Full Funnel Freedom / 044 Pipeline Saves Lives with Kyle Norton

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Episode notes

This week, we have Kyle Norton on the show to discuss how vertically integrated teams can create full-funnel freedom in your organization. Kyle is the former Director of Revenue & Merchant Success at Shopify Canada. He currently works at Stage 2 Capital as a Limited Partner, where he's on a mission to make commerce better for everyone.

What You'll Learn:

- How a full pipeline can save your life

- Why sales leaders need to preach the pipeline first mentality

- The ideal size of a well-functioning sales team

- A leader's number one job is to create clarity

- Why the first-line sales manager is so crucial for business success

- The advantages of having a clear prospecting strategy

- Why skills that make a great rep don't necessarily make a great leader

- Understand the idea of vertically integrated teams

Today's ultra-competitive business environment demands that all sales teams adopt a data-driven selling approach, and what better way to do that than by having a reliable sales funnel? That said, the real question becomes, are you taking full advantage of your sales pipeline? For your sales pipeline to serve you well in the future, you need to learn how to manage and improve it over time.

Links and Resources:

- The Coaching Habit by Michael Bungay Stanier https://www.amazon.com/Coaching-Habit-Less-Change-Forever/dp/0978440749 

- Tech-Powered Sales by Justin Michael and Tony Hughes https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills-ebook/dp/B0896TM6XH/

- Team of Teams by Gen. Stanley McChrystal https://www.amazon.com/Team-Teams-Rules-Engagement-Complex/dp/1591847486/

- Kyle Norton’s new company Owner https://owner.com/

- Kyle’s LinkedIn https://www.linkedin.com/in/kylecnorton/ 

- Kyle’s Reading List https://www.linkedin.com/feed/update/urn:li:activity:6892101556859125760/ 

- The Huberman Lab Podcast https://hubermanlab.com/ 

- Full Funnel Freedom https://fullfunnelfreedom.com

- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 

- Sandler on Instagram https://www.instagram.com/sandler_yyc/ 

- Sandler in Calgary - www.hamish.sandler.com/howtosandler

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/