Hamish Knox

Hamish Knox is the president of an authorized 英雄联盟竞猜视频比分 Training® center located in Calgary, Alberta, Canada. As a licensed member of the global 英雄联盟竞猜视频比分® network, Hamish works with business owners and chief executives who are serious about creating sustainable sales cultures.

Hamish worked in sales across a variety of industries including media, communication services, software and professional sports before joining the 英雄联盟竞猜视频比分 network, which melded his passions for sales and education. Early in his 英雄联盟竞猜视频比分 career, Hamish was anointed a 英雄联盟竞猜视频比分 "Rising Star" for quickly building his business and helping fellow 英雄联盟竞猜视频比分 colleagues with their businesses. Hamish is a former 英雄联盟竞猜视频比分 Rookie of the Year, a current member of 英雄联盟竞猜视频比分's Franchisee Advisory Council and co-authored the new book, Accountability The 英雄联盟竞猜视频比分 Way.

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By Hamish Knox / October 10, 2014

Think back on your sales appointments over the past two weeks. How often did you use each of the following: “is there anything…” “could you…” “would you…” “can I” “I’ll follow up on… does that work for you?” Each of those questions creates an automatic reflexive (Pavlovian) response in our prospects. The response to the…

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How To Overcome Ambiguity, Anxiety and Fear in Your Sales Calls

By Hamish Knox / March 25, 2014

If you are unaware of the relationship between ambiguity, anxiety, and fear, then you are probably lengthening your sales cycle and reducing your close rate. When you sit across from a prospect, no matter how long or personal your relationship, you are still a salesperson who your prospect fears will sell them something instead of…

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Build a Smarter Sales Pipeline with ABATS

By Hamish Knox / February 27, 2014

Creating an effective sales pipeline can be a massive headache for sales leaders because reps have been known to stuff the pipeline with opportunities that have zero chance of closing. In a previous life, I took over a product specialist role selling a web-based media monitoring and crisis communications program. My first six weeks in that role…

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Don’t Get Trapped in the Procrastination Triangle

By Hamish Knox / February 20, 2014

So when did you start saying, “I’ll get to that tomorrow” when it comes to your goals for 2014? January 2? January 10? Did you make it all the way to the Super Bowl before giving up? If you’ve fallen short of a goal already or are on pace to fall short before the end…

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Better to Create Demand Than Fulfill Demand

By Hamish Knox / January 21, 2014

The CEO of an IT services company recently shared his belief with me that every two years for one hour, his prospects are so angry with their existing supplier that his company had a chance to take the business away from his competitor. This is not an unusual belief. He was talking about demand fulfillment,…

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To Succeed in Business Ask Yourself This Question

By Hamish Knox / December 9, 2013

As a manager, executive or owner, the only valuable you possess is your time. To successfully manage your time and grow your business, ask yourself the following question daily: “Does ‘it’ advance my business?” (“It,” being whatever activity you are doing or about to start.) Let’s take a look at several examples, which might resonate…

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Asking for a Commitment Isn’t a Hard Sell Tactic

By Hamish Knox / August 29, 2013

I read an article recently that slammed sales people for using the “hard sell” tactic of asking for a decision at the end of a presentation. To paraphrase David 英雄联盟竞猜视频比分, don’t make presentations without a prior commitment to make a “no” or “yes” at the end of the presentation. Two valuables a sales person possesses…

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Managers Your People Need a MAP

By Hamish Knox / June 16, 2013

Here’s a quick acid test of your hiring-to-turnover ratio. How often are one of these phrases heard in your company? I’m not a micro-manager. I hired them to… They know what they’re supposed to do… If our business world was homogenous then those phrases would be correct because every sales job would be exactly like…

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A Better Way to Role Play

By Hamish Knox / April 22, 2013

Most salespeople hate role play even though it is one of the best tools to help them grow. Unfortunately, traditional role plays set up a salesperson to feel bad about themselves instead of learn. We strongly suggest that managers be the salesperson when role playing, especially when working with new reps, for two reasons. First,…

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You can’t earn when you’re in “knowing” mode

By Hamish Knox / March 11, 2013

Salespeople could significantly increase their earnings if they stopped saying and believing “I know why.” The reality is that their “knowledge” is a guess created from vague statements from prospects (“we really like your presentation”) and clients (“your service is top-notch”) that salespeople leave unexplored because they don’t want to be “pushy”, “rock the boat”…

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