Transcript

[0:00] Music.
Welcome to the Full Funnel Freedom Podcast

[0:06] Welcome to the full funnel freedom podcast. If you are listening to this, you are likely leading a team, responsible for generating revenue purpose of full funnel freedom is to support people like yourself and keep your funnels consistently reliably.

[0:18] Music.
Introduction to the Full Funnel Freedom podcast

[0:25] Oh, welcome to the full funnel freedom podcast. Uh, my name's Carlos Garrido.
Um, and for regular viewers and listeners to the full full funnel freedom, you're asking yourself right now.

[0:43] Who's that fella? Well, my name is Carlos Grito. I'm actually co-host of the, it shouldn't happen to us podcast, which is about to be rebranded as the unscripted selling podcast.
Um, and I'm host today because today's guest got an unusual guest today.
Today's guest is the host of the full funnel, freedom, freedom podcast.
Mr. Hamish Knox, Hamish Knox. Thank you for joining us today.
Thank you for having me, Carlos. And, uh, uh, for listeners, uh, the unscripted selling podcast, or as I know it, the It Shouldn't Happen to Us podcast is appointment listening for me. So please don't stop listening to Full Funnel Freedom. Add the Unscripted Selling podcast to your rotation wherever you get your podcasts because Carlos and his co-host Sophia are absolutely incredible.
Well, thank you very much. But this is one of those and moments, not an all moment. Absolutely.
This is an and moment in your professional development and for your listening and viewing pleasure. This is an and moment. Wow, what a treat to have been invited to host this.
Celebrating the second anniversary of the Full Funnel Freedom podcast

[2:04] Important episode. It's an important episode because I think if there were if there was some cake and some candles around, I think you will have you would see a big cake with two candles in it. I believe this is David Sandler award winning two book authoring Hamish's.

[2:24] Second birthday. Is that right, Hamish? Second birthday?
Hamish Yeah, ate the cake off camera, Carlos. That's why it's not actually present. I already You consumed it. So yeah, second anniversary of the Full Funnel Freedom podcast today.
Well, it's an absolute honor to have been invited to host today and interview a host, which is your host, Hamish Knox.
Hamish, do you know this could be somebody's very first exposure to full funnel freedom?
Did you, well, first of all, did you specifically choose a tongue twister as the title for a reason?
No, I jest. I know you didn't. is it's a philosophy that's close to your heart, Hamish.
I intend to learn today so much that's going to help me in my business about full funnel freedom and how Peter Piper picks a peck of pickled peppers.
So full funnel freedom.
For people who are hearing it for the first time, Hamish, what is it?
At 30,000 feet and then bring it all the way down to one inch, what is full funnel freedom?
Well, it relates to how she sells seashells by the seashore as well, Carlos.
I thought it might, I thought it might, yeah.
And did she come in a red lorry or a yellow lorry?
Full Funnel Freedom: Certainty and Clarity in Forecasting

[3:51] So full funnel freedom, so 30,000 foot view from an executive perspective.
We said executive frontline sales manager and then frontline seller.
From an executive perspective, full funnel freedom gives us certainty and clarity in forecasting. Now whether you are a public listed company and you're beholden to the quarterly march or you're a private company who's got investors and you've promised them maybe not hockey stick, but at least growth, so they get return on their investment. As executives, we want clarity and certainty in our forecasting, which can be a big struggle. I know from chatting with you offline, you work with clients where that's a struggle as well. From a frontline sales manager perspective.

[4:37] It gives them a tool to coach with. Because without full funnel freedom and a documented sales process, they are really kind of winging it when it comes to supporting their frontline sellers. And then from a frontline seller perspective, they actually have the freedom, to go out and have real conversations with their buyers because they know what boxes they need to to check and they can think, oh, my funnel is full.
So if Carlos says no to me, awesome.
I got someone else coming right behind him and I'm not gonna start to get nervous.
And as soon as the buyer senses the flop sweat from the seller, the buyer is fully in control and that seller might close the business, possibly for no margin because they got nervous.
You know, I've gotta have a little empathy 4.

[5:29] Those business owners. You mentioned three sort of characters in that story. You had the business and the owner of the business, or just the business. You had the character who is the sales leader, and you had the character who was the sales person. I wonder if there's a fourth character in this story, which is the customer, the prospect. Do you think it's full funnel freedom, will or does impact the prospect in any way?

[6:01] Very much so, because ultimately when our funnels are consistently reliably full, we are much more genuinely focused on qualifying instead of selling.
And so our sellers go out and they are genuinely interested in understanding, does this buyer have a problem that I can solve?
And if not, because their funnel looks like a funnel instead of a pencil, they can say, you know what, Carlos, I'm really glad we got to visit today at this point, I haven't heard anything, about challenges that you're facing in your business department, whatever, that my company can solve.
Certainly I've heard some things that I can make a couple of referrals for you to people in my network who do solve those problems.
Right now, it doesn't feel like there's any reason for us to do business together.
Still love you, just does not mean that we're doing business.
And that creates buyer safety. And when our buyers feel safe, it raises the credibility of our sellers.
And when that buyer does have a need for the products or services that we sell, they will likely remember us fondly and they're likely gonna pick up the phone and say, you know what, Carlos, I didn't need you before, but now I'm ready.
I think there's a suggestion there that if I was gonna put it in my language, just so that I know I understand it.
Full Funnel Freedom Unlocks Ethical Selling

[7:26] I think I heard it unlocks ethical selling. Ooh, I think it unlocks ethical selling.
So we've identified four characters in this, the entity, the business, the sales leader, the sales people, and the prospect.
I'm gonna have a little empathy here for the sales, for the entity, the owner of the business, the leadership of the business, that, that, that are, you know, they're looking at their sales team to deliver against a certain expectation, a certain forecast or whatever.
And I've got a little empathy for that. And I think they're going to, that the message or the, the thought that just appeared in their minds, listening to your analysis of what full full and freedom can deliver, I'm going to get a sense that they said to themselves, wait a minute, are you telling me?
Hamish.

[8:22] That i can create predictability in the most unpredictable uncontrollable part of my business because i believe that business leaders and business owners have convinced themselves that it's all right that it's expected that you know i can control certain parts of my business because i write the checks and i write the sops and i write the systems and i choose the strategy So there are certain parts of my business I can control, but this is kind of the one little bit that's kind of up for grabs because it's really under the control of a third party that I don't have any authority over. And I think they've convinced themselves of that. Have you any experience of a business leader who kind of doesn't believe that this is possible and then maybe they've been through a journey and now they're like, wow, this is possible. Can you But tell me a little bit about it, because I have to admit, this is attractive as a philosophy.

[9:26] For a business leader that has convinced themselves, this is just simply the price you pay for having a business, no control over the top line.
Overcoming Skepticism: Full Funnel Freedom is Possible

[9:42] Explain it to me like I'm an idiot.
What would you say to me if I was a business owner and I was looking incredulously at you And I was like, I don't believe that's possible.
Fair enough. And it's usually because for a couple of reasons, number one, as entrepreneurs, we just go do it, right?

[10:01] We just go wing it for lack of a better term. And because everybody likes to talk to the business owner and I've had that conversation like, well, I can close any deal of course, cause you're the boss.
People love to talk to the boss. And so we go out and then we have nothing documented.
We have no processes in place. We have no ideal client profiles built.
We have no systems or anything like that.
We just say, well, you know, hi, welcome aboard to the team. Just go sell stuff.
And then we wonder why they can't do it. Well, it's because they're not us.
And so ultimately this idea of full funnel freedom comes from a lot of groundwork.
Like this is not just a magic wand that we can give to everybody.
There's some pretty serious foundational work that owners and executives who have put together full final freedom, they really have things documented.
And so ultimately...

[10:55] It becomes like Lego, right? It becomes like this lovely puzzle. And someday when they want to sell, we can pop Carlos out and we can pop Sophia in and the whole thing just continues to work and grow and scale. So the next person can continue to grow that business as it has been. Unfortunately, too many owners run into the bottleneck of the fact that they're the ultimate person who has everything in their head. And if it lives in our head, we're not scalable.
Yeah. I mean, I think that's whole idea of scalability is kind of like, it's the golden fleece, right? It's the holy grail. It's the golden fleece. And a lot of business owners are.

[11:39] Jason in the Argo looking for the golden fleece, this idea of scalable. And they figured out how how to scale most parts of that business, but the revenue line, you know, the, that, that, the heart, really the heartbeat of the organization, the thing that's making the cashflow is, um, is, is the bottleneck, you know, and.

[12:01] I know from my own experiences with, with business owners, um, I know some people won't believe it.
And the fact that you've done it again and again, and, you know, and, and, and a lot of us, that that's what, this is what we make our living doing, helping companies do that.
So we've talked about the business owner or the business, the entity, senior leadership, sales manager, second part of that cast, the second important part.
There are going to be sales managers listening to what you just said.
And they're going to say, wait a minute.

[12:32] Does this make me a better coach? Does this make me lead my team better?
If I got better visibility on what, on who I need to be to, to, to deliver for my team.
Um, what's your view? What, first of all, what's your view of how tough a sales manager fat sales leader role is?
And, and the, you know, the, what, what are the challenges, what's the value they can deliver and how does full funnel freedom impact them.
So sales leader is literally the hardest job in the business because we're getting pressure from on high, board, investors, whatever, CEO. And then we got pressure down below from our team, hey boss, cheaper, newer brochures, better website, got to go to a trade show, why aren't we on TikTok, get me an AI tool, et cetera, et cetera. And we're getting this squeeze in the middle. And so ultimately, the last F in full funnel of freedom ultimately for a sales leader is freedom. It's freedom to actually be a leader instead of getting sucked in to be the fire chief and possibly lead arsonist. It gives them that ability to have real visibility.
It gives them that ability to have to gently push back on a seller who met someone at a networking event and that person said, yeah, maybe possibly someday in the future, I'd strongly consider that are having a further conversation and that seller went 90% in my funnel.
Challenges in Sales Process and Coaching Importance

[14:01] Got it, it's coming across the finish line. And then of course, that's, oh, well, something came up, we're pushing it to the next quarter or the next year or never.
And then to your point, Carlos, about coaching, that's really one of the key things that a sales leader needs to be doing on a regular basis, coaching, role-playing with the team and with a documented, qualifying, metric, which is this process that ultimately creates full funnel freedom, they can go into a sales funnel review meeting and go, hey, Hamish, I love the fact that you've got all these deals in the middle of the funnel. I'm really confused as how you got all these deals in there in one meeting each when you had all these boxes that you needed to check to qualify that buyer. Walk me through that.
And as I've said to some of my clients who are sales leaders, when I explain this process, they're like, well, but can't people lie?

[15:00] And I'm like, yeah, I've been in sales since I was 19, I've lied to my sales manager.
So it, but it gives us a way to get to the truth faster and then free us up so we can focus on being a leader as opposed to a doer.
Offer for listeners of the Full Funnel Freedom podcast, go to www.fullfunnelfreedom.com slash scale to get your white paper, Eight Fundamentals of Building a Scalable Sales Model.
If you're listening to Full Funnel Freedom, you are wanting your funnel to be consistently, reliably full and sustainably scalable. So go get your white paper, Eight Fundamentals of building a scalable sales model at www.fullfunnelfreedom.com. Now, back to the show.

[15:54] And I'm attracted, or a sales manager, or often they're the same role, right?
Mm-hmm. Initially. In fact, it's often, I'm a sales leader, I'm also a business owner, I'm also chief salesperson.
Starting the Journey to Full Funnel Freedom

[16:07] But if I'm a business owner or sales leader, and I'm intrigued by this, where do you start?
What's step one? How do you start this?
Mm-hmm. Yeah. Yeah. Because it does sound like a heavy lift, and I'm sure there's some of our audience who are listening to this for the first time or who have listened for the full two years and if you have, thank you so much for however long you've listened, who are like, dude, this sounds like a giant mountain to climb. Like, are you nuts? And so the first place to start is to, document. And when I say document, I don't necessarily literally mean write. In fact, I'm a big fan of using video. Like our phones are incredible for creating all of the foundational resources and document the, questions that you – the information that we need to gather from a buyer to qualify them.
And that can be as simple as why, answering the question why, which is why did you call us?

[17:09] Or why now? Why did you call us now? And also there's another question of why did you call us?
And being in Calgary where I'm based, we have a lot of very technical sales and sometimes the answer is, well, we have a master service agreement with you. Oh, so we exist. So you called us because we happen to be on your MSA list and you're just using us to get a quote.
So understanding and documenting what are those key things that we need to gather so that when we bring an opportunity to our operations, implementation, delivery, whatever we call them, when we bring it to the people who are actually going to to deliver on what we've sold.
They say, thank you very much. This is gonna make my job way easier because I know exactly what I need to deliver to satisfy the client.
So if we get those initial bits of information that we need to gather to qualify lockdown, the whole thing starts to unfold like an umbrella and then we can ultimately create full funnel freedom from there.
The Consequences of Unqualified Deals

[18:12] So before we go to step two here, I, are you saying, is your assertion Hamish, that some salespeople bring deals to the business that are unqualified?
Surely not. I'm the only one who's ever done that. Yeah, only you.
The rest of the world are only bringing stuff that's absolutely nailed on, close on Friday boss.
Isn't it amazing how many deals are going to close on Friday?
This will be closed on Friday, boss. Yeah. What kind of distraction is it to the company?
Actually, the sales function as well as the operational end the business.
To have this, to have... I have a client where we call it a constipated pipeline.
I plan is constipated. Nothing's moving. What kind of distraction is that? How does that...

[19:09] Have you had a client that's come to you with a constipated pipeline?
And what does that business look like?
It's... Well, painful, number one. A lot of bloating. Floating, yeah.
Prunes, I hear prunes very good. Prunes.
And so we give the sales leadership version of prunes. And it ultimately, our only valuable is our time, right?
We're all human beings, 24-7, 365, we've all heard those cliches.
And really where I find the constipation, well, it can couple in a couple of places.
Number one, it can be rushing to propose, right?

[19:47] We get the email to info at company name.com that says, hey, can you send us a proposal for this thing?
And we go, can I send? And then, oh, where'd they go? Crickets, crickets, crickets.
More often though, it's in that implementation or delivery stage before we get down to account management or expansion.
So the seller has theoretically closed a deal that now operations has got to deliver on.
And there was an office furniture company that I work with here in Calgary and to help them build out their process.
And what we discovered is that sales was going in and basically finding out, does this person breathe?
And will they give us the money? And then forking it over to the operations team.
And the operations team's like, so how many chairs do we need?
When do we need to deliver them? Is there a loading dock, et cetera, et cetera.
And the salesperson's like, well, you go figure that out.
Well, as a buyer, I only know Carlos.

[20:51] I don't wanna talk to Steve in implementation, I wanna talk to Carlos.
So it lowered rapport with the client because the client doesn't trust the seller now.
And so what we got the sales VP to agree to is that their sellers would not fork a deal over to implementation unless they had checked all of these boxes, which could be done in course of normal conversation.
And magically, the prunes worked and the constipation in the delivery side, so then our seller could go back and go, hey, Carlos, did you like your chairs and tables?
Oh, they're amazing.
Want to buy more chairs and tables? Well, if that was the experience I got the first time, I can't wait to experience it again.
Yeah. You've been doing this for a long time now. You've been on your, you've, you've had this in, on the airwaves, you know, and then, and I mean, um.
Impactful Feedback on Full Funnel Freedom Implementation

[21:43] You know, in the content world, you've had your full funnel freedom for two years now.

[21:49] What's been your favorite comment left by a listener or viewer or impact that somebody emailed you about? My favorite was actually a comment in Spanish from a listener in Chile.
And clearly I do not podcast in Spanish. I'm relatively fluent, although our friend Dan might have some comments on my fluency in Spanish. But it was a comment in Spanish about how the things that I was sharing on the podcast had, they had been implemented and they had really.

[22:24] Transformed the way that this seller, it was a seller who left the comment, that this seller was achieving full funnel freedom for themselves in their own book of business. So I think that That was the most fun one for me.
And the other one that I got back from a friend of mine who I worked with at this point probably 15 years ago and they are in the startup world, like the pure, I have an idea startup world.
And they said that even in that where they don't even have a minimum viable product, much less something to actually sell, it's just that the idea stage, they could still take some of those concepts and apply them so that when they did get to an MVP or what they did actually have a product to sell, they would be that much farther ahead of where they would have been otherwise because they were set up for success.
It's interesting when you were describing then the Chilean comment that you had, it occurred to me.
Full Funnel Freedom is About Selling in Control

[23:23] Full funnel freedom isn't about selling more.

[23:26] I get a sense that full funnel freedom is about selling in control and.

[23:32] It's about control. And a byproduct of that is that you sell more, but it's not about selling more. Would you say that that's an accurate analysis? Yeah. We all discovered during COVID that all business is not good business. And we knew that before COVID where we had certain deals that we just wish would go bother our competitor. But during COVID, we all were like, hey, I got to keep the lights on, I'll just take this. And then we ended up with overstuffed calendars or backordered delivery or an overworked customer success. And we got through COVID and.

[24:13] A lot of my clients ended up firing a lot of those bad customers. So when you have full funnel freedom implemented, exactly. It's about selling to the right people at the right time for for the right reasons, which I appreciate is a bit of a cliche, which is freedom. Because we're not thinking, oh, if I don't close this deal, I'm going to be out on the street or, I'm going to lose my business.
We know that there's another deal coming right behind it because we've got the flywheel moving, and it's consistent and repeatable so that it was a heavy lift at the beginning to get the wheel moving, but once the wheel's moving, we just kinda touch it with our index finger and it just keeps growing and going with us.
You mentioned earlier, I'm gonna go off on a different tack here.
Reflecting on Selling at a Young Age

[25:03] You mentioned earlier that you've been selling since you were 19 years old, is that right?

[25:07] Tell me what you were selling then, 19 years old. So I sold advertising for a weekly newspaper in New Westminster, BC, and I also sold sponsorship for amateur men's indoor lacrosse.
So, I want you to go back to that young 19 year old Hamish.

[25:27] Just getting started, just had the wrapper taken off him. He sat down at the weekly, whatever the Calgary weekly or wherever you were about to hit the phones. Coach, coach, baby Hamish, what are you going to tell him? Because I would imagine that baby Hamish didn't have full funnel freedom. No. So what are you going to tell baby Hamish?
No. Well, so it was the other press for those of you who are, who still might know that publication in Westminster, BC. It was the Burnaby Lakers Senior A Men's Lacrosse Team.
That's who I first started working with. So I would say slow down to speed up.

[26:06] The listeners know and Carlos, you know, because we're part of a mastermind group.
I got a lot of energy. And sometimes that energy can go off in 19 different directions.
And also it can sometimes be a little overwhelming to the people who I'm trying to engage with in a a sales conversation. So really just take all that energy and don't bottle it up because eventually it'll explode. Just dial it back. Just take a breath, be present, listen to the buyer, and let them guide you forward as opposed to them getting the impression that you're trying to pull them down a path to give me your credit card. I thought it was Conor McGregor that said, slow is smooth and smooth is fast. But a client has convinced me that it's actually a Navy or a Marine, I think it's Marines, or Green Berets or something, and Conor McGregor stole it.
I still think of it as a Conor McGregor quote, but slow is smooth and smooth is fast, right?
Curating Wisdom: Books, Podcasts, and Mindset

[27:05] Okay, well, we're wrapping up before I go guide me where do I find wisdom like this?
What tell me the books to read tell me the the podcasts to listen to tell me though, Let me sort of like what was it? Um, Tony Robbins said be a stand guard at the gate to your mind, right?
It's important what we let into our heads. This is it really makes a difference. So.

[27:29] You got smart since you were 19 What, what, what are you letting your head when you stand guard at the gate to your mind?
What do you let through? What are you reading? What are you watching?
What are you listening to?
Yeah. Yeah. Thanks for asking Carlos. So, and the name of your podcast is going to be what now it's, it shouldn't happen to us as becoming what again?
I don't know when this is going to happen. And I don't know the vagaries of how you rebrand the podcast and I am an, a, a YouTube channel, but it's gonna, it's currently, it shouldn't happen to us.
It's about to be unscripted selling, but I think it might become unscripted selling, it shouldn't happen to us, as like a subtitle.
Love it. Love it. I don't know. I'd be interested to know after this, after we finish recording this, what your thoughts are.
But is that one of them? Is that one of the things that you let in your head?
It's appointment listening.
I see it pop up at late Thursday night, my time in Calgary, probably midnight Eastern time Friday and it's like, it's the thing that I absolutely go to because there's such great insights. We get into patterns of behavior and then all of a sudden you hear something on a podcast like you or Sophia drop a nugget and I'm like, oh yeah, that's going to change the way that that my business runs.

[28:48] Your podcast, number one, Melaina Palmer's The Brainy Business, which is all about behavioral economics. I'm a behavior nerd. I'm a neuroscience nerd. So I just love the study of how human beings behave and why we have all these wonderful foibles that we do that cause us to maybe act in a way that's not necessarily beneficial, but we can't necessarily stop ourselves.
So The Brainy Business. What's it called?
The Brainy Business. The Brainy Business.
It sounds a bit like, because I'm a bit like you, I love that super Freakonomics and Freakonomics and what's the Sapiens. Have you ever read Sapiens?
Yeah, Sapiens. Understanding how human beings behave, yeah? I love that.
Yeah, Yusuf Harari, I've got all of his books. And actually my eldest daughter, who was eight at the time, I said to her, you can access any of my library. Here's all my library, you can have access to any, but you have to put it back though. I don't want to find it it in your bedroom with stains all over it. You can have it. And she started reading Sapiens.

[29:52] At eight. I was like, great, you're going to be a step ahead. So yeah, use of Harari books are incredible. And so Milena Palmer, who's the host of the Brandy Business has two books. One is called What Your Customers Want and Can't Tell You. And the second one, she was a guest on the podcast last October is What Your Employees Need and Can't Tell You. And it's all about behavioral economics.
So highly recommend that podcast, her podcast and her two books.
Hall of Fame Books for Personal and Professional Development

[30:20] And then I have four books in my Hall of Fame, so I read a lot.

[30:23] I think I read 48 nonfiction books last year, which sounds like a lot, but I read a lot on the plane.
So if I'm going on a trip, I'll typically read two to five books because if I've got lots of flights and whatnot.

[30:36] And the four books in my Hall of Fame, number one is Mindset by Carol Dweck.
Bye.
Yeah, great book, Fixed Mindset versus Growth Mindset. I gave that to a group of sales leaders.

[30:51] Probably seven years ago now and they still bring it up to me. Like, hey, it sits on my desk to this day. Thank you so much for giving me that. The other book is called Your Brain at Work by a guy named David Rock, which talks about our brain as like a theater and all the characters on the play and how they all interact and how all those foibles come together. The other one is What Got you here won't get you there by Marshall Goldsmith, which I read when I was like 23.
And I was like, oh, this just set me on the path of ongoing personal professional development.
And the last one is called Never Eat Alone by Keith Ferrazzi. And I read that book. I was 26 and I just got the job as director of sales for a professional indoor lacrosse team. And for me, my ultimate goal was to work in pro sports. I used to be a sports journalist way back when, from the time I was 16. And then I wanted to be a seller and a sales leader in pro sports.
And I got there when I was 26. And I remember sitting at my desk and I'm looking around the the office and I was like, so what do I do now?

[31:54] I'm here. And then I read Never Eat Alone and it again, shifted my trajectory. So those are my four books in my hall of fame that I would recommend everyone check out. I read Never Eat Alone.
Here's my problem. I'm a bit of a miserable bastard, Hamish. And I just, I like, sometimes I want to eat alone. Amen. I'm an introvert. My clients here regularly, if I go to a networking event. I'm stopping at Wendy's afterwards because I'm brain dead. All the smiles and handshakes and all that, I could do it, but it fries my brain.
So social battery depleted. Totally.

[32:32] Well, Hamish, listen, what a treat for you to invite me on. It's an honor. And I wish you happy birthday, happy anniversary, full funnel freedom. And Hamish, why don't you wrap us up? Wrap it up, man.
Thank you, Carlos. This has been an absolute delight. I am incredibly grateful for all of your support and all of your wisdom and insights, not only on your podcast, but also privately. So this has been the Full Funnel Freedom podcast celebrating our second anniversary. We've had a special co-host, my dear friend, Carlos Garrido. And I've been sharing ideas and insights around around Full Funnel Freedom and how it can create success with all four of the characters Carlos identified from the enterprise and the business owner to the frontline sales manager, to the sellers and ultimately our buyers.
The Full Funnel Freedom podcast is brought to you by Sandler Calgary.
Sandler Calgary's clients desire to dominate their niche and seek to scale their sales sustainably so they can ultimately exit for their number instead of the number that they're told to take.
If that sounds like someone you know, encourage them to go to www.hamish.sandler.com forward slash how to Sandler for more details and to book a 15 minute intro call.
Thanks for listening. Share this episode with a couple of sales leaders in your network who you care about.
And until we connect on the next episode, go create full funnel freedom.

[33:56] Thanks for listening to today's episode of the full funnel freedom podcast.
You can continue to support us by leaving us a review and a rating, sharing this episode, with a couple of sales leaders in your network who you care about.
I'd love to connect with you. I'm easy to find Hamish Knox on LinkedIn.
Also, if you'd like a free 15 minute call with me, go to www.hamish.sandler.com forward slash how to Sandler.
Until we connect on the next episode, Go create full funnel freedom.

[34:28] Music.