Ever wondered why some sales conversations feel manipulative while others feel like genuine problem-solving? In this conversation with Hamish Knox, founder of Sandler Calgary, Cam and Otis explore the fascinating intersection of journalism, communication, and sales leadership.

"Sales is communication and communication is sales," Hamish explains, revealing how his background in journalism shaped his approach to sales conversations. From discussing why it often takes three or more questions to get to the truth to exploring how to make buyers feel in control while still managing the conversation, this episode offers refreshing insights for anyone who communicates for a living (which is everyone).

What makes this conversation particularly valuable is Hamish's perspective on successful outcomes. "A successful outcome does not mean we get the business all the time," he points out, sharing how sometimes the best result is connecting a prospect with someone else who's a better fit—a move that actually raises your credibility and leads to more referrals in the long run.

Whether you're leading a sales team, growing a business, or just trying to communicate more effectively, Hamish's practical wisdom about creating interactions where everyone feels good about the outcome offers a refreshing alternative to traditional sales approaches.

Hamish Knox - Founder, Sandler in Calgary
Hamish Knox, a member of the global Sandler network, helps private organizations in Southern Alberta build scalable, consistent sales engines and motivated teams by driving accountability around proven systems and processes.

With a background spanning media, communications, software, and professional sports, Hamish combined his passion for sales and education when he joined Sandler. He is the first Canadian trainer to receive Sandler’s highest honor, the David H. Sandler Award (2020), and the first two-time Sandler author, writing Accountability the Sandler Way and Change the Sandler Way. A frequent speaker at Sandler’s global conferences, Hamish also gives back as a mentor with Futurpreneur Canada, a Maple Leaf Club donor to Enactus Canada, and a volunteer judge for student entrepreneur competitions.

Books:
Accountability - https://www.hamish.sandler.com/resources/sandler-books/accountability
Change - https://www.hamish.sandler.com/resources/sandler-books/change


#10xyourteam #SalesLeadership #CommunicationSkills #ProblemSolving #SandlerTraining #EffectiveSales #BusinessGrowth #TeamMotivation #LeadershipDevelopment #ClientSuccess #SalesStrategy


Chapter Times and Titles:

From Journalism to Sales [00:00 - 05:00]
Introduction to Hamish Knox
The unexpected journey from journalism to Sandler
Initial resistance to sales as a profession

"Sales Is Communication and Communication Is Sales" [05:01 - 15:00]
The core Sandler philosophy
Why words matter in sales conversations
Breaking down the "move" terminology

Making Buyers Feel in Control [15:01 - 25:00]
The balance of power in sales conversations
Managing the conversation while giving autonomy
Creating win-win scenarios

Three Questions to Get to the Truth [25:01 - 40:00]
David Sandler's insight on questioning
Journalism techniques applied to sales
Digging deeper than surface-level answers

Redefining Successful Outcomes [40:01 - 49:00]
Why "no" can still be a successful interaction
The power of appropriate referrals
"People always remember how you made them feel."

Sustainably Scaling Sales [49:01 - End]
Hamish's approach to long-term growth
Connecting with Sandler resources
Final thoughts and closing remarks


Hamish Knox
https://www.linkedin.com/in/hamishknox/
https://go.sandler.com/hamish/contact-us/

Ever wondered what an auctioneering school could teach you about leadership communication? In this conversation with Dia Bondi, communications catalyst and author of "Ask Like an Auctioneer," Cam and Otis explore the fascinating connection between the rapid-fire world of auctions and the strategic art of asking for what you want.

"You're basically learning to sell something in a minute and a half," Dia explains about her auctioneering training, revealing how this condensed transaction moment contains powerful lessons for business leaders. From the illusion of fast-talking (it's actually about breath manipulation) to the courage required to "show up big in big moments," Dia breaks down what makes truly clutch communicators effective.

What makes this episode especially compelling is Dia's formula for making strategic asks. She outlines a four-part approach that moves beyond simply stating what you want to creating a compelling case that removes blockers and drives results. As she puts it, the best communicators "know who to ask, when to ask it, and what to ask for. And they're not low-balling themselves ever."

Whether you're looking to improve your leadership communication, make more effective requests, or simply understand the psychology behind powerful asking, this conversation offers practical wisdom that might just have you stepping into your own "zone of freaking out" (ZOFO) – where the real growth happens.

Dia's exclusive link for 10x Your Team listeners: https://www.diabondi.com/co


More About Dia:
Dia Bondi is an expert in Leadership Communications, with two decades of experience coaching top CEOs, VC-backed founders, and innovators to speak powerfully and amplify their impact. Trained as an auctioneer, Dia transformed the techniques of fundraising auctioneering into a groundbreaking program designed to help women—and all ambitious professionals—ask for more and get it in their careers, businesses, and lives. Her book, Ask Like an Auctioneer: How To Ask For More and Get It, serves as a practical guide to navigating the discomfort of asking boldly, encouraging readers to step into their “zone of freaking out” (ZOFO). As a Communications Catalyst, Dia collaborates with high-impact individuals, guiding them to develop their voice and lead with it. Her engaging workshops and talks have been hosted by major corporations such as Quartz, Salesforce, Google’s X.team, and Dropbox. Notably, Dia played a pivotal role in helping Rio de Janeiro secure the 2016 Summer Olympics. Featured in CNBC Make It, Forbes, and Fast Company, Dia’s insights are transforming the way professionals approach strategic asking and leadership.


#10xyourteam #LeadershipCommunication #AskLikeAnAuctioneer #StrategicAsking #LeadershipGrowth #ExecutivePresence #ZoneOfFreakingOut #BusinessCommunication #ProfessionalDevelopment #TribeAndPurpose #10xYourTeam


Chapter Times and Titles:

The Auctioneer's Secret [00:00 - 05:00]
Introduction to Dia Bondi
The illusion of fast talking
How auctioneers manipulate breath and use fillers

From Auction Block to Boardroom [05:01 - 15:00]
Translating auctioneering skills to business
"Learning to sell something in a minute and a half"
The condensed relationship of an auction

Showing Up Big in Big Moments [15:01 - 30:00]
What makes clutch communicators effective
The courage to make the less obvious statement
Why big moments require a bigger presence

The Strategic Ask Formula [30:01 - 45:00]
Knowing who to ask, when, and what for
Understanding your authentic voice
Designing asks that get results

Communication as Leadership [45:01 - End]
The four components of effective asking
Balancing empathy with accountability
Final thoughts and how to connect with Dia


Dia Bondi
https://www.instagram.com/diabondia/#
https://www.linkedin.c

Ever had someone thank you for your marketing emails? In this conversation with Ely Delaney, "The People Whisperer" and creator of The Follow-Up Rockstar System, Cam and Otis explore the counterintuitive approach to follow-up that actually builds relationships instead of burning them.

"I'm an introvert," Ely reveals, surprising many who know him as a dynamic speaker and networking expert. "If I had my druthers, I'd be sitting at home hanging out with the dog all day long." It's this refreshing honesty that sets the tone for a conversation about authentic connection in a world of automated marketing.

From sharing his favorite book (The Go-Giver by Bob Berg) to explaining how he built a web design agency entirely through networking, Ely breaks down his Ultimate Follow-Up System—a process designed to nurture relationships through valuable content rather than pushy sales tactics. He even shares a recent success story where a skeptical client implemented his system and, within two weeks, had prospects thanking her for the content she was sending.

Whether you're an introvert dreading your next networking event or a business owner looking to improve your follow-up strategy, this episode offers practical wisdom about building what Ely calls "a bank account with your audience"—one valuable interaction at a time.

More About Ely:
Ely Delaney is your Email Marketing Architect and is also known as “The People Whisperer”.

He’s the creator of The Follow Up Rockstar System, teaching entrepreneurs how to go from surviving to thriving in any economy through the art and science of building strong relationships and following up for LIFE.

He’s an Amazon bestseller with his two books, “Marketing Tidbits” and “Networking Tidbits.”

With a passion for connecting people, his best-selling training course “Networking Like A Rockstar” has over 1416 students registered globally. Ely helps speakers, authors, and coaches automate their follow-up to grow their business without having to have an MBA from MIT.

He’s the guy to help you build a 24/7 automated system and turn you into a Follow-Up Rockstar!


#10xyourteam #FollowUpRockstar #EmailMarketing #RelationshipBuilding #NetworkingTips #AuthenticConnection #MarketingStrategy #EntrepreneurMindset #AudienceEngagement #PeopleWhisperer #TribeAndPurpose


Chapter Times and Titles:

Meet "The People Whisperer" [00:00 - 05:00]
Introduction to Ely Delaney
The marketing genius with 147,000 words
Setting the stage for authentic follow-up

The Introvert's Guide to Networking [05:01 - 15:00]
"I'm an introvert. I fake it really well."
How Ely learned to network despite his natural tendencies
Building a web design agency through personal connections

From Networking to Books [15:01 - 30:00]
The story behind "Networking Tidbits"
"My daughter says I'm a walking contradiction."
Balancing tech expertise with people skills

The Ultimate Follow-Up System [30:01 - 40:00]
Creating a process that works while you sleep
Using articles, tips, and book recommendations
The Go-Giver philosophy of creating social karma

Building a Bank Account with Your Audience [40:01 - 50:00]
The relationship-first approach to marketing
Why most follow-up fails (and how to fix it)
Automating without losing the personal touch

Success Stories and Implementation [50:01 - End]
The client whose prospects thanked her for marketing
Practical steps to start your own follow-up system
Final thoughts and how to connect with Ely


Ely Delaney website:
https://convertmoreclientsnow.com/
https://buildyourfollowupmachine.com/