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

Fathom: https://fathom.video/invite/72CZPA

Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

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

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

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

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

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

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

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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

This episode is also available on YouTube: https://youtu.be/v9PW1onH2fU

The traits that make a great salesperson are strikingly similar to those that define an effective leader. Both roles require the ability to guide and inspire others, often in situations where the path forward is unclear.

Jason Cutter, Chief Transformation Officer at Cutter Consulting Group's background is a testament to his unique approach to sales and leadership. With analytical upbringing Cutter initially pursued a degree in marine biology, preferring the company of sharks to people. However, his career took a significant turn when he ventured into the sales industry in 2002. Despite having no formal training in sales or leadership, Cutter's knack for understanding and helping people propelled him forward. He combined his analytical skills with a deep empathy for client needs, eventually authoring the influential book "Selling with Authentic Persuasion." Now, as an international speaker and thought leader, Cutter helps organizations build scalable, profitable sales teams that prioritize genuine human connection over traditional sales tactics.

What you'll learn:

• How can sales professionals leverage their authentic selves to build trust and close more deals?
• What strategies can leaders use to transition from operations to effective sales leadership?
• How do you balance the need for structured processes with the necessity for human interaction in sales?

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:

• Selling with Authentic Persuasion: Transform from Order Taker to Quota Breaker, by Jason Cutter
• The Five Love Languages: The Secret to Love That Lasts, by Gary Chapman
• The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People, by Gary Chapman, Dr. Paul White
• No Ego: How Leaders Can Cut the Cost of Workplace Drama, End Entitlement, and Drive Big Results, by Cy Wakeman
• The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance, by Howard Dover

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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