Accurate sales forecasting is critical for sustainable growth, with companies that effectively forecast being 10% more likely to increase their revenue year-over-year. Yet, many CEOs struggle with this crucial aspect of their business. If accurate forecasting remains a challenge, it may be time to examine the health of the sales funnel.
In a recent episode of Sales Talk for CEOs, Alice sat down with Hamish Knox, a renowned sales consultant and Sandler trainer, to explore why understanding and properly managing the sales funnel is vital for any CEO. Hamish, known for his expertise in creating scalable, repeatable sales engines, shared insights on how CEOs can optimize their funnels to drive growth.
00:00 Introduction – Welcome to the sales focus and the essence of sustainable growth.
01:45 Hamish Knox Introduction – Alice introduces sales consultant and Full Funnel Freedom podcast host Hamish Knox.
02:16 Hamish’s Expertise – A brief on what Hamish offers CEOs for sustainable sales growth.
03:48 Sandler Method and Sales Methodologies – Discussing the Sandler sales technique and the importance of sticking with a single methodology.
06:21 Ideal Client Profile – Emphasizing the necessity for a clear ICP and its significance in forecasting.
08:07 Proactive Prospecting Activities – How proper check-ins and prospective activities can maintain funnel health.
10:57 Ensuring Top Funnel Quality – Strategies for filling the top of the funnel with quality leads.
13:26 Using Events for Lead Generation – Leveraging trade shows and events to garner ideal customer leads.
17:28 Networking Events Strategy – Tips for salespeople to maximize their impact at networking events.
20:17 Email and Cold Outreach – Discussing effective outbound campaigns and contact marketing techniques for today.
22:42 Leveraging Referrals – Utilizing customer referrals as an overlooked yet potent top-of-funnel resource.
27:41 Now Open the Opportunity – Turning qualified leads into concrete opportunities.
30:21 Keeping the Funnel Moving – Avoiding funnel congestion and enforcing next steps for ongoing sales momentum.
33:23 The Funnel Shape Diagnostic – Recognizing and addressing problematic funnel shapes for accurate forecasting.
37:20 Final Takeaways and Farewell – Closing thoughts and how to find more from Hamish Knox.
A member of the global Sandler network, Hamish supports private organizations in Southern Alberta to create and maintain a scalable, repeatable, consistent sales engine and an engaged, motivated team by holding them accountable to implementing the structures, systems and processes shared in our sessions.
Hamish worked in a variety of industries including media, communication services, software and professional sports before joining the Sandler network, which melded his passions for sales and education.
Hamish was named the 2020 David H. Sandler Award winner, Sandler’s highest honor, becoming the first Canadian trainer to receive that award. He was the first two time author in the Sandler network, writing books on topics no one likes to talk about. His first book was on Accountability the Sandler Way and his second on Change the Sandler Way. Hamish is regularly invited by Sandler Home Office to speak at Sandler’s train-the-trainer conferences and Sandler’s public Sales and Leadership Summit in Orlando.
Committed to giving back so other entrepreneurs can enjoy the same opportunities he had when he launched his business, Hamish is an active mentor with Futurpreneur Canada, is a Maple Leaf Club donor to Enactus Canada and is a volunteer judge for regional and national student entrepreneur competitions.
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Books:
Accountability – https://www.hamish.sandler.com/resources/sandler-books/accountability
Change – https://www.hamish.sandler.com/resources/sandler-books/change