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This week, we're talking with Hamish Knox, the owner of Sandler Training in Calgary. Hamish is a renowned sales trainer, author of two books, host of the Full Funnel Freedom Podcast, as well as the first Canadian recipient of the David H. Sandler Award.
In this episode we talk about sales training for sustainable scalability. Hamish shares with us his incredible journey through multiple industries to becoming a Sandler Trainer, the key things for building a consistent and scalable sales funnel, how to lead and manage change in a company, what business happy means for him, and much more.
What is Covered:
What the main purpose of sales training isWhy a consistent, repeatable, and scalable sales funnel is crucial for sustainable growthThe three main outcomes that Sandler clients are looking forThe importance of ongoing learning, training and collaboration with leaders for sales successHow to successfully implement and manage change in an organizationThe need for flexibility and customization of CRM systems to individual team membersAdoption mentality, setting clear boundaries and building team self-sufficiencyWhy understanding personal goals of your sales people is even more powerful than a compensation planKey skills of a salesperson and of a leaderWhy a company culture informs company values and not the other way aroundResources:
Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy Learn more about Sandler in Calgary https://www.hamish.sandler.com/ Listen to The Full Funnel Freedom Podcast https://www.fullfunnelfreedom.com/ Check out Hamish’s books https://www.amazon.com/stores/Hamish-Knox/author/B00P8OCWJA Learn more about MarketVeep https://marketveep.com Find us on LinkedIn https://www.linkedin.com/company/market-veep/ Follow us on X https://twitter.com/market_veep Follow us on Instagram https://www.instagram.com/market_veep/ Find us on Facebook https://www.facebook.com/marketveep/
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Fernando Angulo is the Senior Market Research Manager at Semrush and an absolute rock star in the SEO space and go-to-market strategy. Semrush is a tool for keyword research, competitive analysis, site audits, backlink tracking, and comprehensive online visibility insights.
Today, Fernando is sharing his insights and knowledge of what he’s learned over these 13 years of working with Semrush. We are discussing the importance and power of content strategy, audience analysis and data analysis, the impact of AI on SEO and content generation, as well as the mindset and culture of entrepreneurship and what business happy means for our guest.
What is Covered:
The basics of creating a content strategy and buyer persona The power of data analysis and insights into web traffic sources Why being a brand is a superpower both for leaders and competitors in any marketSWOT vs. PEST analysisThe nuances of SEO strategies for different countries and culturesContent strategies for top, middle and bottom of the funnelThe impact of AI on SEO and success stories of leveraging AI toolsMost common SEO mistakes Why you should regularly update and repurpose your contentWhy strong company culture is crucial in the growth stage Frustration KPI and knowing you customer journeyResources:
Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happyLearn more about Semrush https://www.semrush.com/ Connect with Fernando Angulo https://www.linkedin.com/in/fernandoangulo/ Learn more about MarketVeep https://marketveep.com Find us on LinkedIn https://www.linkedin.com/company/market-veep/ Follow us on X https://twitter.com/market_veep Follow us on Instagram https://www.instagram.com/market_veep/ Find us on Facebook https://www.facebook.com/marketveep/
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Saknas det avsnitt?
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Our guest today is Mike Stocker, VP of Partnerships at CallRail. CallRail is the leading AI-powered call tracking and lead intelligence platform that makes it easy for businesses of all sizes to market with confidence. CallRail is integrated with HubSpot and many other CRM platforms and tools, and it helps solve some common pain points in the lead generation process that we’re discussing in this episode.
We also talk about current shifts in the market when it comes to customer journeys and lead generation processes, how businesses can leverage call tracking and what first steps they can make in that direction.
What is Covered:
What call tracking is and how it works What information and benefits businesses can have from call trackingHow AI can help with determining the sentiment of a sales callCallRail and HubSpot integrationOvercoming problems with inaccurate attribution How to navigate omni-channel customer journeysCommon use cases for call tracking How AI really changes the landscape of businessTeam retention and AI automationResources:
Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy Learn more about CallRail https://www.callrail.com/ Learn more about MarketVeep https://marketveep.com Find us on LinkedIn https://www.linkedin.com/company/market-veep/ Follow us on X https://twitter.com/market_veep Follow us on Instagram https://www.instagram.com/market_veep/ Find us on Facebook https://www.facebook.com/marketveep/
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This week, our guest is Dan Fantasia of Treeline, a sales recruiting organization that specializes specifically and solely in the career advancement of sales professionals. Treeline has been in business for 23 years and they helped change the lives of over 3,500 sales professionals.
Dan shares some of his insights into the trends in the market right now, stemming from his decades-long experience in the sales recruitment business. We discuss the most common mistake that companies make when hiring a salesperson, and the importance of leadership, direction, culture fit and patience in the hiring process. We also talk about the role of AI in sales, and how to celebrate the small wins and hard work of sales professionals.
What is Covered:
Why so many organizations fail with hiring salespeopleHow to make sure you have the perfect match to your company cultureAdvice for leaders looking to hire sales professionals The importance of setting plans, goals and quota for new salespeopleWhat is a reasonable time when a company can see results from a new sales personThe role and shortcomings of AI in the sales processThe impact of Stevie Award on Dan’s businessThe importance of company culture for a successful sales processWhat business happy means for DanResources:
Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy Learn more about Treeline https://www.treelineinc.com/ Learn more about MarketVeep https://marketveep.com Find us on LinkedIn https://www.linkedin.com/company/market-veep/ Follow us on X https://twitter.com/market_veep Follow us on Instagram https://www.instagram.com/market_veep/ Find us on Facebook https://www.facebook.com/marketveep/
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Welcome back to the Finding Business Happy Podcast! Today, we are talking with a mix of wonderful salespeople from UNH Sales as well as HubSpot, about what makes happy sales blueprint and how to teach, learn, and develop sales skills.
Our guests are James McIlroy, Director at UNH Sales Center and Senior Lecturer in Marketing at Peter T. Paul College of Business and Economics; Audrey Buckenmaier, Economics Student at University of New Hampshire, Peter T. Paul College of Business and Economics, and Patrick Casey, Account Executive at HubSpot and UNH Alumni.
We talk about the sales program at UNH Sales, and the training and experiences that students acquire in this program. We discuss all the components of a happy sales practice, as well as the importance of finding balance and happiness in both personal and professional life.
What is Covered:
Overview of the UNH Sales program and the opportunities it offers to studentsWhy experiential learning is key at UNH and how students practice and improve their sales skillsThe impact of role play competitions on students’ skills and career opportunitiesThe importance of networking and community for building connections and career developmentHow a sales competition looks like and how Patrick and Audrey experienced it first timeHow to use your personality and authenticity as key strengths in salesWhy learning to shift perspective is a crucial skill for sales success The importance of writing and developing your own sales scriptHow to find business happy in sales and integrate your career with personal lifeResources:
UNH Sales https://www.unhsales.com/ Connect with James McIlroy https://www.linkedin.com/in/jamesmcilroy/ Connect with Aubrey Buckenmaier https://www.linkedin.com/in/audreybuckenmaier/ Connect with Patrick Casey https://www.linkedin.com/in/patrickrcasey/ Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy Learn more about MarketVeep https://marketveep.com Find us on LinkedIn https://www.linkedin.com/company/market-veep/ Follow us on X https://twitter.com/market_veep Follow us on Instagram https://www.instagram.com/market_veep/ Find us on Facebook https://www.facebook.com/marketveep/
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It's not easy at all being vulnerable in business. However, some of our company’s most profound and pivotal impacts have come from deeply personal experiences and moments. Many times, it was the feeling of upset that fuelled the speed of change.
In today’s episode, I’ll dive into the topic of vulnerability in business, and how to get comfortable being uncomfortable. I’ll talk about why vulnerability in business transcends any job or role, how to open yourself as the leader to your team, and how to start fostering vulnerability, honesty and openness as core values that will help you find your business happy.
What is Covered:
The power of vulnerability in businessWhat happens AFTER vulnerability is the most important partHow to run a survey in your company to get honest feedback from your teamHow our company became Certified Best Workplace thanks to vulnerabilityThe power of being open and vulnerable in sales callsResources:
Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy MarketVeep’s Job Application Form: https://www.marketveep.com/careers Learn more about MarketVeep https://marketveep.com Find us on LinkedIn https://www.linkedin.com/company/market-veep/ Follow us on X https://twitter.com/market_veep Follow us on Instagram https://www.instagram.com/market_veep/ Find us on Facebook https://www.facebook.com/marketveep/
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Most people, when they think of company culture, they think about swag, meals, free snacks or even nap pods. But that's not really what we think of in terms of company culture. Those are amazing things to have, but the likelihood that a small to mid-sized business can afford this and fund this for an entire team is very unlikely. So, how do we embed the value of giving into a company without all of that insane overhead?
In today’s episode, we’re going to talk about generosity in your company culture. We’re going to give many examples and ideas for how to accumulate those small gestures of care, to help your team live their best lives and find your business happy.
What is Covered:
-Why we added generosity into MarketVeep’s set of core business values
-How to make sure that generosity is one of the cultural values for the people you’re hiring
-What the accumulation of small cares means in the context of company culture
-Why you should not consider company culture in just monetary values
-How to implement small gestures of generosity throughout the whole year and beyond annual events
-The challenge of COVID for maintaining the company culture and what we did about it
-The examples of giving generously and how it helps us keep humble
-How to build even deeper relationships internally and externally through generosity
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Learn more about MarketVeep’s company culture https://www.marketveep.com/our-story#marketing-it-forward
-Learn more about MarketVeep https://marketveep.com
-Find us on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
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In life, as we all know, most lessons aren’t ones that you ask for. There's a moment in every business that you need to get to, where you're able to draw the line in the sand and say what you’re not willing to stand for and how you don’t want to operate as a company.
I truly believe that, if you're willing to do the hard things when it comes to your values, if you’re ready to hire by them, fire by them and lose revenue by them, that’s what really defines your organization.
So today, we're going to share some of our stories and learnings of things that we've gone through, how we've learned how to say no and how it's influenced future decisions.
What is Covered:
-The first situation where we had to say a hard no and terminate a contract with a client
-How to be graceful when you decide to let a client go and how it can result in better contracts in the future
-Why we turned down a $275,000 deal and why we’d do it again
-How the hardships and difficult lessons actually pushed us towards happy
-What we’ve learned about ourselves through these experiences
-How to get comfortable with being uncomfortable
-Where to find hidden reserves to fight for your core business values
-Why kindness always wins, even when you’re wronged or let down
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Learn more about MarketVeep https://marketveep.com
-Find us on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
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As we all know, money can be the barrier between being stuck where you are, or breaking through the next level. Whether that is having or not having a budget, using it properly, hidden revenue or misaligned goals, all of this influences your growth trajectory.
In today’s episode, we're talking about how money secrets are costing you in your business. I’m going to share four common secrets that have helped us get clients to the next level in their businesses. Uncovering these money secrets and revenue hidden in corners will hopefully help you, too, get peace of mind and find your business happy.
What is Covered:
-How unclear reporting can hide where most of your ROI comes from
-Why investing in marketing is necessary to reach your growth goals
-How your starting point determines your marketing investment
-Are you spending on marketing without the data to back it?
-The challenges of using traditional channels without the ability to measure ROI
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Learn more about MarketVeep https://marketveep.com
-Postalytics - Direct Mail Automation Software https://www.postalytics.com/
-Find us on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
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As humans, we all have values and perspectives that each individual person stands behind. They are a person's compass for how they live their life and make decisions. In business, it's very similar. Core business values help us determine where to drive the ship when we get off course and get us back on track.
Today, we’re going to talk about finding happy business values. We're going to talk about why they're important, how to determine them and what it means for an organization to live them out. I’m also going to share three ideas for how to figure out what you stand for as an organization, as well as share some examples of the companies that do a great job aligning their mission and everyday operations with their core values.
What is Covered:
-The challenge of setting core values in a company of people from all walks of life
-The evolution of MarketVeep’s core values over time
-Why it’s important to document a company’s core values
-How asking good questions in your team can help you determine what happiness looks like at your company
-How to develop a client interview format to help you figure out your core business values
-How other brands can inspire you to align your happy business values
-Why you need to test your core values before committing to them
-What it looks like when a company lives their core values to the fullest
-How many core values should your company stand for?
-Examples of inspiring brands and their core business values
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Download MarketVeep’s Culture Deck https://info.marketveep.com/culture-deck
-MarketVeep About Us Page https://www.marketveep.com/our-story
-Ebooks and webinars that we recommend https://www.marketveep.com/marketing-ebooks-webinars
-MarketVeep Blog https://www.marketveep.com/blog
-Book: Delivering Happiness by Tony Hsieh https://www.amazon.com/Delivering-Happiness-Tony-Hsieh-audiobook/dp/B003QADCNS/
-Zappos Core 10 Values https://www.zappos.com/c/about
-Find MarketVeep on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
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Today we're talking all about the data, the good, the bad, the ugly, and what it looks like when you have it all organized together. The fact is that having all the information at our fingertips helps give us peace of mind. Regardless of it being good or bad, burying our head in the sand and not having a clear access to datasets sets us up for heartaches, landmines and plenty of stress.
In this episode, I’m going to talk about the importance of connecting all of your data, using systems and automated, granular reporting the right way and setting up dashboards that enable visibility and access to all departments of your company. Because being happy with your data makes way for happiness in other areas of your life, for your team and for the business.
What is Covered:
-How connecting data prevents creating silos in a company and creates better results
-How to take advantage of the machine learning capabilities and avoid manual work with data
-What dahsboarding is and how it contributes to being happy with your data
-The most important reports for sales and marketing teams
-Why data makes sense only if you have hard KPI’s and goals in place
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Book: Scaling Up by Verne Harnish https://www.amazon.com/Scaling-Up-Verne-Harnish-audiobook/dp/B00PMCI89Q/
-Align - Strategic Growth Management Software https://aligntoday.com/
-Learn more about MarketVeep https://marketveep.com
-Find us on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
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Life happens, and work sometimes gets in the way, not because people aren't hard workers or caring people. It can be as simple as they couldn't fall asleep at night, or as serious as a family member getting rushed to the hospital. In this episode, I’m going to talk about what it means to be human to your team.
I’m going to share some stories of life happening and what we did as a business to help. This is not with the intention to brag about it, but to emphasize that it’s not massive financial gestures that make an impact, but the accumulation of all the little ones. So if you are not sure how to give more to your team and how to support them better, this episode is for you.
What is Covered:
-3 key things to implement in order to better serve your team: trust people, don’t stop giving, and do it without expecting anything in return
-How to support a team member whose family member passed away
-Ways to help your teammate go through illness and healing period
-Ideas for celebrating with gratitude
-How to extend your support to your team’s loved ones
Life happens and we don't want to miss it, so make sure to spend time being human and encouraging your team to do so as well. With these ideas, I hope you feel inspired to give more, give often, and give generously to your team, their families and communities.
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Learn more about MarketVeep https://marketveep.com
-Find us on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
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Lots of people and companies can scale, obviously, but are they actually happy? What does happy mean when it comes to sales? It's more than just hitting your quota this month, but how much effort did it take to close it? How much manual activity are you doing in a day? And is leadership happy? Can they see the full pipeline at any given moment? Are they able to plan growth for their organization? All of these pieces contribute to the overall company happiness, individual happiness and team happiness.
So today, I’m talking about the elephant in the room - how to create happy, scalable sales teams, ones where salespeople are able to thrive in their roles and be successful. I’m going to discuss the three biggest areas where sales teams struggle to become scalable revenue closing machines, as well as how to use the opportunity of having open conversations about sales processes.
What is Covered:
-Why marketing and sales teams often fight and point fingers at each other
-How to allow for vulnerability in the conversations with sales and marketing teams
-The importance of asking questions internally throughout the sales process
-The value of visibility and underlying tone of conversations for marketers
-Why big organizations tend to struggle more with team structures and processes
-How the lack of clearly defined goals prevents sales teams from scaling
-How to improve the transparency of reporting on sales activities
-How to overcome the fear of automation and actually help your team to scale
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Learn more about MarketVeep https://marketveep.com
-Find us on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
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Your ultimate business mission is to keep your people happy by fostering an amazing company culture based on your core values. It’s surprising that some great organizations avoid promoting their culture for fear of how it might come off, but I believe that not talking about your company culture is not an option. Because how are you going to attract other awesome people to your team and awesome clients to your business?
In this episode, I’m talking about creating happy relationships and a happy culture internally and externally, about the importance of transparency and honesty in the hiring process, and I’m sharing four key insights into how to keep your people happy as a business leader.
What is Covered:
-Why talking about company culture is sometimes seen as a red flag
-The benefits of sharing your story and how to do it the right way
-How to assess the alignment of values and cultures internally and externally
-How to build trust and avoid negative surprises in the hiring process
-What happy team and clients feel like in real life
-3 key takeaways to keep people happy:
-Hire with your values and company culture at the center of every conversation
-Work with clients that bring joy and excitement to your team
-Remove things that go against your core values and culture
-Don’t forget to have fun!
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Learn more about MarketVeep https://marketveep.com
-Find us on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
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Welcome to Finding Business Happy, a show about living your best life inside and outside of work as a leader in business. I’m Jennelle McGrath, the founder of MarketVeep, a sales and marketing agency born out of a love of helping people and businesses thrive and grow. MarketVeep started as a sole practitioner consultancy, and over time has evolved into a thriving organization that is hyper-focused on people and the company culture.
But it wasn't always a smooth road. For almost a decade we’ve been putting time and thought into answering the question, how do we get to happy? How do we go from unhappy and overworked to living full lives and making sure that everything in business revolves around happiness? How do we, as business leaders, make sure that it’s not just about our time at work, but also about our families, our friends, our hobbies and all the things that bring us joy in life?
On this show, I’m going to share some of the points of friction that we have experienced and that other businesses experience on their journey to business happy. My intention is to save you the heartache that we and other businesses have gone through, and to help you focus on people and their happiness, because that is what really drives a business forward.
We’re going to look at the big picture in life, at the new ways to expand your mind, the things to do outside of the office, the ways to improve your day-to-day office life, but with a much wider lens of a human than just nine-to-five.
Because let’s face it, what’s important is finding and keeping your business happy!
Resources:
-Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy
-Learn more about MarketVeep https://marketveep.com
-Find us on LinkedIn https://www.linkedin.com/company/market-veep/
-Follow us on X https://twitter.com/market_veep
-Follow us on Instagram https://www.instagram.com/market_veep/
-Find us on Facebook https://www.facebook.com/marketveep/
