Hamish Knox

Hamish Knox is the president of an authorized Sandler Training® center located in Calgary, Alberta, Canada. As a licensed member of the global Sandler® 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 Sandler network, which melded his passions for sales and education. Early in his Sandler career, Hamish was anointed a Sandler "Rising Star" for quickly building his business and helping fellow Sandler colleagues with their businesses. Hamish is a former Sandler Rookie of the Year, a current member of Sandler's Franchisee Advisory Council and co-authored the new book, Accountability The Sandler Way.

What We’re Missing While Our Prospect is Talking

By Hamish Knox / March 5, 2021

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.

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Consider the Context Before Using a Technique from Training

By Hamish Knox / March 5, 2021

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

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How to Succeed When A Client Leaves

By Hamish Knox / February 5, 2021

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind.

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Beware Our Tendency To Overcorrect After Crisis

By Hamish Knox / June 2, 2020

[CEOWorld Magazine] Picture two early humans. One is our shared ancestor. The other is their companion. They are walking to a tree full of sweet fruit that they’ve visited many times before. Suddenly they hear a rustling in the long grass near the tree.

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Businesses Aren’t Binary So Stop Seeking Binary Solutions

By Hamish Knox / November 12, 2019

[CEO World Magazine] Humans are lazy, impatient and afraid of change, which enabled us to build the cities and societies we enjoy today; however, those hard-wired attributes often cause those of us in business to reach for binary solutions to non-binary problems.

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Share Your Vision Through Questions to Create Buy-in

By Hamish Knox / July 11, 2019

Of the corporate blind spots shared in The Road to Excellence, “not sharing the vision with those who have to implement it” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions…

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How to Succeed at Trials and Demos

By Hamish Knox / June 13, 2019

Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial. A Monkey’s…

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How to Implement Executive Peer-to-Peer Selling in Your Organization

By Hamish Knox / February 7, 2019

When our clients are elephant hunting or are selling in the enterprise space, we encourage them to engage their executives in peer-to-peer selling to their counterparts at prospect organizations. Successfully implementing executive peer-to-peer selling covers all points of Sandler’s Success Triangle (attitude, behavior, and technique). Attitudes Purpose is to create or advance a selling opportunity…

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Three Summertime Misconceptions Sales Managers Must Overcome

By Hamish Knox / June 14, 2018

#1 “Most of my team’s most important prospects for new business are on vacation during the summer months.” Salespeople say this so often that lots of managers who ought to know better sometimes come to believe it. Actually, summer is a great time for your salespeople to reach out to decision makers. Many top executives…

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How to Recognize and Get Past the “Donkey Moments” During Interpersonal Conflict

By Hamish Knox / May 10, 2018

You’ve experienced a “donkey moment” during an argument. The other person metaphorically digs in their heels, they physically lean back and probably cross their arms. These moments are wimp junctions. Wimp out and your conflict likely escalates to a lose-lose ending. Take the “un-wimpy” path and your conflict deescalates with greater possibilities of a win-win…

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