This episode is also available on YouTube: https://youtu.be/D5G-vURa54U

This week we are delighted to have Nancy Calabrese as our guest on the show. Nancy is someone who is very familiar with the Sandler Way, and is the founder and CEO of One of a Kind Sales.

Nancy understands that those first calls are critical to the sales process, and if you are not respecting your potential buyer's time, you are setting yourself up for failure.

What you'll learn:

• The value of scripts in the prospecting phase of the sales funnel.
• Why understanding your potential buyer's communication style will move the needle forward.
• Why a cold call should only last between four to nine minutes.

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:

Nancy Calabrese on LinkedIn - https://www.linkedin.com/in/ncalabrese/

Humantic AI - https://humantic.ai/

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/hR_gPGCKP2w

We've all seen them. Pages and pages of barely readable text, full of legalese and jargon no one outside of lawyers understands. Why do we do this to ourselves and our sellers?

This week, we are taking ideas and insights from Sarah Fox of 500 Words about why our contracts are sabotaging the relationships between seller and buyer. Sarah emphasizes the human aspect of contracts, promoting a relational approach over a legalistic one. She advises sales leaders to view agreements as sales tools that can help convert more clients, generate additional work, and strengthen relationships.

What you'll learn:

• When do we want to start thinking about the agreements we will put in front of buyers.
• What are the most common sticking points in the agreement process.
• Why most contracts are not at all about legal, but just doing deals.

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:

Sarah Fox at 500 Words - https://500words.co.uk/

The Speed of Trust: The One Thing that Changes Everything - by Stephen M. R. Covey

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/nzPQKoyx4ro

It's not easy to identify and secure the talent that your enterprise needs, and doubly so if you are not sure what you are looking for.

Today's guest is Amy Volas, founder of Avenue Talent Partners. She shares ideas and insights about why creating a scorecard system to rank and evaluate both potential candidates, as well as for candidates to find their ideal location is a best practice in hiring.

What you'll learn:

• What are the most common mistakes being made in the recruiting process?
• Why jumping jobs may not be the best for your career in the long run.
• What is "Everboarding" and why it will work for your organization.

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.

Resources:

Avenue Talent Partners - https://avenuetalentpartners.com/

The Mel Robbins Podcast

Amy Volas on LinkedIn: https://www.linkedin.com/in/amyvolas/

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