Episoder
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The phrase “Kill Your Darlings,” attributed to writer William Faulkner, is a piece of advice given to authors that suggests cutting the parts of a story or novel that they love the most. The idea is that these "darlings" often hinder the overall flow, clarity, or effectiveness of the piece. In a business context, the concept translates well. We often hold on to projects, products, or services that we’re emotionally attached to, despite evidence that they may be draining resources or no longer serving the overall goals of the company.
When I looked at the bigger picture, I realized that while the Full Funnel Freedom show had been incredibly valuable and rewarding, it wasn’t helping me move toward my ultimate goal—helping my clients scale their sales and achieve their ideal exits. To focus more effectively on supporting them, I made the tough decision to “kill my darling” and end the podcast. Letting go of something I’ve invested in emotionally and professionally wasn’t easy, but it was necessary to free up time and energy for the things that will drive my business and clients forward. It’s a reminder that sometimes, even our most cherished projects can hold us back from what really matters.
What you'll learn:
How do you identify which projects or services are no longer serving your long-term goals? What is the process for evaluating the value versus the burden of current business offerings? How can the “Kill Your Darlings” mindset help leaders make tough but necessary decisions for growth?Thank you for listening.
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Understanding what truly motivates employees is the key to unlocking top performance. While many organizations focus on achieving business goals, the real secret lies in aligning the company’s objectives with the personal aspirations of employees. It’s no longer enough to push for corporate success as the primary driver—employees want to see how their work contributes to their own life goals. Leaders who acknowledge and foster this connection between personal desires and professional roles tap into an intrinsic motivation that can drive exceptional results. By focusing on what employees care about most—their lifestyle, income, and personal growth—leaders can inspire teams to consistently perform at their best.
Phil Putnam, a workshop leader, business strategy consultant, and speaker, has built a career on helping companies maximize performance through human-first strategies. With over two decades of experience working with brands like Adobe, Apple, Bloomberg, and Salesforce, Phil believes that employee motivation is not just about corporate success, but also about aligning personal life goals with work responsibilities. His new book, Desire-Based Leadership, which will be released on October 15, offers a deep dive into how leaders can harness this concept to improve employee satisfaction and performance. Phil was previously featured in episode 146.
Click Here to pre-order Phil's book Desire-Based Leadership
What you'll learn:
How can leaders align their company's goals with the personal desires of their employees to drive motivation? What are the long-term business benefits of focusing on employee satisfaction over constant hiring and replacements? How can the LIFE Motivation Discovery Model help leaders better understand and maintain employee motivation?Resources:
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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In the complex world of enterprise and B2B sales, the importance of following a structured process cannot be overstated. Discovery, often underemphasized, plays a pivotal role in identifying not only the problems customers face but also the best solutions tailored to their needs. A disciplined approach to discovery helps sales professionals dig beyond surface-level concerns and better understand the true impact, economics, and urgency behind a prospect's problem. Without a solid framework, discovery quickly devolves into an interrogation, making it harder to build trust and uncover the real motivators behind a deal. Structuring discovery around a clear process allows sales leaders to forecast deals more accurately and optimize the path to closing with minimal friction.
Don Hicks brings over two decades of sales expertise to his role as the Area VP of Sales for Venture Employer Solutions. Before venturing into the world of sales, Don served eight years in the United States Marine Corps, where he earned the distinguished honor of Marine of the Year. Transitioning into sales, he started his career selling life insurance and mortgages, eventually moving into enterprise software and HR services. As a sales leader, Don focuses on coaching, training, and deal strategy, using his experience to guide his team of two leaders and 30 sales professionals toward consistent success. His superpower? Turning a deep understanding of discovery into a tool for sales excellence.
What you'll learn:
Why is having a structured process for discovery essential in enterprise sales? What specific framework can sales leaders use to improve their team's discovery process and deal strategy? How does focusing on buyer problems over personal sales goals change the trajectory of a sale?Resources:
Buyer First: Grow Your Business with Collaborative Selling - by Carole Mahoney The JOLT Effect: How High Performers Overcome Customer Indecision - by Matthew Dixon, Ted McKenna---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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In today’s fast-paced B2B landscape, marketing and sales can no longer operate in isolation. Both functions have different strengths, but when combined, they create a powerful, customer-centric force that drives results. Marketing builds the brand’s story and awareness, while sales directly engages with customers to convert opportunities into revenue. A collaborative relationship between the two functions ensures a seamless customer experience, removes barriers to conversion, and produces a more unified approach to solving customer challenges. The real magic happens when sales and marketing work in sync—sharing insights, addressing objections in unison, and refining product offerings based on real-time feedback from prospects.
Christian Klepp, co-founder and director of client engagement at Einblick Consulting, brings over 13 years of experience in B2B branding, marketing, and communications. Having worked with industry giants such as Caterpillar, Henkel, and Logitech, Christian’s extensive global experience across Europe, Asia, and North America has helped him master the art of aligning marketing and sales for greater success. His firm helps B2B tech and SaaS companies discover and leverage their unique competitive edge, driving lead generation and revenue growth.
What you'll learn:
How can marketing and sales teams collaborate to overcome common barriers and improve conversion rates? What are the most effective strategies for aligning marketing and sales in large B2B organizations? How can marketing help sales teams better handle customer objections and close more deals?Resources:
Happy Money: The Japanese Art of Making Peace with Your Money - by Ken Honda Building a StoryBrand: Clarify Your Message So Customers Will Listen - by Donald Miller Think, Do, Say: How to Seize Attention and Build Trust in a Busy, Busy World - by Ron Tite---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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In today’s fast-paced sales environment, facts and figures alone are not enough to close deals. Storytelling has emerged as a powerful tool to build connections, engage prospects, and convert leads into clients. Effective stories enable salespeople to highlight solutions in a way that addresses customer pain points and taps into emotions. By crafting relatable narratives, sales professionals can guide prospects through the decision-making process with clarity, presenting themselves as trustworthy and solutions-driven. Storytelling helps sales leaders empower their teams to communicate not just the "what" and "how" but also the "why" that resonates with customers.
Kyle Gray is an expert in this art. A presentation coach, story strategist, and author, Kyle has a wealth of experience in helping leaders, coaches, and executives articulate their value through storytelling. From his days as a musician to becoming a storyteller for startups and consultants, Kyle has mastered the skill of transforming abstract concepts into compelling, relatable messages. His work enables professionals to present their solutions in a way that not only informs but captivates and drives action.
What you'll learn:
How do you craft a story that resonates with your buyer's challenges? How can you shift from technical details to an emotional narrative that leads to a sale? What are the most common mistakes salespeople make when telling stories, and how can they avoid them?Resources:
Selling With Story: How To Use Storytelling To Become An Authority, Boost Sales, And Win The Hearts and Minds of Your Audience - by Kyle Gray The Story Engine: An Entrepreneur's Guide to Content Strategy and Brand Storytelling Without Spending All Day Writing - by Kyle Gray The Story Engine Podcast---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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As a sales leader, it's critical to elevate your team's confidence. Your success doesn't solely rest on strategies or tools but on your ability to develop confident salespeople who can face setbacks and still persist. By reinforcing their mental toughness, you'll not only enable your team to overcome obstacles but also build a culture of resilience that drives long-term sales success. Confidence fuels performance, allowing your sales team to believe in themselves, take risks, and engage with prospects more effectively.
Matt Phillips, a leadership and confidence coach, has honed his expertise through a unique blend of sports and business experiences. A former Division I and professional baseball player, Matt transitioned from competitive athletics to the corporate world, where he held roles in accounting, business development, and operations. Today, he coaches business leaders on how to develop mental toughness and lead with confidence, helping them boost their teams’ performance by leveraging resilience and emotional control.
What you'll learn:
How can sales leaders overcome imposter syndrome and self-doubt to lead effectively? What practical steps can sales teams take to build confidence in high-pressure situations? How does emotional control contribute to long-term sales success?Resources:
Winning the War in Your Mind by Craig Groeschel – A book offering practical actions for shifting your mindset and improving mental toughness.---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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Change management is crucial in sales departments because it ensures that transitions are smooth, minimizes disruption, and enhances overall performance. When sales teams are asked to adapt to new processes, tools, or strategies, the success of these changes often hinges on how well the transition is managed, not just the change itself. Effective change management addresses the human element—helping team members move from denial and resistance to exploration and commitment. By understanding and supporting these transitions, leaders can foster an environment where changes are not only accepted but embraced, leading to sustained improvement in sales outcomes.
What you'll learn:
What are the key stages of transition that sales teams go through during a change initiative? How can leaders identify and manage resistance to change within their sales teams? What strategies can ensure that change initiatives in sales departments are successful and avoid common pitfalls?---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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In the world of sales, curiosity isn’t just a trait—it's a critical component of success. Extreme curiosity allows sales professionals to dig deeper, uncover hidden needs, and truly understand their clients' challenges. This deep understanding enables salespeople to offer solutions that aren't just off the shelf but are tailored to the specific pain points of their clients. When you approach every interaction with a genuine desire to learn and understand, you're not just selling a product—you're providing value that resonates on a deeper level. This approach not only builds trust but also sets the stage for long-term relationships that are beneficial for both parties. Sales isn't just about hitting targets; it's about asking the right questions, challenging assumptions, and being willing to explore new possibilities with your clients.
Neil Harkins is the Chief Sales Officer at Impala, where he brings his unique approach to sales—a blend of creativity, resilience, and a passion for finding the right market fit. With a career that spans over a decade, Neil has built and transformed revenue teams in both Europe and the U.S., particularly in the nonprofit sector. His journey began at Experian, where he cut his teeth in a high-pressure telesales environment, learning the ropes through sheer tenacity and a positive mindset. Over the years, Neil's career has evolved, taking him from large corporations like Salesforce to startups where he thrives in the challenge of creating predictable revenue streams in new and uncertain markets. His work with nonprofits, driven by the belief that even a small improvement in effectiveness can change the world, has cemented his reputation as a leader who cares deeply about the impact of his work and the success of his clients.
What you'll learn:
How can extreme curiosity in sales lead to better understanding and meeting client needs? What are the critical steps in balancing product-market fit with building a predictable revenue stream? How can sales leaders effectively manage early-stage sales teams without falling into the trap of micromanaging?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Impala - https://impala.digital/ The Mom Test: How to Talk to Customers & Learn If Your Business Is a Good Idea When Everyone Is Lying to You - by Rob Fitzpatrick---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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Effective communication in sales leadership is crucial for fostering honest and productive interactions within a team. Asking the right questions without being attached to a specific outcome allows leaders to gather genuine information, which is essential for making informed decisions and guiding sales strategies. By expressing appreciation and maintaining rapport, even when faced with unexpected or unfavorable responses, leaders can create an environment where team members feel safe to share openly. This approach not only strengthens relationships but also enhances the overall effectiveness of the sales process, leading to better outcomes for the organization.
What you'll learn:
How can sales leaders ensure they receive honest and useful information from their team members during sales funnel reviews? What techniques can be used to maintain rapport and encourage open communication, even in uncomfortable conversations? Why is it important for sellers to be open to any response from a buyer, and how can they effectively manage unexpected answers?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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In today's fast-paced business landscape, maintaining a strong presence in the marketplace is crucial. This involves not just having a great product or service, but also establishing a robust network and a compelling online presence. Networking, particularly in B2B environments, is about more than just meeting potential clients—it's about forming meaningful connections with referral partners who can introduce you to your ideal clients. This strategic approach to networking transforms it from a tedious task into a powerful business development tool. Meanwhile, your website serves as the first impression many potential clients will have of your business. It needs to align with your networking efforts, effectively telling your story and reassuring visitors that your company is the right fit for their needs.
Jessica Gruber, the creative strategist and founder of Buzzworks Creations, understands the importance of these elements better than most. With over a decade of experience in translating business strategies into user-friendly websites, Jessica has helped countless businesses convey their values and services online. As the COO of Success Champion Networking, she also plays a pivotal role in changing how B2B businesses connect, collaborate, and grow. Her dual expertise in networking and digital strategy makes her insights invaluable for any sales leader looking to strengthen their market presence.
What you'll learn:
How can effective networking lead to building a pipeline of ideal clients through referral partners rather than direct sales pitches? What strategies can you implement to ensure your website not only attracts visitors but also converts them into meaningful business relationships? How can businesses use real employee stories and authentic branding on their websites to build trust and credibility with potential clients?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Buzzworks Creations - https://buzzwks.com/ Bad Ass Business Summit - https://badassbusinesssummit.com/---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
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This episode is also available on YouTube: https://youtu.be/9ohmDkvORbk
In the fast-paced world of sales, continuous learning is not just a nice-to-have; it's a necessity. As Tony Morris emphasizes, honing your craft and constantly evolving are critical for staying ahead. The best salespeople are those who never stop learning, who read extensively, attend webinars, and listen to podcasts. This mindset of perpetual growth ensures they are always equipped with the latest strategies and techniques, allowing them to adapt to changing markets and buyer behaviors. Success in sales requires not just tenacity but also the willingness to learn from every interaction and every mistake.
Tony Morris is a seasoned sales expert dedicated to empowering, developing, and inspiring salespeople worldwide. With a mission to impact a million lives, Tony has trained over 100,000 salespeople across 32 countries and 61 industries. His sales methodology, ASK, attracts clients and keeps them engaged long-term through various platforms. Tony started his sales journey at a young age, excelling in call centers and software sales before founding his company in 2006. His practical approach to sales training and his emphasis on continuous learning have made him a sought-after coach and speaker in the sales community.
What you'll learn:
What are the essential traits that distinguish top-performing salespeople from the rest? How can sales leaders effectively coach their teams to ask better questions and uncover deeper insights from prospects? What strategies can sales teams implement to keep their "opportunity antenna" always tuned in and identify hidden opportunities?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling - by Art Sobczak Never Split the Difference: Negotiating as if Your Life Depended on It - by Chris Voss Surrounded by Idiots: The Four Types of Human Behavior and How to Effectively Communicate with Each in Business (and in Life) - by Thomas Erikson Coffee's for Closers: The Best Real Life Sales Book You'll Ever Read - by Tony Morris---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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This episode is also available on YouTube: https://youtu.be/zcz3dGaieyM
In today's AI-powered world, the essence of successful outreach lies in the power of personalization and individuality. The use of automated, generic messaging has become increasingly common, leading to a disconnect between businesses and their potential clients. Personalization stands out as a crucial strategy, making each interaction feel unique and tailored to the recipient. This human touch can significantly enhance engagement and build stronger relationships, essential for cultivating new, unfair advantages in business. As AI continues to evolve, leveraging it to gather insights and personalize communications can be a game-changer, ensuring that businesses remain relevant and compelling in a competitive landscape.
Our guest, Stu Heinecke, embodies the spirit of personalization in his approach to sales and marketing. Stu is a best-selling business author, marketer, and renowned Wall Street Journal cartoonist. His first book, "How to Get a Meeting with Anyone," introduced the revolutionary concept of contact marketing and was named one of the top 64 sales books of all time. His latest book, "How to Grow Your Business Like a Weed," offers a comprehensive model for explosive business growth inspired by the resilience and strategies of weeds. Stu's accolades include being a twice-nominated Hall of Fame marketer and a NASDAQ Entrepreneurial Center author in residence, among others. His innovative ideas and dedication to personalizing outreach make him a leader in his field.
What you'll learn:
How can personalization in outreach create an unfair advantage in business? What are the key strategies for getting a meeting with anyone? How can businesses leverage AI to enhance their personalization efforts while maintaining a human touch?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing - by Stu Heinecke How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth - by Stu Heinecke High Tech High Touch: Technology and Our Search for Meaning - by John Naisbitt, Nana Naisbitt, Douglas Philips---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
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This episode is also available on YouTube: https://youtu.be/y_j9kYl_dq8
Life is unpredictable, and opportunities can arise unexpectedly. Preparing your business for sale, even if you don't plan to sell anytime soon, is a strategic move. It’s akin to maintaining your house for potential buyers; you fix the leaky roof, repaint the walls, and tidy up the garden. Rick Fox, an experienced Chief Revenue Officer at Brightway, emphasizes the importance of this proactive approach. Running your business as if it's always on the market not only enhances its value but also ensures smooth operations and financial health. By maintaining thorough records, optimizing processes, and keeping your team aligned with business goals, you can attract potential buyers and investors. Plus, this level of preparedness often results in a more efficient, profitable, and enjoyable business to run.
Rick Fox, currently the Chief Revenue Officer at Brightway, brings a wealth of experience to the table. With a career that began in sales and insurance, Rick built his own successful independent insurance agency. Recognizing the importance of formal education, he paused his career to complete his degree before returning to expand his business. He later transitioned to the technology side of insurance, holding significant roles such as Head of Agency Sales at Vertifor and President of Agency Revolution. Rick’s expertise lies in scaling operations, enhancing customer experiences, and driving revenue growth through innovative product offerings. His deep understanding of both the insurance and technology sectors makes him a sought-after leader and strategist.
What you'll learn:
How can businesses maintain operational efficiency while preparing for a potential sale? What are the critical steps in aligning a sales team with the overarching goals of the company? Why is it essential to maintain passion and enthusiasm in sales, and how can leaders impart this to their teams?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Emotional Intelligence 2.0 - by Travis Bradberry, Jean Greaves
The Challenger Sale: Taking Control of the Customer Conversation - by Matthew Dixon, Brent Adamson
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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Bringing your CEO into a sales deal can be a game-changer, but only if done strategically. When executed correctly, involving the CEO can provide the gravitas and assurance needed to close complex deals, especially when selling to large organizations. However, without proper preparation, it can backfire, causing misalignment and confusion. Key triggers for involving the CEO include high-dollar deals, prestigious accounts, and significant lifetime value. The CEO's role should be clearly defined to convey confidence, vision, and commitment to the prospective client. Proper orchestration and practice are essential to ensure the CEO enhances rather than hinders the sales process.
Alice Heiman, the Chief Sales Energizer, is an expert in elevating sales for companies with exceptional growth potential. With over two decades of experience, Alice works closely with CEOs and sales leadership to build strategies that drive new business and grow existing accounts. Known for her energetic and strategic approach, Alice's clients benefit from her extensive knowledge in sales, which she also shares as a board member for several companies and as a lecturer at the University of Nevada.
What you'll learn:
What are the key indicators that it's time to bring the CEO into a sales deal? How can sales leaders effectively prepare their CEO for a sales meeting to ensure alignment and success? What strategies can sales leaders use to manage and guide the CEO's involvement without losing control of the sales process?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love it, by April Dunford.
Invisible Women: Data Bias in a World Designed for Men - by Caroline Criado Perez
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
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Acquisitions can be a whirlwind of emotions and uncertainty for sales teams. It's essential to maintain focus and clarity to ensure a smooth transition and continued success. David Farrell, a seasoned sales leader with over 24 years of experience, shares invaluable insights on what to do and not do when your company is about to be acquired. Key strategies include maintaining a replicable process that is attractive to potential buyers and ensuring your team is performing at its best to secure job security. Transparency and honest conversations with your team about their career paths and the organization's future can help mitigate anxiety and maintain morale. Above all, it's crucial to focus on your results and reputation—these will be your strongest assets during and after an acquisition.
David Farrell brings a wealth of experience in the human resources technology space, having sold to companies ranging from one employee to 125,000 employees. Starting his career in media and entertainment, David shifted to sales to better support his lifestyle. He quickly excelled, moving up from selling to small businesses to leading large market sales teams. His career includes roles such as Chief Sales Officer, where he successfully navigated multiple acquisitions, ultimately becoming a leader of leaders at his current organization, overseeing three different divisions, including one in Canada. David's journey is a testament to the importance of adaptability, continuous learning, and strategic thinking in sales leadership.
What you'll learn:
How can you maintain team focus and performance when rumors of an acquisition start circulating? What are the key considerations for a sales leader during the middle of an acquisition process? What should sales leaders do post-acquisition to ensure their team and themselves are positioned for success?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Who Moved My Cheese - by Spencer Johnson
The JOLT Effect: How High Performers Overcome Customer Indecision - by Matthew Dixon, Ted McKenna
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
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This episode is also available on YouTube: https://youtu.be/gXbCiJ8zRYs
Effective sales leadership is about more than just managing numbers and hitting targets. It's about fostering a cohesive team strategy where every department aligns towards a common goal. A scattered approach, where departments like sales, marketing, and operations pull in different directions, leads to inefficiencies and missed opportunities. A team-based strategy leverages the strengths of each department, ensuring that everyone from sales engineers to account managers works in unison. This alignment not only drives revenue growth but also creates a robust, scalable organization. It's about creating synergy, where the combined efforts produce greater results than the sum of individual contributions.
Bradley Pastner brings over a decade of experience in managing revenue teams with impressive run rates ranging from $8 million to $100 million. As the founder of Team Based Selling, Bradley's unique approach emphasizes the importance of collaborative efforts across all phases of go-to-market strategies. His career trajectory, from tech support to advisory roles for Series A companies, showcases his expertise in building and leading effective sales teams. Bradley's philosophy is rooted in the belief that true success comes from a unified team effort, ensuring that every member is aligned and working towards the same goals.
What you'll learn:
How can a team-based approach to go-to-market strategies enhance overall sales effectiveness? What role does marketing play in a cohesive sales strategy, and how can sales and marketing teams better align their goals? Why is defining your Ideal Client Profile (ICP) crucial, and how can it transform your sales and marketing efforts?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
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This episode is also available on YouTube: https://youtu.be/nijdoUc7NcA
Being a leader isn't about managing the day-to-day tasks of your team; it's about empowering them to handle their responsibilities effectively. Susie Matheson, the founder of The Small Stuff, shared valuable insights on this topic. She recounted her own experiences as a frontline sales manager, where she often took on administrative tasks for her team to free up their time. While this seemed helpful initially, it ultimately did more harm than good. It prevented team members from developing the skills they needed to succeed independently. Instead, leaders should focus on equipping their teams with the necessary tools and training, fostering autonomy, and holding them accountable to their KPIs. This approach not only enhances individual growth but also strengthens the overall team performance.
Susie Matheson is a seasoned sales professional and the founder of The Small Stuff, a company dedicated to sales training. Born and raised in the UK, Susie has a rich background in various industries, including paint, coatings, and automotive sales. Her career took her to Germany, where she honed her sales skills and developed a passion for helping others reach their sales potential. After years in sales management roles, Susie took a break in 2019 to travel, which led to the founding of The Small Stuff. Her experience as a sales manager taught her the importance of not just meeting KPIs but also understanding the human side of sales. Today, Susie and her team focus on empowering salespeople by providing them with the right tools and training to succeed.
What you'll learn:
How can leaders empower their sales teams to be more autonomous and less reliant on managerial intervention? What are the key steps in developing an effective personal development plan for sales team members? How does consistency in leadership practices build trust and improve team performance?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Susie Mathison on Linkedin - https://www.linkedin.com/in/susiemathieson/
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
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This episode is also available on YouTube: https://youtu.be/K-_Xk5h1Wj4
In today's rapidly evolving sales landscape, failing to embrace AI tools can leave your sales department lagging behind. AI is revolutionizing how sales teams operate, offering capabilities such as automating routine tasks, analyzing customer interactions, and personalizing sales pitches at scale. Julie Holmes emphasizes that AI can help sales professionals sell smarter, serve better, and save time. Integrating AI tools like call recording and CRM automation not only enhances transparency but also provides valuable insights for improving sales strategies. Sales leaders must recognize the necessity of AI to stay competitive and drive better sales outcomes.
Julie Holmes is a serial inventor, tech developer, and strategic innovator with over two decades of leadership experience in enterprise technology. As a dynamic entrepreneur and popular keynote speaker, Julie specializes in helping businesses innovate and differentiate in a fast-paced technological environment. Her expertise is highly sought after by major brands such as Oracle, PeopleSoft, Expedia, and American Express. Julie's down-to-earth approach and deep understanding of AI make her an invaluable resource for leaders and teams aiming to thrive in the new normal of technology-driven business.
What you'll learn:
How can AI tools enhance transparency and provide actionable insights in the sales process? What specific AI applications can sales leaders implement to support their teams and improve productivity? How can sales teams use AI to personalize outreach and build better relationships with prospects?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
The AI Daily Brief (Formerly The AI Breakdown): Artificial Intelligence News and Analysis
Freakonomics Radio
HBS Managing the Future of Work
Julie Holmes on LinkedIn: https://www.linkedin.com/in/thejulieholmes/
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
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This episode is also available on YouTube: https://youtu.be/-Fo8j45Ne1Y
Hiring the right salesperson for the stage your company is currently in is crucial to your success. As Karen Gordon emphasizes, the importance lies in understanding the unique needs of your company’s growth phase and finding someone who can meet those specific demands. Early-stage companies might require a salesperson who is versatile and capable of wearing multiple hats, from creating sales emails to collaborating with marketing. On the other hand, more established companies might need someone who excels in managing and growing a sales team. Hiring someone not ready for the role can lead to misaligned strategies, wasted resources, and missed opportunities, ultimately hindering your company’s growth.
Karen Gordon is a distinguished go-to-market leader with a career dedicated to building and scaling early and growth-stage startups. Most recently, she served as the Executive Vice President and a founding team member at GoodShuffle Pro, a SaaS platform for event companies. Under her leadership, GoodShuffle Pro grew from zero dollars to over five million in annual recurring revenue, leading to their Series A funding in January 2024. Currently, Karen is a consultant and advisor to businesses looking to scale, leveraging her extensive experience in revenue generation, marketing, and product management. Her expertise is sought after by companies aiming to achieve significant growth and operational excellence.
What you'll learn:
What are the crucial factors to consider when hiring a salesperson for different stages of a company's growth? How can founders identify red flags and ensure they hire the right sales leader for their needs? What strategies can early-stage companies employ to build trust and effectively scale their sales efforts?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
Grit: The Power of Passion and Perseverance - by Angela Duckworth
Start with Why: How Great Leaders Inspire Everyone to Take Action - by Simon Sinek
Who: The A Method for Hiring - by Geoff Smart, Randy Street
Multipliers, Revised and Updated: How the Best Leaders Make Everyone Smarter - by Liz Wiseman
Goodshuffle Pro - https://pro.goodshuffle.com/
Karen Gordon on LinkedIn - https://www.linkedin.com/in/kgordon177/
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
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This episode is also available on YouTube: https://youtu.be/q1P0xsYntio
In today’s complex and competitive marketplace, respecting and collaborating with your buyer is more critical than ever. Buyers are more informed, have less patience for drawn-out processes, and expect immediate value and transparency. Traditional sales methods that prioritize the convenience and benefit of the seller, such as delaying product demos and withholding pricing details, are increasingly ineffective. Instead, sellers must pivot to creating a seamless and respectful buying experience, understanding that the buyer ultimately holds the power in the transaction. Prioritizing the buyer's needs and experience not only builds trust but also increases the likelihood of a successful sale.
Phil Putnam is a unique and insightful business strategy consultant whose career journey is as diverse as it is inspiring. Initially trained in music, Phil transitioned from a career in tech to focus on teaching, coaching, and consulting. His deep obsession with communication and genuine care for people have driven his success in working with major enterprises such as Adobe, Apple, Bloomberg, and Salesforce. Phil’s human-first, common-sense approach to generating business outcomes focuses on understanding and leveraging what people love most – themselves. His expertise in aligning business tactics with people’s needs and his innovative concept of "revenue mechanics" have made him a sought-after consultant and speaker.
What you'll learn:
How can sellers create a buying experience that prioritizes the buyer’s needs over their internal processes? What are the three ground rules that buyers, like Phil Putnam, enforce to ensure their buying process is respected and efficient? How can understanding and aligning with the buyer’s motivations and needs drive better sales outcomes and stronger performance?We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
---
Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/
Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando
Fathom: https://fathom.video/invite/72CZPA
Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA
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