Stronger Sales Teams with Ben Wright (Ben Wright)

Welcome to the Stronger Sales Teams Podcast by Ben Wright! In this pilot episode, Ben Wright welcomes listeners to the Stronger Sales Teams podcast. He explains how to design an effective sales process, one that is easy to follow, measurable, and that everyone is willing to stick to. He stresses the importance of having everyone on board and engaged with the process, and highlights how having a successful sales process can help to grow revenue and make businesses profitable.

This podcast discusses the importance of having a sales process and sales methodology in order to ensure that customers are well looked after and that teams are working together. A sales process is the game plan or structure that is created to enable teams to beat competitors and maximize time and energy. A sales methodology is the approach that is used to implement the sales process. It is important to have both in order to ensure a successful team.

The speaker is discussing the importance of creating a sales process that provides value for customers. To help guide the process, they suggest using the baseball as an analogy, which is discussed in this podcast. Sales processes can vary from five to nine steps, but they recommend starting with five and expanding if necessary.

0:00:00 Intro

0:01:55 Design a Sales Process

0:02:49 The Sales Process

0:03:53 Sales Methodology

0:04:53 Sales Process + Sales Methodology

0:06:00 Creating an Awesome Sales Process though the “Baseball” Analogy

0:07:34 Creating a Sales Process: Home Plate (Lead Generation)

0:08:33 Creating a Sales Process: Second Base (Meet and Greet, Needs Analysis)

0:09:45 Creating a Sales Process: Third Base (Presentation)

0:10:33 Creating a Sales Process: Home Run (The Close)

0:11:50 Creating a Sales Process: Post Game Recovery (Post Close Key Account Management)

0:13:49 Creating a Sales Process: Other Needs to Form Part of the Sales Process

0:23:13 Health and Fitness Tips

0:23:30 Outro

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In today's episode, Ben talks about the first stage of the sales process: lead generation. He uses a baseball analogy to explain the five steps of the sales process: getting to first base (lead generation), meeting and greeting, building a great first impression, and closing the deal.

This episode introduces the Three Box Model, a metric used to measure success in sales. The model consists of three boxes: the first, marked in red, representing the number of people interested in the product or service met in a given month; the second, marked in yellow, representing the active pipeline of quotes in units or value; and the third, marked in green, representing the business won in a given month. This model is a simple, tried and tested way of measuring lead generation and is used by successful salespeople and teams.

The episode focused on lead generation and how to get sales teams to focus on generating their own leads and learning how to hunt. To help with this, the speaker proposed eight options that leaders of sales teams or businesses can use. These include: setting clear expectations, establishing processes and metrics, introducing a three-box model, providing sales training, encouraging collaboration, leveraging technology, creating incentives, and rewarding success.

0:00:00 Intro

0:01:02 Recap of Previous Episode

0:02:40 First Stage of the Sales Process- Lead Generation

0:03:50 Lead Generation Strategies: Introducing the Three Box Model

0:006:43 The Red Box (Customer Visits)

0:03:01 Lead Generation Strategies: Introducing the Three Box Model

0:07:23 Eight Strategies for Generating Leads and Focusing on Customer Visits

0:07:32 Set and Agree Target Market and Target Lead Generation

0:08:25 Build a Culture Where Networking is a Norm

0:08:55 Regular Brain Storming Sessions

0:11:44 Targeted vs Specific Lead Generation

0:13:46 Data Collection

0:14:47 Qualification

0:15:34 Internal Allocation

0:16:07 KPI’s on Contact

0:16:30 Lead Generation Being Omnipresent

0:17:03 Recap

0:18: 54 Health and Fitness Tip

0:21:20 Outro

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In this episode, Ben is excited to begin discussing the second step of their five-step sales process: the Meet and Greet and Needs Analysis stage. After making contact and generating a lead, it is time to take the potential customer on a journey to the close. This stage involves meeting the customer, getting to know them, and analyzing their needs. Objection handling is key throughout the process, and Ben emphasizes the importance of making sure the customer's experience is unforgettable.

The episode discussed the tips and tricks to setting up a successful sales process. The first tip is to set the standard and create a one-pager that outlines how the sales team will interact with customers. The second tip is to decide how the team will meet customers, whether it be face-to-face, via video call, or over the phone. The third tip is to make sure the first impression is bang on, which can be accomplished through proper preparation. The fourth tip is to agree with the team on how much time should be spent on relationship building. The fifth tip is to ensure everyone in the team understands the business's unique proposition and how to effectively communicate it to customers. Finally, the sixth tip is to qualify or re-qualify the lead.

0:00:00 Intro

0:01:20 Recap of Previous Episode

0:02:14 First Stage of the Sales Process- Meet and Greet and Needs Analysis

0:02:45 Why group Meet and Greet and Analysis together

0:04:15 Tips to Step up to Second Plate

0:04:24 Set the Standard

0:05:10 Agree on How to Meet a Customer

0:05:50 Get that First Impression Bang On!

0:07:41 Know What are Your Special Sauces and How to Communicate It

0:08:36 Qualifying the Lead

0:09:08 The Needs Analysis

0:10:35 Asking Good Questions

0:13:58 The B.A.N.T. Method

0:15:20 P.P.V.V.C. Method

0:17:49 Post Meeting Sales Summary

0:18:18 Setting Up CRM

18:55 Being Omnipresent

0:20:00 Health and Fitness Tips

0:20:50 Outro

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In this episode, Ben dives into creating a top-shelf sales process that works for any B2B business. He explains how to create an effective and streamlined sales process that will help the team grow revenue, make profits, and stay engaged. By understanding the importance of a well-defined process and focusing on the customer journey, businesses can maximize their potential and achieve long-term success.

In this podcast, he talks about how to nail the presentation stage, giving listeners a few structural norms to embed in their team, as well as advice for their leaders to stay on top. The speaker discussed the importance of needs analysis when preparing for a sales pitch. He discussed two acronyms to keep in mind when conducting a needs analysis: BANT and PPVVC. BANT stands for budget, authority, need, and timing. The PPPVC method stands for pain, power, vision, value, control.

The speaker emphasized the importance of understanding customer pain points, knowing the decision-making process, and ensuring proper preparation. With these tips, sales teams can be better prepared to make a successful pitch.

0:00:00 Intro

0:02:16 Recap of Previous Episode

0:02:43 The Presentation Stage

0:03:09 How to Nail the Presentation

0:04:37 Understand Value Opportunities for Customer

0:05:33 Know the Decision-Making Process

0:7:57 Preparation

0:09:42 10 rules of Engagement

0:13:40 Make Customers Feel Special

0:14:56 Make Sure You Are Taking a Physical Product

0:16:30 Prepare the Agenda of the Meeting

0:17:16 Story Telling and Social Proof

0:18:49 Specific Benefit of the Product

0:20:29 Question Time

0:20:55 Be Clear on What’s Next

0:22:08 Steps to Presenting Via Video Conference

0:25:20 Health and Fitness Tip

0:26:11 Outro

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In today’s episode, Ben talks us through how salespeople often struggle with closing deals, due to a fear of hearing no. To address this, he provides eight practical tips and techniques to help managing sales teams close the deal and their success rate. These techniques range from having a clear closing process, having a pre-defined closing technique, leveraging skills across the business, the role of negotiation, workshopping deals, knowing the customer’s decision makers, making moving forward easy for customers, and asking more about the business.

This episode also covers four different types of closing techniques used in sales: the question close, the summary close, the soft close, and the limited-time offer.

0:00:00 Intro

0:03:15 Homerun: The Close

0:03:47 Recap of Previous Episode

0:04:14 Practical Tips for Sales Team to Close

0:04:29 Step 1: Sales Teams Should Have A Clear Process

0:05:08 Step 2: Closing Techniques

0:05:55 Closing Technique 1: Question Closing

0:07:35 Closing Technique 2: Summary Close

0:08:47 Closing Technique 3: Soft Close

0:05:55 Closing Technique 4: Limited Time Offer

0:13:35 Step 3: Leverage Skills Across the Business

0:14:44 Step 4: Don’t Underestimate the Role of Negotiation

0:16:44 Step 5: Work Shop Deals

0:017:50 Step 6: Know the Decision Makers

0:018:31 Step 7: Make Moving Forward Easy for Customers

0:019:10 Step 8: Ask for the Business

0:20:12 Recap

0:19:09 "8 Steps to Successful Closing for Business Development Managers"

0:22:13 Health and Fitness Tip

0:23:15 Outro

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In today’s episode, Ben shares a story of buying a house and how the experience relates to the sales process. After purchasing the home, the real estate agent that had managed the sale kept in touch with him regularly over the roughly ten years that followed. When it came time to sell the house, he made the easy decision to go with the same agent due to the level of trust and relationship that had been built. An illustration of how important it is to create a habit of building relationships with customers and to keep them engaged over time.

This episode discusses the fifth and final step of the sales process: the Post Game Review, or Key Account Management Program. Ben shares four key initiatives that should be implemented into a team's process. These four initiatives are based on Ben's experience working with hundreds of salespeople and teams over the past 20 years. These initiatives are aimed at helping teams stay in touch with customers and building future pipelines.

0:00:00 Intro

0:01:12 Selling a House Experience

0:02:35 The Post Game Review

0:03:09 Recap of Previous Episode

0:03:33 4 Key Initiatives to Implement in the Post Sales Process

0:04:01 1. Brand

0:006:37 2. Seamless Flow of Information in the Business

0:8:24 Stay Involved

0:09:21 Delivery: Data Hygiene

0:09:54 Delivery: Limit the Number of Handovers

0:11:16 Delivery: Remain Involved in The Handover to Delivery Departments

0:012:08 Delivery: Customers Must Receive Communication

0:12:43 Delivery: Sign-off by Multiple Departments

0:12:57 Delivery: Fast Feedback Loops

0:13:17 Delivery: Involvement Per Sale

0:15:00 3. Mistakes are Fixed Quickly

0:16:47 4. Meet With the Customer When The Job is Done & Thank Them

0:18:33 Recap

0:20:41 Health and Fitness Tip

0:21:47 Outro

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If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
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In this Episode, Ben covers the concepts of sales process and sales methodology and how they work together. He explains that the sales process is the game plan and structure that is built to maximize time and energy to ensure that the business can keep its promises. If a poor sales process is in place, it can lead to stress, lost hours and ultimately people turnover. If a good process is in place, it can lead to consistent performance, higher conversions, faster sales, and more engaged teams. The sales methodology, on the other hand, is the approach to implementing the sales process. It is the philosophy around how the sales team should sell. Ultimately, the sales process and methodology are both important and should be taken into consideration when building a successful sales team. Here, Ben talks us through nine sales methodologies you could consider for your team.

0:00:00 Intro

0:02:21 Difference Between a Good Sales Process and Sales Methodology

0:06:00 Common Sales Methodologies

0:06:22 Sales Methodologies: Spin Selling

0:07:20 Sales Methodologies: Solution Selling

0:08:07 Sales Methodologies: The Challenger Methodology

0:09:18 Sales Methodologies: Seamless Selling System

0:10:11 Sales Methodologies: Conceptual Selling (Melahymin Method)

0:11:07 Sales Methodologies: The SNAP Methodology

0:11:43 Sales Methodologies: The Consultive Methodology

0:12:20 Sales Methodologies: Inbound Methodology

0:12:53 Sales Methodologies: Targeted Account Selling (TAS)

0:14:00 Picking the Best Sales Methodology

0:19:18 Health and Fitness Tips

0:20:30 Outro

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If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
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Ben Wright welcomes Juan Sanchez, the founder and head coach of Primely, to the Stronger Sales Teams podcast. Juan is an experienced sales manager, having been an equity partner at a successful renewables business and a BDM for 12-15 years. Primely offers mental fitness training for sales teams seeking optimal performance.

Juan and Ben discuss how to improve sales performance by learning from professional athletes. Juan explained that mental fitness is the ability to remain mentally focused, resilient, and motivated, even in challenging situations. Mental fitness is important for sales teams because it can help them stay motivated, focus on goals, and remain resilient during difficult times. Juan gave several examples of how professional athletes use mental fitness to succeed in their sports, such as visualization techniques, goal setting, and positive self-talk. Finally, Juan emphasized the importance of self-care for sales teams in order to maintain their mental fitness. Self-care includes taking time to relax, eat healthy, and exercise.

This conversation explores the similarities between professional athletes and salespeople. Both are professionally rewarded and rely heavily on their individual skills. Additionally, competition is fierce in both fields. To be successful, it is important to prepare properly, as what you do away from the workplace or court can greatly affect your performance. This is referred to as the 'Seven Ps': Prior Proper Preparation Prevents Pretty Poor Performance. Mental fitness exercises, such as positive psychology, can help people make rational decisions when they are in a fight or flight mode. With proper preparation, athletes and salespeople can both achieve success in their respective fields.

0:00:00 Intro

0:01:05 Guest Introduction

0:02:50 How to Improve Sales Performance via Learnings from Athletes

0:03:28 Mental Fitness

0:04:58 Red Brain and Blue Brain

0:06:17 Common Traits of Sales People and Athletes

0:08:29 Learnings from Athletes to be Leverage by Sales People

0:11:18 Judging Through Wins

0:13:13 How to Be Consistent

0:14:30 Pre-Meeting Routines

0:016:27 How to Deal with Pressure

0:19:01 Guest Details

0:19:40 Outro

Follow Juan Sanchez @:

• Website: www.primely.com.au  
• LinkedIn: https://www.linkedin.com/company/primely

Rate, Review, & Follow

If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
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In this Episode, Ben discusses the importance of building a successful sales team and why only 52% of sales leaders feel confident that they know what 'good' looks like. He provides insights and actionable steps to help sales managers build, motivate and keep together highly effective teams. He explains that salespeople have a wide range of skills that are essential for success such as; building relationships, being able to think on their feet, influencing people, challenging customers, working with numbers, being resilient and persistent. He also emphasizes the importance of managing personal health in order to have a happy and productive view.

Successful sales leaders are able to build a process that leads to a high performing team. In order to build an environment of performance without stifling creativity or reducing engagement, it is important to focus on responsibility. This means creating an environment that allows individuals to take ownership of their role and encourages them to learn through experience. It also involves providing feedback to help them understand what good looks like and developing strategies that reward performance. Finally, it involves setting clear expectations and providing recognition for a job well done.

This episode introduces the Team STEP Model, a new model for peak performance in sales teams. This model is focused on the four key levers of peak performance - strategy, talent, energy, and peak performance. When these levers are combined, they result in high engagement, successful close rates, efficient movement through the sales cycle, cohesive teams, and budget goals being met. The Team STEP Playbook will be available for free when you sign up and follow the podcast series as well as other resources to help teams understand and implement the model.

0:00:00 Intro

0:01:33 Why Are Only 52% of Sales Leaders Confident in what 'Good' Looks Like?

0:03:56 How to Build an Environment of Success

0:04:47 4 Key Habits that Drive the Success of Sales Leaders

0:04:53 4 Key Habits: A Sales Process

0:05:20 4 Key Habits: Key Levers

0:05:47 4 Key Habits: Measurement Model

0:06:13 4 Key Habits: Training and Coaching

0:07:09 Emphasis on 4 Key Levers (Team S.T.E.P. Model)

0:09:25 Team S.T.E.P. Model: Strategy

0:11:45 Team S.T.E.P. Model: Talent

0:13:42 Team S.T.E.P. Model: Energy

0:15:10 Team S.T.E.P. Model: Peak Performance

0:19:05 Where to get the Playbook

0:020:54 Health and Fitness Tips

0:023:16 Outro

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If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
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This week, Ben welcomes Juan Sanchez back to the Stronger Sales Teams podcast. Juan is Primely's founder and head coach, a mental fitness coaching practice that believes sales performance and mental fitness are intertwined. Ben and Juan discuss how mental fitness and sales performance are mutually inclusive, and how sales leaders can use this knowledge to build highly effective and engaged teams. They also touch on how personal health is important for team performance and the people around them.

Juan and Ben discuss how to create a successful wellbeing routine that fits an individual's lifestyle and work schedule. Juan explains that mental fitness is mainly about preparation, and shares tips and hacks to improve performance. He explains the foundations of creating a successful wellbeing routine. He suggests having an overall sense of purpose, setting achievable goals, creating a healthy and balanced lifestyle, having a positive attitude, and maintaining good relationships with family, friends, and colleagues. Juan also emphasizes the importance of prioritizing self-care and finding activities that bring joy, as well as taking breaks throughout the day.

Finally, Juan encourages people to be patient with themselves, as it takes time to establish a successful wellbeing routine. 

0:00:00 Intro

0:01:09 Introduction of Guest

0:03:12 How to Design a Wellbeing Routine That Works For You

0:03:37 Foundations of a Successful Impact on Wellbeing Practices

0:05:02 Designing a Personalized Wellbeing Routines

0:07:02 How to Make a Routine a Habit

0:09:30 Determining if the Habit Works for You

0:12:10 One Thing in the Wellbeing Routine that Should Be Incorporated

0:13:30 The Wim Hof Method

0:16:29 Guest Details

0:17:24 Outro

For more about Juan Sanchez and Primely: 

• Website: www.primely.com.au
• LinkedIn: https://www.linkedin.com/company/primely

1. The average working professional sleeps 6.5hrs - Less than the recommended 7 to 9hrs of recommended sleep: https://www.hult.edu/blog/how-sleep-deprivation-affects-work-and-performance/
2. In the US, fatigue related to sleep deprivation costs employers US$1,967 annually per employee: Rosekind R, Gregory B, Mallis M et al. (2010) The cost of poor sleep: workplace productivity loss and associated costs. J Occup Environ Med 52(1):91–9
3. Brain activity peaks with 25 mg of glucose circulation (1 banana): https://www.forbes.com/sites/ashleystahl/2019/08/06/3-ways-your-diet-impacts-work-performance/?sh=42cb70536eac 
4. Microsoft WTI Pulse report: https://www.microsoft.com/en-us/worklab/work-trend-index/brain-research 
5. Wheel of Wellbeing: https://wheelofwellbeing.com/ 
6. Wim Hof Method: https://www.wimhofmethod.com/benefits
7. Mental Fitness: https://www.positiveintelligence.com/ 

Rate, Review, & Follow

If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

Today’s guest, Juan Sanchez, is the founder and head coach of Primley, a mental fitness coaching business. Juan has formal qualifications in mental fitness and a 12 year career in sales management and business development. He also volunteers for organizations such as Beyond Blue for suicide prevention and mental health awareness. The conversation focused on how to strengthen mental fitness for optimum sales performance. Mental fitness is linked to how one lives their life outside of their job. With care and dedication, listeners can optimize their mental health and improve their sales performance.

This conversation provides an overview of how to exercise the mind muscles in the same way as physical muscles. The three key components to build a strong mental fitness routine are mindfulness exercises such as mindfulness breathing and meditation, flow activities like playing cards, sudoku, and exercising, and lastly, avoiding distractions like phones, emails, television, radio, and music. Exercising the mind muscle is important in order to keep it active and to prevent atrophy. Following these suggestions will help to build a strong mental fitness routine.

In this conversation, the two speakers discussed how salespeople can improve their performance by exercising their mind muscle through various activities. The first one mentioned was mindfulness, followed by meditation and any other activity that requires single-minded focus. It was then discussed that being mentally fit also requires an understanding of the relationship between mind and body.

0:00:00 Intro

0:01:21 Guest Introduction

0:02:28 How to Strengthen Mental Fitness

0:03:17 How to Exercise the Mind Muscle

0:05:47 Improving Sales Performance by Being Mentally Fitter

0:09:05 How to be Better Sleepers and Eaters

0:13:38 Taking A Break

0:14:39 Frontal Alpha Symmetry

0:15:25 Pausing Activities

0:16:35 Being on Top of Your Game

0:17:48 The Science Behind the Tips

0:21:05 Guest Details

0:21:30 Outro

Juan Sanchez: 

• Website: www.primely.com.au
• LinkedIn: https://www.linkedin.com/company/primely

1. The average working professional sleeps 6.5hrs - Less than the recommended 7 to 9hrs of recommended sleep: https://www.hult.edu/blog/how-sleep-deprivation-affects-work-and-performance/ 
2. In the US, fatigue related to sleep deprivation costs employers US$1,967 annually per employee: Rosekind R, Gregory B, Mallis M et al. (2010) The cost of poor sleep: workplace productivity loss and associated costs. J Occup Environ Med 52(1):91–9
3. Brain activity peaks with 25 mg of glucose circulation (1 banana): https://www.forbes.com/sites/ashleystahl/2019/08/06/3-ways-your-diet-impacts-work-performance/?sh=42cb70536eac 
4. Microsoft WTI Pulse report: https://www.microsoft.com/en-us/worklab/work-trend-index/brain-research 

Rate, Review, & Follow

If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

Ben Wright introduces the Stronger Sales Team podcast, which is designed to help sales managers build, motivate, and keep together highly effective sales teams that grow revenue and make businesses profitable. He then explains the 4 key habits of successful sales leaders: a sales process, the Team Step Playbook, a form of measurement, and sales training. He focuses on the “S” in the Team STEP Playbook, which stands for strategy, and explains why the Team STEP Playbook is a better option than a traditional sales strategy document. It is a broad framework that allows sales managers to customize their strategic planning.

This episode focuses on the strategy elements of Team STEP, a model for business success. For the best organizations, a strategy should be viewed as an evolving process that informs their thinking, actions, responses, and learning. They should also consider their customers, capabilities, and the prevailing market when creating a strategy. As Henry Ford said, the best competitor is one who is always improving their own business.

The episode focuses on the importance of having a clear team vision and the strategies that need to be implemented in order to make it effective. The speaker states that having a team vision is powerful and can be used as a North Star to guide the business. To make sure the team vision is successful, there are five key selling strategies that should be implemented. The first is a sales process which should outline the steps that customers will go through. The next is a sales methodology which should connect the sales process together. After that is the consultation process which should bring the sales process and methodology to life. Finally, the speaker mentions demonstrations and leveraging networks as important strategies for different types of markets. In conclusion, having a clear team vision and the right strategies to back it up is essential for a successful business.

0:00:00 Intro

0:01:52 The Team S.T.E.P. Playbook

0:04:29 Why Do We Use the Team S.T.E.P. Playbook?

0:05:11 S.T.E.P: Strategy

0:07:00 The Structural Element of the Team’s Offer

0:07:06 The Structural Element of the Team’s Offer: Who are the Target Markets

0:07:32 The Structural Element of the Team’s Offer: Key Target Geography

0:07:57 The Structural Element of the Team’s Offer: Key Products and Services

0:08:35 The Structural Element of the Team’s Offer: Pricing Strategy

0:10:12 The Structural Element of the Team’s Offer: Revenue and Profit Targets

0:11:23 The Structural Element of the Team’s Offer: Team Vision

0:12:00 Key Selling Strategies

0:12:19 Key Selling Strategies: The Sales Process

0:12:41 Key Selling Strategies: Sales Methodology

0:13:14 Key Selling Strategies: The Consultation Process

0:14:38 Supporting Part of Strategy Plan

0:17:03 Elevated Pitch

0:18:21 Key Communication Templates

0:18:50 Industry Relationships

0:19:29 Recruitment Strategy

0:20:30 How Can Sales Leaders Bring Strategy To Your Teams

0:022:55 Health and Fitness Tip

0:23:53 Outro

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In today's episode, Ben Wright speaks of his experience with a successful sales leader, who had been in their role for 6-7 years. This individual was a great motivator to their team and was working hard on improving their leadership skills. The issue this leader had was with reacting emotionally when confronted with another person who was also emotional. Rather than letting the person calm down and work through the problem, the leader also became emotional themselves. Ben encouraged this leader to focus on improving this area of their leadership and reminded them of the importance of managing their personal health for a happy and productive year.

This podcast discusses the four key habits of successful sales teams, which include having a well-defined sales process, the Team STEP Playbook, a measurement metric and a long-term focus on training. The Team STEP Playbook includes a focus on the strategy, talent and energy levers in order to drive peak performance. The focus on talent is a monthly focus and is all about investing time into people in order to make them the best versions of their salesperson, so that they become the envy of other businesses and competitors. Richard Branson’s quote “Train people well enough so they can lead, treat them well enough so they will want to” is a great reminder of the importance of investing time into people to ensure they stay with the business and that they can reach their full potential.

Finding great talent for a sales team is difficult, and it's rare that a team can just recruit five immensely talented individuals who will immediately start performing. The successful sales teams blend experience with new, more junior salespeople who have the ability to learn and grow. The more experienced performers can impart their ways onto the emerging talent, while the junior members can motivate the more experienced performers. This blend of experience and enthusiasm can result in a sales team that is able to succeed and reach their goals.

0:00:00 Intro

0:01:14 Encounter with a Sales Leader

0:03:19 Recap

0:04:35 The Talent Approach to Building a High Performing Sales Team

0:06:46 How Do Successful Teams Succeed

0:08:50 The Talent Levers

0:09:43 The Talent Levers: Sales Skills

0:11:23 The Talent Levers: Technical Skills

0:11:57 The Talent Levers: Business Skills

0:12:55 The Talent Levers: Experience

0:13:221 The Talent Levers: Team Training Program

0:14:33 The Talent Levers: Mindset Training

0:15:19 The Talent Levers: Team Culture

0:15:37 The Talent Levers: Negotiation Principles and Delegation

0:16:21 The Talent Levers: Remuneration Instructions

0:17:27 The Talent Levers: Leadership

0:17:42 The Talent Levers: Market Changers

0:18:13 The Talent Levers: Objection Handling

0:18:33 The Talent Levers: Technical and Industry Support

0:19:29 The Talent Levers: Closing Strategies

0:20:40 The Talent Levers: Coaching

0:21:19 Sales Leaders Who Gets the Team STEP Playbook

0:19:23 "Encouraging Self-Learning and Closing Strategies for Sales Teams"

0:23:55 Health and Fitness Tip

0:25:001 Outro

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This week, Ben delves further into the Team STEP Playbook further, specifically the 'E' for Energy, and how it applies to building a strategy that will lead to peak performance. 

The Energy levels of teams can define a successful campaign in a more powerful way than most other initiatives they undertake. Sales Leaders have all experienced the yo-yo-ing of energy levels of their teams – from excitement to frustration and despair. It’s no surprise that building an environment where salespeople can be energised as frequently as possible is a big habit of successful Sales Leaders. So how do we create this environment?

"It's hard to beat a person who never gives up" - Babe Ruth

0:00:00 Intro

0:01:15 Recap

0:05:11 Team STEP Playbook: Energy

0:06:55 Energy: Rules of Engagement

0:07:44 Energy: Behaviors that Govern

0:08:18 Energy: Team Efficiency

0:09:55 Energy: All Around Lead Generation KPI’s

0:10:28 Energy: Personal Network Growth

0:11:48 Energy: Lead Response Times

0:12:16 Energy: How to Meet Customers

0:13:15 Energy: Deal Reviews

0:13:54 When to Abandon the Sales Process

0:14:49 Energy: Accountability

0:15:41 Energy: Post Sale Referral

0:15:57 Energy: Challenging the Status Quo

0:18:05 Energy: Prioritize the Sales People

0:18:41 Energy: Make People Safe

0:19:28 Common 'Energy' Traits in a Sales Team

0:19:36 Sales Leaders Bring the Energy Themselves

0:19:57 Deferring to Others

0:20:35 Praise Specifically & Criticize Generally

0:22:13 Free Resource - The Team STEP Playbook

0:22:49 Health and Fitness Tip

0:23:58 Outro

Join Ben as he shares his personal journey from salesperson to sales leader, highlighting the challenges faced during this transition. Discover the power of the 3-Box Model, a strategic approach that helps sales leaders measure their teams while keeping them motivated. Ben encourages listeners to envision their future success and provides free resources to build super-powered sales teams. Don't miss this episode for actionable insights and practical tips to optimize leadership skills and achieve outstanding results in sales.

Lighting a fire UNDER someone will never be as effective as lifting a fire WITHIN someone
- Bob Teague 

0:00 Intro

1:37 Recap

2:29 “Vulnerable Moment”

7:11 The 3-Box Model

7:58 Lighting the Fire Within

9:18 Being Clear on the Metrics 

10:47 Simplifying the Sales Metrics

11:19 First Box: Number of Meetings

12:00 Second Box: Active Pipeline Size

13:09 Third Box: Sales Achieved

14:30 Measurement

22:42 How to Implement the 3-Box Model

23:56 Health and Wellbeing Tip

Want to learn more about The 3-Box Model? Download it FREE today, here.

This week, Ben highlights the six reasons why training and continual learning are vital for exceptional sales leaders and teams. He emphasizes the need for practice, the importance of adapting to changing markets, the value of dynamic feedback, the ability to seize opportunities, and the positive impact of training together as a team.

Ben also provides insights on how you can build and implement a successful training program for your sales teams, focusing on the structure and components required for effectiveness.

Don't miss this episode to gain valuable knowledge on how training and continual learning can give sales professionals a competitive advantage.

An organization's ability to learn and translate that learning into action rapidly is the ultimate competitive advantage. - Jack Welch, Chairman and CEO, General Electric

0:00 Intro

1:44 Recap

4:38: Importance of a Training Program

5:22 6 Reasons Why Training it Important

9:17 How to Build a Training Program: 3 Areas to Cover

15:48 Implementing the Training Program

21:20 Outcome of a Training Program

22:23 The Challenge for Today

24:51 Health and Wellbeing Tip

25:35 Outro

In this final episode of the 'building effective sales leaders' series which outlines the four key habits that drive the success of sales leaders, Ben provides practical advice on the next steps that sales leaders should take to implement these habits in their day-to-day team management. 

The four key habits that build successful sales leaders:
- implementing a sales process,
- focusing on the key levers for peak performance (The Team STEP Model),
- using The 3-Box Model for measuring metrics, and
- a long-term focus on training. 

In the early stages of implementing these habits, there are three signs of life that sales leaders should look out for. The first sign is that the team is meeting enough people, which is an indication that energy levels are up, and good information is being put out there. The second sign is that the pipelines are building towards targets. The third sign is that teams are engaging each other in closing deals, indicating that they are working together and talking through projects.

By following these best practices, sales leaders can build high-performing and engaged sales team that consistently drive revenue and profits. 

0:00 Intro

1:44 Recap

3:35 What do you NEXT? 

4:35 Scheduling Half Day Events

5:07 Building the Sales Process

07:21 Building The Team STEP Playbook 

10:23 Building The 3-Box Model

11:51 Building a Training Program

12:58 What Should You Expect from Your Team?  

20:44 Wrapping up the Series on Effective Sales Leadership

22:41 Health and Wellbeing Tip

Don't miss next week's episode where Ben speaks with special guest Collin Mitchell-VP of Sales @ Leadium, where they'll deep dive into sales prospecting and converting activity into leads.

This week, Collin Mitchell joins Ben Wright on the Stronger Sales Teams podcast to discuss the importance of personalization in the sales process and how technology can be leveraged to achieve this. They delve into the top-of-funnel challenges faced by sales organizations and the need for effective inbound lead management and outbound campaigns. Collin emphasizes the power of data in personalization and highlights the various segmentation points that can be used to tailor messaging. He also emphasizes the need for sales teams to measure conversions rather than just activity and constantly optimize their strategies. The conversation touches on the changing landscape of B2B sales, the role of AI in sales, and the importance of embracing technology. Collin shares his go-to tech tools for sales teams, including CRM systems, LinkedIn Sales Navigator, and video tools. The episode concludes with insights into successful sales leadership traits and the importance of continuous learning.

About The Guest:

Collin Mitchell is a four-time founder, sales expert, and podcast host. He is currently the VP of Sales at Leadium, a company that helps sellers personalize the sales process to build rapport and close more deals. Collin has over 13 years of experience in sales, particularly in the SaaS industry, and has successfully scaled multiple businesses.

LinkedIn: https://www.linkedin.com/in/cmsales/ 

Facebook: https://www.facebook.com/Collin.SalesHustle/ 

0:00 Intro

1:10 Guest Introduction 

2:52 Success of Leadium

4:48 Personalizing the Sales Process 

7:21 Modern Teams Generating Leads 

12:28 Changes from the Past Years

14:30 Successful Tech Changes 

19:27 Tech Recommendations 

21:52 Podcast Alternatives  

24:20 Traits of a Successful Sales Leader 

26:18 Guest’s Platforms

27:27 Outro

In this episode of the Stronger Sales Teams podcast, Ben Wright discusses three ways to grow revenue quickly: long-term retention, increasing transaction size, and acquiring new customers.
He emphasizes the importance of repeat business from existing customers and provides strategies for building long-term retention models, such as contracts, subscriptions, and key account relationships. Ben also explores methods for increasing transaction sizes, including bundling products, offering pricing tiers, and providing value-add services. Lastly, he delves into acquiring new customers through prospecting, referrals, and targeting profitable customer segments.

0:00 Intro

1:15 Recap 

1:49 Revenue 

2:25 Growing Revenue Quickly

5:35 Growing Revenue Quickly: Long Term Retention

13:44 Growing Revenue Quickly: Increasing the Transaction Size

17:48 Growing Revenue Quickly: Acquiring New Customers

21:54 “Sales are Vanity, Margin is Sanity, and Cash Flow is Reality” 

24:32 Health and Wellbeing Tip  

25:28 Outro 

In this episode, Ben Wright discusses different pricing strategies that can be used to achieve fast revenue growth. He explains eight pricing strategies, including cost-based pricing, competition-based pricing, value-based pricing, penetration pricing, skimming pricing, premium pricing, promotional pricing, and dynamic pricing. Ben highlights the benefits and pitfalls of each strategy and provides insights on when to use them. He also emphasizes the importance of continuously evaluating and adjusting pricing to meet customer needs and stay competitive.

It is important to note that Long-term retention, increasing transaction size per customer, and acquiring new customers are three main ways to achieve fast revenue growth; Pricing strategies should be based on customer value and perception, market dynamics, and competition; Value-based pricing, promotional pricing, and dynamic pricing are effective strategies for fast growth; Micro changes through discipline, such as appreciation, gratitude, and perspective, can lead to personal growth.

0:00 Intro

1:13 Recap  

2:59 8 Great Pricing Strategies 

3:31 8 Great Pricing Strategies: Cost Based Pricing

4:38 8 Great Pricing Strategies: Competition Based Pricing 

6:00 8 Great Pricing Strategies: Value Based Pricing 

7:36 8 Great Pricing Strategies: Penetration Pricing 

8:22 8 Great Pricing Strategies: Skimming Pricing 

9:09 8 Great Pricing Strategies: Premium Pricing

10:20: 8 Great Pricing Strategies: Promotional Pricing

12:07 8 Great Pricing Strategies: Dynamic Pricing

12:50 Best of These Strategies

14:06 How To Apply These Strategies 

17:31 Health and Wellbeing Tip

In this episode of the Stronger Sales Teams podcast, Ben Wright discusses effective growth hacks for lead generation. This is the third and final episode in the 'Fast Revenue Growth' series.

Ben shares ten revenue growth hacks that can help businesses emphasize fast growth. These hacks include getting aligned with the sales process, using tech to prospect, embracing content to build a following, and leveraging technology to shorten the sales cycle and increase close rates. Ben also emphasizes the importance of training, mindset, and celebrating wins in achieving fast growth.

Get your notepad and pen ready because this JAM-packed episode is overflowing with tips! Don't miss out—you'll want to listen to it on repeat!

0:00 Intro

1:17 Recap

4:45 Growth Hacks for Lead Generation

5:19 Growth Hacks for Lead Generation: Aligned with the Sales Process

6:10 Growth Hacks for Lead Generation: Repeatable Message

7:37 Growth Hacks for Lead Generation: Leveled Responsibilities between Sales and Marketing

10:07 Growth Hacks for Lead Generation: Embracing Tech to Prospect

13:57 Growth Hacks for Lead Generation: Embracing Content to Build a Following

15:00 Growth Hacks for Lead Generation: Embracing Tech to Shorten the Sales Cycle

17:11 Growth Hacks for Lead Generation: Embracing Tech to Increase Close Rates

19:09 Growth Hacks for Lead Generation: TRAINING! TRAINING! TRAINING!

19:33 Growth Hacks for Lead Generation: Lead by Example

19:53 Growth Hacks for Lead Generation: Celebrate Wins

21:13 Next Up!

21: 45 Health and Wellbeing Tip

22: 46 Outro

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Mark Stouse is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge their ROI gap. He is an award-winning B2B CMO and CCO and has been a pioneer in connecting marketing investments to revenue, margin and cash flow.

In this episode of Stronger Sales Teams Podcast, Mark Stouse, CEO of Proof Analytics, discusses the challenges that CEOs and CFOs face in understanding the true business impact and financial worth of their marketing and sales efforts. He introduces Proof Business GPS, a platform that provides cause and effect analytics to optimize marketing and sales strategies. Stouse explains that in 2023 and beyond, go-to-market optimization will require a cohesive approach that considers the entire customer experience. He emphasizes the importance of experience and adversity in sales teams and offers advice on how sales leaders can prepare their teams for challenging times.

Key Takeaways:

• CEOs and CFOs are increasingly seeking cause and effect analytics to understand the true business impact of marketing and sales efforts.
• Go-to-market optimization in 2023 and beyond will require a cohesive approach that considers the entire customer experience.
• Sales leaders should value experience and adversity in their teams to prepare for challenging times.
• Empathy and leading from the front are key to gaining alignment and engagement from sales teams in difficult times.

0:00 Intro 

1:19 Guest Introduction

2:45 About Mark Stouse and Proof Analytics 

7:38 What's Changed in the World of Go-to Market Optimization

11:34 Behaviors that A Sales Leaders Should Focus On

14:50 Preparing the Team for What’s Ahead 

17:35 Aligning Your Team

20:22 Outro 

About our guest:

Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics to show marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels. 

An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders. 

Rate, Review, & Follow

If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

Mark Stouse is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge their ROI gap. He is an award-winning B2B CMO and CCO and has been a pioneer in connecting marketing investments to revenue, margin, and cash flow.

In this episode of the Stronger Sales Teams podcast, host Ben Wright interviews Mark Stouse, the Managing Director and Founder of Proof Analytics. They discuss various topics related to sales leadership and performance, particularly in times of adversity. Mark shares his insights on learning hacks, the importance of continuous improvement, and the role of leaders in maintaining alignment within their teams. He emphasizes the need for leaders to take responsibility for their team's performance and to create a safe environment for learning and growth.

Key Takeaways:

• Being on podcasts and engaging in conversations helps consolidate thoughts and generate new ideas.
• Continuous learning and building a broad knowledge base are essential for effective leadership.
• Leaders are responsible for maintaining alignment within their teams and clearly enunciating expectations.
• Leaders should not be too hard on themselves during tough times and should acknowledge and learn from their mistakes.

0:00 Intro 

1:14 Recap

1:43 Top Learning Hacks

5:00 Learning Technology

8:17 Bringing Back a Member’s Alignment 

11:43 Apologizing  

14:10 Outro

About our guest:

Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics to show marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels. 

An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders. 

Rate, Review, & Follow

If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, Ben Wright discusses the importance of effective meetings in the post-COVID era. He highlights three key meetings that are crucial for sales teams: weekly team updates, training sessions, and deal reviews. Ben provides tips on how to make these meetings impactful and engaging, emphasizing the need for motivation, clear goals, and follow-up actions. 

Key Takeaways:

* Trying new things is hard, but embracing new experiences leads to personal growth.

* Cross-skilling is essential for adapting to different environments and improving performance.

* Weekly team updates should focus on motivating the team, reviewing past performance, and setting priorities for the upcoming week.

* Training sessions should be consistent, cover technical, sales and business skills, and involve different modalities and guest presenters.

* Deal reviews are the really impactful meetings, where the team works together to workshop and improve live customer projects.

* Individual meetings (1:1's) and coaching sessions are crucial for addressing specific needs and keeping track of individual performance.

* Varying the formats of meetings keeps them interesting and engaging for the team.

0:00 Intro
1:12 Mountain Biking Experience
3:30 Meetings in the Post-Covid Era
4:29 Three Key Meetings
5:02 Three Key Meetings: Weekly Team Meetings
11:12 Three Key Meetings: Training Sessions
14:17 Three Key Meetings: Deal Reviews
18:09 Tips on Effective Meetings: One to Ones
19:21 Tips on Effective Meetings: Weekly Catchups
19:54 Tips on Effective Meetings: Vary Meeting Formats
21:35 UP NEXT WEEK!
22:33 Health and Wellbeing Tip
23: 27 Outro

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In this episode of Stronger Sales Teams, we welcome Thibaut Souyris, founder of Sales Labs, as he shares his insights on the changing landscape of prospecting in B2B sales. He emphasizes the importance of understanding human psychology and particularly that of trying to tap into peoples internal motivations. Thibaut discusses the challenges of reaching prospects in a world saturated with cold emails and calls, and offers strategies for standing out and starting meaningful conversations. He highlights the need for Sales Leaders to understand the motivations of their team members and create an environment that aligns with their needs. Thibaut also explores the role of AI in prospecting and the importance of crafting quality messages that resonate with potential customers.

Key Takeaways:

• Prospecting has become more challenging due to the abundance of connections being online, or happening virtually.
• Building a habit of consistent prospecting is crucial for success, but it's also important to experiment with different tactics and channels.
• Understanding human psychology and focusing on trying to uncover an individual's unique motivations.
• Sales Leaders should invest time in understanding the ideal customer profile and the problems their team can solve for potential customers.
• Active listening and understanding the motivations of team members are essential traits for successful sales leaders.

About Our Guest:

Thibaut Souyris is a successful entrepreneur, corporate leader, and expert sales coach. With over a decade of experience in selling technology products, he now focuses on training and coaching salespeople to improve their prospecting skills. He is the founder of Sales Labs, where he provides online training and coaching programs to help sales teams book more meetings and generate pipelines. Thibaut Souyris is also a published author and has been featured on various podcasts and platforms.

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If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
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In this episode of the Stronger Sales Teams podcast, Ben shares the results of a market research study on the biggest challenges faced by Sales Leaders in 2023. The top five challenges identified are talent management, building trust with customers, customer attention or key account management, social selling, and using technology effectively. Ben provides actionable steps and insights to help overcome these challenges and build stronger sales teams.

Key Takeaways:

• Talent management is the number one challenge for sales leaders, including recruiting staff, managing and motivating existing staff, and team engagement.
• Building trust with customers is crucial, and sales leaders should focus on having a clear sales process, working on prospecting skills, and engaging with multiple decision makers in an organization.
• Customer attention and key account management require building relationships, checking in with customers, and having a key account management framework.
• Social selling is important for sales teams, and sales leaders should encourage their teams to create content, engage with social media platforms, and network effectively.
• Using technology effectively is a challenge, and sales leaders should focus on video communication, automation, upskilling themselves, and nurturing their teams to build tech habits.

0:00 Intro

1:11 Market Research Study 

2:35 Sales Leader’s Biggest Challenges for 2023 

2:47 Biggest Challenges for 2023: Talent Management 

6:47 Biggest Challenges for 2023: Building Trust with Customers  

11:47 Biggest Challenges for 2023: Customer Retention

15:05 Biggest Challenges for 2023: Social Selling

19:00 Biggest Challenges for 2023: Using Technology Effectively

25:31 Health and Wellbeing Tip

26:69 Outro

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Following on from Episode 26, where Ben shared the results of a large piece of market research, 'Sales Leaders' Challenges in 2023 and Beyond', Ben dives deeper into the number 1 challenge that was identified - talent management.

Ben identifies eight key traits of successful salespeople and provides examples and advice on how Sales Leaders can foster these traits within their teams. The traits include expanding reach, understanding the customer's problem, objection handling, reaching decision makers, contributing to team success, having a continued appetite for learning, using a small number of metrics, and focusing on the customer.

Key Takeaways:

• Successful salespeople expand their reach by networking, creating content, building internal relationships, and seeking referrals.
• They spend time understanding the Customer's problem and/or opportunity before talking about their own brand or business.
• Effective salespeople handle objections by asking questions and using a structured approach like the 'Feel Felt Found' model.
• They proactively reach decision makers before the final decision is made.
• Successful salespeople contribute to team success by engaging with colleagues and offering assistance.
• They have an insatiable appetite for learning and continuously seek new knowledge and skills.
• Effective salespeople focus on a small number of metrics to drive their behaviors and track their performance.
• The Customer is the main focus for successful salespeople, and they stay on top of the customer's journey and needs.

Time Stamps: 

0:00 Intro

1:11 Recap

2:01 Talent Management

2:26 Behaviors of a High Performing Salespeople

3:17 Behaviors of a High Performing Salespeople: Expanding Reach

5:28 Behaviors of a High Performing Salespeople: Understanding the Customer Problem / Opportunity

7:32 Behaviors of a High Performing Salespeople: Handling Objections

11:08 Behaviors of a High Performing Salespeople: Reaching to the Decision Maker

13:47 Behaviors of a High Performing Salespeople: Contributing to Team Success

15:25 Behaviors of a High Performing Salespeople: Learning New Things

18:20 Behaviors of a High Performing Salespeople: Using Metrics

19:59 Behaviors of a High Performing Salespeople: Customer is the Focus

21:52 Recommendations

23:51 Health and Wellbeing Tip 

26:04 Outro

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I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, Ben discusses the importance of continuous learning for Sales Leaders. He shares his own approach to learning and provides a structure for developing a personalized learning program. Ben emphasizes the need for Sales Leaders to stay ahead of trends and engage their teams effectively. He highlights four key ways to approach learning: content subscriptions, podcasts, coaching and mentoring, and team training sessions. Ben also offers tips for maximizing learning and integrating new knowledge into daily practices.

Key Takeaways:

• Sales Leaders should aim to spend about 10% of their working week on learning.
• Ben's own preferred methods for learning: content subscriptions, podcasts, coaching and mentoring, and team training sessions.
• It is important to embed new knowledge into daily practices to maximize its impact.

0:00 Intro

1:12 Recap 

2:00 Preparing to Learn Effectively 

4:09 Preparing to Learn Effectively: Content Subscription 

6:55 Preparing to Learn Effectively : Podcast

11:52 Preparing to Learn Effectively: Coaching and Mentoring

14:42 Preparing to Learn Effectively: Team Training Sessions 

19:13 Structure for Training Sessions 

23:43 Health and Wellbeing Tip

24:48 Outro

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In this episode of Stronger Sales Teams, Justine Beauregard - Sales Coach and Trainer - shares her insights on pitching leadership, networking, and formulating a sales pitch for you. She emphasizes the importance of building connections and relationships in sales, both through traditional networking and social media. Justine also highlights the need for sales teams to have a balance of IQ and EQ, using a framework while also being present and adaptable in conversations. She encourages Sales Leaders to provide opportunities for their teams to practice and improve their sales skills.

About The Guest:

Justine Beauregard has been a Sales Coach + Trainer since 2008, helping entrepreneurs love what they sell and how they sell it! She’s helped more than 550 clients increase their income by up to 2,300% - and have fun doing it!

After helping to scale multiple small businesses to $300M, she knows where businesses get stuck and what makes them truly successful, sharing those lessons with clients and on her podcast, People Over Profit.

In her words, “Too many entrepreneurs are ‘hidden gems’ who deserve to be seen! You're special. You have a set of skills, gifts, and natural abilities no one else has, and your business is how you share them with the world. My job is to not only help you see them but help others see them too.”

To connect with and learn more about Justine, visit justinebeauregard.com.

Instagram: https://instagram.com/justinebeauregardcoach

Facebook: https://www.facebook.com/JustineBeauregardCoach

LinkedIn: https://www.linkedin.com/in/justinejbeauregard

Clubhouse: https://www.clubhouse.com/@justinebcoach

Time Stamps

0:00 Intro

1:10 Guest Introduction

3:22 About the Guest

5:40 Pitching Leadership

8:08 Getting Better at Pitching 

11:01 Networking

14:10 Networking: First Impression 

19:03 Sales Pitch 

23:00 Effective Networking Today 

25:06 Scripting vs. Non Scripting

29:45 Connect with the Guest! 

30:56 Outro

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In this episode, Ben discusses the importance of entrepreneurial thinking (E-thinking) in businesses. He explains that E-thinking is the ability to think critically and bring new ideas into a business to drive growth and improve performance. Ben highlights the challenges that Sales Leaders face in talent management, building trust with customers, key account management, social selling, and using technology effectively. He provides a blueprint for bringing E-thinking into a business, focusing on the will to think and the skill to act. He suggests creating an environment of continuous improvement, replacing a fear of failure with a desire to do, promoting creative thinking, and empowering employees to make decisions. Ben also outlines a process for implementing E-thinking, including selecting targeted projects and reviewing and adjusting the approach.

Key Takeaways:

• E-thinking is the ability to think critically and bring new ideas into a business to drive growth and improve performance.
• E-thinking is crucial in addressing challenges such as talent management, building trust with customers, key account management, social selling, and using technology effectively.
• Creating an environment of continuous improvement, replacing a fear of failure with a desire to do, promoting creative thinking, and empowering employees to make decisions are key elements of E-thinking.
• Implementing E-thinking involves selecting targeted projects, working with an E-thinking champion, and setting goals and deadlines.

Time Stamps

0:00 Intro

1:12 Entrepreneurial Thinking (E-Thinking)

2:05 Recap on Key Challenges in 2023 and 2024

8:32 What is E-Thinking?

9:28 How to Bring E-Thinking into the Business

11:54 How to Bring E-Thinking into the Business: Will

16:31 How to Bring E-Thinking into the Business: Skill

19:45 Action Items

25:20 Health and Wellbeing Tip

26:42 Outro

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In this episode of the Stronger Sales Teams podcast, Ben speaks with Taft Love, a Sales Operations Leader and Founder of Iceberg RevOps. Ben and Taft discuss the evolving world of B2B sales management, the role of AI in sales, and the transition from Founder-Led Sales to hiring external sales teams. Taft shares his insights on the traits of successful sales leaders, the importance of adaptability and intellectual curiosity, and the role of emotional intelligence in leading sales teams. He also emphasizes the significance of accurate and trustworthy data in sales operations.

About the Guest

Taft Love is a former Police Officer and Federal Investigator who has transitioned into a Sales Operations leader. He has built sales development operations teams for high-growth startups such as PandaDocs, SmartRecruiters, and Doxy. Taft is currently leading teams at Dropbox and also serves as an advisor and investor for various companies. He is the founder of Iceberg RevOps, a company that helps small startups transition from founder-led sales to having an in-house qualified operations team.

Key Takeaways:

• Adaptability and intellectual curiosity are key traits of successful Sales Leaders.
• Emotional intelligence plays a crucial role in leading sales teams effectively.
• Accurate and trustworthy data is essential for making informed sales decisions.
• AI has the potential to improve data accuracy and trustworthiness in sales operations.

Time Stamps:

0:00 Intro

1:15 Guest Introduction

2:39 About the Guest

4:28 Terminology in Sales

6:31 Sales Enablement

7:57 Moving From Founder Led Sales

13:09 Future With A.I.

15:45 Use of A.I.

17:40 Data Accuracy vs. Data Trustworthiness

20:56 Traits of a Successful Sales Leader

22:24 Guest’s Learning Go-to’s

23:44 Guest’s Information

24:24 Outro

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In this episode, Ben Wright discusses his go-to coaching model, the GROW Model. He explains that simplicity, practicality, and real-world applicability are key factors in choosing a coaching model. The GROW model, developed by John Whitmore, consists of four steps: Goals, Reality, Options, and Will. Ben emphasizes the importance of awareness and responsibility in the coaching process. He provides a detailed example of how he recently used the GROW Model to help a Leader empower and enable their team. 

Key Takeaways:

• The GROW Model consists of four steps: Goals, Reality, Options, and Will.
• Awareness and responsibility are crucial in the coaching process.
• The GROW Model can be applied to various situations, such as improving sales performance or empowering a team.
• Asking open-ended questions and avoiding judgment are essential in the coaching process.

0:00 Intro

2:42 The Importance of a Coaching Model 

4:07 G.R.O.W. Model

7:29 G.R.O.W. Model: Two Key Parts

9:20 G.R.O.W. Model: Goal

10:39 G.R.O.W. Model: Reality 

12:27 G.R.O.W. Model: Options

14:10 G.R.O.W. Model: Will

20:57 Rolling the G.R.O.W. Model out

22:50 Next Up!

23:50 Health and Wellbeing Tip 

25:10 Outro 

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Summary

In this episode, we flip the tables and guest Jim Salter-Duke interviews Ben about his own experience leading sales teams and his journey as an entrepreneur. Ben shares his story, starting with his corporate career and then onto his fruit and veg business including the challenges he faced along the way. He then discusses his transition into the lighting and solar industry, where he learned valuable lessons about entrepreneurship. Ben also talks about his current venture, Stronger Sales Teams and the importance of coaching and personal development...and why he's now chosen to spend his time sharing his knowledge and experience as a coach to business and sales leaders worldwide. 

About our interviewer:

Jim Salter-Duke is an experienced coach, people leader and Energy Industry leader. He has 20 years experience leading teams as diverse as a 15 person startup or 3000 people across 13 sites at Telstra Philippines. He's passionate about people development and the Energy transition, and has found a great role combining both at EnergyAustralia Solar. Give him a follow on LinkedIn.

Key Takeaways:

• Entrepreneurship is about taking control of your own journey and being willing to take risks.
• Building strong relationships and creating a positive work environment are essential for success.
• Persistence and the ability to learn from failures are key traits of successful entrepreneurs.
• Entrepreneurial thinking can be applied in any organization by being curious, creative, and persistent.
• Leveraging your strengths and being willing to challenge the status quo are crucial for entrepreneurial success.

0:00 Intro

1: 10 Recap

1:38 Guest Introduction

3: 25 Ben’s Entrepreneurial Story

5:40 When Life was Threatened Over Some Rotten Vegetables

7:30 The Fruit and Vegetable Business

10:00 Developing the Business Through Failures

11: 30 The Thinking Behind the Business 

12:30 The Reason Behind Coaching and Podcast 

13:21 Learning About Entrepreneurship

16:50 E-Thinking  

23:00 Persistence

23:55 Being More Entrepreneurial

30: 45 Outro

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In this episode, Ben interviews Chet Lovegren, The Sales Doctor. They discuss the importance of social selling and storytelling in sales, and how Sales Leaders can develop these skills within their teams. Chet emphasizes the value of creating content that provides value to the audience and engages them in a conversation. He also shares the before and after bridge framework (BAP) for effective storytelling. Chet advises Sales Leaders to build a personal advisory board and seek out direct and indirect mentors for continuous learning and growth.development.

About the Guest:

Chet Lovegren is a sales expert and the founder of The Sales Doctor. With over a decade of experience in sales and sales leadership, Chet has helped develop teams and train individuals in various industries. He is known for his expertise in social selling and storytelling, and he is passionate about helping sales leaders build high-performing teams.

Key Takeaways:

• Social selling is about creating value and building relationships before making a sale.
• Storytelling plays a crucial role in sales by creating vivid imagery and engaging prospects.
• The before and after bridge framework (BAP) is an effective way to structure storytelling in sales.
• Sales Leaders should build a personal advisory board and seek guidance from direct and indirect mentors.
• Sales Leaders can lead by example in storytelling and social selling to inspire their teams.

Timestamps:

0:00 Intro

1: 25 Guest Introduction

3:18 About the Guest 

8:54 What is Social Selling?

13:20 Worrying About Social Selling

17:44 Making Social Selling Work

21:00 Storytelling

25:00 Growing Storytelling

27:48 Guest’s Learning Go-to’s

29:30 Connect with the Guest! 

30:08 Outro

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In this episode, Ben discusses the importance of understanding where your sales team is at in their development and how to effectively coach and lead them based on their stage. He introduces Tuckman's model of team engagement, which includes the stages of Forming, Storming, Norming, and Performing. Ben provides practical tips and strategies for each stage, emphasizing the need for communication, training, and building a strong team culture. He also highlights the importance of personalizing training programs to maximize individual performance. A jam-packed episode offering valuable insights for Sales Leaders looking to develop high-performing teams.

Key Takeaways:

• Understanding the developmental stage of your sales team is crucial for effective coaching and leadership.
• In the Forming stage, focus on building relationships, defining roles, and establishing team values.
• During the Storming stage, address conflicts and disagreements by fostering open communication and teamwork.
• In the Norming stage, ensure that the established rules of engagement are still relevant and encourage continuous learning.
• The Performing stage requires ongoing learning, personal growth plans, and managing burnout to maintain high performance.

Timestamps:

0:00 Intro

1:48 Coaching for Success

4:08 Understanding Where the Team is At

4:30 Tuckman’s Model for Team Engagement

5:08 Tuckman’s Model: Forming

6:02 Tuckman’s Model: Storming

7:36 Tuckman’s Model: Norming

8:35 Tuckman’s Model: Performing

9:14 Leveraging the Tuckman’s Model

23:02 Coming Up

23:29 Health and Wellbeing Tip

24:57 Outro

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In this Episode, David CM Carter joins the Stronger Sales Teams podcast to discuss the importance of character in personal and professional development. He introduces the concept of "Entelechy," which refers to the ultimate version of a person with their full potential realized.

Carter explains that character is a subdomain of personality and emphasizes the significance of developing character qualities to enhance skills and performance. He introduces Entelechy Academy, which focuses on helping individuals and organizations develop character through personalized learning journeys. Carter highlights the importance of agility and resilience in today's rapidly changing world and speaks of the value of quality conversations and reflective learning.

About the Guest:

David CM Carter is a serial entrepreneur and the founder of Entelechy Academy. With over 40 years of experience in creating innovative businesses and mentoring leaders, he is known as the world's leading CEO mentor. Entelechy Academy is his legacy project, where he brings together experts in education, coaching, and professional organizations to help individuals become the best versions of themselves.

Key Takeaways:

• Entelechy refers to the ultimate version of a person with their full potential realized.
• Character is a subdomain of personality and plays a crucial role in personal and professional development.
• Developing character qualities, such as accountability, collaboration, and adaptability, enhances skills and performance.
• Entelechy Academy offers personalized learning journeys to help individuals and organizations develop character.
• Agility and resilience are essential qualities in today's rapidly changing world.
• Reflective learning and engaging in quality conversations contribute to personal growth and learning.

Time Stamps:

0:00 Intro

1:33 Guest Introduction

2:15 Entelechy Academy 

7:00 Personality and Character

8:50 Improving Character

14:47 Training and Building Teams

18:20 Go-to's for Learning

21:57 Where to Find Guest

22:57 Outro

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In this episode of the Stronger Sales Teams podcast, Ben discusses the importance of time management for Sales Leaders. He shares his personal experience of once being overwhelmed with a large team and offers practical tips and hacks for effective time management.
Ben emphasizes the need for clear goals, prioritizing tasks, and understanding one's preferred communication and operating modalities. He also shares his daily schedule and highlights the importance of setting boundaries and being organized.

Key Takeaways:

• Clear goals are crucial for effective time management. Align daily activities with specific, measurable goals.
• Prioritize tasks using Covey's model of urgency and importance. Focus on important and urgent tasks first.
• Communicate your preferred communication and operating modalities to others. Set boundaries and stick to them.
• Be organized and set up practices that align with your preferred methods of working.
• Create a daily schedule that allows for focused work, breaks, and time with family.

Timestamps:

0:00 Intro

1:11 Recap

2:00 Time Management

4:05 Time Management Hacks

4:25 Time Management Hacks: Having Goals

6:45 Time Management Hacks: Prioritizing Tasks

7:04 Covey’s Model of Time Management

10:35 Time Management Hacks: Operating Method

15:41 Recommended Hacks for Time Management

17:01 Ben’s Daily Schedule for Time Management

21:57 Health and Wellbeing Tip

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In this episode of the Stronger Sales Teams podcast, Matt Swalley, Co-Founder of Omneky, joins Ben Wright to discuss the evolving role of AI in Sales. Matt explains how sales has shifted from face-to-face interactions to more transactional and digital processes. He highlights the importance of personalization in marketing and how AI can be used to generate and optimize personalized ad creatives. Matt also emphasizes the need for sales teams to embrace AI tools and provides tips for preparing and capitalizing on AI advancements.

Key Takeaways:

• Sales has evolved from face-to-face interactions to more transactional and digital processes.
• Personalization is crucial in marketing, and AI can generate and optimize personalized ad creatives.
• Sales teams should embrace AI tools and subscribe to AI newsletters to stay updated on new technologies.
• Prompt engineering is a valuable skill for maximizing AI outputs.
• AI empowers creativity and streamlines sales processes, but employees' jobs will not be eliminated.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

3:03 Omneky

4:38 Evolution of Sales

6:29 Sales Channels

10:21 Capitalizing AI Tools

12:25 A.I. as a Co-Pilot Rather Than Human Replacement

15:19 Guest’s Learning Tips

17:55 Guest’s Socials

18:45 Outro

About The Guest:

Matt Swalley is a co-founder at Omneky, an AI marketing platform that generates and optimizes personalized ad creatives to increase sales across all digital touchpoints. With 13 years of strategic leadership experience at AT&T, Matt has a strong background in corporate strategy, business development, and sales team growth. He is passionate about leveraging AI to empower creativity and streamline sales processes.

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In this episode, Ben Wright discusses how to transform annual performance reviews into growth-driven meetings. He emphasizes the importance of mindset and provides five key points for leaders to keep in mind during these reviews. Ben then shares three common ways to make performance reviews more effective and focused on growth: goal setting, two-way outcomes, and focusing on strengths while managing weaknesses. He also provides tips for softening the anxiety often associated with performance reviews.

Key Takeaways:

• Performance reviews should be seen as two-way conversations focused on growth.
• Set SMART goals that are relevant to the individual's current and future needs.
• Focus on two-way outcomes for the Individual, Leader, and Organization.
• Capitalize on strengths and manage weaknesses to optimize performance.
• Health & Wellbeing Tip: Build routines gradually and focus on one change at a time.

Time Stamps:

0:00 Intro

2:50 Annual Performance Reviews as a Game Changer

3:20 Performance Meetings Mindset: Two Way Conversation

4:01 Performance Meetings Mindset: Develop True Growth Programs

4:22 Performance Meetings Mindset: Put Your Team Up in the Lights

4:57 Performance Meetings Mindset: No Surprises

5:29 Performance Meetings Mindset: No Consequence Meeting

6:25 3 Ways to Nail Performance Review Meeting

6:50 3 Ways to Nail Performance Review Meeting: Goal Setting

9:06 3 Ways to Nail Performance Review Meeting: Two Way Outcomes

13:26: 3 Ways to Nail Performance Review Meeting: Capitalizing on Strength and Managing Weaknesses

18:08 Health and Wellbeing Tip

19:39 Outro

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In this episode of the Stronger Sales Teams podcast, host Ben Wright interviews Tom Slocum, Founder of The SD Lab. They discuss the changing landscape of sales leadership, particularly in the virtual world, and the importance of emotional intelligence (EQ) in sales leadership. Tom emphasizes the need for sales leaders to listen, be present, exercise emotional control, and adapt to the rapidly changing sales environment. He also highlights the value of learning from other sales leaders and embracing technology to stay agile and effective.

About the Guest:
Tom Slocum is the founder of The SD Lab, a top-of-funnel sales consulting agency that helps organizations break through the noise and build brand awareness. With over a decade of experience in sales and revenue acceleration, Tom is passionate about helping sales leaders and teams achieve their revenue goals by blending strategic insight with a human touch. He is known for his expertise in crafting personalized sales playbooks, optimizing sales processes, and training teams for success.
 

Key Takeaways:

• Sales leaders must focus on developing their emotional intelligence (EQ) to build trust and support their teams in the virtual world.
• Being present and actively listening to team members is crucial for effective sales leadership.
• Sales leaders should exercise emotional control and manage their reactions to create a positive and supportive environment.
• Adaptability and agility are essential traits for sales leaders to navigate the rapidly changing sales landscape.
• Learning from other sales leaders and embracing technology are key strategies for improving sales leadership skills.

Time Stamps:

0:00 Intro

1:48 Guest Introduction

3:30 SD Labs

8:55 Changes on Sales Leadership

13:35 Growing EQ

20:12 What to Focus as a Sales Leader

24:40 Outro

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In this episode of the Stronger Sales Teams podcast, Ben Wright discusses how to build a high-performance culture based on trust. He shares three key strategies for creating a culture of trust within a sales team: involving the team in the planning process, defining clear rules of engagement, and executing the plan with consistency. By implementing these strategies, leaders can foster trust, engagement, and accountability within their teams.

Key Takeaways:

• Teams should be involved in the planning process to increase engagement and accountability.
• Clear rules of engagement should be established to define how the team works together.
• Consistency in executing the plan and holding team members accountable is crucial for building trust and achieving high performance.

Time Stamps:

0:00 Intro

1:10 Build a Performance Based Culture Based on Trust

5:00 Teams Building the Boat Themselves

8:52 Be Clear on How to Steer the Boat

12:45 Implementing the Plan

18:18 Health and Wellbeing Tip

19:45 Outro

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In this episode, Nick Jones, Head of Commercial and Sales Energy Solutions at Shell Energy Australia, shares his five key principles for sales and leadership success: honesty, healthy ego, family first, playing to strengths, and managing peaks and troughs. He emphasizes the importance of being genuine and authentic in sales, as well as prioritizing family and personal well-being. Nick also discusses the value of playing to individual strengths and providing opportunities for growth and development. Finally, he highlights the need to manage the highs and lows of the sales profession and shares strategies for maintaining mental and emotional well-being.

About the Guest:
Nick Jones is the Head of Commercial and Energy Solutions at Shell Energy Australia. With over 20 years of experience in sales and leadership, Nick is passionate about building high-performing teams and creating positive outcomes for customers. He believes in the importance of honesty, healthy ego, family first, playing to strengths, and managing peaks and troughs in order to achieve success in sales and leadership.

Key Takeaways:

• Honesty and authenticity are crucial in sales to build trust and long-term relationships with customers.
• Balancing family and work is essential for overall well-being and productivity.
• Playing to individual strengths leads to higher performance and job satisfaction.
• Managing peaks and troughs in sales requires self-care and mental resilience.
• Continuous learning and personal development are key to staying competitive in the sales industry.

Time Stamps:

0:00 Intro
1:23 Guest Introduction
3:09 Passion for Sales and Leadership
5:07 Guest’s Leadership Approach
7:37 Managing Ego
10:12 Managing Conflict Between Family and Business
12:27 Managing Strengths and Weaknesses of the Team
15:40 Will to Adapt
17:30 Managing Peaks and Troughs

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In this episode, Ben speaks with Tom Slocum, Founder of The SD Lab, about the importance of social branding in building a successful top-of-funnel sales strategy. Tom explains that social branding involves being authentic, bringing humour into content, and educating through entertainment. He emphasises the need to build a community around your brand and shares practical tips for leveraging social media, such as engaging in the comments, sharing authentic content, and cross-collaborating with others.

About the Guest:

Tom Slocum is a seasoned sales strategist and the founder of The SD Lab, a top-of-funnel sales consulting agency. With over a decade of experience in the sales and revenue acceleration space, Tom specialises in crafting personalised sales playbooks, optimising sales processes, and training teams for success. He is passionate about helping sales leaders and teams achieve their goals by blending strategic insights with a human touch.

Key Takeaways:

• Social branding builds trust and credibility at scale, allowing you to reach a larger audience and stand out among competitors.
• Authenticity and humour are key elements of successful social branding, as they help create connections and engage with prospects.
• Repurposing content from social media can be an effective way to personalise your prospecting strategy and provide value to potential customers.

Time Stamps:

0:00 Intro

1:14 Guest Introduction

2:41 The SD Lab

4:12 Top Of Funnel Activity

5:35 Social Branding

11:48 Building that Great Social Brand

16:16 Prospective Strategy for Business

19:25 The Cold Calling Tournament

20:45 Tips on Building Community

23:40 Guest’s Socials

24:17 Outro

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In this episode, guest Barrett King discusses the importance of training in B2B sales and how it contributes to revenue growth. He emphasises the need for a comprehensive and ongoing training program that includes diverse learning modalities. Barrett also highlights the value of peer-to-peer learning and the role of subject matter experts in training. He encourages individuals to be students of the problem and turn creativity into an advantage.

About the Guest:

Barrett King is an experienced leader in the B2B SaaS industry with over ten years of experience in building partnerships and executing go-to-market strategies. He has worked at HubSpot and is currently a part of New Breed, one of HubSpot's top partners. Barrett is skilled in identifying and cultivating new business opportunities and driving revenue growth.

Key Takeaways:

• Training should be cumulative and ongoing, with a focus on knowledge transfer and skill development.
• Diverse learning modalities, such as written, verbal, and video formats, should be used in training programs.
• Peer-to-peer learning and feedback sessions are essential for reinforcing knowledge and skills.
• Being a student of the problem and continuously learning contributes to personal and professional growth.
• Effective training programs empower individuals to share their knowledge and become subject matter experts.
• Download Hubspot x Surfe's '51 Tips for Social Selling on LinkedIn and Beyond'

Time Stamps:

0:00 Intro

1:33 Guest Introduction

2:38 New Breed

6:36 Saas

8:57 Effective Training Program

13:52 Learning Modalities

17:20 Training to Revenue Growth

20:00 The Student of The Problem

23:36 Guest Socials

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In this Episode, Ryan Staley, Founder and CEO of Whale Boss, discusses the opportunities for Sales Leaders in leveraging AI. He emphasizes the importance of knowing your strengths and using AI to enhance those, and also to support your weaknesses. Ryan introduces the TEAMS framework, which stands for Time, Execution, Acumen, Money, and Skills, and explains how Sales Leaders can apply AI in each of these areas. He also shares practical advice on how to get started with AI and avoid getting overwhelmed.

About the Guest:

Ryan Staley is the Founder and CEO of Whale Boss, where he helps technology founders grow their businesses. With over 800 CROs and Sales Leaders taught, Ryan has extensive experience in enterprise sales and has worked with companies such as Google, Amazon Web Services, Stripe, Salesforce, and Uber.

Ryan also has his own podcast - The Scale Up Show - make sure you check it out! 

Here are those free resources & cheat sheets that Ryan promised us... https://www.aiforrevenue.com/sale-ai-accelerator-home

Key Takeaways:

• Leverage AI to support your weaknesses and multiply your strengths.
• Use AI to save time and execute deep work projects more efficiently.
• Gain instant acumen by asking AI specific questions about your target audience.
• Use AI to optimize your financial decisions and save costs.
• Develop new skills and enhance existing ones with AI tools.

Time Stamps:

0:00 Intro

1:25 Guest Introduction

2:34 Whale Boss

5:50 AI Application

8:00 Opportunities Around AI

10:40 Challenges on AI

12:54 T.E.A.M.S.

17:03 AI Doom Loop

23:13 Guest’s Socials

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In this riveting episode of the Stronger Sales Team Podcast, Ben delves into the vast realm of B2B sales management, sharing invaluable insights and actionable strategies with his special guests, Darcy Smyth and Steve Claydon from Outbound Game. The show outlines the dynamic interplay between personal development, team leadership, and the utilization of gamification to enhance sales effectiveness. 

Ben opens the discussion by highlighting some of the common hurdles faced by new Sales Leaders, particularly those transitioning from being top-performing salespeople to guiding a team. As Darcy and Claydon articulate, these leaders often grapple with unexpected challenges, from implementation gaps to mental health considerations. The conversation transitions into how businesses contend with global pressures, emphasizing the need to be creative and efficient in light of evolving AI and automation technologies. The guests share their approach to balancing human connection with automated processes, underscoring the significance of authentic relationships in the current business landscape.

About the Guest:

Darcy Smyth is recognised for his decade-long expertise in sales, training, and mentoring, specializing in understanding the intricacies of the human mind and consumer behaviour. Currently, Darcy co-leads Outbound Game, undertaking new and ongoing team responsibilities. With a fascination for golf, he is also a dedicated father. 

Steve Claydon, the strategist and design maven behind Outbound Game. Steve's role is pivotal in assisting organisations worldwide to shatter their monthly sales goals. Steve is an enthusiast of helicopter simulations and inventing card and board games, underpinning the fun motif of Outbound. He's also a family man, taking pride in his role as a husband and father of three, including his newly born, Sammy.

Key Takeaways:

• Transitioning from a top salesperson to a sales leader presents distinctive challenges, including gaps in implementation, leadership skills, and mental well-being.
• Doing more with less has become a pervasive theme in businesses, pushing leaders to innovatively leverage systems and automation without compromising human-driven relationship building.
• Personal development and continual learning are vital for sales leaders, which can be enriched through pursuing diverse interests and staying curious beyond their industry.
• The importance of setting goal-orientated strategies and structuring learning into one's weekly routine to ensure sustained professional growth.
• New sales methodologies, like social selling and managing remote teams, demand adaptation and a forward-thinking mindset from sales leaders.

Time Stamps:

0:00 Intro

1:15 Guest Introduction

3:07 Outbound

5:11 Challenges of New and Emerging Sales Leaders

8:23 Training Sales Leaders

12:37 Coaching

14:44 Business Wide Challenges

19:30 Doing More With Less

23:15 Learning for Emerging Sales Leaders

28:19 Guest’s Socials

29:09 Outro

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In the latest episode of the Stronger Sales Teams Podcast, Ben takes a reflective journey into the challenges faced by new Sales Leaders, shedding light on the lack of support during their critical transition from individual contributors to team leaders. He looks at the pivotal role Sales Leaders play, particularly those navigating the complex terrain of leadership for the first time.

The episode delves deep into the five consistent behaviours Ben consistently witnesses among successful Sales Leaders. Ben encourages leaders to laser-focus on strategic goal-setting and adopting clear sales processes tailored to their teams. Further, he highlights the importance of streamlined sales metrics, a consistent sales training program, and robust coaching models, emphasising the transformative impact these elements have on team performance.

As the episode concludes, Ben shares his health and fitness tip for the week - encouraging listeners to consider alternatives to prolonged desk sitting for a more dynamic and productive workday. To access further resources, listeners are directed to www.StrongerSalesTeams.com or encouraged to connect on LinkedIn.

Key Takeaways:

• Successful Sales Leaders consistently set strategic, focused goals aligning with their business objectives.
• A clear and simple sales process, co-developed by the team, is essential for repeatable customer value creation.
• Optimised sales metrics should be straightforward, ensuring team members understand what's expected without becoming burdensome.
• Effective training and coaching are paramount, with a focus on enhancing knowledge and fostering continuous personal and professional growth.
• Sales Leaders thrive when they embrace their role as coaches, using models like GROW to enhance their team's talents and capabilities.

Time Stamps:

0:00 Intro

1:55 Behaviours that Drive Sales Leaders

8:38 Setting Goals

10:45 Sales Process

13:19 Metrics and Measurement

17:19 Training

19:08 Coaching

21:21 Health and Wellbeing Tip

22:28 Outro

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In the latest episode of Stronger Sales Teams, Ben welcomes back Darcy Smyth and Steve Claydon, where they take the mic and flip the tables. Listen in as they talk social selling (especially the use of video), emerging tech and AI - is it all a fad or is it here to stay?

They also cover the topic of training, learning and development - how is it best delivered, and is it a mandatory if you’re wanting to succeed in the sales world? 

Finally, they touch on the importance of IQ, EQ and the emerging AQ - listen in to hear more on this!

About the Guests:

Darcy Smyth is recognised for his decade-long expertise in sales, training, and mentoring, specialising in understanding the intricacies of the human mind and consumer behaviour. Currently, Darcy co-leads Outbound Game, undertaking new and ongoing team responsibilities. With a fascination for golf, he is also a dedicated father. 

Steve Claydon, the strategist and design maven behind Outbound Game. Steve's role is pivotal in assisting organisations worldwide to shatter their monthly sales goals. Steve is an enthusiast of helicopter simulations and inventing card and board games, underpinning the fun motif of Outbound. He's also a family man, taking pride in his role as a husband and father of three, including his newly born, Sammy.

Key Takeaways:

• The essential need for hard work in achieving success in sales and business.
• The value of building and maintaining a professional network from a young age.
• The rising importance of emotional intelligence (EQ) over intellectual intelligence (IQ) in leadership.
• The role of technology in sales, especially AI, as an assistant rather than a leader.
• The significance of embracing video content as a mainstay in sales and marketing strategies.

Time Stamps:

0:00 Intro

2:00 Importance of Social Selling

5:18 Cost of No Social Selling

7:43 Social Selling as a Tech Stack

10:05 How are Teams Embracing Tech

14:35 Video: A Fad or here to Stay

18:15 Training: Mandatory or Voluntary

23:20 Two Golden Questions

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In this episode of the Stronger Sales Team podcast, Ben speaks with Steve Plummer, a renowned copywriter and marketing strategist. They discuss how the words we choose can shape perceptions, drive sales, and create powerful connections with customers. Tune in for insights that will transform the way you think about communication...in all forms.

About the Guest:

Steve Plummer - Marketing Strategist, Coach, Sales Expert, and Speaker. With a knack for crafting winning strategies and persuasive copy, Steve has driven millions in sales for businesses of all sizes. With a background in education as a high school head of faculty and deputy principal, Steve is passionate about mentoring and teaching. He is a father of four living on the Sunshine Coast, where he spends his free time on the beach or penning poetry.

Steve is the founder of Symmetry Marketing and author of the book "The Influential Marketer"

Key Takeaways:

• Words are powerful tools that shape our mental state and outcomes; savvy use of language can significantly alter results.
• When writing copy, begin with the customer's wants, needs, and the maturity level of the market.
• Crafting an effective offer is crucial: weak offers yield weak responses, while strong offers compel engagement and conversion.
• AI cannot replace the human touch in copywriting, as it cannot replicate empathy and unique human connection.
• Steve Plummer's book "The Influential Marketer" is crafted as a daily guide to provide bite-sized, actionable marketing insights.

Time Stamps:

0:00 Intro

1:11 Guest Introduction

2:50 Symmetry Marketing

3:57 Words Are Spells

6:16 Mistakes Sales Leaders Make in Writing Copy

11:32 Process of Content Writing

14:24 Tips for Creating Great Copy

18:27 A.I. in Copywriting

20:51 “The Influential Marketer”

24:34 Outro

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Welcome to the 50th episode celebration of the "Stronger Sales Teams" podcast hosted by the dynamic entrepreneur and expert sales coach, Ben Wright. In this milestone episode, Ben delves into his favourite topic—sales training—and its applicability in various aspects of life. Through an anecdote about his past experiences and listener feedback, he sets the stage for revealing the five critical elements of a successful sales training program. These elements encompass customised content, consistent scheduling, concise delivery, compelling presentation, and integration of coaching methodologies for ongoing development.

Key Takeaways:

• Sales training must be tailored or customised to meet the specific needs of your team
• Effective sales training is consistent, happening at regular intervals, like weekly, to foster readiness and engagement.
• Keep training concise with clear, actionable takeaways, ensuring that sessions are memorable and manageable within 30 minutes.
• Training should be compelling, utilising various formats and interactive methods to maintain engagement and prompt action.
• Integrating coaching principles into sales training can make the program an ongoing growth process for your team.

Time Stamps: 

0:00 Intro

1:12 IT’S EPISODE 50!!!

2:08 Training

5:27 Traits of Successful Leaders Who Runs Training Program

6:00 A Training Program must be Customised

7:05 A Training Program must be Consistent

8:25 A Training Program must be Concise

10:25 A Training Program must be Compelling

12:49 Coaching Principles must be Applied to Training

16:54 Health and Wellbeing Tip

19:02 Outro

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Episode 51 of the "Stronger Sales Teams" podcast provides a detailed blueprint for conducting effective strategic planning workshops to empower sales teams. Ben emphasises the importance of preparation, active participation, and accountability. The episode outlines key steps, including reflection on past performance, setting strategic goals, ideation, action planning, and follow-up. Additionally, Wright shares personal insights on intermittent fasting for improved health and wellness.

Time Stamps: 

0:00 Intro

5:13 Template on Strategic Planning

7:19 Structure for Strategic Planning

24:00 Health and Wellbeing Tip

27:37 Outro

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Unlock the secrets to landing dream clients and supercharging your B2B sales team's growth. In this episode, Ben sits down with David Chevalier, CEO of Surfe, to explore innovative strategies for leveraging automation, social selling, and internal champions. Tune in for actionable insights and practical advice that will revolutionise your approach to sales.

David Chevalier shares his remarkable journey with his startup, Surfe, and offers an in-depth look at the strategies that facilitated the acquisition of high-profile clients, including tech giants such as Google and Amazon. Discover how personal connections, strategic positioning, and leveraging brand power contribute to Surfe's flourishing success in the competitive world of SaaS.

As mentioned in today's episode, download the free guide '51 Tips for Social Selling on LinkedIn and Beyond' by HubSpot x Surfe.

About the Guest:

David Chevalier is the co-founder and CEO of Surfe, a Paris-based B2B SaaS startup. This innovative platform seamlessly connects LinkedIn with CRM systems, eradicating the need for manual CRM-related tasks. David's entrepreneurial journey with Surfe began unexpectedly during his study program when he, alongside his co-founder, devised a shortcut to streamline LinkedIn contact exports to CRMs. Under David's leadership, Surfe has experienced remarkable growth, achieving a milestone of 1 million ARR within 1.5 years of its inception. His passion for elevating sales efficiency and efficacy on LinkedIn has led to Surfe securing an impressive roster of clients, which includes notable names like Google and Spendesk.

Key Takeaways:

• Surfe capitalised on innovation and strategic partnerships, like their involvement with HubSpot, to fuel its rapid growth and secure large clients.
• Establishing and nurturing business relationships, even accidental ones, can lead to acquiring significant customers like Google.
• Sales teams can amplify their customer acquisition strategies by targeting end-users to identify pain points and leverage them when pitching to decision-makers.
• Surfe emphasises the importance of internal selling by involving end-users in sales conversations to function as internal sellers and validate the product.
• Automation in the sales process is key, and sales leaders should focus on top-of-the-funnel activities to enhance efficiency and outreach.

Time Stamps:

0:00 Intro

1:16 Guest Introduction

4:02 SURFE

6:34 SURFE 51 Social Selling Tips Publication

9:16 SURFE’s Dream Customer

13:54 Targeting Ideal Customers

21:14 Automation

25:27 Guest’s Socials

26:16 Outro

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In this episode, Ben delves into the art of face-to-face networking and the power of making and receiving referrals. Drawing from his extensive experience as an entrepreneur, corporate leader, and sales coach, Ben shares practical advice on how to effectively navigate networking events and build meaningful connections that drive success. From crafting compelling pitches to mastering the follow-up process, Ben provides actionable strategies to help listeners develop highly effective B2B sales teams and achieve their business goals. 

Ben Wright shares his streamlined approach to mastering referral networking, knowing that for sales managers and entrepreneurs alike, your network can significantly dictate your net worth. Tune in to discover how you can profit from networking and unlock new opportunities in the world of sales.

Key Takeaways:

• Referral Networking Mastery: Learn the "how to think", "what to write", and "when to engage" strategies for successful referrals.
• Creating Effective Referrals: Discover the importance of structured templates and personalised pitches that resonate with potential connections.
• Improving Connection Rates: Understand Ben Wright's metrics for follow-up and engagement to maximise referral outcomes.
• Health and Fitness Tip: Gain insights on how to maintain momentum and well-being, particularly during times when your regular fitness routine is disrupted.

Time Stamps: 

0:00 Intro

2:18 How To Network Effectively

4:00 Importance of Referrals 

5:30 The Will and Skill

7:39 Referrals

8:18 Referrals: How to Think

11:56 Referrals: What to Write

17:23 Referrals: When to Engage

20:30 Recap

23:17 Health & Wellbeing Tip

25:13 Outro

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Summary  

In this episode, host Ben Wright sits down with Dan Brownsher, CEO of Channel Key, to explore the evolving landscape of eCommerce. Dan shares his expertise in navigating the challenges and opportunities presented by emerging trends such as retail media, TikTok, Temu and Shein. Their conversation delves into the current landscape of eCommerce, unpacking strategies for sales growth and the impact of an increasingly competitive online marketplace.

They also address the complexities of managing remote and hybrid teams, offering practical tips for fostering communication, trust, and collaboration.

About the Guest:

Dan Brownsher is an astute thought leader and commentator in the Amazon retail strategy and emerging eCommerce trends. With his significant presence across media outlets like Bloomberg, Forbes, MSN, and the LA Times, Dan has carved out a reputation for being a go-to expert for Amazon practices, policies, and technologies. He is the President, CEO, and Co-Founder of Channel Key, a full-service agency that specialises in strategy development and channel management for brands on Amazon's platform. Under his leadership, Channel Key advises corporations ranging from multimillion-dollar enterprises to fast-paced startups, helping to steer the course of eCommerce businesses globally.

Key Takeaways:

• eCommerce continues to grow, with platforms like TikTok, Temu, and Shein reshaping consumer expectations and offering alternatives to Amazon's retail dominance.
• Sales leaders in eCommerce must focus on strategic planning, identifying clear objectives, and aligning brand identity with the most suitable online marketplace.
• Content creation and thought leadership are pivotal in building brand awareness and can outperform traditional sales tactics like cold-calling.
• The rise of remote and hybrid team structures necessitates clear communication channels and creating opportunities for "digital collisions" to foster collaboration.
• Considering inorganic growth through acquisitions can be a strategic move for businesses aiming to expand rapidly, leveraging market dynamics to their advantage.

Time Stamps: 

0:00 Intro

2:27 Channel Key

4:21 World of eCommerce

7:00 Effects on Amazon with New Entrants

8:44 Increase in Competition Impact on Sales Leaders

11:07 What Sales Leaders Are to Avoid

14:03 Making Sure the Team is Focused

24:07 Guest’s Socials

24:52 Outro

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In this week's episode of the Stronger Sales Team podcast, Ben sits down with negotiation virtuoso Nicole Davidson to uncover the intricacies of managing and leading successful negotiations. Providing a sneak-peek into Nicole's rich professional journey and the profound impact of negotiation in sales, this discussion is a goldmine for Sales Leaders aspiring to elevate their teams' performance.

Nicole delves into the vital components that underpin effective negotiation strategies. She emphasises the significance of a mindset anchored in curiosity, the art of skilful questioning, and the depth of attentive listening. Furthermore, Nicole sheds light on the importance of thorough preparation, encompassing both the tangible facts and the negotiation process. The conversation takes a psychological turn as Nicole addresses common cognitive biases that can derail negotiations and the need for empathising with the counterpart’s perspective.

About the Guest:

Nicole Davidson is a renowned expert in the field of negotiation, combining her legal background with practical business acumen. As an accredited commercial mediator and negotiation trainer, she has consulted across Australia and internationally in regions like Europe and the Middle East. Her extensive experience spans the legal, insolvency, and banking sectors, where she has honed her negotiation skills since 2016. Beyond her professional capabilities, Nicole holds notable accolades such as the Resolution Institute's award for achievement as an Emerging Practitioner in 2021, Mediator of the Year at the Australian Law Awards in 2022, and recognition as one of the Top 50 Small Business Leaders by Inside Small Business magazine.

Website: https://www.nicoledavidsonnegotiation.com.au/

Key Takeaways:

• A successful negotiator is driven by curiosity, excels in asking the right questions, and demonstrates superior listening skills.
• Effective negotiation preparation includes understanding the precise content under discussion and the strategic elements of the process.
• Cognitive biases, such as automatic discounting of opposing propositions, can significantly influence the outcome of negotiations.
• Employing techniques like encouraging the counterparts to present proposals can lead to greater ownership and acceptance of ideas.
• Crafting solutions collaboratively through strategic questioning enhances the likelihood of a favourable and equitable negotiation result.

Time Stamps: 

0:00 Intro

1:03 Guest Introduction

2:47 Nicole Davidson Mediation and Negotiation

5:30 Good Negotiation

8:38 How to Ask Good Questions

13:11 Preparation

17:09 The Psychology of Negotiation

21:42 Guest’s Socials

22:22 Outro

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In this episode of Stronger Sales Teams, Ben Wright gets into the art of running powerful one-on-one meetings. Designed to capture the attention of sales leaders and managers worldwide, the episode serves as a quintessential guide for building and maintaining high-performing, revenue-boosting sales teams. Wright's approach to fostering a work-life balance and promoting personal health is interwoven with sales management, highlighting a holistic framework for success.

The episode dissects the importance of strategic one-on-one meetings, emphasising their potential to transform mundane check-ins into dynamic discussions that ignite team members' drive for the weeks ahead. It covers the crucial aspects of such meetings, from preparing and conducting them effectively to utilising a robust set of coaching tools to achieve optimal outcomes.

Key Takeaways:

• One-on-one meetings blend training and coaching, crucial for aligning day-to-day operations with broader sales objectives.
• A consistent format for meetings can significantly increase team engagement and reduce apprehension heading into these discussions.
• The episode introduces practical frameworks like the GROW model for coaching and the three-box model for metric measurement.
• Strategic action items and personal learning journeys are essential talking points for fostering team members' growth.
• The episode underscores the importance of asking "How are you?" to understand the personal factors that might impact a team member's performance.

Time Stamps: 

0:00 Intro

2:19 One to One Team Meetings

3:43 One to One Team Meetings: Why

4:50 One to One Team Meetings: When

5:40 One to One Team Meetings: How

6:07 Format for One to One Meetings

22:46 Tools for One to One Meetings

26:35 Health and Wellbeing Tip

28:15 Outro

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In this episode of the Stronger Sales Team podcast, Ben talks with Ari Tulla about building a management culture that is not only effective in fostering high-performing teams but also emphasises the integral role of personal health and wellbeing in the equation. Ari shares his personal narrative and vision behind Elo Health, a transformative business focused on individualising nutrition to combat chronic illnesses and increase longevity.

The conversation delves into the philosophy of belief and team synergy as fundamental elements for long-term success in sales leadership. Ari emphasizes the importance of hiring individuals who resonate with the product or brand ethos, highlighting that people are not merely selling a product, but rather, they are the embodiment of the product they advocate for. Through the lens of his experience and the value of self-confidence and gravitas, Ari provides a wealth of knowledge for sales leaders looking to elevate their game.

About the Guest:

Ari Tulla is a dynamic entrepreneur, the co-founder and CEO of Elo Health, a company at the frontier of transforming food from a cause of disease to a form of medicine. With an extensive background in corporate leadership, Ari has been pivotal in driving businesses to substantial growth, exemplified by his tenure at Quest Analytics, where he tripled growth as CEO. His scope of experience spans reputable brands like Nokia and Lucky Strike in northern Europe, and he's also an active angel investor with a portfolio of approximately 40 startups. Ari's personal journey with the health benefits of food for his family has deeply influenced his current mission. Outside of his professional domain, Ari is a dedicated family man and an avid outdoor sports enthusiast, finding solace in the steep cliffs and powdery slopes that San Francisco has to offer.

Key Takeaways:

• Align with a brand or industry that resonates with your core values for enduring success.
• Foster a sense of team to create an environment where members are collectively engaged and productive.
• Identify and hire individuals who are not only capable but also fit with the company's culture and product narrative.
• Cultivate self-assurance within your team, learning from both successes and failures.
• The gravitas and passion in leadership inspire and propel teams towards long-standing achievements.

Time Stamps: 

0:00 Intro

1:12 Guest Introduction

3:13 Elo Health

7:53 Health in Sales Teams

11:39 From Young Days to Building Gravitas

15:52 Success in the Long Run

19:15 Sales Teams Staying Together

24:00 Guest’s Socials

24:40 Outro

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In this episode of the Stronger Sales Team podcast, Ben Wright sits down with Akeem Shannon, the innovative entrepreneur, and CEO of Flipstik. Through an engaging conversation, they delve into the art and impact of storytelling in sales, providing listeners with invaluable insights into how to captivate and persuade through narratives. 

Crafting stories that resonate with clients is an art form that can propel business ventures to new heights, and Akeem demonstrates exactly how. He emphasises the importance of connecting human experiences with one's product or service and reveals the profound effect that storytelling has had on his business, Flipstik. The episode is packed with anecdotes that highlight the significance of emotion, brevity, and customer engagement in the storytelling process. It is a must-listen for any sales leader looking to elevate their team's approach to sales through the magic of storytelling.

About the Guest:

Akeem Shannon is the entrepreneurial force behind Flipstik, a phone accessory innovator known for its synthetic setae technology inspired by gecko feet. His journey from college dropout to CEO has not been without its challenges, including overcoming setbacks and failures. Today, Akeem’s tenacity has paid off spectacularly, with Flipstick gaining recognition as one of Inc. Magazine's top 50 fastest-growing consumer brands in the U.S. His endeavours have led him to pitch ideas to prominent figures like the Shark Tank panel and Snoop Dogg. Akeem is also passionate about advocating for mental health, motivation, and marketing strategies within the entrepreneurial community.

Key Takeaways:

• Akeem stresses the importance of connecting with customers on a personal level by sharing stories that are both compelling and genuine.
• By focusing on customer experiences and feedback, sales narratives become more relatable and impactful.
• The best stories evoke emotions that form a memorable connection between the product and the customer.
• Akeem's journey showcases resilience and the role of repeated efforts and adaptability in achieving success.
• Succinct storytelling, practice, and understanding your audience are crucial components of effective sales communication.

Time Stamps: 

0:00 Intro

1:30 Guest Introduction

2:55 Flipstik

7:07 Storytelling

14:33 How to Become Better Storytellers

19:13 How Stories Impact Sales

23:57 Tips for Storytelling

25:43 Guest’s Socials

26:09 Outro

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In this episode of the Stronger Sales Team podcast, host Ben Wright welcomes Nick Capozzi - an entrepreneur who's spent his career building and deploying sales teams across the globe. From luxury goods to tech and software his unique background brings a fresh perspective on folding B2C strategies into B2B sales processes.

Through a conversational narrative, the episode underscores the transformative impact of video storytelling and personalised video marketing strategies on B2B sales management. Nick delivers a stirring dialogue on how the pandemic catalysed the global adoption of digital communication, sharing his insights on the humanising power of video in sales and how it can elevate customer relationships. He educates on the use of platforms like Loom to personalise outreach and the unspoken potential in leveraging video content to widen engagement with decision-makers. Furthermore, Nick generously outlines a strategic approach to creating impactful video content with simple, practical steps.

About the Guest:

Nick Capozzi is a seasoned entrepreneur with a rich history of building and leading sales and marketing teams around the globe. His expertise ranges from luxury goods to tech and software, and he is currently making a mark with his venture, SpliceVideo, a creative video agency that specialises in the tech market. His international experiences and insights into video marketing and storytelling make him a formidable name in the sales and marketing space.

Key Takeaways:

• Video storytelling is a potent tool for humanising B2B sales, fostering stronger customer relationships, and increasing engagement.
• Personalised video outreach through tools like Loom can significantly improve meeting hold rates and facilitate deeper interactions before a meeting occurs.
• Hyper-personalisation in sales communication, whether via email or video, can open doors to higher open and response rates.
• The use of video allows for multi-threading in sales processes, broadening the reach within a target company and providing a competitive advantage.
• There is a simple, efficient methodology for creating engaging video content, inclusive of ideation, script drafting using dictation, and actual insights that offer actionable value to viewers.

Time Stamps: 

0:00 Intro

1:00 Guest Introduction

2:52: SpliceVideo

4:40 Changes in Connecting with Business

6:35 Video

13:40 Benefits of Using Video in Sales

22:19 5 Tips for Creating Video

27:03 Guest’s Socials

27:30 Outro

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In this episode of the Stronger Sales Team podcast, host Ben Wright, delves into the transformative power of celebrating sales team achievements. Ben categorises celebrations into three types: senior leadership level, internal team, and external team celebrations, emphasising their distinct aims and implementations. He further explores the four C's of celebrations—cadence, cash, customised, and creative—and the influence they wield in building team cohesion and inspiring increased productivity. Bolstered by statistics and real-world examples, Ben makes a compelling case for integrating celebratory routines into sales management strategies.

Key Takeaways:

• Celebrate achievements across three levels: senior leadership, internal team, and external team, each with unique methods and outcomes.
• Implement the four C's—cadence, cash, customised, and creative celebrations—to acknowledge sales team successes and build morale.
• Regular recognition of small wins helps establish a positive and productive routine.
• Celebrate behavioral and process wins, potentially during strategic planning follow-ups, to reinforce positive actions.
• Instituting rituals for celebrating deal closures can create

Ref: https://www.glassdoor.com/employers/resources/hr-and-recruiting-stats/

Time Stamps: 

0:00 Intro

1:20 Celebration

2:07 Why Celebration is Important

3:40 Three Types of Celebrations

4:11 Three Types of Celebrations: Senior Level Celebrations

7:26 Three Types of Celebrations : Internal Team Celebrations

8:51 Three Types of Celebrations: External Team Celebrations

15:00 How to Celebrate

15:35 How to Celebrate: Cadence Celebrations

16:32 How to Celebrate: Cash Celebrations

17:23 How to Celebrate: Customised Celebrations

18:25 How to Celebrate: Creative Celebrations

20:05 When to Celebrate

25:25 Health and Fitness Tip

26:36 Outro

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In this episode of the Stronger Sales Team podcast, host Ben Wright delves into the often intimidating world of change management.

Ben tackles the "brutal reality" that 70% of change management initiatives fail, as reported by the Harvard Business Review. He proposes a counter-narrative, outlining ten structured steps to embrace change effectively. From breaking down objectives to celebrating small victories, Wright breaks the process into manageable pieces. Equip yourself with the winning strategy and be one of the three that succeed!

Key Takeaways:

• Change management, while challenging, can be navigated successfully with the right approach and mindset.
• Defining success metrics and setting clear goals is essential for change initiatives.
• Creating and managing effective teams is a multi-layered process involving champion energisers, thinkers, and storytellers.
• Building quick momentum in change management is key to success, preventing initiatives from stalling or failing.

Time Stamps: 

0:00 Intro

1:15 Change Management

4:03 Change Management: Define the Broader Goal and Outline the Steps

7:07 Change Management: Defining the Process

8:31 Change Management: Assigning Teams

12:27 Change Management: Build Sub-Teams

13:38 Change Management: Setting the Cadence of The Program

14:08 Change Management: Communication and Celebration

15:53 Change Management: Get Senior Leaders Involved

18: 03 Change Management: Setting Review Periods 

19:50 Change Management: Get Involved

20:26 Change Management: Move Quickly

21:18 Recap

22:36 Health and Fitness Tip

23:57 Outro

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In this episode of the Stronger Sales Team podcast, host Ben Wright engages with Kady O Connell, branding expert and founder of Kady Creative, in an enlightening conversation about the intersection of branding and sales management. Discover the significance of establishing a compelling brand identity and how it can be leveraged to bolster the performances of B2B sales teams.

Kady O Connell delves into the essence of branding, defining it as the emotional connection and perception customers form through interactions with a business. With a spotlight on actionable strategies, this episode is a treasure trove of knowledge, revealing the intrinsic relationship between robust branding and enhanced sales outcomes. From the importance of consistency in visual branding to the power of personal branding among sales teams, listeners are guided through a comprehensive approach to utilising branding as a pivotal tool for sales success.

About the Guest:

Kady O Connell is a seasoned professional with over a decade of experience in the creative industry. As the founder of Kady Creative, she focuses on helping small to medium-sized enterprises (SMEs) and entrepreneurial businesses to build thriving online brands. Katie believes that the best brands connect deeply with their audience, becoming magnets in their own right. With a track record of aiding around a hundred businesses in intentional brand-building over the past ten years, Kady is not just an accomplished creative mind but also a best-selling author and a prominent figure in live training and public speaking, educating entrepreneurs on the power of branding.

Key Takeaways:

• A consistent and recognisable brand is crucial for creating trust and ensuring quick customer recognition, akin to McDonald's iconic yellow arches.
• Sales teams should develop personal brands that align with the company's branding, which can significantly improve their trust and outreach to potential clients.
• Companies should incorporate brand values into their hiring processes to ensure that employees are effective brand ambassadors.
• Companies should zero in on successful branding and sales strategies already in place and double down on those areas for accelerated growth.
• Encouraging sales teams to increase their social media presence can greatly enhance interaction rates with potential leads and customers.

Time Stamps: 

0:00 Intro

1:12 Guest Introduction

2:24 Kady Creative

4:56 Branding

6:24 Branding and Sales

9:49 Tangible Steps Driving Your Brand

15:35 Tips to Start Building Your Brand

19:02 What a Sales Leader Should Focus On

21:41 Outro

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In this episode of the Stronger Sales Team podcast, Ben Wright welcomes guest Bob Marsh, whose extensive entrepreneurial experience and sales leadership offer valuable lessons to sales managers aiming to build highly effective teams. The discussion revolves around simplifying the complex world of sales management and touches on the personal health aspect that influences productivity.

Bob and Ben delve into the concept of simplicity in sales and the points of inflection where complexity can inhibit the effectiveness of sales processes and decision making. They explore the consequences of overloading information, the decline in attention spans, and how these elements contribute to elongated sales cycles. The episode emphasises the importance of confidence, connection, leading the customer journey, and focus in achieving sales excellence.

About the Guest:

Bob Marsh is an experienced entrepreneur, founder, and tech CEO with a significant focus on sales, marketing, and growth. His career is marked by an impressive track record of raising millions in venture capital, leading two category-creating companies, and achieving successful exits from ventures. Bob’s expertise extends to building businesses around top global brands and providing actionable sales coaching. Moreover, he has a background in competitive golf, reflecting his discipline and drive which have powered his business acumen and successes.

LinkedIn: https://www.linkedin.com/in/bobmarsh5/ 
Twitter: https://twitter.com/bobmarsh5 
YouTube Channel: https://www.youtube.com/@BobMarshSpeaks 
Website: http://meetbobmarsh.com

Key Takeaways:

• Simplifying sales communications leads to increased customer engagement and faster decision-making.
•  Complexity in sales can be reduced by focusing on building trust, establishing deeper connections, guiding customers through their decision process, and prioritising effective time management.
• Training sales teams to identify and execute their most impactful activities strategically enhances performance and satisfaction.
• Implementing tactics like the CEO fist bump, where leaders engage with customers to boost confidence, can change the sales trajectory.
• For a sales leader aiming for growth, focusing on key success factors and being deliberate about where to spend time can significantly leverage success.

Time Stamps: 

0:00 Intro

1:02 Guest Introduction

2:15 Bob Marsh Journey

3:17 Simplicity and Complexity in Selling

10:22 The Customer’s Journey

12:57 Simplicity and Complexity Benefits to a Sales Leader

16:18 Simplifying the Sales Process

20:56 Priorities to Focus

24:57 Guest’s Socials

25:44 Outro

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In this episode of the Stronger Sales Team podcast, Ben Wright speaks with Erik van Eekelen, the founder of Icana.AI and an expert in artificial intelligence, about the state of AI in B2B sales management both now and in the future. 

Erik van Eekelen takes centre stage to address the growing impact of AI in sales processes at various phases, ranging from real-time, intelligent chat functionalities for lead qualifying to content generation in reaction to popular search phrases. Erik also offers a bold prediction for where we might find ourselves in a years’ time…a somewhat exciting but terrifying notion. The episode offers guidance on how salespeople and leaders may adjust and maintain their competitive edge in a quickly changing world where adopting AI is now essential.

About the Guest:

Erik van Eekelen is a trailblazer in the artificial intelligence (AI) space. Erik holds a Master of Science in Artificial Intelligence and has over twenty years of experience driving technological innovation in a variety of industries, including as banking, e-commerce, and energy. Erik is renowned for his extensive skill in using AI to address challenging business problems. He founded Icana.AI. His current work focuses on using AI advances to alter B2C sales. Specifically, he offers a product called AI Core Coach, which is intended to provide actionable insights for performance development.

Key Takeaways:

• The current and future applications of AI in B2C and B2B sales processes.
• The significant upcoming disruption in sales due to fully autonomous AI agents predicted by Erik.
• The need for sales professionals and leaders to educate themselves about AI to gain a competitive edge.
• Importance of incorporating human empathy and quality engagements in sales strategies to complement AI capabilities.
•  Strategies for sales leadership to prepare their teams for the integration of AI, including education, embracing AI tools, and experimentation.

 Time Stamps: 

0:00 Intro

0:58 Guest Introduction

3:22 The Erik Van Eekelen Journey

5:09 The World of AI Today

7:04 AI Surprises

8:57 The Impact of AI in the Future

14:51 AI Concerns for Sales People

17:12 Steps to Prepare for the Future with AI

23:00 Guest Socials

23:58 Outro

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In this episode of the Stronger Sales Team podcast, Ben explores the shifting trends in sales, recognising the significant impact of AI, and he delves into a detailed conversation about what remains consistent: providing exceptional value to customers.

In a market that's relying less on the traditional salesperson, he makes a compelling argument for redefining the sales approach to effectively stand out, and stressed the significance of having a distinctive value proposition. He lays out a comprehensive five-step method that enables sales leaders to pinpoint their perfect customers, grasp why customers opt for their service or product, and craft a brief two-sentence elevator pitch that sums up the value they offer.

Key Takeaways:

• A strong value proposition can differentiate a business in a competitive B2B sales environment.
• Identifying the ideal customer profile is crucial for creating targeted value propositions.
• Understanding why customers do—or don't—choose your services or products is vital for refining sales strategies.
• Clear articulation of the outcomes and value provided to customers is essential for crafting an effective elevator pitch.
• Choosing the right modality to engage with customers can enhance the effectiveness of the value

Time Stamps: 

0:00 Intro

5:13 5 Steps To Nail Your Value Proposition

5:35 Recognising Your Ideal Customers

10:30 Understanding The Choice of the Customer

13:50 The Value and Outcomes You Provide For Your Customers

18:48 Best Place to Engage with a Customer

20:03 Creating the Elevator Pitch

23:59 Health and Fitness Tip

25:51 Outro

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In this episode of the Stronger Sales Teams podcast, host Ben Wright talks with Alex McNaughten, co-founder and co-CEO of Grw AI. They explore critical issues in B2B sales management, highlighting a significant disconnect: only a third of salespeople receive regular coaching, despite 84% of managers thinking they provide it. Alex attributes this gap to insufficient training and overwhelming responsibilities for sales managers.

The conversation also covers the evolving sales landscape, emphasising the need for salespeople to add genuine value and adapt to increasing buyer sophistication. Despite advancements in AI, both agree that sales roles are not becoming obsolete but are evolving. Alex stresses the importance of leveraging technology, continuous learning, and developing structured coaching practices to build effective sales teams in today’s dynamic environment.

About the Guest:

Alex McNaughten, a seasoned sales expert originally hailing from London and now residing in New Zealand, boasts an extensive career spanning 15 years. Throughout his journey, Alex has immersed himself in diverse realms of sales, transitioning from being the inaugural sales recruit at a tech startup to ascending to the position of VP of Sales. Along the way, he has established two enterprises and played a pivotal role in bolstering sales and revenue teams across a portfolio exceeding 150 companies. Presently, Alex is making significant strides as the co-founder and co-CEO of Grw AI, a groundbreaking platform for team performance tailored to bridge gaps in frontline management and sales coaching.

Key Takeaways:

• Sales organisations face significant challenges with low quota attainment, short sales professional tenure, and substantial gaps in proper coaching.
• The transition to remote selling has created new hurdles for team development but also opportunities for structured, consistent team management.
• Despite a growing preference for buyers to avoid salespeople, those engaging with sales representatives report better post-purchase outcomes.
• Technology is reshaping sales roles, and salespeople who embrace AI and new tools will thrive, while those resistant to change may become obsolete.
• Grow AI is pioneering solutions to help frontline sales managers provide high-quality coaching with the support of AI.

Time Stamps: 

0:00 Intro

1:11 Guest Introduction

2:20 The Alex McNaughten Journey

3:38 Grw AI

7:53 What's Wrong with Sales Right Now

12:58 Handling Remote Workforce

14:40 Changes in the Sales World

17:06 Outcomes

19:27 Guest’s Socials

20:20 Outro

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In this episode of Stronger Sales Teams, host Ben Wright chats with Karl Brockman, a renowned consultant in people and performance. 

The discussion kicks off with praise for Karl Brockman's impressive expertise and highlights his unique approach to developing high-performing teams through mindset, leadership, and effective people practices. The conversation then delves into the similarities between sales and leadership, focusing on trust-building, negotiation, and pitching visions and ideas within a business context. The episode smoothly transitions to examine the connection between self-leadership and sales performance, emphasising the crucial alignment for success in both areas.

About the Guest:

Karl Brockman is a specialist in people and performance, boasting a diverse background in sales and leadership. Prior to his consulting career, he held leadership positions in telco retail stores and spearheaded learning and development initiatives at Beta Group. Karl excels in consultative selling, fostering performance culture, and developing leaders. Renowned for his ability to tackle underlying issues within organisations, he assists leaders in creating top-tier teams by prioritising mindset and practices. Karl Brockman is on the verge of launching Gold Brick Road, his consultancy aimed at offering a new outlook on building resilient business teams.

Key Takeaways:

• Trust is fundamental in both sales and leadership as it allows for discovery and understanding of perspectives, needs, and ways forward.
• A successful salesperson simplifies the process for the right client to agree to the right solution, similar to a leader selling a vision or initiative.
• Leadership principles can enhance sales tactics by promoting self-leadership, effective conversation steering, and fostering a collaborative planning approach.
• Conflict between leadership and sales often arises from misaligned interests or strategies, which can be mitigated through open communication and collaboration.
• Achieving sales goals is not sufficient for sales leadership; it's equally important to focus on team ethics, culture, and sustainable business practices.

Time Stamps: 

0:00 Intro

0:47 Guest Introduction

3:28 Relationship Between Sales and Leadership

6:07 A Successful Sales Person

10:10 Synergies Existing Between Sales and Leadership

13:36 Leadership Skills in Sales

17:37 Conflict 

22:32 What A Sales Leader Should Focus On

25:48 Guest Socials

26:48 Outro

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In this episode of Stronger Sales Teams, host Ben Wright chats with Johnathan Maltby. The conversation dives into the intricate world of personal branding. With a career spanning several fields, Johnathan shares his insights on how personal branding goes beyond mere business benefits—it drives purpose, adds value, and can significantly influence customer outcomes. Emphasising the importance of being conscious of one's brand, he breaks down the core elements that constitute a strong personal brand: value creation, credibility, and visibility.

The episode walks listeners through the crucial elements of crafting an effective personal brand. Johnathan and Ben chat about how value creation isn't just about the features or perks of a product but the tangible outcomes it brings to customers. They also delve into the importance of credibility and how influence can be strengthened through demonstrated expertise and genuine social proof. Lastly, they highlight the importance of visibility, not just for personal satisfaction but to allow others to gain from one's expertise and know-how. The engaging conversation sets the stage for an upcoming session focused on practical steps for constructing and bolstering personal brands.

About the Guest:

Johnathan Maltby is an experienced career coach, business mentor, and expert in personal branding, boasting over a decade of knowledge. His professional voyage encompasses stints in recruitment, sales, marketing, and even education. Johnathan has a solid history of aiding individuals, teams, and businesses in refining their personal brands to attain heightened success. Renowned for his knack in translating intricate concepts into actionable plans, he empowers clients to unleash their full capabilities. Johnathan extends his expertise through his business coaching services and his fresh platform, CareerMasteryClass.com.

See also: https://johnmaltby.com.au/ 

Key Takeaways:

• Personal brands should focus on delivering real-world outcomes that connect deeply with customer needs and enhance their lives or businesses.

• Building a personal brand is about substantiating claims with tangible evidence of past successes, skills, and experiences.
• Effective personal branding necessitates being seen in the right places, whether it be on social media, in meetings, or at networking events.
• How you make customers feel can be just as important as the functional value you provide, creating lasting connections and loyalty.
• Strategic positioning and timing can dramatically improve the effectiveness of your personal branding efforts.

Time Stamps: 

0:00 Intro

0:58 Guest Introduction

2:52 Guest’s Journey

4:13 Personal Brand

5:55 Making a Strong and Effective Personal Brand

8:26 Creating Value with Personal Brand

11:25 Credibility in Personal Brand

13:59 Visibility in Personal Brand

16:19 Proximity Factor

20:19 Guest Socials

21:04 Outro

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In this episode of Stronger Sales Teams, host Ben Wright delves deeper into 'personal branding' alongside business and career coach Johnathan Maltby. Building upon last week's episode, Ben and Johnathan explore practical strategies for crafting a compelling personal brand. Their discussion not only aims to bolster individual career trajectories but also seeks to produce favourable outcomes for sales teams and Customer.

In today's bustling marketplace, personal branding plays a vital role in setting oneself apart. Johnathan outlines his "six pillars of professional identity," aimed at guiding individuals in discovering their unique values and skills. This process entails identifying what you call yourself, understanding the problems you solve, knowing your capabilities, specialising in a particular area, recognising your value, and setting clear goals. When implemented thoughtfully, these steps provide a solid framework for building a strong personal brand that resonates with both clients and colleagues.

About the Guest:

Johnathan Maltby is an experienced career coach, business mentor, and expert in personal branding, boasting over a decade of knowledge. His professional voyage encompasses stints in recruitment, sales, marketing, and even education. Johnathan has a solid history of aiding individuals, teams, and businesses in refining their personal brands to attain heightened success. Renowned for his knack in translating intricate concepts into actionable plans, he empowers clients to unleash their full capabilities. Johnathan extends his expertise through his business coaching services and his fresh platform, CareerMasteryClass.com.

See also: https://johnmaltby.com.au/ 

Key Takeaways:

• Johnathan presents a robust framework for personal branding, emphasising the importance of knowing what you call yourself, what problems you solve, your capabilities, specialisation, value, and goals.
• Creating and managing one's personal brand involves influencing how others perceive you to ensure alignment with your goals.
• Effective sales leaders set the example and create environments where teams can build and leverage personal brands.
• Success stems from understanding and investing in the individual drivers and motivators of each team member.
• Building a personal brand is not just about professional success but also about creating meaningful personal and career fulfilment.

Time Stamps: 

0:00 Intro

0:58 Guest Introduction

4:03 The Importance of Creating a Personal Brand

5:52 Creating a Brand For Yourself and the Team

6:55 A Framework for Building a Brand

15:13 Creating an Environment for the Team

20:41 Guest Socials

21:44 Outro

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In this episode of the Stronger Sales Team podcast, Ben explores the notion of finalising deals prior to even having a face-to-face interaction with a Customer.  

With some profound changes in consumer behaviour brought about by the post-COVID era, it's so important for sales teams to be creating and maximising every interaction. Ben unpacks some of his proven strategies and tools that can help you win over buyers early in the process, leveraging technology and strategic communication. 

Key Takeaways:

• Post-COVID era has doubled the number of decision-makers and required touch points, emphasising the need for pre-meeting engagement.
• Move needs analysis to the first point of contact to align content and engagement strategies accordingly.
• Personalised video messages to introduce salespeople and summarise client needs can pre-build relationships.
• DIY tools or interactive case studies can enable potential clients to engage deeply with the product/service early on.
• Utilise social media and connect across various decision-makers within a target client’s organisation to build familiarity and trust. 

Time Stamps: 

0:00 Intro

1:14 Closing Out Deals Before Engaging with the Customer

8:40 Techniques To Encourage Buyers to Choose Your Product Before Engaging them

9:34 Getting Clear on the Customer’s Needs

10:46 Getting Contacts Out to Customers

12:21 Getting Involved in DIY Project

14:11 Education

15:22 Getting the Product or Service in Hand

16:10 Case Studies and Examples of Product in Use

17:57 Social Media

19:15 Cross Threading

20:50 Referral and Common Connections

21:35 Confirming the Meeting in Advance

25:10 Health and Fitness Tip

26:52 Outro

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In episode fo Stronger Sales Teams, Ben Wright invites sales training specialist Richard Harris to explore sales strategies, emphasizing the path of the seller in enhancing the buyer's journey. Richard presents his belief that the buyer's journey does not exist; rather, it is the buyer's experience influenced by the seller's journey. This thought-provoking perspective directs the discussion towards practical sales techniques capable of significantly enhancing team effectiveness.

The pair delves into essential themes including handling discount requests, the significance of grasping the buyer’s economic influence, and the skill of negotiation. Richard imparts valuable strategies for managing discount inquiries, stressing the significance of establishing mutual terms and generating economic value. The discussion also touches upon mental well-being, with Richard underscoring the importance of openness and setting clear objectives in sales leadership. This episode is rich with insights that B2B sales managers can apply to develop, inspire, and retain highly effective sales teams.

About the Guest: 

Richard Harris is a globally recognized sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller’s Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly.

Key Takeaways:

• Sales conversations should focus on value and experience rather than just features and benefits to differentiate from AI-driven interactions.
• Understand customer expectations and always seek mutually beneficial terms when negotiating discounts.
• Shift the ROI conversation to discuss the buyer’s current economic challenges and opportunities, making the discussion more relevant and impactful.
• Incorporate vulnerability and mental health support into your leadership style to create a more resilient and high-performing team.
• Incorporate specific mutual benefits, such as case studies or customer quotes, directly into contracts to streamline negotiations later.

Time Stamp:

0:00 Intro

0:58 Guest Introduction

4:03 The Seller's Journey

7:15 Positive Outcome for the Buyer

10:45 Over Discounting

19:57 ROI Journey

24:15 Mindset

28:43 Guest's Socials

30:01 Outro

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In this episode of Stronger Sales Teams, host Ben Wright continues his chat with sales training authority Richard Harris. They explore the intricacies of sales leadership, with a particular emphasis on the common challenges encountered by novice sales leaders and the strategic methodologies to surmount them. Richard draws on his extensive expertise in transforming individual contributors into effective leaders, stressing the pivotal roles of interpersonal skills, accountability, and cultivating a culture of enjoyment and involvement within sales teams. They discuss practical steps for building and maintaining sales team cohesion and morale through engaging activities and strategic planning. Richard also offers actionable advice on how to manage new teams or restructure existing ones, always focusing on building a culture of high performance and mutual respect.

About the Guest: 

Richard Harris is a globally recognised sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller’s Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly.

Key Takeaways:

• The transition from sales contributor to sales leader requires a strong focus on mastering soft skills, such as effective communication, delivering constructive feedback, and maintaining team morale.

• Setting clear expectations and accountability measures from the outset is crucial for driving performance and consistency within the team.

• Integrating fun through contests and incentives fosters a motivated and engaged team environment, encouraging both individual and collective achievements.

• When forming new sales teams, invest in thorough onboarding and training to instill the right culture and operational standards from the beginning.

•  Address any negative behaviours or toxic team members early to maintain a healthy, productive team atmosphere. Prioritise the overall health of the team over retaining top performers who contribute negatively to team dynamics.

Time Stamps:

0:00 Intro

3:18 Guest's Journey

5:14 Issues Around Sales Leadership Today

6:36 Leadership Problem: Soft Skills

9:34 Accountability

12:20 Fun

16:51 Where Sales Leaders Should Focus On

23:39 Guest Socials

24:33 Outro

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In this episode of the Stronger Sales Teams, host Ben Wright introduces Grant Butteriss, a highly regarded entrepreneur, CEO, and strategic leader with more than 21 years of experience in the industry. Together, they explore recruitment and hiring processes. Grant provides valuable insights into the prevalent challenges confronting today's sales executives, particularly the hurdles associated with recruiting, retaining, and nurturing top-tier talent. They delve into the role of psychometrics in enhancing recruitment success rates, presenting pragmatic, data-driven techniques to streamline the hiring process.

About Guest: 

Grant Butteriss is a repeat exited founder and CEO who thrives in unstructured work environments and dynamic, fast-scaling businesses. With a career spanning over two decades, Grant has gained recognition as a top analytical and strategic operator with expertise in identifying key focus areas for businesses to drive significant progress. He currently heads the Butterfly Affect, where he aims to assist founders and companies in optimising strategy, systems, leadership, and talent development. His work emphasises the use of psychometric data to enhance hiring and organisational success. 

Key Takeaways:

• Incorporate psychometric assessments to gain insights into candidates’ potential, stress responses, and intrinsic motivations.
• Establish a standard of evidence in your hiring process to ensure decisions are made based on real-world events and supported findings.
• Focus on specific behaviours that align with your organisational values for better cultural fit assessment.
• Create authentic job ads that clearly outline the challenges and opportunities of the role to attract quality candidates.
• Design and conduct structured interviews, final flexible interviews, and thorough reference checks to make informed hiring decisions.

Time Stamp:

0:00 Intro

0:58 About the Guest

3:07 Butterfly Affect

5:42 Struggles in Recruiting Talents

10:12 Ways to Increase Success in the Hiring Process

15:48 Process of Recruitment and Hiring

20:02 Cultural Fit

22.30 Guest Socials

23:22 Outro

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In this episode of Stronger Sales Teams, Ben engages in a profound discussion with Gabe Lullo, CEO of Alleyoop, regarding the convergence of AI and sales. They explore the key opportunities AI brings to sales, such as enhanced research capabilities that empower sales representatives with deeper insights into their prospects, thereby facilitating more personalised interactions. Gabe also provides insights into various tools like Regie.ai and Aurum that their team employs to enhance their sales development efforts. However, they highlight potential challenges, including regulatory issues and the necessity of maintaining empathy (or the human touch) in customer engagements. 

About the Guest:

Gabe Lullo serves as the CEO of Alleyoop, a highly regarded sales development agency recognised for its innovative approaches in sales, marketing, recruitment, and management. With an impressive CV, Gabe began by establishing and operating his own business specialising in sales training and has since played pivotal roles in the expansion of prominent organisations such as ZoomInfo, SalesLoft, and Outreach.

Key Takeaways:

• AI enhances research capabilities, providing sales teams with valuable insights into prospects, leading to more informed and personalised engagements.
• Tools like Reggie.ai and Aurum are revolutionising the sales landscape by automating key aspects of the sales process, such as playbook creation and predictive dialling.
•  Sales leaders must navigate the regulatory landscape carefully, ensuring compliance and maintaining trust in AI-driven interactions.
• Despite AI advancements, human empathy and trust remain irreplaceable, especially in more nuanced and complex sales conversations.
• Successful sales strategies must integrate strong content creation and thought leadership to support outbound efforts and drive higher engagement rates.

 Time Stamp:

0:00 Intro

1:00 Guest Introduction

3:15 Alleyoop

5:40 AI from an Opportunity Lens

7:34 AI Copiloting with Sales People

9:00 Tools to Shorten a Client's Knowledge Curve

10:29 Drawbacks of AI

12:11 Personalisation Issues Around AI

15:36 AI Taking Over SDR Role

18:24 Where to Focus for Lead Generation

20:56 Guest's Socials

21:31 Outro

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In this episode of Stronger Sales Teams, Ben welcomes Jay Hedley. Jay shares his methodology for enhancing performance, efficiency, and growth within teams. Their discussion explores key elements of leadership, team culture, and personal development, offering practical insights for sales leaders and managers seeking to elevate their teams.

Jay delves into his work with the champion Fiji Rugby Sevens Team and the high-pressure environment of the Williams Racing Team, drawing parallels to the sales domain. He underscores the significance of intentional communication, structuring team dynamics, and investing in personal development. Throughout the episode, Ben and Jay discuss how sales leaders can apply these tested strategies to build resilient, adaptive, and high-performing sales teams in an increasingly complex world.

About the Guest:

Jay Hedley is a high-performance executive coach at The Coaching Room, specialising in coaching leaders, athletes, and teams to unlock their full potential. Jay’s extensive experience includes working with notable clients such as the Fiji Rugby Sevens team, Williams Racing Team, KPMG, Optus, and the Australian Department of Defence. His expertise lies in developmental psychology, helping individuals and organisations overcome mental barriers and achieve high-level performance. 

Key Takeaways:

• Emphasising the power of clear and purposeful communication in aligning team goals and driving performance.

• Blending the unique flair of individuals with structured processes to foster innovation and consistency.

• Highlighting the importance of continuous development and growth of team members to handle increasing complexity.

• The necessity for sales professionals to deeply understand and align with client needs to drive successful outcomes.

•  Encouraging leaders to explore their cognitive biases and improve flexibility to enhance overall effectiveness.

Time Stamp:

0:00 Intro

0:47 Guest Introduction

2:58 The Coaching Room

4:36 Fiji Rugby Team

11:10 Williams F1 Racing Team

16:12 Challenges Around Customer Base

19:57 Tips on Where to Spend Your Macro Level Time

22:54 Guest Socials

23:20 Outro

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In this episode of Stronger Sales Teams, host Ben Wright engages in a discussion with Kendall Wallace, a distinguished expert in team dynamics and corporate offsites. Broadcasting from the picturesque North Shore of Oahu, Kendall imparts her extensive expertise on designing transformative team-building experiences that cultivate trust and meaningful connections. Kendall explores her personal career journey, transitioning from a notable position at  Facebook / Meta to leading a company that specialises in designing bucket-list corporate offsites. She underscores the crucial importance of trust within high-performing teams and provides actionable advice for resolving both overt and covert conflicts within teams.

About the Guest:

Kendall Wallace is a specialist in crafting impactful team-building experiences and currently heads Executive Offsites. With a decade of experience dedicated to personal and team development, Kendall possesses a distinctive background that merges expertise in user experience research from her tenure at Meta (formerly Facebook) with extensive training in Emotional Freedom Techniques (EFT). Now residing on the North Shore of Oahu, she is committed to assisting teams in enhancing communication, reducing conflict resolution times, and achieving balanced work dynamics.

Key Takeaways:

• Understanding the brain’s role in bonding and conflict resolution, focusing on minimising cortisol levels to foster a healthier team dynamic.
• Effective strategies for dealing with visible and invisible conflicts within teams, including surveys and role-playing exercises.
• The importance of empathy exercises to enhance understanding and cohesion between different departmental roles.
• Utilising key questions from “The Five Dysfunctions of a Team” to diagnose and address team challenges.
• Implementing fun yet impactful role-playing scenarios to help team members see multiple perspectives and humanise each other.

Time Stamps:

0:00 Intro

1:00 Guest Introduction

3:16 Executive Offsite

4:54 Switching From a Tech Company

8:21 Neuroscience of Team Building

12:4 Managing and Resolving Conflicts Constructively

16:00 Dealing with Hidden Conflicts

19:05 Go-To Exercise in Resolving Conflicts

21:42 Guest Socials

22:4 Outro

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In this episode of the Stronger Sales Teams, Ben dives into the topic of team selling. Fresh off a family vacation in Fiji, Ben discusses the Salesforce State of Sales Report, which reveals that 81% of sales reps believe that team selling helps them close deals. 

Drawing on 20+ years of industry experience, Ben imparts his expertise on cultivating a collaborative sales environment. He emphasises the value of diverse skill sets within sales teams and explains how various perspectives and skill sets can collectively achieve substantial outcomes. Ben outlines the sales process in five essential stages: lead generation, initial meeting/needs analysis, quotation/presentation, closing/onboarding, and post-sales management. He offers practical guidance on how to balance team skills to enhance each phase. Finally, Ben provides advice for sales leaders on effectively managing these varied skills, ensuring that team-based selling does not necessitate micromanagement.

Key Takeaways:

• 81% of sales reps find team selling effective for closing deals.
• Leveraging different skill sets within a team can significantly enhance sales performance.
• Effective team selling involves specialising skills across the five stages of the sales process: lead generation, meet and greet/needs analysis, quotation/presentation, closing/onboarding, and post-sales management.
• Leaders can balance different team skills without falling into micromanagement by following structured meeting strategies.
• Ben emphasises the importance of preparation in maintaining personal health, linking it to better professional performance.

Time Stamps:

0:00 Intro

 2:55 Variety of Skill Sets

3:00 Why Variety is Important

5:2 Balancing the Skillsets Across our Teams

8:52 Lead Generation

12:29 Meet and Greet and Needs Analysis

15:30 Quotation and Presentation

18:35 Closing Onboarding

20:55 Post Sales Management

22:25 Balancing All The Skillsets

26:30 Health and Fitness Tip

28:13 Outro

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In this episode of Stronger Sales Teams, Ben engages in a compelling conversation with Nick Caruso, the Founder of KnowledgeNet.ai, who offers a distinctive viewpoint on relationship intelligence and its transformative impact on B2B sales management. Nick provides practical advice on how augmented intelligence, as he terms it, can be harnessed to reveal connections that drive business growth. Through engaging anecdotes, including the unexpected benefits of connections from a child's soccer team, Nick highlights the untapped potential within existing networks. Learn how KnowledgeNet.ai automates the identification and prioritisation of valuable connections, turning them into invaluable assets for lead generation and sales.

About the Guest:

Nick Caruso is a distinguished expert in the technology sector, bringing over two decades of experience to the table. His illustrious career began within the U.S. intelligence community. Renowned for his innovative approach to augmented intelligence, he has made significant strides in national security, financial services, and with Fortune 100 companies. In 2019, Nick established KnowledgeNet.ai, a groundbreaking platform designed to harness organisational data analysis to identify and leverage intellectual capital. His work predominantly centres on advancing business development and sales through advanced data insights and strategic network connections.

Key Takeaways:

• Learn why Nick Caruso prefers the term “augmented intelligence” over “artificial intelligence” and how it enhances human productivity in sales.
•  Understand the untapped potential within existing personal and professional networks to generate leads and grow your pipeline.
• Explore real-world examples of how relationship intelligence has transformed sales processes in both small and large organisations.
• Gain insights into practical steps sales leaders can take to utilise relationship intelligence to drive business growth.
• Discover how KnowledgeNet.ai automates the process of identifying and leveraging network connections to boost sales efficiency.

Time Stamps: 

0:00 Intro

1:04 Guest Introduction

3:24 KnowledgeNet.ai

6:26 Evolution of Relationship Intelligence 

8:08 Augmented Intelligence

10:00 Utilising a Broad Network for Business

13:24 Leveraging Your Network

15:36 Tips to Drive Your Business

17:18 Guest Socials

17:54 Outro

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In this episode of Stronger Sales Teams, Ben Wright welcomes mental toughness coach Chris Dorris. Chris describes mental toughness as a vital strength acquired through thorough training of the inner self. The episode examines how leaders can demonstrate behaviours that inspire their teams, recognise hidden achievements, and employ mental exercises to enhance their inner resilience.

About the Guest: 

Chris Dorris is a distinguished mental toughness coach with a varied professional background. He began his career as a social worker before moving into sports psychology and executive coaching. Chris has collaborated extensively with high-achieving sales teams, Fortune 500 executives, and elite athletes from the NFL and NHL, including Super Bowl champions and billionaires. He is also an author, with his fourth book, Leadership Unlocked, due for release shortly. Make sure you sign up for 'The Daily Dose', a series of brief mental toughness tips delivered in 30 seconds or less.

Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrisdorris/ 

Key Takeaways:

•  Effective leaders need to walk their talk, demonstrating the behaviours they wish to see in their teams.

• Identifying and celebrating small, everyday successes can significantly enhance team morale and individual self-confidence.

• This three-step process helps individuals manage their emotions and optimise their mental state for better performance.

•  Leaders can create the emotional states they need to excel and can train their teams to do the same through intentional practice.

• Engaging in daily mental toughness exercises, such as those provided in the Daily Dose, can lead to long-term improvements in mental resilience.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:28 Chris Dorris and Mental Toughness

5:47 Getting Most of out People

9:15 Hidden Wins and Key Traits Around Leading Others

15:15 CATCH, OWN, REPLACE

22:38 The Exercise 

25:45 Chris Dorris's Book

28:03 Guest Socials

28:40 Outro

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In this episode of Stronger Sales Teams, Ben Wright speaks with Emma Schermer Tamir about the complexities of distinguishing oneself in a crowded marketplace, with a particular focus on the bustling e-commerce and Amazon sectors. Emma, joining the discussion from the sweltering heat of Las Vegas, shares her extensive expertise, providing practical strategies for sales leaders seeking to improve their teams’ effectiveness.

About the Guest:

Emma Schermer Tamir is a distinguished entrepreneur and a recognised authority in the e-commerce and Amazon sectors. She co-manages an e-commerce marketing agency, Marketing by Emma, which focuses on empowering businesses to succeed on Amazon. With extensive experience aiding over 2,000 businesses, Emma is adept in marketing, e-commerce, and branding strategies. Additionally, she is a prolific speaker and author currently working on a book that delves into her field of expertise.

Key Takeaways:

• Sales, marketing, and branding should not be siloed but closely aligned to ensure a cohesive strategy that effectively attracts and converts the right customers.
• Developing detailed customer avatars is essential for understanding and targeting your audience, leading to more effective marketing and higher conversion rates.
• Shifting the brand story to focus on the customer rather than the company can build trust and foster stronger relationships, driving long-term success.
• Establishing authority in your industry, through consistent presence and engagement, can be a powerful tool for driving sales and building lasting connections.
• Utilising feedback from sales to inform branding and marketing strategies ensures continuous improvement and relevance in a rapidly changing marketplace.

Time Stamp:

0:00 Intro

0:55 Guest Introduction

2:51 About the Guest

4:54 Sales, Marketing, and Branding Standing Out

9:29 Getting Ideal Customers

14:41 Being the Obvious Choice in the Target Market

20:01 Standing Out in a Crowded Market Place

23:23 Guest Socials

24:08 Outro

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In this episode of Stronger Sales Teams, Ben speaks with Richard White, the CEO of Fathom Video. Richard, drawing from his extensive experience in the technology and SaaS sectors, shares his journey from software engineer to Founder and CEO. He outlines the development of Fathom and discusses how AI-powered transcription and note-taking tools are improving sales performance by enabling sales professionals to be more engaged and present during meetings. The discussion also covers the broader implications of AI in sales management, including its influence on pipeline reviews, coaching, and its potential future applications in sentiment analysis and non-verbal communication.

About the Guest:

Richard White is a distinguished entrepreneur and technology innovator, currently holding the position of Founder and CEO at Fathom Video. With a background in software engineering and product design, Richard is dedicated to developing tools that significantly improve user experiences. He previously established UserVoice, a platform for managing customer feedback utilised by both startups and Fortune 500 companies. Richard's expertise extends across SaaS and tech startups, with his current enterprise, Fathom, aiming to transform digital communication through sophisticated AI-driven note-taking solutions.

https://fathom.video/

Key Takeaways:

• Fathom’s AI-powered note-taking tools allow sales teams to focus on conversations rather than manual note-taking, increasing overall efficiency and presence during sales calls.
• Advanced AI can now analyse multiple calls to identify coaching opportunities, helping sales managers to pinpoint areas for improvement without sifting through hours of recordings.
• The importance of robust security and privacy measures in AI note-taking applications to ensure user data is protected.
•  Leveraging AI tools for outbound sales can significantly enhance the quality and efficiency of prospecting efforts, saving time and improving outreach precision.
• The advancement in AI models now enables better understanding of tone and sentiment during sales calls, providing deeper insights and improving communication strategies.

Time Stamp:

0:00 Intro

0:58 Guest Introduction

3:37 Fathom

5:59 How a Note Taking App Revolutionise Digital Communication

13:44 Challenges of a Note Taking App

17:02 Privacy Concerns

19:35 What To Focus On For Growth

22:29 Guest's Socials

23:27 Outro

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In this episode of Stronger Sales Teams, Ben Wright speaks with networking expert and seasoned marketer, Luke Hawley. Together, they explore the complexities of joint business planning, highlighting the importance of fostering strategic partnerships to achieve mutual growth. Luke defines joint business planning as going beyond conventional negotiation techniques; it focuses on developing symbiotic relationships that maximise shared resources, intellectual property, and innovative marketing strategies. The discussion also examines practical applications for businesses of all sizes, stressing the value of leveraging existing customer relationships and the profound impact of asking the right questions.

About the Guest: 

Luke Hawley is an experienced marketer, entrepreneur, and adept networker. He began his career at Procter & Gamble, where he contributed to prominent products such as Olay and ClearBlue, working closely with leading Australian retailers including Coles, Kmart, and Target. Presently, Luke serves as the Managing Director of Matters Magazine, a B2B organisation based on the Sunshine Coast, and leads several LinkedIn local chapters. Renowned for his outstanding networking skills, Luke utilises his extensive expertise to cultivate substantial business connections at both local and national levels.

Timestamp:  

0:00 Intro

0:58 Guest Introduction

4:51 Joint Business Planning

6:03 What Joint Business Planning Looks Like

8:19 I.P.

16:41 Rolling Out Joint Business Plan to Customers

19:35 Application to Smaller Businesses

22:38 What to Focus on as a Sales Leader

24:10 Guest Socials

24:35 Outro

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In this special edition of the Stronger Sales Teams Podcast, host Ben Wright invites Laban Ditchburn, renowned as the world’s foremost courage coach, for a comprehensive dialogue on the importance of having an effective support system. Recorded in person at Ben’s residence, this episode offers an unscripted and genuine exploration of coaching, mentoring, and personal growth. The episode’s central theme underscores the significance of self-help, the transformative nature of forgiveness, and the necessity of surrounding oneself with supportive individuals. Laban also shares his insights on the impact of meditation in fostering balance and coherence in life, which has greatly enhanced his personal and professional relationships. Through these discussions, the episode provides valuable lessons for leaders and individuals seeking personal and professional development.

About the Guest:

Laban Ditchburn is renowned as the world’s foremost courage coach, with a profound history of overcoming personal challenges such as alcohol and drug addiction, gambling, and significant health issues. His background in IT recruitment, coupled with his journey of personal transformation, enables him to provide valuable insights as a courage coach. Laban facilitates growth by establishing judgment-free environments where individuals can explore possibilities and borrow courage until they reach their own breakthroughs. His transformative journey is chronicled in his book, and he frequently shares his wisdom across various platforms.

Key Takeaways:

• Forgiving oneself and others can be a massive catalyst in overcoming personal challenges and addiction recovery.
• Leaders should understand the value of listening to their teams, as a problem shared is a problem halved.
• Engaging in activities like meditation or exercise can help create balance and help one show up as the best version of themselves.
• Fronting up with the best version of yourself increases engagement and can magnetically attract the right opportunities and people.
• Exploring concepts like quantum field and quantum entanglement can transform how you approach achieving goals and attracting positive outcomes. 

Timestamps:

0:00 Intro

0:58 Guest Introduction

3:36 Laban Ditchburn's Journey

9:20 Forgiveness

12:38 Meditation

19:42 Balance

22:58 What Impactful Thing A Leader Should Do

26:25 Guest Socials

27:08 Outro

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In this episode of the Stronger Sales Team Podcast, host Ben Wright explores the complex realm of leadership and team management with Cameron Schwab, a distinguished figure in the Australian Football League (AFL) and an accomplished corporate leader. Cameron offers valuable insights drawn from his extensive career, which included several challenging roles as CEO of various AFL clubs. The conversation centres on the fundamental attributes of leadership, the necessity of maintaining self-composure in challenging circumstances, and the significant influence of personal integrity and awareness in navigating teams through adversity.

About the Guest:

Cameron Schwab is a prominent figure in sports management, widely recognised for his tenure as CEO of several AFL clubs, including Melbourne, Richmond, and Fremantle. He began his career as a recruiter for the Melbourne Football Club and made history as the youngest CEO of an AFL club at just 24 years old. Beyond his impressive achievements in sports, Cameron is also a talented artist currently pursuing Fine Arts at the Victorian College of the Arts. Additionally, he founded DesignCEO, a consultancy dedicated to leadership and team development, showcasing his commitment to fostering effective leadership in various contexts.

Key Takeaways:

• Cameron Schwab highlights a technique where he writes down what each moment in a negotiation or a meeting requires from him, focusing on traits like calmness, humility, kindness, and bravery.

• Leadership is about managing the most challenging and ambiguous situations effectively, not just about fulfilling a role.

• The impact of having strong, insightful support systems—like family or mentors—during tough times can profoundly affect a leader’s performance and mindset.

• Building relationships that combine personal integrity with insightful advice can create meaningful, productive support networks.

• Maintaining a balance between professional demands and personal wellbeing is crucial for sustained leadership effectiveness.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:35 Players are Leaders

7:10 What The Situation Requires From Me

13:26 Having Good People Around You

23:29 Guest's Socials

25:24 Outro

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In this episode of Stronger Sales Teams, Ben Wright continues his insightful discussion with Cameron Schwab, a transformational leader and the driving force behind Design CEO. Cameron delves into essential themes such as the significance of a personal leadership brand and the pivotal role of accountability in enhancing team performance. He introduces the concept of “Lift, Shift, Challenge,” which provides a structured methodology for nurturing connection, improving capabilities, and developing character within teams. Cameron underscores the importance of defining reality and instilling hope as fundamental leadership strategies that can facilitate sustained growth and resilience, even amid adversity. 

About the Guest:

Cameron Schwab is a prominent figure in sports management, widely recognised for his tenure as CEO of several AFL clubs, including Melbourne, Richmond, and Fremantle. He began his career as a recruiter for the Melbourne Football Club and made history as the youngest CEO of an AFL club at just 24 years old. Beyond his impressive achievements in sports, Cameron is also a talented artist currently pursuing Fine Arts at the Victorian College of the Arts. Additionally, he founded Design CEO, a consultancy dedicated to leadership and team development, showcasing his commitment to fostering effective leadership in various contexts.

Key Takeaways:

• Establishing a personal leadership trademark that guides your behaviour and decision-making can significantly influence your effectiveness as a leader.

• Using the framework of storytelling (Lift), implementing actionable ideas (Shift), and challenging oneself (Challenge) fosters a culture of accountability and performance.

• Successful leaders define the current reality with clarity and offer actionable hope to inspire progress and resilience within their teams.

• Techniques such as Cameron’s "Easy, Tiger" mantra can help leaders maintain composure and make thoughtful decisions under pressure.

•  Simplifying complex situations and focusing on core priorities ("Simplify", to "Amplify") can help drive meaningful and impactful actions.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:39 Leadership Trademarks

11:15 Lift, Shift, Challenge

15:02 How to Apply Life, Shift, Challenge

16:11 Where to Start As A Leader of A Business

19:58 Guest Socials

21:32 Outro

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In this episode of Stronger Sales Teams, host Ben Wright outlines his top 15 lead generation strategies that have consistently proven effective. He underscores the significance of thorough preparation and persistence while moving away from traditional approaches such as cold calling and social media outreach, encouraging sales professionals to adopt innovative methods.

Key Takeaways:

• Effective lead generation requires grit, determination, and consistent effort, often needing multiple attempts before success.

• Past customers and their networks can be invaluable for generating return business and referrals.

• Utilise personal networks, leadership teams, and community groups to enhance reach and prospecting potential.

• Move beyond traditional methods by considering sponsorships, aged opportunities, and trade show networking.

• Explore training

Time Stamps: 

0:00 Intro

0:29 Top 15 Lead Generation Activities

3:35 Going Back to the Well- Past Customers (1)

4:34 Referrals from Past Customers (2)

5:51 Referral Partners (3)

6:22 Networking - Events & Groups (4)

7:00 Networking - Leveraging Your Personal Network (5)

8:24 Networking - Leveraging the Networks of Your Senior Leadership Teams (6)

9:02 Community, Sports & School Groups (7)

10:00 Sponsorships (8)

12:10 Aged Prospects (9)

13:09 Aged Opportunities - Lost Deals (10)

14:40 Trade Shows (11) 

15:25 Interdepartmental Cross Selling (12)

16:02 Training Events and Programs (13)

16:55 Social Media - Strategic Outreach (14)

17:41 Tender Relationships (15)

18:20 Recap

20:25 Health and Fitness Tip

22:14 Outro

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In this episode of Stronger Sales Teams, host Ben Wright explores the complexities of lead nurturing, a crucial element of effective B2B sales management. Ben highlights the essential process of nurturing leads from initial contact to meaningful engagement with prospective customers. He presents a comprehensive list of 15 actionable strategies designed to empower sales managers in enhancing team productivity and cultivating enduring customer relationships.

Key Takeaways: 

1. The personalised thank you - this can significantly enhance relationship building with prospective clients.
2. Personalised videos - providing valuable content can strengthen connections and keep potential clients engaged.
3. Social Media - connecting with prospects via their preferred channel is a great way to stay connected.
4. Content Generation - putting enough content out there so that prospects can get to know who and what you're about.
5. Recommendations - provide opportunities for prospects to broaden their knowledge and skills. 
6. Structured follow ups - ask your prospects when and how they want you to engage and re-engage.
7. Help them solve a problem - find ways to share knowledge and/or resource that might be easy for you, but really helps them.
8. Sponsorships - these will generally allow for multiple opportunities to get in front of your prospects.
9. Webinars (and podcasts) - an opportunity for you and your team to share your expertise, showcase your product or service in an engaging way.
10. Case Studies - show prospects how your service or product can improve their lives.
11. Get products in hands - there's nothing quite as simple, yet powerful, as being able to test drive before you buy.
12. Product demonstrations or training sessions - an extension of #11 - where a physical product isn't available consider how else you might showcase your product or service. Think video, 3D renders, VR, etc.
13. Snail mail - might sound "old school" but with the decline in volume of physical mail sometimes receiving something in the mail can be quite a pleasant surprise.
14. Drip Campaigns - often with the support of marketing or comms teams, setting up a sequence of follow up communications that will be sent to prospects post that initial meeting can be a great way of nurturing them over time.
15. Cross-threading - seek out others across the business you're working with as this can accelerate moving leads through the sales funnel.

Time Stamps:

0:00 Intro

2:12 Top 15 Recommendations In Nurturing Leads

4:34 Personalised Thank You

5:30 Personalised Videos

6:15 Social Media

6:53 Content Generation

7:53 Providing Recommendations 

8:35 Structured Follow Up

9:25 Problem Solving

10:23 Sponsorships

10:57 Webinars

11:30 Case Studies and Site Visits

12:18 Getting Physical Products In Hands

12:55 Product Demonstrations

13:32 Physical Mail

14:00 Drip Campaigns

14:45 Cross Threading

15:30 Recap

18:08 Health and Fitness Tip

18:56 Outro

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In this episode of Stronger Sales Teams, Stephen shares his extensive knowledge on the development and management of large sales teams, focusing on effective recruitment and onboarding processes. He highlights his company’s innovative strategy for scaling field teams while maintaining quality. Ben and Stephen examine the intricacies of sales management and team development, providing valuable strategies for sales leaders aiming to improve their recruitment and onboarding practices.

About the Guest:

Stephen Rhyne is the CEO and founder of ConveYour, a company that specialises in the onboarding, training, and retention of sales representatives for large enterprises. With two decades of experience in sales, Stephen began his career in direct sales with Cutco, where he honed his skills in both sales and technology. He subsequently moved into software development, concentrating on creating efficient systems for managing large, field-based teams. ConveYour is recognised for its ability to optimise back-office and administrative tasks, allowing companies to significantly scale their sales operations.

Key Takeaways:

• Use your current sales team to recruit more talent by creating simple referral mechanisms that require minimal effort from current employees.
• Increase the volume of potential recruits to set a higher standard for talent acquisition, enabling the cutting of under-performers more readily.
• View onboarding as an extension of recruitment, creating a smooth, engaging, and logical process to maintain new hires’ enthusiasm and commitment.
• Develop a strong offer message based on interviews with recently recruited, high-performing employees to attract similar candidates.
• Utilise technology to streamline the onboarding process, ensuring new hires have a clear, uncomplicated, and engaging introduction to the company.

Time Stamp:

0:00 Intro

0:58 Guest Introduction

3:08 ConveYour

5:28 Business Scaling Their Sales Teams Without Compromising Quality

8:53 Using Existing Sales Team to Attract Top Talent

13:11 Onboarding Sales Representatives

18:54 Tips on How To Grow Your Team

22:00 Guest Socials

22:41 Outro

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In this episode of Stronger Sales Teams, Ben Wright engages in a discussion with Brian Dietmeyer about the intricacies of negotiation strategies within the B2B sales landscape. Brian, the CEO of CloseStrong and a distinguished negotiation strategist, imparts valuable knowledge drawn from his extensive experience in global negotiations, aimed at assisting sales leaders in developing effective teams. The episode explores the nuances of buyer tactics, with a particular emphasis on utilising alternatives and driving concessions to successfully finalise deals.

About the Guest: 

Brian Dietmeyer is a highly experienced negotiation expert, boasting over 20 years of experience across 47 countries. He is currently the CEO of CloseStrong, an innovative brand that is enhancing AI coaching with an emphasis on negotiation strategies. Prior to establishing CloseStrong, Brian served as the CEO of ThinkInk, a negotiation consultancy, where he worked alongside a Harvard Business School professor to refine techniques for deal negotiations. His extensive career commenced at Marriott, where he rose from the position of busboy to Vice President of National Account Sales. Additionally, Brian is the author of several books, including “Strategic Negotiation,” “B2B Street Fighting,” and “Negotiating Blueprinting for Buyers.” His diverse experiences also include roles as a dump truck driver, mechanic, and labourer, which have provided him with a comprehensive perspective in the business realm.

https://www.closestrong.ai/ 

Key Takeaways:

• Negotiation Predictability: Brian highlights that negotiations follow predictable patterns that can be analysed and addressed with a structured approach.
• Understanding Alternatives: Successful negotiators must thoroughly understand potential alternatives available to buyers and leverage this knowledge to their advantage.
• Holistic Deal Structure: Focusing on only one element like price can lead to ineffective deals. Negotiations should consider all commercial terms together.
• Offering Multiple Solutions: Presenting multiple solution options can help diagnose buyer needs and lead to more collaborative negotiations.
• Consequences Analysis: Evaluating the consequences for both sides if a deal doesn’t go through is crucial for balanced and effective negotiation strategies.
  

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:44 CloseStrong

5:52 Negotiation Skills

8:04 Difficult Buyer Tactics

10:38 Preparing for Whats Coming

14:55 Preparing Around the Two Levers

27:53 Guest's Socials

28:40 Outro

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In this episode of Stronger Sales Teams, host Ben Wright engages with Mike Latch to explore the complexities involved in establishing an effective sales process and the role of technology in business scaling. Emphasising the importance of integrating a structured sales process with technology, Mike presents straightforward strategies that are accessible for businesses of all sizes. The conversation underscores the significance of onboarding programmes, scalable processes, and the strategic utilisation of technological solutions to bolster performance rather than impede it. Drawing from his extensive technical expertise, Mike offers practical guidance on managing sales teams, illustrating how well-defined sales processes can transform even large sales teams into efficient, revenue-generating entities without sacrificing quality.

About the Guest:

Mike Latch is the CEO and co-founder of Patter AI, an innovative sales enablement technology firm located in the United States. With more than 20 years of experience in both technical and sales domains, Mike possesses a diverse background that includes electrical engineering, physics, and strategic sales. His distinctive combination of skills was instrumental in scaling his previous venture from $50 million to over $1 billion in revenue, culminating in its acquisition by ADT. Furthermore, Mike is a co-author of the book titled “Sales Sucks”.

https://www.salessucksbook.com/ 

Key Takeaways:

• A small sales team should focus on hiring skilled individuals, while a larger sales force requires robust processes to ensure consistency and scalability.
• Technology integration should focus on solving specific problems or seizing opportunities rather than simply implementing tools without clear purposes.
• Clear, well-crafted onboarding programs and well-defined sales processes can dramatically reduce onboarding times and improve overall sales team performance.
• Mike emphasises the power of consultative sales processes that leverage storytelling to help customers better understand and engage with offerings.
• Strategic use of tech in sales calls can enable average sales reps to effectively handle complex objections and close more deals.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

3:17 About Mike Latch

6:19 Getting The Sales Process Right

8:51 Dealing With Sales Leaders on Having Functioning Sales Processes

10:54 Where To Start in Building a Sales Process

13:56 Blending Tech in the Sales Process

18:10 Using Tech and Sales Processes To Scale Your Business

23:35 "Sales Sucks"

25:25 Outro

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In this episode of Stronger Sales Teams, host Ben Wright introduces Wes Schaeffer, also known as "The Business Fixer", to deliberate on practical strategies for improving B2B sales. Wes illustrates the significance of segmenting the sales process into distinct, manageable segments through a variety of personal and professional experiences. Throughout the course of the discussion, Wes Schaeffer divulges details about the strategies that have consistently increased his close rates. He provides an explanation of his sales management method that assists firms in attracting, bonding with, converting, delighting, and endearing consumers while also discussing the cyclical nature of sales.

About the Guest:
"The Business Fixer" Wes Schaeffer is well-known for his expertise in sales tactics and optimisation. He is a veteran of the Air Force and the author of numerous books and 700+ podcast episodes. Wes brings an air of calm professionalism to his business dealings along with a brown belt in Brazilian jiu-jitsu. As a sales coach, he focuses on assisting companies in honing their messaging, increasing their closing rates, and efficiently distributing their products to customers. Wes brings a plethora of life experience and strong sales training to his clients, drawing on his roles as a father of seven and grandfather of three.

Discover more about Wes at www.fixerwes.com

Key Takeaways: 

• Emphasise each step of the sales process to ensure comprehensive execution and maximum impact.
• Address potential objections and critical details upfront to streamline the closing process.
• Utilise a cyclical approach (Attract, Bond, Convert, Deliver, Endear) to foster repeat business and referrals.
• Prioritise establishing trust over simply being liked to create sustainable client relationships.
• Protect leads from falling back with a systematic approach ensuring progression through the sales pipeline.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:56 "To Make Any Sale, You Must Make Every Sale"

9:49 The System

13:12 The Five Methods to Close Every Sale

17:00 Closing First Then Presenting

21:09 Sales Dog

26:30 Guest Socials

26:59 Outro

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In this episode of Stronger Sales Teams, Ben delves into a practical exercise that can be used to improve and refine your sales process. As the year concludes, sales teams are in a prime position to evaluate their accomplishments and devise strategies for the forthcoming year. Ben introduces a review exercise that is both simple and effective, with the objective of identifying areas that require refinement. 

Key Takeaways: 

• Consider a structured review of your sales process at the end of the year to uplift sales performance and strategy.
• Ask critical questions about each stage of your sales process to identify improvement opportunities and enhance team efficiency.
• Evaluate the effectiveness of your CRM system in capturing necessary sales data to optimise customer interactions and internal processes.
• Avoid focusing solely on internal processes—incorporate customer journey mapping to view performance from the client’s perspective.

Time Stamps:

0:00 Intro

2:34 The Sales Process Exercise

4:30 5 Steps For Sales Process

5:30 Review Around Broad Stroke Sales Process

7:58 Lead Generation

13:44 Meet and Greet or Needs Analysis

16:30 Quoting and Presentation

20:08 Closing

22:18 Post Sale Process

26:12 Health and Fitness Tip

Download our FREE Sales Process here: https://www.strongersalesteams.com/salesprocess 

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In this episode of the Stronger Sales Team, Ben Wright offers up some valuable strategies for closing deals as the year comes to a close. As the Christmas period approaches. He discusses effective negotiation strategies and highlights the importance of maintaining robust pipelines that accurately reflect business potential. The episode further delves into the optimal timing and approach for introducing pricing in sales conversations, with practical advice on aligning with client budgets from the outset. Additionally, Ben introduces a straightforward yet impactful negotiation framework, featuring walk-in, fallback, and walk-away positions, to help ensure successful deal closures. 

Key Takeaways: 

• Implement a thorough needs analysis to fully understand customer requirements and decision-making criteria early in the sales process.
• Introduce pricing discussions early to align customer and business expectations, identifying potential budgetary constraints beforehand.
• Utilise a clear negotiation framework with walk-in, fallback, and walk-away positions to navigate complex deal negotiations effectively.
• Leverage the advantages of offering multiple options to the customer to encourage flexibility and final agreement.
• Revisit and reflect upon negotiation successes and failures to continuously improve sales strategies and outcomes.

Time Stamps: 

0:00 Intro

3:00 Bringing To A Close Open Pipelines

3:30 Negotiation Frameworks

4:00 Understanding What it Takes to Get a Deal Closed

10:34 Bringing Pricing Up Early

14:54 A Negotiation Framework

21:00 Recap

22:11 Health and Fitness Tip

23:38 Outro

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In this episode of Stronger Sales Teams, Ben Wright is joined by Matthew Whyatt, a distinguished sales leader from Australia renowned for his expertise in crafting high-impact sales strategies. The discussion kicks off with Matthew offering valuable insights into the science of buyer-centric selling, effective sales leadership, and his broad experience across various industries. The conversation takes a deep dive into the concept of the "buyer's process," stressing the critical importance of understanding customer behaviour in the sales journey. Matthew introduces a structured, four-step framework designed to guide sales interactions and convert potential into measurable success.

About the Guest:

Matthew Whyatt is an accomplished sales professional with extensive experience across a range of industries, including IT, software consultancy, real estate, healthcare, and business licensing. As the founder of Teck Torque Systems, he specialises in providing strategic sales consultancy and training, helping technology businesses expand and thrive. With a proven track record of leading organisations to generate over $100 million in sales, Matthew has a deep expertise in both managing and mentoring high-performing sales teams. Formerly the CEO of Velocity Sales Training, he collaborated with prominent sales experts and worked closely with Fortune 500 companies and government agencies. A strong advocate for buyer-centric selling, Matthew is dedicated to empowering businesses to make informed, strategic decisions.

Key Takeaways:

• Understand the buyer’s process with a four-step framework to navigate successfully through “Just looking,” avoiding “Free consulting,” handling “Proposal requests,” and overcoming customer “Hiding.”
• Empower teams with a strong belief in the product and company to excel in sales engagements.
• Create actionable customer interaction plans, such as booking follow-up meetings during initial conversations to maintain momentum.
• Break up emails as a powerful tool to re-engage disengaged prospects and manage resource allocation effectively.
• The importance of leaders staying connected to frontline sales activities to enhance credibility and effectiveness in decision-making.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

6:21 Broad Thoughts and Questions

12:19 The Framework

18:51 How To Turn on the Growth Tap and Where To Start

21:24 Guest Socials

22:37 Outro

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Merry Christmas!!! In this special festive edition of the Stronger Sales Teams podcast, Ben Wright offers a timely discussion that resonates with the personal and professional goals of sales leaders during the holiday season. He reveals the Three Christmas Wishes that are top of mind for many sales leaders as they look ahead to the new year: improving pipeline quality, fostering team hunger, and finding personal balance.  Throughout the episode, Ben explores the deep desire for sales teams to thrive. He highlights the need for a strong and reliable sales pipeline, sharing insights on how leaders can distinguish between high-potential opportunities and those less likely to close. 

Key Takeaways:

• Sales leaders seek to enhance pipeline robustness by focusing on the quality and predictability of leads.
• Nurturing a motivated sales team requires setting examples, celebrating achievements, and having engaging meetings.
• Effective time management and prioritizing urgent and strategic tasks can help sales leaders find personal balance.
• Continuous learning for sales teams leads to higher competency and reduced reliance on leadership intervention.
• Engender intrinsic motivation in teams by recognizing progress and setting the right examples.

Time Stamps:

0:00 Intro

1:35 Top 3 Christmas Wishes on Sales Leaders Minds

3:00 Improving Pipeline Quality

9:14 Fostering Team Hunger

15:58  Finding Personal Balance

20:24 Recap

20:48 Health and Fitness Tip

22:04 Outro

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To kick off an exciting year ahead, Ben Wright presents the 2025 episode of the Stronger Sales Teams podcast, focusing on the core essentials of B2B sales management. Ben delivers a compelling narrative for sales leaders, revisiting the key factors that contribute to high-performing sales teams. As the festive season draws to a close, this episode is a crucial resource for those looking to refine their strategic approach to sales by emphasising the importance of aligning team goals with broader corporate objectives.

Key Takeaways:

• A well-defined sales strategy aligned with company objectives is critical for setting a clear direction and fostering business growth.
•  Sales success is bolstered by consistent and well-documented sales processes that guide teams through lead generation to closing deals.
•  Implementing appropriate metrics and celebrating achievements are vital to motivating sales teams and ensuring progress.
•  Continuous learning through structured training and coaching ensures that sales teams remain knowledgeable and agile.
•  Encouraging gradual progress in personal and professional goals can lead to sustained improvement and success.

Time Stamps:

0:00 Intro

1:50 Best Possible Way to Achieve Your Sales Goals

3:19 Having A Sales Strategy

7:24 Sales Process

9:20 Metrics

12:39 Training Program

13:56 Coaching Program

16:21 How to Take Action

16:58 Health and Fitness Tip

18:11 Outro

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In this episode of Stronger Sales Teams, Ben provides valuable guidance for sales managers on how to maximise existing customer databases to drive revenue growth. He explores the potential of re-engaging past customers and prospects, transforming previous interactions into profitable sales opportunities. Ben masterfully demonstrates how to use data to revive dormant customer relationships, highlighting the critical role of a reliable CRM system such as Salesforce, HubSpot, or Zoho. He offers practical advice on segmenting customers based on their last purchase and understanding the reasons behind the cessation of past transactions. The episode emphasises key strategies such as setting measurable targets, integrating automated solutions, and establishing long-term sales objectives for sustainable growth.

Key Takeaways: 

• Use CRM systems effectively to classify and analyse existing customer data, identifying prospects who haven’t transacted recently.
• Understand the reasons why customers stopped engaging with your business and categorise these reasons to build customised re-engagement strategies.
• Develop a sales playbook that includes varied offers and strategic campaigns to bring inactive customers back to life.
• Set clear targets for customer reactivation and monitor progress, integrating this into overall annual growth plans for your sales team.
• Balance professional ambitions with personal well-being by focusing on sleep, diet, stress management, exercise, and toxin reduction.

Time Stamps:

0:00 Intro

3:32 How To Impact Repeat Customers

4:18 Understanding Data

6:05 Segregating Customers to Periods 

6:45 Breaking the Data Down

9:03 Offers in Bringing Customers Back in the Business

1037 Building Out That Playbook of Offers

16:30 Key Encouragements

17:10 Health and Fitness Tip

19:57 Outro

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In this episode of Stronger Sales Teams, Ben Wright explores the critical role of strategic planning in aligning sales teams’ objectives with the broader goals of the business. As the new year commences, Ben underscores how crafting clear, actionable, and effective strategies can turn business aspirations into measurable results. He highlights common challenges in strategic planning, stressing the importance of prioritisation and focus to avoid the pitfalls of spreading resources too thin across too many objectives. In addition to strategic development, Ben emphasises the significance of regular quarterly reviews and maintaining consistent momentum to ensure sustained success over time.

Key Takeaways:

• Transform broader company goals into actionable sales team strategies to align efforts and optimise impact.
• Prioritise the most high-impact ideas from brainstorming sessions to streamline objectives and focus execution.
• Engage sales teams in the planning process to boost ownership, accountability, and execution success.
• Utilise financial waterfalls to align qualitative strategic objectives with quantifiable, financial outcomes.
• Maintain momentum with regular reviews, refinements, and engagement of project champions to ensure strategic plans do not lose focus.

Time Stamps:

0:00 Intro

2:00 Strategic Planning Format

4:38 Looking At Broader Company Goals

6:16 Revenue Growth Target

7:25 Strategic One Sentence Pitch

8:45 Involving The Team

11:56 Building Plans

13:55 The Financial Waterfall

17:30 Review, Refine, and Re-roll Out Program

19:30 Recap

21:07 Outro

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In this episode of Stronger Sales Teams, Ben Wright shares his insights on creating sales incentive programs that really work. With years of experience working with startups, fast-growing businesses, and established companies, he offers practical tips on designing pay strategies that align with company goals, boost team morale, and deliver outstanding sales results. This episode is a goldmine of advice on shaping sales incentive structures for businesses at any stage – whether you’re just starting out, in the growth phase, or fully established.

 Key Takeaways:

•  Startups, growth-phase, and mature businesses should each design remuneration packages that reflect their specific needs and growth stages, balancing base salaries, commissions, and bonuses.
• Sales compensation should weigh both revenue and gross margin growth, particularly in growth and mature businesses, ensuring compensation drives both short-term and long-term value.
• Offering uncapped commissions in growth-oriented environments can attract top sales talent and incentivize exceptional performance.
• As businesses mature, shifting focus to non-monetary benefits like career progression and unique perks can be vital to retaining top sales talent.
• Recognizing different sales roles and competencies allows for flexibility in pay structures, enabling businesses to attract and retain high performers or “career gorillas.”

Time Stamps:

0:00 Intro

1:58 Types of Business Framworks In Rumeneration Strategies

3:30 For Star Up Business

6:50 For Growth Driven Businesses

12:35 For Mature Businesses

16:00 Other Frameworks

22:24 Recap

23:18 Outro

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In the highly anticipated 100th episode of the Stronger Sales Teams podcast, host Ben Wright brings you an unmissable blend of expertise from three powerhouse professionals: Steve Plummer, Akeem Shannon, and Nick Capozzi. This special milestone episode dives deep into the game-changing skills of storytelling, persuasive communication, and cutting-edge marketing strategies – all packed with insights that will supercharge your sales team’s performance and engagement.

Get ready for an eye-opening conversation as Steve Plummer reveals how powerful words can work magic in the world of sales and marketing. Then, Akeem Shannon takes you on his journey from entrepreneur to success with Flipstick, showing how personal and customer stories can create unbreakable bonds. Finally, Nick Capotzi unwraps the secrets behind video marketing and how personalised videos are revolutionising the sales landscape and boosting customer interaction.

Key Takeaways:

• Steve Plummer emphasizes the power of language in sales, suggesting that the words we choose can significantly influence the outcome of business communications.
• Akeem Shannon illustrates the importance of personal and customer narratives in creating a meaningful connection with the audience.
• Nick Capozzi highlights the value of personalized video messages in enhancing sales pitches and cementing relationships with clients.
• The episode offers rich, actionable insights on copywriting, storytelling, and video strategies tailored for sales leaders.
• Through his anecdotes, Akeem Shannon exemplifies how overcoming rejections can lead to unexpected opportunities in business ventures.

Time Stamps:

0:00 Intro

1:03 100th Episode!!!!

1:52 Steve Plummer

12:55 Akeem Shannon

26:06 Nick Capozzi

50:11 Outro

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.