self-limiting beliefs and help them discover a new path forward. What You'll Learn: - The most common limiting beliefs in sales teams - How to avoid conflict when addressing your team's self-limiting beliefs - How to ask better questions - The benefits of having a solution-oriented conversation - Practical tips on how to respond instead of reacting - Divine intervention and how beliefs limit a salesperson's success All salespeople have beliefs. When these beliefs are positive, you can expect positive sales outcomes. But when they are negative, sales success is almost impossible. When a salesperson consistently comes up with excuses to justify their lack of results, it's time to look at their beliefs.  Links and Resources: - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets! - When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected]  

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 the buyer's journey, including why it's so important to align your sales efforts with how buyers make their purchase decisions.  What You'll Learn: - What is the buyer's journey? - Tailoring your sales process to the buyer's journey - How to support your buyers throughout their buying journey - The benefits of being obsessed with your target market - Engagement and the sales persuasion experience - The #1 skill you need for having effective meetings - Red flags in a leaky funnel - How to turn a cold prospect into a raving fan - The main stages in the buyer's journey Buyers don't just wake up and make a buying decision. They go through a journey, and your job is to get them when they're most likely to buy. This all starts by understanding the pain points and factors that shape their thinking. The most successful salespeople think like the buyer and position their product or service along the path to purchase.  Links and Resources: - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets! - Persuasion Experience https://persuasionexperience.com/ - Alisha’s LinkedIn - https://www.linkedin.com/in/alishaconlinhurd/ - Follow Alisha Conlin-Hurd on YouTube https://www.youtube.com/c/AlishaConlinHurd  - I L♥ve Marketing https://ilovemarketing.com/  - Almost Alchemy: Make Any Business Of Any Size Produce More With Fewer And Less by Dan S. Kennedy https://amzn.to/3IV8dAF  - Playing to Win: How Strategy Really Works by A.G. Lafley and Roger L. Martin https://amzn.to/3olH4gN - Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer and Daniel Lemin https://amzn.to/3aV6AX0  - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected]  

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 these nine tips to have more impactful conversations with prospects, drive leads, and close more sales.  If you can tell an influential story, you'll be great at sales. It's as simple as that. What You'll Learn: - 9 tips to make your stories more influential - The role of stories in sales - How to format and structure your stories for impact - Why you need to end every story with a question - How to immediately hook your prospects at the beginning of a story - The ideal length of a sales story - The benefits of building a playbook for stories - Exercises to improve your storytelling skills You already know that you need to tell stories if you want to humanize your sales interactions. However, telling a good story does not come naturally to most of us, but fortunately, storytelling is a skill that can be learned. So whether you want to lead a sales team, get prospects to buy from you, or run better sales presentations, storytelling is the answer. Links and Resources: - Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to https://iotnorthconference.ca/. Listen for a discount code for 20% off your tickets! - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected]  

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 activities, and how focusing on quality over quantity results in consistently, reliably full funnels. What You’ll Learn: - The value of quality over quantity in sales - The Measurement-Inspection-Accountability sales strategy - How to keep your team accountable without micromanagement - The importance of implementing performance improvement plans  - Proactive actions that create full funnel freedom  - Why are most salespeople afraid to ask for help? - The curse of knowledge in sales - Chris’ advice to his younger self on how to become better at sales - The most effective sales discovery process If you’ve been in sales for a while, you’ll have noticed that meaningful engagements with prospects are far more influential than cold call volume. While it’s tempting to assume more prospects, leads, and cold calls are the keys to success in sales, the quality of your funnel is even more important. The effort you put into building a high-quality funnel will be far more useful in the long run than filling the pipeline with unqualified leads. Links and Resources: - Jolera https://www.jolera.com/  - Connect with Chris Black on LinkedIn - https://www.linkedin.com/in/chris-black-yyc/ - Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan https://amzn.to/3PKApbM  - Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer https://amzn.to/3aV6AX0  - Outliers: The Story of Success by Malcolm Gladwell https://amzn.to/3JINDnv   - Sales Management. Simplified by Mike Weinberg https://amzn.to/3SBKMRv  - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected] 

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, "Tell them not to listen to what the boys say; watch what they do."  Tune in to learn how that statement translates to sales, and why sales leaders need to watch their team members’ actions instead of listening to what they say.  What You'll Learn: - Dating advice that's applicable to leading a sales team - Watch actions, not words, when managing salespeople - Why approval-seeking behavior often leads to broken promises - How to hold your team accountable - Why it's better to be respected than liked - The benefits of embracing the trust-but-verify approach - The first step to building trust is setting clear expectations and consequences You're probably familiar with the overused cliche, "Actions speak louder than words." The general reasoning behind this expression is that we should judge people by what they do, not by what they say. The same is true for dating as well as sales leadership.  Resources: - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected] 

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 the loneliest role in the organization, the benefits of keeping things simple, and why you shouldn't hire a salesperson until you absolutely need to. What You'll Learn: - Must-haves to consider before hiring a salesperson - Why sales leadership is the loneliest job in an organization - Burst your targets with an autonomous sales team - What to do when struggling to build an autonomous sales team - Practical tools for direct, clear, honest conversations - The benefits of keeping things simple in sales - The main reasons why sales training fails and how you can fix it Most organizations believe hiring a new salesperson might be the solution to all their problems. But that might actually make things worse. Why? Because hiring a salesperson too early is the fastest way to distract the organization and waste both money and time. Adam Boyd reveals that the only time you are allowed to make your first sales hire is when you have a process that clearly outlines how you acquire customers and close deals.  Links and Resources: - Adam Boyd’s LinkedIn - https://www.linkedin.com/in/theadampboyd/ - Northwood Group - https://thenorthwoodgrp.com/ - Leadersforum.co - https://leadersforum.co/   - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 [email protected] 

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 account management activities and strategies that are essential for creating full funnel freedom. What You'll Learn: - The main elements of proactive account management - How salespeople can take advantage of expansion opportunities - The difference between customer service and account management - Ways to leverage an alumni network for business growth - Expansions calls and why they are so important - Best practices for effective quarterly reviews   - The dos and don'ts of client introductions - The drawbacks of traditional account management - How sales leaders can instill an expansion mindset into their salespeople One of the fundamental elements of account management is proactivity. This seems rather obvious, yet far too many sales leaders and account managers leave too much to reacting to customer actions. As an account manager, your job is to build a solid understanding of where your existing accounts can go and how you can help them get there.   Links and Resources: - Digital HR Leaders Podcast https://www.myhrfuture.com/digital-hr-leaders-podcast  - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - 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 - [email protected]