Sales Growth Made Simple: For Trade, Construction & Industry Leaders

E210: Close 20% More Sales Without Wasting Time Quoting by Using This 1 Qualifying Question (Trade Leadership): Sales, Leadership, Trade

Wed, 29 Apr 2026 05:00:00 +1000

Are you wasting hours quoting deals for customers who were never ready to buy in the first place?

If you’ve ever felt stuck chasing “maybe” deals that go nowhere, you’re not alone.

Many business owners and sales teams spend huge amounts of time quoting prospects who are simply exploring options—not actually ready to move forward—leaving pipelines clogged and conversions low.

In this episode you'll discover:

How to instantly identify whether a prospect is ready to buy or just browsing so you can stop wasting time on dead-end deals.
How to shift your sales approach to guide undecided prospects toward clarity and build stronger relationships.
How to improve your close rate by focusing your time and energy only on high-intent opportunities.

Hit play now to learn the one simple question that can transform your sales pipeline and help you close more deals with less effort.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

E209: The Simple 3-Step Sales Framework that Will Convert More Sales and Grow Your Trade Business: Sales, Leadership, Trade

Mon, 27 Apr 2026 05:00:00 +1000

What if the real reason you’re not closing more deals isn’t your leads—but your conversion system?

Many business owners believe they need more leads to grow sales, but the truth is often the opposite.

This episode introduces a powerful framework to simplify your sales process and improve performance immediately.

In this episode you'll discover:

How the Core 3 Conversion System can dramatically increase your close rates without adding more leads
Why speed, value, and process are the three critical levers that drive consistent sales success
Practical ways to implement a simple, repeatable system that works even when you’re under pressure

Press play now to learn how to simplify your sales process and start converting more of the leads you already have.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E208: The Most Important Question That Will Turn a 'Not Sure' into a 'Yes' (and Grow Your Trade Sales): Sales, Leadership, Trade

Fri, 24 Apr 2026 05:00:00 +1000

How many deals are slipping through simply because your customer says, “I’m not sure”?

If you’re in sales or running a business, you’ve likely heard “leave it with me” more times than you can count. The reality? Many customers aren’t saying no—they’re just unsure of what to do next.

This episode shows you how to step in, guide the decision, and turn uncertainty into momentum.

In this episode you'll discover:

How to uncover what’s really holding your customers back from making a decision
Simple ways to guide customers through uncertainty without using pushy sales tactics
How to confidently move stalled deals forward and increase your overall close rate

Press play now to learn how to turn “I’m not sure” into confident yeses and close more deals with ease.

New episodes every Monday, Wednesday and Friday.

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To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E207: How to Book Out Your Sales Pipeline 3 Months (or More!) in Advance (Trade focus): Sales, Leadership, Trade

Wed, 22 Apr 2026 05:00:00 +1000

What if you could grow your sales by 10% or more—without spending a single extra dollar on marketing?

Many business owners feel stuck in the cycle of chasing new leads, increasing ad spend, and worrying about pipeline consistency. But what if the growth you’re looking for is already sitting inside your existing customer base?

This episode flips the script and shows you how to unlock hidden revenue opportunities without adding more cost or complexity.

In this episode you'll discover:

How small, strategic changes can unlock double-digit revenue growth using customers you already have
Simple, repeatable ways to increase deal size, generate referrals, and drive repeat business
How to build a more predictable, profitable sales engine without relying on expensive or inconsistent marketing channels

Hit play now to learn how to unlock immediate, cost-free growth opportunities already sitting inside your business.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E206: The 3 Things To Ask Your Customers For Faster Trade Sales Growth (and improve your Leadership): Sales, Leadership, Trade

Mon, 20 Apr 2026 05:00:00 +1000

What if closing more deals didn’t require better pitches—but just three simple questions?

Deals are often lost because customers feel unclear, unheard, or unsure about what comes next.

This episode breaks down a simple, repeatable approach that helps you guide conversations, remove confusion, and move deals forward with confidence.

In this episode you’ll discover:

The three powerful questions that simplify your sales process and boost close rates
How to uncover hidden objections before they stall your deals
A natural, pressure-free way to lead customers toward a decision

Hit play now to start closing more deals faster—using a simple framework you can apply in every sales conversation.

Watch Episode 123: “Why Simplicity in Trade Sales Leadership and Process Drives Better Results with Lasada Pippen”

https://open.spotify.com/episode/3bWK5uuBNEwtCRJk9scZ5g?si=7974b7882b774843

New episodes every Monday, Wednesday and Friday.

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E205: Why You're Actually Afraid to Ask for the Business and the Easy Way to Overcome it to Make More Sales: Sales, Leadership, Trade

Fri, 17 Apr 2026 05:00:00 +1000

Why do so many capable salespeople hesitate right at the moment they should be closing the deal?

You’ve done the hard work—built rapport, delivered value, and presented a strong quote. But when it’s time to ask for the business, something holds you back.

Whether it’s fear of rejection, damaging the relationship, or simply not knowing how to ask… this hesitation could be costing you more deals than you realize.

In this episode you’ll discover:

The real reasons sales leaders hesitate to ask for the business—and how to overcome them
A simple mindset shift that removes the pressure and fear around closing
A practical, low-pressure way to guide customers to say yes without a “hard sell”

Hit play now to close more deals with confidence and stop letting opportunities slip through the cracks.

New episodes every Monday, Wednesday and Friday.

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E204: How to Get Customers to Spend More Money on Your Services Even After Their Project Has Started (Sales Leadership): Sales, Leadership, Trade

Wed, 15 Apr 2026 05:00:00 +1000

What if you could increase your revenue on every project—without finding a single new customer?

Most businesses think growth comes from more leads, but often the biggest opportunity is right in front of you—within the projects you’re already delivering.

The challenge? Knowing how to introduce additional value (and revenue) in a way that feels natural, ethical, and beneficial for your customer.

In this episode you’ll discover:

How to introduce variations early to build trust and avoid friction later
Why mid-project is the perfect time to expand scope and increase project value
How to identify new opportunities that enhance results for your customer—and your revenue

Hit play now to learn how to grow your project value the right way—by creating more impact for your customers and more profit for your business.

New episodes every Monday, Wednesday and Friday.

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E203: 3 Times you Should ALWAYS ask for Referrals to Reduce Sales Reliance on New Leads: Sales, Leadership, Trade

Mon, 13 Apr 2026 05:00:00 +1000

What if you could stop chasing leads—and have new customers come to you instead?

Most trade businesses rely heavily on paid ads, Google, or traditional channels to keep leads flowing. But when those slow down, panic sets in.

The reality? There’s a far easier, lower-cost way to generate high-quality leads—you’re just probably not using it consistently (or at the right time).

In this episode you’ll discover:

The three key moments in your sales process where asking for referrals actually works
How to ask for introductions in a natural, low-pressure way that gets more yeses
Why referrals can reduce your reliance on expensive lead generation channels

Hit play now to start generating more referrals, reduce your lead stress, and build a more predictable pipeline.

New episodes every Monday, Wednesday and Friday.

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E202: Free Leads For Trade Businesses - How to Save Marketing Costs and Grow Sales (Leadership): Sales, Leadership, Trade

Fri, 10 Apr 2026 05:00:00 +1000

What if you could grow your sales by 10% or more—without spending a single extra dollar on marketing?

Most business owners believe growth requires more leads, more ads, and more budget.

This episode breaks down how to unlock hidden revenue streams you’re likely overlooking—so you can grow faster without adding complexity or cost.

In this episode you’ll discover:

How simple variations within existing projects can instantly increase revenue
Why referrals are one of the most underused (and highest-converting) growth levers
How to tap into repeat business to create consistent, predictable sales growth

Hit play now to unlock the hidden revenue in your business and start growing sales—without spending more on marketing.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E201: The Unbelievable way Consistency Grows Trade Sales Overnight, & how to use it in Your Own Business: Sales, Leadership, Trade

Wed, 08 Apr 2026 05:00:00 +1000

What if the real reason your sales feel chaotic… is simply a lack of structure?

If you’re constantly chasing deals, juggling too many priorities, and feeling like your pipeline is unpredictable, you’re not alone.

The good news? It’s not about working harder… It's about putting the right structure in place.

In this episode you’ll discover:

How clear timelines for your daily sales activities can instantly create consistency
Why simple templates can save time, reduce stress, and improve your results
How a “mini sales process” can dramatically increase your close rates without complexity

Hit play now to bring structure to your sales, stop the chaos, and start building consistent, predictable growth.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E200: The REAL Reason Why You're Always Chasing Customers For Sales, That You Never Considered Before (and How to Fix It): Sales, Leadership, Trade

Mon, 06 Apr 2026 05:00:00 +1000

Are you constantly chasing customers—only to feel like they’re just not ready to buy?

If you’re doing all the follow-ups but still struggling to close deals, the issue might not be your effort—it’s what’s missing in your relationship with the customer.

This milestone episode reveals how to shift that dynamic and make customers move toward you instead.

In this episode you’ll discover:

The real reason you’re stuck chasing customers—and how to reverse it
How to strengthen the “know, like, trust” factors that drive buying decisions
A simple, powerful way to involve customers in their projects so they’re more invested in saying yes

Hit play now to stop chasing deals and start creating customers who are ready to buy from you.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E199: Why Perfection will Never Grow Your Sales, and the 3 Ways Precision Will: Sales, Leadership, Trade

Fri, 03 Apr 2026 05:00:00 +1000

Are you losing sales because you’re chasing perfection instead of focusing on what actually matters?

In trade and service-based businesses, it’s easy to fall into two traps—either overcomplicating everything in the pursuit of perfection or lacking enough structure to be consistent.

This episode shows you how finding the sweet spot—precision—can help you move faster, build trust, and win more work.

In this episode you’ll discover:

The critical difference between precision and perfection—and why it impacts your sales more than you think
How to respond to leads and get to site faster without overthinking or overcomplicating your process
A practical way to run site inspections that balance efficiency with building strong customer relationships

Hit play now to simplify your sales approach, move faster, and start closing more deals with confidence.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E198: Why Trade Sales Feel Harder Than They Should and 1 Simple Way to Fix It (And Save Money): Sales, Leadership, Trade

Wed, 01 Apr 2026 05:00:00 +1000

Why do trade sales feel so hard—even when you’re doing everything right?

Sales often gets pushed aside or squeezed into the gaps, making it feel chaotic, reactive, and harder than it should be.

This episode shows you how to take back control and create structure so sales becomes consistent, focused, and far more effective.

In this episode you’ll discover:

Why trade sales feels overwhelming—and the hidden reason it keeps happening
A simple “Power Hour” framework to take control of your sales pipeline every day
How to structure your time so you can balance urgent tasks while still driving revenue growth

Hit play now to reclaim your time, simplify your sales process, and start getting better results with less stress.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E197: The 1 Sales Hack to Handle Objections Like a Pro Before They Appear - and Close More Trade Sales: Sales, Leadership, Trade

Mon, 30 Mar 2026 05:00:00 +1000

What if you could eliminate most sales objections before your customer even says them?

For trade and service-based businesses, this often means longer sales cycles, lost deals, and frustration.

But what if objections weren’t something you had to “handle” at the end… and instead something you could prevent from the very beginning?

In this episode you’ll discover:

How to reduce objections before they even arise with simple pre-meeting preparation
The three powerful question types that surface hidden objections early in the sales process
A proven way to confidently address and resolve objections on the spot so they don’t come back later

Hit play now to learn how to handle objections like a pro—and close more deals with less resistance.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E196: The 3 Sales Metrics You Need to Track to Grow Your Trade Business: Sales, Leadership, Trade

Fri, 27 Mar 2026 05:00:00 +1000

Are your sales metrics actually helping you grow—or just overwhelming your team?

Most sales teams are buried under complicated dashboards, endless reports, and metrics that don’t drive action. The result? Confusion, low motivation, and missed growth opportunities.

This episode cuts through the noise and shows you how simplifying your metrics can give you instant clarity on where your business stands—and exactly what to do next to grow.

In this episode you’ll discover:

The three essential sales metrics that actually drive growth (and what to ignore)
How to use quote volume and pipeline size to predict and control your revenue
A simple way to track performance trends so you always know what to focus on next

Hit play now to simplify your sales metrics and start making smarter, faster growth decisions today.

Click the Link for the Free Resource:

https://strongersalesteams.com/resources/

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

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E195: How to Grow Your Sales From 6 to 7 Figures Monthly Sales: Sales, Leadership, Trade

Wed, 25 Mar 2026 05:00:00 +1000

What if you could increase your revenue by 83% in just 6–8 weeks—without hiring more salespeople or generating more leads?

If you’re stuck in the six-figure range and pushing toward seven figures, it can feel like growth requires more—more staff, more leads, more complexity.

This episode reveals how small, strategic tweaks—not massive overhauls—can unlock serious growth in trade, construction, B2B, or even B2C businesses.

In this episode you’ll discover:

How to uncover hidden gaps in your sales process that are quietly costing you revenue
A simple, proven framework to increase your close rates without needing more leads
How team-based deal reviews can create a ripple effect of wins across your pipeline

Hit play now to uncover the two simple levers that could take your business from six figures to seven—faster than you think.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E194: The 1 Lead Qualification Rule That Stops Your Clients Ghosting and Closes You More Sales: Sales, Leadership, Trade

Mon, 23 Mar 2026 05:00:00 +1000

Are you wasting hours chasing prospects who were never ready to buy in the first place?

If you’ve ever been ghosted after what felt like a great sales conversation, you’re not alone—and it’s costing you time, energy, and missed opportunities. The real problem isn’t your pitch… it’s not knowing whether your prospect is actually ready to move forward. In this episode, you’ll discover how one simple question can instantly reveal where your customer truly stands.

Save hours of wasted time by identifying serious buyers early
Increase your close rate by focusing only on ready-to-move prospects
Build trust and position yourself as the go-to expert—even with undecided clients

Hit play now to learn the one question that will instantly sharpen your sales process and help you close more deals with less effort.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E193: How to Get Customers to Instantly Want to Buy From You in the Trade Sales Landscape: Sales, Leadership, Trade

Fri, 20 Mar 2026 05:00:00 +1000

What if one simple approach in your first customer conversation could make them instantly want to buy from you?

Most businesses focus on qualifying leads to filter out the wrong customers—but they often miss a hidden opportunity. In this episode, we dive into how asking the right qualifying questions can do more than assess fit: it can make customers excited about working with you, building trust and connection before a single quote is sent.

By listening, you’ll discover how to:

Ask questions that uncover what truly matters to your customer and what will make them thrilled with the result.
Guide your customers through articulating their goals and desires, creating a positive emotional connection.
Use their responses to reinforce their excitement, making them see you as the partner they want from the very first interaction.

Press play now to learn the one thing you can do on your first call that gets customers excited and ready to buy.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E192: How to Increase Your Sales Close Rates by 70% in 6 Weeks: Sales, Leadership, Trade

Wed, 18 Mar 2026 05:00:00 +1000

What if two tiny changes in your sales process could boost your close rates by 70% in just six weeks?

Most trade and construction businesses struggle to convert leads efficiently, often leaving revenue on the table. In this episode, we break down a real-life success story of a business that transformed their results—not with massive overhauls, but with two simple, smart tweaks to their early sales process that made a huge impact. Whether you run a small team or a larger operation, these insights apply to almost any sales environment.

By listening to this episode, you’ll discover how to:

Respond to inbound leads in a way that captures customer excitement and engagement at the peak moment.
Replace impersonal email autoresponders with high-impact voice calls to start relationships off strong.
Achieve measurable improvements in close rates without increasing lead volume or overhauling your entire process.

Hit play now to hear how simple changes to speed and human connection turned a struggling sales process into a 70% growth machine.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E191: What a ‘Hell Yes’ Meet-and-Greet Looks Like in Construction & Trade Sales: Sales, Leadership, Trade

Mon, 16 Mar 2026 05:00:00 +1000

What if your customer decided to work with you before you even sent the quote?

In trade and construction businesses, quoting often turns into a price comparison game—contractor A vs. contractor B vs. contractor C. But the real advantage happens much earlier. In this episode, you’ll discover how the meet-and-greet stage of your sales process can shift the entire dynamic, helping customers choose you before the quoting battle even begins. If you want fewer price wars and more confident clients ready to move forward, this conversation will change how you approach your first meeting.

By listening to this episode, you’ll learn how to:

Build a genuine connection with customers that creates trust from the very first meeting.
Ask the right questions to uncover what truly matters and deliver real value during the conversation.
Identify the non-negotiable decision criteria so your proposal speaks directly to what wins the job.

Press play now to learn the three simple strategies that can turn your next meet-and-greet into a “hell yes” before the quote is even sent.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

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E190: How to Build a Quote That Sells for You Even When You’re Not in the Room (Perfect for Trade Sales): Sales, Leadership, Trade

Fri, 13 Mar 2026 05:00:00 +1000

What if your quote could keep selling your service—even after you’ve left the room?

In most sales conversations, you might spend a few hours with a customer over several days. But once you send the quote, it often sits with them far longer—and gets shared with people you’ve never even met. That means your quote becomes the most powerful representation of your business when you're not there to explain it. In this episode, we break down how to transform a basic quote into a tool that continues selling your value long after the meeting ends.

Learn how to structure your quote so it tells a compelling story that moves customers from where they are now to the outcome they want.
Discover a simple summary format that clearly shows clients you understand exactly what they asked for.
Understand how explaining the “how” behind your work builds trust and helps decision-makers say yes faster.

Press play now to learn the three simple improvements that turn an ordinary quote into a powerful sales tool that closes deals—even when you’re not in the room.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E189: 3 Incredible Hacks That Helped a Trade Landscaper Closed a $63K Sale: Sales, Leadership, Trade

Wed, 11 Mar 2026 05:00:00 +1000

What if three small changes to your quoting process could help you close a $63,000 sale?

Many business owners think improving sales means learning complicated tactics or building complex systems. But the truth is, most deals are won or lost in the small details—especially in how you quote your work. In this episode, you’ll hear the real story of a young landscaping business owner who made a few simple adjustments to his quoting process and dramatically improved his chances of winning the deal.

Discover how turning your quote into a compelling story can make customers excited to work with you.
Learn a simple way to personalize quotes so clients clearly see that you understand exactly what they want.
Find out why presenting quotes face-to-face can dramatically increase your close rate.

Hit play now to learn the three simple quoting improvements that helped close a $63,000 deal—and how you can apply them to win more sales in your own business.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E188: Why Sales People Think They are Following a Sales Process — But Really Aren't (And How to Fix It): Sales, Leadership, Trade

Mon, 09 Mar 2026 05:00:00 +1000

Do you really have a sales process… or are you and your team just winging it?

Most business and sales leaders confidently say they have a sales process. It’s written down. The team knows what to do. Conversions are “okay.” But when you zoom in, what often shows up is variation, inconsistency, and deals being handled differently depending on the day, the rep, or the mood.

If you’ve ever wondered why your close rate sits at 20–30%… why performance varies across your team… or why improving results feels harder than it should — this episode will challenge the assumption that “we’ve got a process.”

Because having experience is not the same as having a repeatable system.

In this episode, you’ll discover:

How to pressure-test whether you truly have a sales process or just accumulated experience
The exact five stages you should document to create consistency and lift conversion rates
A simple, practical way to build a one-page sales process that improves performance by 2–10% (and compounds over time)

If you want to turn small improvements into massive long-term revenue gains, hit play now and learn how to build a sales process that actually works.

Resource Link: https://strongersalesteams.com/salesprocess/

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E187: Why Your Quotes Are Driving Away Ideal Clients — And How to Fix It to Close More Sales: Sales, Leadership, Trade

Fri, 06 Mar 2026 05:00:00 +1000

Are your quotes quietly dying in “let me think about it” — even after what felt like a great meeting?

You show up prepared. You build rapport. You talk through the job in detail. The client seems excited. Then you send the quote… and nothing. No yes. No no. Just silence. If this sounds familiar, you don’t have a closing problem — you likely have a quoting problem. And the good news? Your quote is one of the easiest parts of your sales process to fix — and one of the fastest ways to increase revenue.

In this episode, you’ll discover:

Why basic, one-page quotes fail to engage buyers — and how better presentation instantly lifts perceived professionalism
How confusing, technical language kills clarity and what to say instead so customers truly understand what they’re buying
The power of storytelling in your quote to increase perceived value and reduce “I need to think about it” responses

Hit play now to learn how to transform your quotes from flat, forgettable PDFs into compelling proposals that convert more jobs without chasing harder.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E186: How a Painter Doubled his business in 8 weeks (Any Trade Business can do the same): Sales, Leadership, Trade

Wed, 04 Mar 2026 05:00:00 +1000

What would it take for you to double your business in just eight weeks — without hiring a whole new team or working 24/7?

If you’re in the trades, construction, or any service-based business, you’ve probably felt the pressure to grow — more leads, more quotes, more jobs — but without burning out. The truth? Growth doesn’t always come from doing more. Sometimes it comes from doing less… but better. In this episode, you’ll hear the real story of a residential painter who didn’t reinvent his business — he refined it — and the results were extraordinary.

In this episode, you’ll discover:

How narrowing down to the right lead sources instantly increased sales momentum
The simple mindset and preparation tweaks that dramatically improved first impressions and quote success
Why reducing quote turnaround time to under 24 hours became the ultimate competitive advantage

Hit play now to uncover the three practical changes that helped one trade business quadruple in 12 months — and start applying them to your business today.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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Or email Ben if you would like to get in touch: hello@strongersalesteams.com

E185: 3 Simple Hacks to Identify Where Your Sales Process Is Breaking Down and How to Fix it - And Improve Your Leadership: Sales, Leadership, Trade

Mon, 02 Mar 2026 05:00:00 +1000

Where is your sales process actually breaking down — and how much revenue is quietly leaking because you’re not measuring it?

If you’re working hard, generating leads, booking meetings, sending quotes… and still not seeing the growth you expected, you’re not alone. Most sales teams don’t have a sales problem — they have a visibility problem. Without knowing your exact conversion rates at each stage, it’s impossible to fix what’s slowing you down. The good news? Small, targeted changes in the right place can dramatically move the dial — sometimes doubling results in a matter of weeks.

In this episode, you’ll discover:

The four critical sales metrics every business must track to pinpoint exactly where revenue is leaking
The benchmark percentages that instantly tell you whether your numbers are healthy — or hurting
Practical, simple fixes you can apply immediately to improve response rates, reduce no-shows, increase quotes, and lift your close rate

Hit play now to identify your biggest sales bottleneck and unlock the small change that could dramatically increase your revenue.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E184: 3 Early Sales Mistakes That Force You to Compete on Price (& what Successful Sales Leaders do instead): Sales, Leadership, Trade

Fri, 27 Feb 2026 05:00:00 +1000

Are you losing deals not because you're too expensive—but because you're accidentally forcing customers to compare you on price?

If you’ve ever walked out of a quote meeting thinking, “I’ll only win this if I drop my price,” this episode is going to hit home. For leaders in trade, construction, and service-based businesses, the first meeting is where deals are truly won or lost—and most are unknowingly sabotaging their margins in the first 15 minutes. The good news? It’s not about being cheaper. It’s about fixing three simple mistakes that shift the conversation from price to value.

In this episode, you’ll discover:

How slowing down your first meeting instantly builds trust and protects your margins
The exact way to uncover what your customer actually values—so you can align your offer to what matters most
A simple closing framework that locks in clarity, confidence, and next steps—without discounting

You’ll also hear a real-world example of a contractor who stopped believing he was “too expensive,” raised his prices 10–15%, and quadrupled his business—all by refining his sales process instead of cutting costs.

Press play now to learn the three changes you can make in your very next sales meeting to stop competing on price and start winning on value.

New episodes every Monday, Wednesday and Friday.

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E183: Sales Leadership & the Coca-Cola Effect: How Emotional Branding Drives Growth in Trade & Construction: Sales, Leadership, Trade

Wed, 25 Feb 2026 05:00:00 +1000

What if your business could create the same kind of emotional loyalty as Coca-Cola — not just selling a product, but an experience your customers love?

Coca-Cola isn’t just a drink — it’s a global icon. Unlike generic beverages like water, tea, or coffee, it’s a brand that people feel connected to. That emotional connection drives loyalty, repeat business, and influence. For leaders and small business owners, the lesson is clear: creating an emotional experience for your customers can set you apart in crowded markets and help your sales outperform the competition.

In this episode, you’ll learn how to:

Transform your product or service into an emotional experience your customers remember
Build brand loyalty that gives you a competitive edge over others in your market
Identify what your business already does exceptionally well and amplify it to create stronger customer connections

Press play now to discover how to turn your brand into an unforgettable experience that drives loyalty, sales, and lasting customer relationships.

New episodes every Monday, Wednesday and Friday.

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E182: The 1 Critical Mistake Sabotaging Your Construction Sales Close Rates & How To Fix It Fast: Sales, Leadership, Trade

Mon, 23 Feb 2026 05:00:00 +1000

Are you absolutely sure you have a sales process… or are you just relying on experience and hoping for consistency?

Most leaders confidently say they have a sales process — until they’re asked to explain it. That’s when the cracks show. What many businesses actually have isn’t a documented system… it’s a “lived” process — one that changes depending on the person, the customer, or even the mood on the day. And that inconsistency quietly costs you deals. If you’re in trades, construction, renewables, or any service-based business, this episode speaks directly to the hidden reason your close rate isn’t where it should be.

In this episode, you’ll discover:

Why undocumented, experience-based selling creates inconsistency across teams and customers — and directly lowers your close rate
The biggest mistake leaders make that quietly sabotages sales process adoption (and how to fix it immediately)
A simple five-step framework you can implement right away to create consistency, ask better questions, align value, and close more deals

Press play now to learn how to turn your “lived” sales habits into a documented process that drives consistent performance and more closed deals.

New episodes every Monday, Wednesday and Friday.

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E181: Where Your Sales Process Is Leaking Money—and the Leadership Metrics That Fix It: Sales, Leadership, Trade

Fri, 20 Feb 2026 05:00:00 +1000

Do you know exactly where your sales process is leaking money—or are you guessing and hoping it fixes itself?

Leads ghosting you, quotes not converting, or revenue falling short are rarely random problems. They’re symptoms of breakdowns inside your sales process. In this episode, we revisit the five-step sales process to pinpoint where deals are slipping through the cracks and introduce the key metrics that reveal what’s really going wrong.

By listening, you’ll learn how to:

Identify which step of your sales process is costing you the most money.
Use simple, practical metrics to diagnose lead, quoting, and closing issues.
Apply a proven framework built from 25+ years of sales experience to tighten your process and improve results.

Press play to uncover the hidden leaks in your sales process and learn how to fix them before they cost you another deal.

New episodes every Monday, Wednesday and Friday.

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E180: Lead with Service, Sell with Impact: Lessons from Zig Ziglar for Trade & Construction Sales Leaders: Sales, Leadership, Trade

Wed, 18 Feb 2026 05:00:00 +1000

What if the secret to closing more deals isn’t more leads—but a mindset shift that changes the way you serve your customers?

In this episode, we dive into the timeless lessons of Zig Ziglar, the legendary sales trainer and motivational speaker who inspired hundreds of thousands of salespeople to close more deals. His key insight? Sales is a service-driven profession, and success comes from your attitude and mindset as much as your techniques.

By listening, you’ll discover how to:

Harness a positive, service-focused mindset to build stronger relationships with customers.
Apply Ziglar’s principles to lead your team more effectively while serving both customers and colleagues.
Close more deals without chasing more leads, by focusing on what really matters: serving your clients better.

Listen now to learn how adopting a Ziglar-inspired, service-driven mindset can transform your sales and leadership results.

New episodes every Monday, Wednesday and Friday.

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E179: How Trade Sales Leaders Grow Close Rates with Subtle Sales Process Tweaks: Sales, Leadership, Trade

Mon, 16 Feb 2026 05:00:00 +1000

Are you losing deals because you’re quoting one-off projects like repeat customers—or treating repeat clients like strangers?

Most sales strategies focus on chasing more leads, but the real wins often come from mastering the leads you already have. In this episode, we dive into the subtle—but powerful—differences between quoting for first-time clients versus repeat customers, and why small adjustments can dramatically boost your close rates.

By listening, you’ll learn how to:

Build trust and create value with one-off clients to increase your chances of closing the deal.
Deliver consistent, exceptional value to repeat customers and avoid letting laziness hurt your relationships.
Apply the “1% better” approach to quoting and customer interactions, turning small improvements into bigger revenue.

Tune in to discover the key tweaks in your quoting process that can transform both first-time and repeat client wins.

New episodes every Monday, Wednesday and Friday.

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E178: The First Meeting is Where Most Trade Sales are Lost (A Leaders 'Must Listen'): Sales, Leadership, Trade

Fri, 13 Feb 2026 05:00:00 +1000

Have you ever walked into a quote or site meeting already stressed—and unknowingly talked yourself out of the deal?

For trade and construction businesses, the meet and greet is the moment where most sales are truly won or lost. Yet it’s often rushed, inconsistent, or driven by your mood on the day. In this episode, you’ll learn how to turn every onsite meeting into a repeatable, high-conversion experience that builds trust fast and dramatically increases your close rate.

In this episode, you’ll discover:

How to create instant warmth and a powerful first impression that puts customers at ease
How to uncover what your customer actually values—and position your solution to match it
Why alignment on timing, pace, and next steps leads to faster closes and more “yes” decisions

Press play now to master the meet and greet process that helps you win more deals, close faster, and turn first impressions into signed jobs.

New episodes every Monday, Wednesday and Friday.

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E177: Resilience and Personal Brand: The Trade Sales Leadership Lesson Behind Billion-Dollar Deals: Sales, Leadership, Trade

Wed, 11 Feb 2026 05:00:00 +1000

What if the real reason some leaders close billion-dollar deals isn’t tactics—but resilience, authenticity, and personal brand?

In competitive trade, construction, and industry businesses, it’s not enough to have a product or a process. Customers buy from leaders they trust. This episode breaks down how Shark Tank investor Barbara Corcoran built a billion-dollar real estate empire by standing out in a brutal market—and why the same principles apply directly to leaders running seven- and eight-figure businesses today.

In this episode, you’ll learn:

How resilience becomes a competitive advantage when deals are tough and growth feels slow
Why authenticity and personal brand can accelerate trust and help you close higher-value deals
How leaders in the $1–$10M range can leverage their own presence to drive faster sales growth

Hit play now to uncover how resilience, authenticity, and personal brand can help you win more deals and lead your business through its next stage of growth.

New episodes every Monday, Wednesday and Friday.

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E176: Why Most Trade Businesses Struggle with Sales (and How Leaders can Fix it): Sales, Leadership, Trade

Mon, 09 Feb 2026 05:00:00 +1000

Do you believe a formal sales process doesn’t really apply to your trade, construction, or industry business?

If you’re a trade, construction, or industry leader juggling quoting, installs, and customer demands, it’s easy to think sales systems are only for “corporate” or long-cycle businesses. The reality? Not having a clear sales process is often the hidden reason growth stalls, margins get squeezed, and deals slip through the cracks. This episode breaks down why the most successful trade and construction businesses simplify sales—and how that simplicity drives massive revenue growth.

In this episode, you’ll discover:

Why even a basic sales process can double, triple, or 10x revenue in trade and construction businesses
The five critical stages of a compact sales process—and the one priority that matters most in eac
How focusing on speed, warmth, value, transparency, and happiness leads to more closes, repeat work, and referrals

Press play now to identify the single sales process improvement that will immediately move the needle in your business and help you close more deals with less effort.

New episodes every Monday, Wednesday and Friday.

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E175: Trade Sales Leadership Insights: Selling with Power Using Herb Cohen’s Negotiation Strategies: Sales, Leadership, Trade

Fri, 06 Feb 2026 05:00:00 +1000

Are you sitting on a full pipeline of quoted deals… but very few of them are actually closing?

Most sales teams assume that once a quote is sent, the deal will naturally move forward—but that assumption is quietly killing close rates and revenue.

In this episode, we break down why closing is not automatic, why so many salespeople avoid asking for the business, and how that hesitation leads to stalled deals with no yes, no, or clear next step.

By listening to this episode, you’ll learn:

How to remove the fear of “asking for the business” and confidently drive deals to a decision
The five proven levers you can pull immediately to increase close rates without changing your product
A simple “If I will you” framework that helps customers commit without pressure or pushiness

If you want fewer stuck deals, faster decisions, and more revenue from the pipeline you already have, press play and start closing with intention today.

New episodes every Monday, Wednesday and Friday.

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E174: Negotiate Earlier, Close Bigger: Using Herb Cohen’s Playbook to Sell with Power: Sales, Leadership, Trade

Wed, 04 Feb 2026 05:00:00 +1000

Are you sitting on a full pipeline of quoted deals… but very few of them are actually closing?

Most sales teams assume that once a quote is sent, the deal will naturally move forward—but that assumption is quietly killing close rates and revenue.

By listening to this episode, you’ll learn:

How to remove the fear of “asking for the business” and confidently drive deals to a decision
The five proven levers you can pull immediately to increase close rates without changing your product
A simple “If I will you” framework that helps customers commit without pressure or pushiness

If you want fewer stuck deals, faster decisions, and more revenue from the pipeline you already have, press play and start closing with intention today.

New episodes every Monday, Wednesday and Friday.

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E173: From Slow January to Strong February: 3 Levers to Revive Trade Sales Leaders Performance: Sales, Leadership, Trade

Mon, 02 Feb 2026 05:00:00 +1000

Is your “slow January” quietly setting you up for a weak February—and an even worse quarter?

Many sales leaders accept January as a write-off, but the real danger is what happens next. When teams stay unfocused, distracted, or lethargic after the holidays, one slow month can quickly snowball into pressure, panic, and missed growth targets. This episode breaks down how to reset momentum, refocus your team, and turn a sluggish start into a strong sales comeback—before January’s hangover becomes a recurring problem.

By listening to this episode, you’ll learn how to:

Reignite motivation and focus inside your sales team after the January slump
Use simple but powerful challenges to immediately lift activity and results
Strengthen core sales behaviours that create consistent, repeatable growth

Press play now to discover the three practical levers you can pull immediately to turn January’s slowdown into a thriving February—and put your sales growth back on track. 🎧🚀

New episodes every Monday, Wednesday and Friday.

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E172: Sales Leadership — Why Great Questions Outperform Great Pitches in Trade Sales: Sales, Leadership, Trade

Fri, 30 Jan 2026 05:00:00 +1000

What if asking just three questions could make your prospects close the deal for you?

Most salespeople talk too much and ask too little—and it’s quietly costing them deals. In a world of shrinking attention spans, the ability to ask the right questions has become the ultimate sales advantage. In this episode, you’ll learn why great questions outperform great pitches and how clarity—not pressure—is what actually drives buying decisions.

In this episode, you’ll learn:

How to uncover the single “signature piece” that matters most to your customer
Who really needs to buy in—and how to avoid getting stuck selling to the wrong person
How aligning your timing with theirs prevents deals from stalling or dying in inertia

Press play to master the three sales questions that create clarity, build alignment, and make closing feel natural—for both you and your customer.

New episodes every Monday, Wednesday and Friday.

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E171: Trade Sales Leadership Insights: The Simple Strategy Behind Walmart’s Success and How to Apply It: Sales, Leadership, Trade

Wed, 28 Jan 2026 05:00:00 +1000

What if the real reason Walmart dominates isn’t price—but clarity?

Walmart didn’t become a $500B powerhouse by trying to be everything to everyone. They won by choosing two things—operational excellence and cost efficiency—and executing them relentlessly for decades. In this episode, you’ll unpack what Walmart’s success really teaches sales and business leaders, why most companies struggle to stand out, and how unclear positioning quietly kills growth long before competitors do.

By listening, you’ll discover:

The two core strategies that powered Walmart’s growth—and why copying price alone misses the point
How to identify what your business should be known for in a crowded market
Practical ideas to align your sales experience so every customer interaction reinforces your competitive edge

Hit play to learn how to sharpen your positioning, focus your sales strategy, and turn clarity into a repeatable advantage that drives growth.

New episodes every Monday, Wednesday and Friday.

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E170: E170: Trade Sales Leadership— How an Untapped Referral System Can Transform Your Lead Generation: Sales, Leadership, Trade

Mon, 26 Jan 2026 05:00:00 +1000

What if 70% of your next year’s new customers could come from the people you already serve?

Most sales teams chase cold leads through networking, ads, and events—while overlooking the simplest, fastest growth lever sitting right in front of them. In this episode, you’ll discover why referrals consistently outperform traditional lead generation, why most teams fail to use them properly, and how a small shift in timing can dramatically increase your close rates and reduce the grind of chasing strangers.

By listening to this episode, you’ll learn:

How referrals can offset customer churn and drive predictable, sustainable growth
Why asking for referrals feels uncomfortable for many teams—and how to remove that friction entirely
The three specific moments in the customer journey that generate the highest-quality referrals

Press play to learn how to turn referrals into a reliable growth engine that delivers warmer leads, higher trust, and faster sales—without adding more work to your pipeline.

New episodes every Monday, Wednesday and Friday.

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E169: Sales Leadership — Stop Losing Deals Before You Start: 3 Trade Sales Process Mistakes to Fix: Sales, Leadership, Trade

Fri, 23 Jan 2026 05:00:00 +1000

Are your salespeople losing deals before they even start—without realizing it?

Even experienced salespeople often make one critical mistake in front of customers: focusing too much on their own product instead of truly understanding the customer’s needs. This episode reveals the three key errors that silently lower close rates—and how to fix them.

By listening, you’ll learn:

How to qualify the right customers before the first meeting to avoid wasted effort
How to uncover exactly what your customer values and needs during meetings
The power of follow-up questions to dig deeper and ensure your solutions align perfectly with their goals

Press play to master the three levers that keep your sales team customer-focused, increase close rates, and prevent avoidable mistakes in every meeting.

New episodes every Monday, Wednesday and Friday.

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E168: Sales Leadership Strategy — The Customer-First Approach Behind Microsoft’s Trade Sales Wins: Sales, Leadership, Trade

Wed, 21 Jan 2026 05:00:00 +1000

How has Microsoft stayed at the top for decades—and what can your sales team learn from their approach?

Success isn’t just about having a great product; it’s about truly understanding your customers’ needs and innovating around them. This episode explores how Microsoft consistently stays ahead, and why early, insightful customer conversations are the secret weapon that can help your team outperform competitors in 2026.

By listening, you’ll learn:

How to uncover exactly what your customers want in the first meeting to drive faster, more successful sales
Why relentless innovation is important—but knowing your customer is even more critical
Practical ways to align your product, service, and sales process with your customers’ core needs to increase close rates

Press play to discover how to put customer understanding at the heart of your sales process—so your team can stay ahead, close more deals, and build lasting success like Microsoft.

New episodes every Monday, Wednesday and Friday.

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E167: What Great Leaders Of Sales Teams Do Differently to Drive Consistent Trade Sales Growth: Sales, Leadership, Trade

Mon, 19 Jan 2026 05:00:00 +1000

What separates great sales teams from average ones—and why do some keep winning no matter the market?

Across pre-, during, and post-COVID environments, the highest-performing sales teams consistently share the same core habits. This episode breaks down what top teams do differently when it comes to accountability, learning, and pipeline management—and how you can apply those same principles to lift results without burning out.

In this episode, you’ll learn:

How great sales teams use metrics as a tool for improvement rather than pressure or blame
Why strong teams actively challenge each other and build a culture of continuous learning
How balancing short-term wins with long-term pipeline creation prevents panic and drives consistent results

Hit play to discover the three evergreen habits that help sales teams stay competitive, resilient, and consistently improving—no matter the market conditions.

New episodes every Monday, Wednesday and Friday.

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E166: The #1 Trade Sales Leadership Mistake That Breaks Growing Teams: Sales, Leadership, Trade

Fri, 16 Jan 2026 05:00:00 +1000

Are you unknowingly slowing your own growth by holding on to sales for too long?

Many founders and sales leaders hit a ceiling not because demand dries up, but because they become the bottleneck. This episode tackles the most common growth mistake made during early sales team expansion—and why delaying the handover quietly erodes close rates, customer experience, and momentum.

In this episode, you’ll learn:

The exact moment when continuing to sell yourself starts hurting your business instead of helping it
Why “just squeezing the lemon a bit longer” leads to overwhelm, lower close rates, and broken systems
A clear, low-risk framework for bringing in a salesperson without handing over your pipeline and hoping for the best

Press play to identify whether you’re at the growth tipping point—and learn a practical, step-by-step way to transition sales without sacrificing results.

New episodes every Monday, Wednesday and Friday.

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E165: How to Systemise Passion in Your Trade Sales Process—Leadership Lessons from Richard Branson: Sales, Leadership, Trade

Wed, 14 Jan 2026 05:00:00 +1000

What if the real reason Sir Richard Branson scaled Virgin wasn’t charisma—but something you can actually systemise in your business?

Most founders and sales leaders struggle when they move from founder-led selling to building teams, because passion and authenticity are hard to replicate. In this episode, we unpack how Branson turned inspiration, empowerment, and belief into scalable advantage—and what that means for leaders who want growth without relying on superstar personalities.

In this episode, you’ll discover:

Why charisma alone doesn’t scale—and what Branson did differently to build 400+ businesses
How to transfer founder passion into your product, marketing, and customer experience instead of relying on individual salespeople
Practical ways to build strong, consistent sales teams without needing extreme enthusiasm from every hire

Hit play to challenge your thinking and learn how to embed passion, authenticity, and inspiration directly into your product and sales system—so your business can grow without relying on you at the centre.

New episodes every Monday, Wednesday and Friday.

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E164: The Close Rate Mistake Most Trade Sales Leaders Make (And How to Fix It Fast): Sales, Leadership, Trade

Mon, 12 Jan 2026 05:00:00 +1000

Are your close rates lying to you—and quietly destroying your margins?

If you’re measuring close rates based only on quoted deals or “verbal wins,” you’re likely underestimating your true cost to acquire customers and making flawed decisions about marketing spend and sales performance. This episode breaks down why most businesses get close rates wrong—and how that mistake flows straight to the bottom line.

By listening to this episode, you’ll learn:

How to calculate a true close rate that actually reflects your real cost to serve and acquire customers
The difference between lead-to-quote and quote-to-close metrics—and how each one reveals different problems in your sales engine
How to use open, lost, and long-burn deals to identify where your sales team is really getting stuck (and where you can lift results fast)

Press play to learn how to set a clean close-rate baseline and use your CRM to uncover the exact levers that will improve sales performance and profitability.

New episodes every Monday, Wednesday and Friday.

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E163: Trade Sales Leadership Strategy — How to Jumpstart Sales in January for a Strong Year Ahead: Sales, Leadership, Trade

Fri, 09 Jan 2026 05:00:00 +1000

Struggling with the January sales slump? Here's how to turn it into your biggest opportunity of the year.

Every year, January hits businesses—especially in trades, construction, and industry—like a cold front: fewer trading days, sluggish buyer activity, and mounting costs. But what if this year could be different? In this episode, you’ll learn a powerful strategy to overcome the post-holiday lull and make January and early February a springboard for long-term success.

Here’s what you’ll discover in this episode:

Why most sales teams stumble in January—and how to avoid the hidden pitfalls.
A proven method for identifying what worked best last year and how to double down on it for early wins.
How to create momentum in a short sales window without burning out or spreading your team too thin.

Tune in now to learn how to make January count—and set your entire year up for sales success.

New episodes every Monday, Wednesday and Friday.

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E162: Trade Sales Leadership — Why Most Salespeople Quit Too Early (And the 10X Mindset That Drives Growth): Sales, Leadership, Trade

Wed, 07 Jan 2026 05:00:00 +1000

Are you really doing enough to hit your sales goals—or are you giving up too soon?

In this high-impact episode, we break down the 10X sales philosophy made famous by Grant Cardone and uncover the gritty truth behind why relentless effort beats talent, charm, or even strategy. If you're a sales leader or business owner wondering why your growth has stalled, this is your wake-up call to realign, re-engage, and go bigger.

Here’s what you’ll take away from this episode:

The mindset and action patterns that helped Grant Cardone build a billion-dollar empire—and how to apply them in your own career.
The real numbers behind sales success, from touch points to follow-ups, and why most people quit just before the breakthrough.
How to plan and execute a relentless, high-energy start to the new year—without burning out or losing balance.

Hit play now to learn how persistence, clarity, and high-action execution can radically shift your results in the next 12 months.

New episodes every Monday, Wednesday and Friday.

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E161: Is Your Trade Sales Process Too Complicated? How Leadership Simplicity Wins More Deals: Sales, Leadership, Trade

Mon, 05 Jan 2026 05:00:00 +1000

Are your sales processes too complex for customers to say “yes”?

In today’s fast-paced market, complexity is killing conversions. If you’ve lost deals lately and can’t pinpoint why, it might be time to simplify. In this episode, you'll learn how to declutter your sales approach—so your customers can buy faster, easier, and with more confidence in 2026.

Here’s what you’ll take away from this episode:

The four areas of your sales process that must be simplified to increase conversion: from targeting and lead gen to quoting and offers.
How decision fatigue is stalling your customers—and what to do about it starting today.
Real-world examples of how businesses in trade, construction, and industry are tightening focus and winning more deals.

Listen now to discover how simplifying your sales strategy can unlock faster growth and better results in the year ahead.

New episodes every Monday, Wednesday and Friday.

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E160: Why New Year’s Resolutions Fail — and the 1% Better Leadership Strategy That Actually Drives Sales Growth: Sales, Leadership, Trade

Fri, 02 Jan 2026 05:00:00 +1000

Why Do Most New Year’s Resolutions Fail—and How Can Yours Actually Work?

Before you set another goal for 2026, learn the one mindset shift that turns resolutions into real results.

The New Year is full of ambition—but also full of abandoned goals. In this episode, we unpack why traditional New Year’s resolutions often fall flat for business owners and sales leaders, and how you can reframe them to create lasting change that sticks. Whether you're skeptical about resolutions or love the clean-slate feeling of January 1st, this episode will give you a smarter, more sustainable path forward.

Here’s what you’ll take away from this episode:

The science-backed reason most resolutions fail—and what to do instead to maintain momentum.
A simple 3-month system for turning vague goals into everyday habits that drive real business impact.
How adopting the “1% Better Every Day” mindset can quietly transform your performance, your team, and your year.

Tune in now to set yourself up for consistent wins—not just for January, but all the way through 2026.

New episodes every Monday, Wednesday and Friday.

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E159: Why a 90 Year-Old Book Still Wins Deals: Dale Carnegie’s Sales Leadership Lessons for Modern Trade Sales Leaders: Sales, Leadership, Trade

Wed, 31 Dec 2025 05:00:00 +1000

What Can a 90-Year-Old Book Teach You About Modern Sales?

Turns out, everything—if you're serious about winning more deals through genuine connection.

In today’s fast-moving sales world, it's easy to overlook timeless principles. But the most influential sales leaders know that mastering human connection never goes out of style. In this episode, we explore the powerful, practical lessons from Dale Carnegie’s How to Win Friends and Influence People—and how they can transform your team’s ability to connect, influence, and close.

Here's what you'll learn in this episode:

Why building genuine relationships still drives the most consistent sales success—and how to do it better.
How small, intentional actions can instantly strengthen customer trust and loyalty.
Practical, repeatable habits from Carnegie's playbook that modern sales leaders can use right now.

Press play now to uncover the simple relationship-building shifts that can dramatically grow your sales in 2026.

New episodes every Monday, Wednesday and Friday.

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E158: The 3 Things the Top 1% of Trade Sales Leaders Will Do Differently in 2026: Sales, Leadership, Trade

Mon, 29 Dec 2025 05:00:00 +1000

Are You Ready to Lead Like the Top 1% in 2026?

Discover what elite sales leaders will do differently next year—and why you can’t afford to wait to catch up.

In today's competitive sales environment, doing "just enough" is a recipe for being left behind. Whether you're running your own business or leading a sales team, this episode dives deep into what separates the best from the rest—and what you can do now to rise above the noise in 2026.

Here’s what you’ll take away from this episode:

The overlooked but critical shifts top leaders are already making to put customers first in ways that actually drive results.
A practical approach to creating real value that sets you apart in any market, with real-world examples.
The secret to simplifying your sales process so your team spends more time closing deals and less time getting bogged down.

Hit play now and learn how to align with what the top 1% are doing to crush sales goals in 2026.

New episodes every Monday, Wednesday and Friday.

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E157: Your 2026 Trade Sales Leadership Growth Roadmap: What to Double Down On, What to Fix, and What to Drop: Sales, Leadership, Trade

Fri, 26 Dec 2025 05:00:00 +1000

Still feeling like 2025 didn’t deliver the sales growth you hoped for? What if the key to making 2026 your best year yet is already in your hands?

This episode is your practical roadmap for using this year’s wins, misses, and near-misses to drive explosive results next year. If you’ve ever felt stuck in the “busy but not better” loop, this session breaks down exactly how to reflect, refocus, and refine your sales approach—without overcomplicating the process.

Learn how to identify and double down on the strategies that actually worked in 2025.
Get clarity on what to tweak, what to ditch, and how to simplify your 2026 strategy without starting from scratch.
Walk away with a tight, actionable sales plan you can start executing immediately—no big overhauls required.

Listen now to get the clarity and confidence you need to hit the ground running in 2026 with a sales plan that actually works.

New episodes every Monday, Wednesday and Friday.

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E156: Scaling Sales Without Superstars: The McDonald’s Lesson Every Trade Sales Leader Needs: Sales, Leadership, Trade

Wed, 24 Dec 2025 05:00:00 +1000

What can one of the world’s most criticized fast food brands teach you about building a high-performing, scalable sales team?

In an age where consumers are leaning toward healthier options, McDonald’s continues to dominate globally—not just because of their burgers, but because of the unstoppable systems behind them. If you’re struggling to scale your business or remove reliance on one or two “rainmakers,” this episode reveals the powerful sales lessons hidden in plain sight.

Discover how McDonald’s consistency model can help you create repeatable, scalable sales processes.
Learn why removing dependency on individuals is the secret to long-term growth in any team.
Get practical strategies you can apply today to standardize just one part of your sales flow—and start seeing results fast.

Hit play now to learn how building your own “McDonald’s-like” sales system can accelerate your growth—no matter your team size.

New episodes every Monday, Wednesday and Friday.

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E155: “Stop Doing These 3 Things for Faster Trade Sales Leadership Growth in 2026: Sales, Leadership, Trade

Mon, 22 Dec 2025 05:00:00 +1000

What if the key to unlocking record-breaking sales in 2026 isn't what you add to your business—but what you're finally willing to let go of?

As we approach the end of the year, many business owners and sales leaders are feeling stretched, unsure what to double down on—and what to ditch. This episode dives deep into three overlooked habits that are silently holding your sales back and shows you exactly how letting go can drive serious growth in the year ahead.

Discover why chasing social media leads might be hurting—not helping—your sales strategy.
Learn how being busy can actually sabotage your team’s performance (and what to do instead).
Identify and eliminate “dead weight” in your business to free up time, energy, and profit potential.

Tune in now to learn the three critical shifts that could dramatically accelerate your sales growth in 2026.

New episodes every Monday, Wednesday and Friday.

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E154: Sales Leadership Strategy — Using 2025 Reflection to Drive 2026 Trade Sales Growth: Sales, Leadership, Trade

Fri, 19 Dec 2025 07:00:00 +1000

Feeling like 2025 was a grind? Here’s how to turn it into fuel for your best year yet.

Before you charge into 2026, there’s one high-impact habit that could define your growth—and it starts with reflecting on the year just passed.

In this episode, you’ll discover:

Why smart reflection (not just goal-setting) is the real starting point for sustained sales success.
A simple, powerful framework to identify what worked, what was average, and what held you back in 2025.
How just 20 focused minutes can give you the clarity you need to build stronger results next year.

Tune in now to gain the insight, structure, and self-awareness you need to grow your sales and your business in 2026.

New episodes every Monday, Wednesday and Friday.

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This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

E153: How Amazon’s Customer Obsession Built Massive Sales Growth — And How Can We As Trade Sales Leaders Learn From It: Sales, Leadership, Trade

Wed, 17 Dec 2025 07:00:00 +1000

What if the secret to explosive sales growth was obsession—with your customer?

Amazon didn’t just win by being first. They built one of the world’s most successful companies by relentlessly improving the customer experience—and there’s a lesson in that for every sales team.

In this episode, you’ll discover:

How Amazon went from online bookstore to $500B+ global empire with a single core principle.
What “customer obsession” actually looks like—and why most sales leaders get it wrong.
Practical ways to shift your sales process from transactional to transformational, starting today.

Press play now to learn how customer-first thinking can help you close more deals and build long-term sales momentum.

New episodes every Monday, Wednesday and Friday.

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E152: 5 Trade Sales Lessons From Working With 250+ Salespeople That Will Help Leaders Boost Sales Growth in 2026: Sales, Leadership, Trade

Mon, 15 Dec 2025 07:00:00 +1000

What do 250+ salespeople teach us about winning in today’s market? More than you think.

After working hands-on with hundreds of sales teams across trades, construction, finance, and industry, five lessons stood out—and they could be the difference between another tough year or a breakthrough 2026.

In this episode, you’ll discover:

Why sales success doesn’t “just happen”—and what to do when deals dry up.
The critical importance of focusing on your strengths and clearly defining who you serve.
How small improvements and consistent value creation can lead to massive growth—even in tough markets.

Press play now to learn the five sales lessons that can reset your approach, refocus your team, and reignite your results heading into the new year.

New episodes every Monday, Wednesday and Friday.

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E151: 3 Time Management for Trade Sales Leaders Teams: How Calendars, Power Hours & CRMs Drive Predictable Sales Growth: Sales, Leadership, Trade

Fri, 12 Dec 2025 07:00:00 +1000

Is your sales team busy—or actually productive? Here's how to get their calendars working for you.

Time management isn’t just about staying organized—it’s the hidden engine behind consistent sales performance. And most teams are still getting it wrong.

In this episode, you’ll discover:

Why predictable calendars are the backbone of high-performing sales teams.
How to set up “power hours” that drive pipeline growth without overwhelming your team.
A CRM strategy that keeps every deal on track—and removes guesswork from sales follow-up.

Press play now to learn how a simple calendar + CRM + power hour system can create structure, reduce stress, and boost results.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

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E150: Lessons from a Global Powerhouse on How to Scale Using Great Trade Sales Processes and Leadership: Sales, Leadership, Trade

Wed, 10 Dec 2025 07:00:00 +1000

What can Ford’s 1913 assembly line teach your sales team in 2025?

Turns out, operational efficiency isn’t just for factories—streamlining your sales process could be the biggest growth lever you’re overlooking.

In this episode, you’ll discover:

How Ford’s innovation transformed the automotive industry—and how a similar mindset can transform your sales outcomes.
The risks of a bloated, clunky sales process—and why multiple touchpoints aren’t always building emotional connection.
Practical strategies for simplifying your team’s workflow, shortening sales cycles, and scaling sustainably.

Tune in now to learn how sales leaders can drive growth by treating process efficiency as a sales strategy, not just a backend concern.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E149: Trade Sales Leadership & Sales Process: A 3-Step Framework to Build Trust and Increase Close Rates: Sales, Leadership, Trade

Mon, 08 Dec 2025 07:00:00 +1000

Struggling to get your sales conversations off to a strong start? Mastering the meet and greet could change everything.

The most successful sales aren't won at the end—they're won in the first few minutes. And it all starts by showing customers you truly understand what matters most to them.

In this episode, you’ll discover:

How to open sales conversations in a way that builds immediate emotional trust.
A simple, proven structure for identifying what matters most to your customer—and showing them you’ve heard it.
The one powerful question that moves your customer from “maybe” to “let’s talk next steps.”

Press play now to master your openings and set up every sale for a strong close.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E148: Trade Sales Leadership — The Hidden Quote Follow-Up Strategy That Closes More Deals: Sales, Leadership, Trade

Fri, 05 Dec 2025 07:00:00 +1000

Are your sales quotes vanishing into the void? Here's how to stop the silence and start closing.

Too many great proposals go cold—not because the offer wasn’t right, but because the follow-up fell flat. In this episode, we fix that.

You’ll discover:

The three critical pieces of information you must collect before sending any quote.
Why the most successful salespeople close the deal before the quote is even delivered.
A clear, repeatable structure your team can use to follow up with confidence—and close more deals.

Tune in now to make every quote count and master the follow-up that actually gets a "yes."

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

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E147: Trade Sales Leadership — Why Raw Talent Isn’t Enough (And What Actually Works): Sales, Leadership, Trade

Wed, 03 Dec 2025 07:00:00 +1000

Is sales talent overrated? Tom Hopkins says yes—and he’s got 3 million success stories to back it up.

If you’ve ever wondered whether natural talent or disciplined action wins in sales, this episode has the answer—and the roadmap.

In this episode, you’ll discover:

Why consistent practice and discipline will always outperform raw sales talent.
How Tom Hopkins’ timeless approach to sales—built on questions and understanding—still transforms teams today.
A simple, actionable framework to help your team improve 1% every day and master their craft over time.

Tune in now to learn how to build sales mastery through persistence, not just personality.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E146: Trade Sales Leadership & Revenue Growth — 3 Sales Strategies to Increase Post–Black Friday Results: Sales, Leadership, Trade

Mon, 01 Dec 2025 07:00:00 +1000

Think Black Friday is over? It’s actually your best non-discounted sales opportunity yet.

Black Friday may be done—but your customers are still in buying mode. And that makes right now a golden window to grow revenue without slashing prices.

In this episode, you’ll discover:

Why buyer behavior is still primed for purchases even after the sales have ended.
How to boost revenue without relying on discounts by targeting three overlooked customer segments.
Clear, actionable steps you can take this week to tap into post-Black Friday momentum and drive more sales.

🎧 Tune in now to learn how to leverage peak buying intent—while keeping your prices and margins strong.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

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E145: Trade Sales Leadership — The Storytelling Skill That Wins More Yeses: Sales, Leadership, Trade

Fri, 28 Nov 2025 07:00:00 +1000

Struggling to help your sales team connect emotionally with buyers?

Most sales teams still rely on features and benefits—when it’s stories that actually close deals.

In this episode, you'll discover

Why emotional storytelling consistently outperforms logic-based selling.
A simple three-part framework (Problem → Solution → Impact) that any salesperson can use to tell powerful, effective stories.
How to create a centralized story bank that arms your team with real-world success stories they can access and use anytime.

Press play now to equip your team with a storytelling system that increases trust, connection, and conversions.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E144: Steve Jobs Sales Masterstroke Every Trade Leader Can Master: Sales, Leadership, Trade

Wed, 26 Nov 2025 07:00:00 +1000

What made Steve Jobs one of the greatest salespeople of all time?

If you think it was just about innovation, think again—Jobs tapped into something far deeper that every sales leader can learn from today.

In this episode, you’ll discover:

How Steve Jobs turned the iPhone from a tool into a global lifestyle symbol through the power of emotional storytelling.
Why emotional connection—not features and benefits—is the real key to sales success.
The specific mindset shift sales leaders can adopt to help their teams connect, inspire, and close with confidence.

Tune in now to learn how to lead your sales team like a visionary—by selling the story, not just the specs.

New episodes every Monday, Wednesday and Friday.

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E143: Trade Sales Leadership Strategy — The 5-Step Sales Process for Predictable Growth: Sales, Leadership, Trade

Mon, 24 Nov 2025 07:00:00 +1000

Is your sales team operating in chaos or with clarity?

Too many sales leaders rely on personality-driven selling instead of a scalable, repeatable process—and it’s costing them deals, time, and team cohesion.

In this episode, you'll discover:

Why a simple, well-structured sales process is the #1 tool for improving performance across your entire team.
The five proven steps that can transform any sales team—regardless of size or industry.
How to design a sales process that works with your team’s strengths, not against them.

Press play now to learn how to build a sales process that’s easy to follow, scalable, and immediately improves team results.

New episodes every Monday, Wednesday and Friday.

Book in your ‘Free Quote Audit’ now

To see how we’ve helped business grow their sales:

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E142: Trade Sales Leadership Strategy — End-of-Year Time Management Hacks to Drive Maximum Results: Sales, Leadership, Trade

Wed, 19 Nov 2025 06:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright tackles the often-neglected art of time management—especially timely as sales leaders face the pressures of the holiday season. He shares practical strategies and quick wins to help teams stay focused, productive, and burnout-free. Drawing from his extensive experience, Ben emphasises the power of aligning daily actions with bigger goals through smart prioritisation and clear communication. This episode is a must-listen for leaders eager to master their time and drive stronger, more motivated sales teams.

Key Takeaways:

• Focus on aligning daily activities with clear, specific, and measurable goals to enhance productivity.

• Use Covey’s model to categorize tasks by urgency and importance, dedicating time to significant activities early in the day.

• Identify preferred communication methods and establish clear channels with your team to optimize efficiency.

• Allocate dedicated family and free time to ensure personal well-being and professional effectiveness.

• Structure your day with time blocks, ensuring you address important tasks during your most productive periods.

Time Stamps:

0:00 Intro

1:26 Blast From The Past

4:09 Time Management

5:21 Time Management Hacks

6:22 Time Management Hacks: Having Goals

8:50 Time Management Hacks: Prioritizing Task

13:06 Time Management Hacks: Operating Method

17:47 Recommended Hacks for Time Management

19:03 Ben’s Daily Schedule for Time Management

24:04 Health and Wellbeing Tip

24:51 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.

E141: Coaching Strategies Every Sales Leader Needs to Boost Performance and Trade Sales Growth: Sales, Leadership, Trade

Wed, 12 Nov 2025 06:00:00 +1000

In this episode of the Stronger Sales Team podcast, Ben Wright revisits one of the series’ most powerful discussions—an in-depth exploration of the Grow Model, the coaching framework pioneered by Sir John Whitmore in the 1970s. Ben masterfully unpacks how this enduring model remains vital in today’s dynamic sales landscape, empowering leaders to elevate team performance through goal setting, situational awareness, and decisive action. Drawing from his extensive experience in B2B sales, he offers practical insights and proven strategies for embedding structured coaching into everyday leadership. The result is a must-listen episode for sales professionals seeking to cultivate accountability, unlock potential, and drive sustained business growth.

Key Takeaways:

• A structured coaching model consisting of Goals, Reality, Options, and Will, designed to drive performance and empowerment within sales teams.

• Techniques for effectively implementing the Grow Model to bridge gaps between current situations and desired outcomes.

• These two key elements are crucial for achieving goals within the coaching framework.

• Recommendations for sales leaders to practice, apply, and refine the Grow Model for boosting team performance.

• Focuses on sustainable practices for physical training, emphasizing balance among speed, volume, or distance to avoid injury.

Time Stamps:

0:00 Intro

1:27 Blast From the Past

3:56 The Importance of a Coaching Model

5:20 G.R.O.W. Model

8:43 G.R.O.W. Model: Two Key Parts

10:31 G.R.O.W. Model: Goal

11:50 G.R.O.W. Model: Reality

13:41 G.R.O.W. Model: Options

15:25 G.R.O.W. Model: Will

22:13 Rolling the G.R.O.W. Model out

25:03 Health and Wellbeing Tip

26:24 Outro

E140: 8 Daily Habits That Set Top Sales Leaders Apart and Boost Trade Sales Process Success: Sales, Leadership, Trade

Wed, 05 Nov 2025 06:00:00 +1000

In this episode of the “Stronger Sales Team” podcast, host Ben Wright unpacks the key habits that distinguish top-performing sales professionals and shares actionable strategies to boost individual results. With his trademark clarity, Ben revisits proven sales tactics and behavioural traits that continue to drive success in today’s competitive market. He highlights the importance of understanding client needs, handling objections with confidence, and maintaining a strong professional network. Packed with practical insights, this episode empowers sales leaders to elevate performance and sustain excellence across their teams.

Key Takeaways:

• Successful salespeople continually grow their network through strategic networking and leveraging existing relationships.

• Focus on understanding customer needs before presenting solutions, emphasizing strong problem-solving skills.

• Develop a structured approach to addressing and overcoming customer objections, crucial for building trust and closing deals.

• Cultivate strategies to consistently engage and influence key decision-makers early in the sales process.

• Foster an insatiable appetite for learning to adapt to changes and avoid stagnation in sales practices.

Time Stamps:

0:00 Intro

1:27 Blast From The Past

2:51 Recap

3:20 Talent Management

4:51 Expanding Reach

7:07 Understanding the Problem

9:11 Handling Objections

12:45 Reaching to the Decision Maker

15:25 Contributing to Team Success

17:04 Learning New Things

19:58 Using Metrics

21:36 Customer is the Focus

23:36 Recommendations

25:27 Health and Wellbeing Tip

27:40 Outro

E139: Why Trade Sales Training Is Essential for Leadership, Process Improvement, and Driving Results: Sales, Leadership, Trade

Wed, 29 Oct 2025 06:00:00 +1000

In this engaging episode of the Stronger Sales Teams podcast, host Ben Wright highlights the vital role of well-structured training programs in driving sales team success. He underscores that even the most seasoned sales leaders benefit from revisiting the fundamentals, reinforcing the need for ongoing training until performance targets are consistently achieved. Ben presents a practical framework encompassing sales, technical, and business competencies, offering actionable guidance on designing impactful programs, leveraging feedback, and aligning learning initiatives with shifting market trends.

Key Takeaways:

• Sales training remains vital, and even experienced sales leaders can benefit from revisiting the basics regularly.

• Organize training into sales skills, technical skills, and business skills to optimize engagement and learning.

• Regularly update training programs to reflect evolving market trends and emerging technologies, like AI.

• Encourage feedback and idea generation during training sessions to identify business improvement opportunities.

• Utilize training to build team culture, ensuring sessions are interactive, engaging, and a platform for cross-functional learning.

Time Stamps:

0:00 Intro

1:42 Blast from the Past

3:38 Recap

7:18 6 Reasons Why Training it Important

11:13 How to Build a Training Program: 3 Areas to Cover

17:41 Implementing the Training Program

23:15 Outcome of a Training Program

24:17 The Challenge for Today

26:30 Health and Wellbeing Tip

27:28 Outro

E138: The 3 Metrics That Predict Trade Sales Success and Help Leaders Scale Revenue Faster: Sales, Leadership, Trade

Wed, 22 Oct 2025 06:00:00 +1000

Explore the intricacies of effective sales team management in this enriching episode of the Stronger Sales Team podcast featuring sales expert Ben Wright. As Ben recounts his journey from a top-performing salesperson to a seasoned sales leader, he underscores the importance of structured learning and mentorship in overcoming the challenges inherent in sales leadership roles. This episode delves deep into strategic approaches like the three box model, designed to streamline sales performance metrics, thus aiding sales teams in achieving and exceeding their targets efficiently. This episode is a rich resource packed with insights for those aspiring to excel in B2B sales management.

Key Takeaways:

• Three Box Model: A profound tool comprising the metrics of the number of meetings, active pipeline size, and sales achieved, helping managers maintain focus and drive performance.

• Energy, Strategy, and Talent: Aligning the three box model with the TeamSTEP model, Ben highlights how energy, strategy, and talent are crucial levers for achieving sales excellence.

• Clear, simple metrics enable sales teams to keep sight of their goals and avoid the pitfalls of overcomplicated data which can impede alignment and performance.

• Ben emphasizes shortening learning cycles for new leaders through training and mentorship to avoid years of struggle.

• The podcast discusses the broader journey

Time Stamps:

0:00 Intro

2:36 Revisiting Episode 15

4:30 “ Vulnerable Moment”

9:30 The Three-Box Model

10:21 Lighting the Fire Underneath

11: 33 Being Clear on the Metrics to Our Team

13: 11 Simplifying the Sales Metrics

13: 37 First Box: Number of Meetings

14:17 Second Box: Active Pipeline Size

15:25 Third Box: Sales

16:44 Measurement

17:09 Team Step Model= Three-box Model

18:33 The Three-Box Model Details

23: 20 Helping a Team Member Close

24:57 How to Implement the Three-box Model

26:14 Health and Fitness Tip

27:05 Outro

E137: 4 Sales Leadership Priorities That Drive Long-Term Trade Sales Growth and Team Performance: Sales, Leadership, Trade

Wed, 15 Oct 2025 06:00:00 +1000

In this episode of the Stronger Sales Team podcast, host Ben Wright takes a reflective look back at a defining instalment focused on empowering sales teams through essential strategies that drive lasting success. Ben highlights the importance of revisiting the core principles of sales management to sustain long-term growth, enhance team performance, and improve overall efficiency. Brimming with valuable, SEO-optimised insights, this episode delves into the key foundations every sales leader should embed within their organisation — from implementing a consistent sales framework to applying the Team STEP model for cultivating high-performing teams. Ben also explores the practicality of the three-box model for streamlining metrics and reinforces the value of continuous training as a vital pillar of ongoing team development.

Key Takeaways:

• Consistently revisiting the fundamentals of sales processes ensures teams maintain efficiency and continue applying time-tested, effective strategies.

• Establishing a well-structured sales process promotes consistency, repeatability, and clarity across all sales activities.

• This framework supports the development of high-performing teams by prioritising strategic alignment, talent optimisation, and sustained energy.

• Adopting a simplified measurement approach—focusing on three key metrics: number of meetings, pipeline size, and overall results—helps avoid overwhelming teams with excessive KPIs.

• Reinforcing a culture of accountability, proactive coaching, and knowledge sharing drives collective growth and enhances long-term performance.

Time Stamps:

0:00 Intro

1:11 Blasts From the Past

3:43 Recap

5:30 What do you do Next?

6:30 Schedule Half Day Events

7:08 Building the Sales Process

9:15 Building the Team Playbook

12:!8 Building the Three-Box Model

13:46 Building a Training Program

14:51 What Should You Expect from Your Team?

22:33 Wrapping up the Series on Effective Sales Leadership

24:34 Health and Fitness Tips

E136: 3 Sales Process Tweaks That Help Trade Sales Leaders Improve Close Rates and Drive Growth: Sales, Leadership, Trade

Wed, 08 Oct 2025 06:00:00 +1000

In this episode of the Stronger Sales Teams podcast, Ben Wright unpacks the art of B2C sales management through lessons from a Melbourne-based coaching session. He reveals practical strategies to lift sales teams from good to exceptional, with a strong focus on customer outcomes and clear communication. Listeners gain insights into lead qualification, managing expectations, and building value in the very first consultation. Ben shows how to reduce price-driven decisions and instead foster trust and stronger close rates. The episode delivers a fresh perspective on creating a culture of curiosity and growth within sales teams.

Key Takeaways:

• Understanding and focusing on customer outcomes is crucial for aligning communication and increasing sales success.

• Identify all decision-makers early in the process and include them to enhance value creation and approval rates.

• Set clear expectations for follow-ups and maintain consistent communication to nurture leads effectively.

• Customization and personalization in sales pitches can significantly sway customer decisions beyond pricing considerations.

• Continuous learning and openness to feedback are integral for long-lasting sales success and team development.

Timestamps:

0:00 Intro

4:16 Getting Clear on What The Customer Wants

7:35 Bringing In Those Involved in the Decision

10:44 Understanding What's Next

14:29 Recap

16:02 Outro

E135: How Trade Sales Leaders Use 3 Interview Questions to Hire Top Performers: Sales, Leadership, Trade

Wed, 01 Oct 2025 06:00:00 +1000

In this episode of the Stronger Sales Team podcast, Ben Wright tackles the challenge of hiring and retaining top B2B sales talent during uncertain economic times. He highlights the need for adaptability and continuous learning as global markets slow, urging leaders to seek candidates who can thrive under pressure. Ben introduces three key strategies: testing for grit, assessing a salesperson’s ability to connect, and verifying strengths through referee checks. His insights emphasise the value of resilience and relationship-building in sustaining sales success. The episode reinforces Ben’s commitment to equipping teams to not only withstand adversity but excel in it.

Key Takeaways:

• Focus on identifying candidates who have demonstrated resilience and determination in various aspects of their lives, not just in their professional experiences.

• Determine if the candidate is someone that customers would want to buy from, focusing on traits such as trustworthiness and relationship-building capabilities.

• Use the critical question, “Would you hire them again?” during reference checks to gain objective insights into the candidate’s suitability.

• Recognize the challenge of hiring professionals who may not have faced difficult sales environments and find ways to assess their adaptability.

• Encourage an ongoing commitment to training and development among sales teams to help navigate complex economic shifts.

Time Stamps:

0:00 Intro

2:00 Hiring

5:00 3 Areas To Focus on With Hiring

5:45 Recruiting For Skill

6:55 Grit

10:10 Would You Buy From That Person?

12:55 Validating The Decision

15:59 Recap

17:08 Outro

E134: Trade Sales Leadership Insights: Using Case Studies to Boost Team Credibility and Drive Faster: Sales, Leadership, Trade

Wed, 24 Sep 2025 06:00:00 +1000

In this episode of the Stronger Sales Teams podcast, Ben Wright explores the craft of storytelling in sales, using case studies as a powerful vehicle for connection. Ben demonstrates how this timeless approach continues to capture and engage clients, even in an era shaped by AI-driven content. He shares valuable insights on building narratives that truly resonate, urging sales professionals to reclaim the art of delivering stories that leave a lasting impact. This episode delivers practical strategies designed to empower teams and elevate sales performance through the enduring art of storytelling.

Key Takeaways:

Storytelling remains an essential sales tool, even as AI technologies advance.
Effective case studies can significantly bolster both marketing and sales efforts.
A practical three-part format for case studies: identify the opportunity/problem, describe the solution, and showcase the results.
Sales teams can create 20 case studies in under an hour with a structured approach.
Reinforcing storytelling skills through case studies can elevate sales team performance and customer engagement.

Time Stamps:

0:00 Intro

1:30 Story Telling

3:29 Creating Great Case Studies: Leaning on Story Telling

4:41 Importance of Case Studies

6:18 Format to Generate Case Studies

7:45 Audiences Engaging on Case Studies

8:30 Making Easy To Read Format

9:00 Making Easy To Read Format: The Opportunity or Problems

10:48 Making Easy To Read Format: What Do You Do About It

11:51 Making Easy To Read Format:: The Outcomes That We Created

15:25 Doing Case Studies in 60 Minutes

19:24 Outro

E133: Trade Sales Leadership — How to Win Back Ghosted Customers and Keep the Sales Cycle: Sales, Leadership, Trade

Tue, 16 Sep 2025 20:00:00 +1000

In this episode of the Stronger Sales Teams podcast, Ben Wright tackles the common challenge of prospects going silent during the sales process. He shares practical strategies to break the cycle of ghosting, reminding listeners of the importance of resilience and persistence in sales. With over 20 unique methods, Ben explains how to recapture attention through varied call times, social media engagement, and personalised outreach. This episode equips sales professionals with both tactical tools and broader business strategies to enhance client relationships and drive success.

Key Takeaways:

Apply a mix of approaches such as SMS, video calls, and social media outreach to break away from standard communication patterns and re-establish contact with prospects.
Send tailored emails, provide solutions to issues outside the immediate sales discussion, or organise mutual introductions to restore dialogue.
Draw on senior-level conversations or have a senior colleague conduct quality check calls to rekindle a prospect’s interest.
Use a carefully timed breakup message to prompt a reply, ensuring it reflects genuine intent if communication is to cease, thereby preserving credibility.
Offer small but thoughtful gifts or handwritten notes of thanks to strengthen relationships and show authentic appreciation.

Time Stamps:

0:00 Intro

1:17 Getting Ghosted

6:33 Contact Customers Different Times During The Day

7:24 Sending a SMS with Your Name

8:29 SMS with Video

10:00 Call for Quality Check

12:05 Social Media Outreach

12:55 Mutual Introduction

14:06 Solving A Unrelated Problem for the Customer

15:03 Sending Gift

16:35 Posting

17:25 Inviting Customers To Events

17:45 Tagging Customers on Social Media Posts

18:06 Getting Across a Case Study

18:32 Setting Up What the Customer Wants

19:08 Recap

20:55 Health and Fitness Tip

21:52 Outro

E132: How Trade Sales Leaders Use 3 Process Strategies to Stand Out with Christian Hansen: Sales, Leadership, Trade

Tue, 09 Sep 2025 20:00:00 +1000

In this episode of the Stronger Sales Team podcast, host Ben Wright is joined by Christian Hansen to explore what it takes to stand out and influence with impact in today’s competitive market. Christian offers a compelling perspective on how professionals can position themselves to be chosen more often, highlighting the vital role of communication and authentic connection. Blending personal experiences with professional expertise, Christian introduces the concept of the “Influence Mindset” — the fusion of competence and genuine rapport to build lasting influence. He explains how subtle but powerful shifts in communication, from simply sharing knowledge to providing insight and wisdom, can set sales professionals apart.

About the Guest:

Christian Hansen is a globally recognised author and authority on shaping mindsets within sales environments. With extensive experience partnering with leading organisations worldwide, he has developed a profound understanding of the factors that enable both individuals and businesses to truly stand out. His acclaimed book, The Influence Mindset for Sales Acceleration, achieved number one bestseller status and has been endorsed by LinkedIn as an essential guide to modern marketing.

Key Takeaways:

Influence is achieved through a balance of competence and authentic connection, rather than relying on skill alone.
Recognise the transition from performance-driven to selective environments, and tailor your approach to be chosen by demonstrating both insight and connection.
Stand out by shifting your communication from showcasing experience and skills to offering genuine insight and wisdom.
Build meaningful relationships through empathetic listening, ensuring others feel truly heard and understood.
Elevate team performance by fostering a culture of positive recognition and genuine appreciation for individual contributions.

Time Stamps:

0:00 Intro

1:20 Guest Introduction

3:12 Tacos

5:06 Being Chosen Often

5:55 Positioning Ones Selves To Be Chosen

8:35 The EQ Brain Hacks

13:43 Creating Authenticity

15:50 Standing Out In A Crowded Marketplace

18:35 Growing the Team and the Business

21:19 Guest Socials

21:55 Outro

E131: Trade Sales Leadership — How Storytelling Accelerates Sales for Growth-Focused Leaders: Sales, Leadership, Trade

Tue, 02 Sep 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright unpacks the craft of building impactful case studies that fast-track the sales cycle. He begins by addressing the common challenge of drawn-out sales processes and stresses the importance of refining internal operations to boost team performance. Ben underscores the power of storytelling in earning client trust, noting that well-written case studies and authentic testimonials can be pivotal in shaping buying decisions and strengthening customer confidence. With a focus on strategic use of SEO-driven keywords and structured storytelling, listeners will gain clear insights into creating compelling content that resonates with audiences, builds credibility, and ultimately accelerates deal closures.

Key Takeaways:

Storytelling and well-prepared case studies can build trust and expedite the sales process by establishing credibility with potential customers.
Effective case studies should follow a structured format, focusing on the situation, response, and outcome to clearly articulate the value proposition.
Building a varied library of over 20 case studies helps sales teams address different customer segments, market needs, and scenarios.
Incorporating video testimonials and client quotes can further enhance the impact of written case studies, offering multiple formats for customer engagement.
Making room in your schedule to create these resources is key; starting with streamlined video recordings can efficiently generate content for case studies.

Time Stamps:

0:00 Intro

1:13 Moving Customers Through The Buying Cycle Quicker

5:15 The Power of Story Telling

6:43 Setting Up Strong Case Studies

10:37 Formatting Case Studies

12:15 Structure of Case Studies

15:15 Examples of Case Studies

20:29 Recap

22:19 Outro

E130: How Sales Leaders Can Minimize Admin and Maximize Trade Sales Results With Carmen Williams: Sales, Leadership, Trade

Tue, 26 Aug 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright is joined by Carmen Williams. Drawing on her extensive expertise and industry experience, Carmen highlights the pivotal role virtual assistants play in removing administrative burdens, allowing sales professionals to focus squarely on revenue-generating activities. Together, Ben and Carmen delve into the wide-ranging benefits of integrating virtual assistants, from accelerating lead response times and managing CRMs to streamlining vital sales processes.

About the Guest:

Carmen Williams is the founder of Global Teams, an organisation dedicated to helping business leaders – particularly sales managers – unlock their team’s full potential by reducing non-revenue generating tasks through the strategic use of virtual assistants. With years of experience across a wide range of industries, Carmen has guided businesses in streamlining processes and enabling their teams to concentrate on high-value, growth-focused activities. Her expertise is especially recognised in deploying skilled virtual resources from the Philippines and South Africa, fostering stronger productivity and efficiency within sales environments.

Key Takeaways:

Virtual assistants are an invaluable asset for optimising sales processes by handling admin and non-core tasks, allowing sales teams to focus more on building customer relationships and closing deals.
Properly scoping the responsibilities for virtual assistants is crucial for success. Clear definition of tasks ensures that virtual assistants can meet expectations and deliver tangible value.
Cultural understanding and regular communication with virtual assistants can strengthen integration and contribute to their long-term retention.
The contact rate and speed in responding to leads can significantly impact sales effectiveness, with virtual assistants playing a critical role in improving these metrics.
Businesses new to employing virtual assistants should start small, refine their processes, and remain open to learning from initial mistakes to realise long-term productivity gains.

Time Stamps:

0:00 Intro

1:21 Guest Introduction

2:47 Carmen's Business

4:13 Virtual Assistant's Help To Focus On Customers

7:17 Touch Points To Close Deals

8:30 Common Mistakes Virtual Assistants Make

10:51 Getting the Most Out Of Virtual Assistants

12:40 Mindset Challenges Around Virtual Assistants

16:03 Hot Spots For Virtual Resources

17:17 Where To Start In Hiring Virtual Assistants

19:28 Guest's Socials

20:23 Outro

E129: How Sales Leaders Can Accelerate Team Learning for Better Trade Sales Results and Growth: Sales, Leadership, Trade

Tue, 19 Aug 2025 20:00:00 +1000

In this episode of Stronger Sales Teams podcast, Ben Wright underscores the importance of recognising the unique learning styles of each team member, highlighting how this understanding can accelerate professional growth and significantly boost overall business performance. From unpacking the subtleties of cognitive and kinaesthetic learning to demonstrating the effective use of AI tools, Ben offers a comprehensive toolkit for sales leaders determined to foster a culture of continual improvement and engagement. By championing sustainable learning frameworks, developing personalised growth plans, and harnessing the power of technology, this episode equips sales leaders with the skills and insights to drive substantial growth, enhance team satisfaction, and sustain long-term success.

Key Takeaways:

Recognise and adapt to the diverse learning styles within the sales team to maximise their capacity to absorb, retain, and apply new knowledge effectively.
Schedule regular, focused training sessions, ensuring a distraction-free environment to foster optimal engagement and long-term knowledge retention.
Leverage AI-driven tools to accelerate and enhance learning outcomes by developing tailored study plans, resources, quizzes, and performance analytics.
Define clear post-training action points and establish long-term strategies to ensure newly acquired skills are embedded and sustained within the team.
Promote the use of otherwise idle periods — such as commuting or waiting — for personal development, encouraging a culture of continuous growth beyond formal training settings.

Time Stamps:

0:00 Intro

1:20 Ben's Burst of Energy

2:25 Helping Teams Learn Faster

3:56 Ways The People Learn

4:25 Learning by Doing and Learning By Listening

7:00 Learning Styles

10:0 Traditional Learning Styles

12:25 Setting Up A Learning Structure

16:00 Prioritising Where We Train

18:32 Using A.I. Tools To Speed Up Learning

23:40 Health and Fitness Tip

24:48 Outro

E128: Why Trade Sales Process Complexity Blocks Growth—and What Sales Leaders Can Do About It: Sales, Leadership, Trade

Tue, 12 Aug 2025 20:00:00 +1000

In this episode of the Stronger Sales Teams podcast, host Ben Wright explores the power of simplicity in driving effective sales strategies and team leadership. Reflecting on a compelling conversation with motivational speaker Lasada Pippen, Ben revisits the impactful notion that “Simplicity sails, complexity fails” — a principle that sets the tone for this thought-provoking discussion. Ben unpacks how embracing simplicity can significantly enhance B2B sales management. He presents a clear and structured framework that includes strategic planning, streamlined sales processes, targeted training, coaching, measurable performance metrics, and consistent team behaviours — all designed to boost sales team performance.

Key Takeaways:

Embracing simplicity in sales strategies and processes helps avoid overwhelm and enhances overall team productivity.
Establish regular, structured training sessions to support consistent upskilling and sustained team engagement.
Keep sales metrics straightforward and focused, limiting them to what truly matters for clarity and impact.
Favour adaptable frameworks over rigid scripts to allow sales professionals to bring authenticity and a personal touch to their approach.
Gain a clear understanding of your team’s capabilities and manage workload effectively to prevent burnout and maintain high performance.

Time Stamps:

0:00 Intro

0:58 Lasada Pippen's Quote

3:25 Simplifying Our Professional Lives

3:47 Framework Around Simplicity

4:30 Capacity vs. Capability

7:10 Simplicity and Complexity in Strategy

11:10 Simplicity and Complexity in the Sales Process

15:20 Simplicity and Complexity in Training and Coaching

20:20 Simplicity and Complexity in Metrics

22:30 Simplicity and Complexity in Rituals, Behaviours, and Celebrations

24:20 Recap

24:50 Health and Fitness Tip

27:03 Outro

E127: Sales Leadership — 6 Demonstration Steps That Drive Trade Sales Growth and Real Results: Sales, Leadership, Trade

Tue, 05 Aug 2025 20:00:00 +1000

In this episode of the Stronger Sales Teams podcast, Ben Wright dives deep into what really makes a product or service demo land with impact. As the business world keeps shifting, Ben unpacks why nailing your demos isn’t just nice to have — it’s mission-critical for connecting the dots between what your product can do and what your customers actually need. He walks through six key elements that take a demo from a dull features rundown to a personalised, problem-solving experience that hits home. It’s all about telling a compelling story, backing it up with data, and building trust through real, human conversations.

Key Takeaways:

Focus on the customer’s potential benefits from the product, addressing the problems it solves or opportunities it capitalises on.
Tailor demonstrations to suit the specific needs and contexts of the customer, enhancing relevance and engagement.
Allow the product or service to showcase its capabilities, making it an integral part of the demonstration.
Anticipate and address potential objections during the demo to keep the customer focused and engaged.
Paint a vivid picture for customers on how their business or life will improve with the product, solidifying their decision-making.

Time Stamps:

0:00 Intro

2:16 Product or Service Demonstration

5:10 Delivering An Effective Demo

7:42 Identifying The Key Problem or Opportunity To Capitalise On

10:02 Personalise The Demonstration

11:20 Let The Product or Service Do The Talking

13:21 Using Numbers To Backup Our Claims

15:52 Working Proactively Through Objections

19:20 Painting Life With Our Products And Service

22:23 Recap

23:35 Health And Fitness Tip

24:50 Outro

E126: How Trade Sales Leaders Can Rebuild Customer Service Standards Post-Covid with Ingrid Maynard: Sales, Leadership, Trade

Tue, 29 Jul 2025 20:00:00 +1000

In this episode of the Stronger Sales Teams podcast, Ben Wright speaks with Ingrid Maynard, founder of The Sales Doctor, about the evolving world of B2B sales leadership. They explore how customer service has shifted post-COVID and how leaders can adapt to build high-performing, customer-centric teams. Ingrid shares insights on what defines great service today, emphasising curiosity, communication, and strong relationships. The episode also covers hiring the right people and creating a culture that supports growth—offering valuable takeaways for any sales leader.

About the Guest:

Ingrid Maynard is the founder of The Sales Doctor and host of the Sales Revolution podcast. With more than 25 years of experience, Ingrid is a seasoned expert in transforming business performance through strategic sales improvement. Renowned for her dynamic speaking style and thought leadership, Ingrid has been featured in prominent publications and has worked with some of the most iconic brands across Australia and New Zealand. Her approach centres on cultivating customer-centric, commercially astute cultures that drive lasting results. Ingrid recently released her first book, The Sales Revolution, a reflection of her deep expertise and forward-thinking perspective on modern sales leadership.

Key Takeaways:

Genuine curiosity, communication, and connection are essential for excellent customer service.
The onset of COVID-19 altered service delivery, leading to a mixed impact on customer experience.
Effective customer service involves setting, meeting, and exceeding customer expectations.
Selecting the right people and nurturing their growth and skills is crucial in building strong sales teams.
The transition to virtual meetings has blurred professional standards; maintaining professionalism is vital.

Time Stamps:

0:00 Intro

1:25 Guest Introduction

3:05 About the Guest

4:37 Customer Service In The Modern World

7:21 Service In The Modern World That Isn't Successful

10:20 Expectations

13:29 Delivery Better Service To Customers

16:10 Growing The Service Development

22:17 Guest Socials

22:55 Outro

E125: How Sales Leaders Can Avoid Costly Trade Sales Management Mistakes with Glenn Poulos: Sales, Leadership, Trade

Tue, 22 Jul 2025 20:00:00 +1000

In this episode of the Stronger Sales Teams, Ben Wright engages in an insightful conversation with Glenn Poulos. Together, they examine the rapidly evolving sales landscape, with Glenn highlighting a growing overreliance on technology at the expense of genuine, face-to-face client interactions. He underscores the importance of robust onboarding processes, meaningful metrics, and well-structured compensation plans in driving team performance. Emphasising accountability, Glenn details how consistent check-ins and clear expectations are essential to creating disciplined, results-driven sales teams.

About the Guest:

Glenn Poulos is a highly experienced entrepreneur and sales executive, boasting more than four decades in the sales arena. He currently serves as President of ProgUSA, a leading distributor in the electrical testing and measurement equipment industry. Throughout his career, Glenn has built and successfully exited businesses valued in the eight figures. He is also the author of Never Sit in the Lobby, a practical guide offering actionable strategies for sales professionals to close more deals and sidestep common missteps. As a respected speaker, podcast host, and LinkedIn Top Voice, Glenn is widely regarded for his forthright and insightful approach to cultivating high-performing sales teams.

Key Takeaways:

Sales teams must balance virtual selling with face-to-face meetings to understand customer challenges and competitors.
Clear onboarding programs and consistent metrics are essential for setting salespeople up for success.
Align compensation with company values to motivate the right behaviours and drive business goals.
Implement clear expectations, public goals, and disciplined check-ins to maintain accountability within the team.
Simplify offerings, clear out non-real deals, and double prospecting efforts to ensure growth and hit targets.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

2:41 About Glenn Poulos

6:59 The Most Common Mistakes Sales People Make

11:15 How High Performing Sales Teams Are Built

17:14 Building Accountability In The Sales Process

21:55 Supercharging Growth Of The Business

25:40 Guest Socials

26:22 Outro

E124: How Trade Sales Leaders Help Teams Close Faster While Delivering Maximum Value

Tue, 15 Jul 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, drawing from years of hands-on experience, Ben addresses the common challenge of sluggish deal pipelines and presents practical strategies to boost close rates and refine the overall sales process. He underscores the significance of a consistent, repeatable sales framework to eliminate bottlenecks and accelerate deal progression. A key message is the importance of being “chosen early and often,” as Ben urges teams to prioritise strong initial connections and a clear understanding of client needs and opportunities.

Key Takeaways:

Prioritise building strong initial relationships to be “chosen early and often” by potential clients, which can simplify the sales process.
Devise a structured sales process that the majority of the team can consistently follow to create predictability in closing deals.
Employ careful preparation and research to engage clients effectively, using common ground like shared interests in sports or hobbies.
Implement actionable checklists during client meetings to establish clear pathways for deal progression and closure.
Regularly assess stuck deals by re-engaging customers with direct check-in sessions to understand remaining barriers and find resolutions.

Time Stamps:

0:00 Intro

2:20 Increasing Close Rates

3:30 How To Stop Slowing Down The Deal Pipeline

4:55 Going Back To The Process

6:07 Getting Things Right Early

8:35 Greeting the Customer

10:45 Setting Up The Outcome

13:25 Asking Questions

14:40 Creating Checklist

19:00 Being Clear On The Role Of People

19:56 Setting Time Frames

20:55 Making Sure That We Are The Choice

21:53 Recap

23:02 Outro

E123: Why Simplicity in Trade Sales Leadership and Process Drives Better Results with Lasada Pippen: Sales, Leadership, Trade

Tue, 08 Jul 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright welcomes special guest Lasada Pippen, blending the precision of engineering with the art of motivational speaking. Lasada shares his compelling journey from a background in computer engineering to inspiring audiences across the United States, underscoring the vital importance of purpose, resilience, and impactful communication in sales leadership. Together, they unpack the essence of purpose-driven leadership and its critical role in cultivating resilient sales teams ready to thrive in today’s complex global landscape.

About the Guest:

Lasada Pippen is a highly regarded motivational speaker and leadership coach, celebrated for his dynamic and impactful approach to professional development. With a background in computer engineering and over a decade of experience in the tech industry, Lasada made a transformative shift to focus on inspiring and equipping others through speaking and coaching. He is widely recognised for his signature keynote series, The Climb, and for his unique ability to engage and resonate with diverse audiences. A bilingual STEM professional and university graduate, Lasada specialises in guiding leaders towards purpose-driven leadership, helping individuals and teams tap into resilience, clarity, and direction on their professional journey.

Key Takeaways:

Purpose-driven leadership involves leading from a place of understanding one’s unique gifts and applying purpose and strategy in their role.
Building resilience in teams begins with establishing a framework for clear, concise, compelling, and confident communication (C4).
Bringing team members together across new and diverse connections can foster collaboration and innovation through team-building activities.
For effective sales growth, the principle of “Simplicity Sells, Complexity Fails” should be emphasised to streamline processes and enhance product appeal.
Leveraging individual strengths and applying a GPS (Gifts, Purpose, Strategy) approach can lead to heightened productivity and job satisfaction.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

2:48 The Lasada Pippen Journey

5:43 Purpose Driven Leadership

7:20 Resilience

8:58 From Liking to Loving Your Role

12:29 Building Resilience Into The Team

15:00 Team Building Activities

19:46 Where To Start To Drive Revenue Growth

23:36 Recap

24:43 Guest Socials

25:00 Update on the Road To Cairns

26:16 Outro

E122: Trade Sales Leadership Frameworks to Improve Negotiation and Drive Results with Saad A Saad: Sales, Leadership, Trade

Tue, 01 Jul 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright sits down with renowned negotiation consultant and author Saad A. Saad to explore the complexities of B2B sales negotiation. Together, they unpack how sharpening negotiation skills can empower sales teams to consistently secure high-impact outcomes. Saad underscores the importance of thorough preparation and cautions against the tendency to be overly accommodating at the negotiation table. He stresses that effective negotiation starts from day one of the sales process and challenges sales professionals to align their efforts with their boldest commercial goals. The discussion delves into critical themes, including the subtle balance between striving for win-win outcomes and maximising results.

Key Takeaways:

Thorough preparation is vital for achieving the best outcomes in negotiations. Understand your optimal goals, support them with compelling evidence, and be ready to communicate these effectively.
Shift the focus from merely reaching win-win deals to achieving the most optimal outcomes while maintaining healthy negotiation dynamics.
Utilize AI in the preparation stage to enhance thought patterns and extend perspective, but rely on human skills for the actual negotiation process.
Embrace a certain level of friction in negotiations as a healthy sign, ensuring your conviction and value are clearly communicated.
Reduce tension through empathy, active listening, and ensuring all parties feel heard to facilitate effective communication and negotiation resolutions.

Time Stamps:

0:00 Intro

1:11 Guest Introduction

2:49 Saad's World of Negotiation

4:56 Negotiation

6:45 Win Versus Best Outcome

8:17 Negotiation Strategy For Best Outcomes

10:35 Framework To Negotiation

11:32 Roll of AI in Negotiation

14:43 Managing Through Heated Situations

16:53 Dealing Better With The Friction

18:07 Preparing To Deal With Friction

19:32 Introducing Tension

22:23 Guest Socials

23:27 Outro

E121: Where Sales Leaders Should Start Using AI to Improve Trade Sales Process and Drive Results: Sales, Leadership, Trade

Tue, 24 Jun 2025 20:00:00 +1000

In this episode of the Stronger Sales Teams, Ben Wright explores the profound impact artificial intelligence (AI) is having on sales teams across the globe. As professionals navigate the fast-paced adoption of AI tools, Ben highlights essential entry points for harnessing technology with purpose and precision. Acknowledging the anxiety and hesitation that often accompany such shifts, he underscores the pressing need for sales teams to develop AI fluency in order to stay ahead of the curve. Ben offers a comprehensive perspective on integrating AI throughout the sales lifecycle — from prospect research and preparation to training and client engagement.

Key Takeaways:

Embrace AI for research and preparation as it significantly uplifts sales teams’ productivity. Tools like ChatGPT and Grok can enhance customer insights.
Rely on AI for ideation, but be wary of using it for full content creation as it may lack personalisation and authenticity.
Use AI tools for phone-based teams to provide call coaching and analysis, maximising performance insights and coaching efficiency.
Maintain human involvement in critical areas like strategy formulation and contract negotiation to ensure effectiveness and personal engagement.
Start integrating AI now in minor tasks to build adaptability and keep pace with evolving technological advances in sales operations.

Time Stamps:

0:00 Intro

1:12 Where To Start Using A.I.

5:30 10 Activities On Whether To Use A.I. Or Not

6:13 Research and Preparation For Team Meetings

8:13 Outreach

9:40 Sales Decks and Sales Pitches

12:37 Strategy and Ideation

13:55 Training and Coaching Implementation

17:27 Content Creation

18:48 Admin

21:51 Contract Negotiations

23:10 Long Term Customer Relationships

24:17 Recap

24:55 Road to Cairns

25:57 Outro

E120: How Real Trade Sales Leaders Drive Results Through People Development with Robyn Djelassi: Sales, Leadership, Trade

Tue, 17 Jun 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright is joined by Robyn Djelassi – a dynamic, strategically focused HR leader with a wealth of experience spanning multiple industries. Robyn shares her insights into the art of building high-performing sales teams, underscoring the value of diversity and complementary skill sets over the tendency to hire in one’s own likeness. The conversation offers practical, actionable advice for leaders looking to shape resilient and effective sales teams.

About the Guest:

Robyn Djelassi is a seasoned HR professional and the founder of Impact People Solutions. With two decades of experience across a diverse range of industries – including banking, finance, gaming, and entertainment – Robyn is recognised for her forward-thinking approach to Human Resources. She brings a unique ability to balance strategic insight with hands-on execution and is deeply committed to aligning individual performance with broader organisational goals. Her work reflects a passion for creating impactful, people-driven outcomes that support long-term business success.

Key Takeaways:

Avoid hiring clones of yourself; aim for a mix of experiences, thoughts, and backgrounds to meet diverse client needs.
Hire those who genuinely believe in your product and care about customers over merely chasing numbers.
In tougher economic climates, early and honest communication is crucial for managing team morale and transitions.
Foster a working relationship with HR as a valuable ally, not just a regulatory entity.
Implement processes to consistently check in with team members to understand their evolving needs and motivations.

Time Stamps:

0:00 Intro

1:15 Guest Introduction

3:23 What Makes Robyn Tick

4:20 Key Mistakes Leaders Make When Growing Teams

6:15 How To Build Out Teams

7:05 How To Assess If Candidates Actually Care

9:27 How To Make Sure That Interviewees Actually Care

11:55 Getting The Most Out Of A Diverse Team

15:32 Managing The Restructuring

18:27 Building Relationship With The HR Department

20:11 Guest Socials

20:40 Road to Cairns

21:52 Outro

E119: The Must-Do Trade Sales Leadership Fundamentals to Build a High-Performing Team With Don Lazzari: Sales, Leadership, Trade

Tue, 10 Jun 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, host Ben Wright chats with top sales consultant Don Lazzari about building high-performing B2B sales teams. Don shares his proven “sales vital signs” framework, offering practical tips on driving consistency, lead conversion, and team accountability. They unpack smart hiring, strategic resourcing, and the role of strong leadership in keeping sales momentum alive. Whether you're scaling a start-up or leading a mature team, this episode is packed with sharp insights to boost performance and drive growth.

About the Guest:

Don Lazzari is President of Delivering Value, a leading sales performance consultancy helping businesses and entrepreneurs fast-track growth. With over 15 years' experience across sales strategy, training, and consulting, Don has worked extensively in sectors including software, manufacturing, logistics, and healthcare. He’s also the author of Entrepreneur Sales Secrets Revealed and holds an MBA from the University of Pittsburgh, blending deep practical know-how with strong academic grounding.

Key Takeaways:

Focus on five key sales metrics: New to funnel, new to pipeline, pipeline value, performance to quota, and exceeding quotas.
Align sales hires with pipeline pressure rather than initial growth targets. Consider support staff over additional sales personnel to boost top-of-funnel activities.
Effective sales management requires understanding the unique drivers for each team member and adapting coaching styles accordingly.
Emphasise the benefits of AI-driven call coaching to free up time for deeper, personalised coaching discussions.
Foster a competitive, high-performance culture that rewards meeting and exceeding sales targets, strengthening team cohesion, and motivation.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

3:01 Delivering Value

4:58 Building A Team For A Solopreneur

6:32 Metrics

8:36 Qualified Leads

11:49 Growing The Team And The Volume of Sales

14:56 How To Build Momentum On The Team

19:13 Revving The Growth Tap

24:47 Guest Socials

25:03 Four Words From The Guest

E118: How Trade Sales Leaders Use Cole VanDee’s Strategies to Increase Opens, Clicks, and Sales: Sales, Leadership, Trade

Tue, 03 Jun 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright is joined by Cole VanDee, co-founder of Inboxing Engine, for a compelling exploration into the ever-evolving landscape of email marketing. With a wealth of experience in building scalable email systems, Cole offers a nuanced perspective on the true value of email marketing in today’s business environment. Together, they examine whether email remains a powerful tool for driving ROI and adapting to AI-driven technologies — or if it’s becoming a thing of the past.

About the Guest:

Cole VanDee is a recognised authority in scalable email marketing systems. As the co-founder of Inboxing Engine, he has helped countless brands unlock hidden revenue through strategic and results-driven email campaigns. With over 327 million emails sent and $106 million in recovered revenue to his name, Cole’s tried-and-tested frameworks consistently turn underperforming email lists into high-converting assets. He works primarily with rapidly growing businesses in the $10 to $50 million range, helping them drive measurable returns while steering clear of the pitfalls of spam folders.

Key Takeaways:

Email marketing is a viable and potent tool for sustained growth, focusing heavily on adding value before making asks.
Building a scalable email marketing system involves automation, strategic timing, and personalisation to enhance engagement.
Crafting powerful subject lines should focus on avoiding spam triggers to ensure messages land in the inbox.
Key elements of successful email strategies include leveraging the sender name’s reputation and implementing intelligent automation flows.
Continuous value delivery through text-based communication bolsters email reputation and encourages consistent engagement.

Time Stamps:

0:00 Intro

1:12 Guest Introduction

3:35 Inboxing Engine

4:48 Email Marketing: Funeral or Rebirth

7:09 Building Out A Scalable Process With Email

9:01 Format For Building Out Scalable Process with Email

11:13 Building A New Email List

12:50 Systemising The Structure of Building An Email List

17:10 Spam Folder: Myth or Real?

17:54 Subject Line Recommendations

19:35 Scary Tips For Increasing Engagement or Open Rates

21:07 Revving The Growth Engine For The Next 12 Months

22:16 Guest's Socials

22:41 Road to Cairns

23:41 Outro

E117: 6 Trade Sales Leadership Moves Most Teams Overlook — And How They Accelerate Growth: Sales, Leadership, Trade

Tue, 27 May 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the essential elements of building a high-performing sales team — from creating genuine customer value and setting strategic goals to enhancing team capabilities. Ben also addresses the growing need for sales managers to take a proactive approach in their annual planning, particularly as traditional planning cycles shift in today’s evolving landscape. Covering everything from goal-setting and systems implementation to the smart use of AI tools, he presents actionable steps to help sales teams align, adapt, and succeed.

Key Takeaway:

Identifying and articulating the unique value your company brings to customers is crucial for standing out in competitive markets.
It’s essential to set clear and achievable sales goals that align with broader business strategies, involving team members to foster accountability.
Conduct a thorough analysis of your team’s current capabilities against the skills needed for future success, and create a development plan to address any gaps.
Embracing technology and AI-driven processes can significantly enhance your sales team’s efficiency and effectiveness.
Simple, clear metrics are vital in tracking progress and ensuring that sales strategies are effectively guiding teams toward their objectives.

Time Stamps:

0:00 Intro

2:00 Key Areas To Focus As A Sales Leader This Year

4:14 Getting Really Clear On Where You Add Value To Your Customers

6:32 Sit Down, Set Some Goals

9:24 Be Clear On The Capabilities Of Your Team

12:11 Have A Program For Team Development

14:30 Invest On System To Increase Cadence On The Team

16:20 Measure Your Progress

18:30 Get Out There and Carry The Bag Yourself

18:50 Recap

20:10 Road to Cairns

21:42 Outro

E116: How Trade Sales Leaders Can Avoid Revenue Decline by Prioritising Team Training and Process: Sales, Leadership, Trade

Tue, 20 May 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the vital role a well-structured training program plays in driving success for B2B sales teams. He highlights the power of tailored, succinct, and impactful training sessions, illustrating how these can significantly boost team performance, morale, and retention. Despite its often-overlooked value, Ben makes a compelling case for formal training as a strategic investment in revenue growth and long-term sales success.

Key Takeaways:

Effective training programs are customised, concise, compelling, consistent, and coaching-focused.
Tailor training to suit the current stage and experience level of your team members.
Train teams specifically on areas they need improvement to optimise their sales process.
Ensure your team can clearly communicate the unique value propositions of your business.
Focus on making your team more efficient in their processes to maximise customer engagement and sales opportunities.

Download our free Training Calendar HERE

Time Stamps:

0:00 Intro

1:20 Episode 115 Recap

3:59 What Does A Great Training Program Looks Like

6:57 How to Build Out The Training Program

7:25 Looking At Your Team Life Cycle

10:12 Be 100% Clear on What Your Sales Process Is

11:47 Looking At Areas Where You Have Competitive Advantage

13:36 Recognize Where The Team is More Efficient

15:00 Recap

16:19 Road to Cairns

17:42 Outro

E115: Why Systemising Key Account Management Is Essential for Trade Sales Growth and Leadership Success: Sales, Leadership, Trade

Tue, 13 May 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright delves into the critical discipline of key account management—a fundamental pillar for cultivating enduring client relationships and securing ongoing revenue. Shifting focus from simply acquiring new business, Ben underscores the value of strengthening existing client partnerships to drive repeat sales. He highlights the necessity of a systematic approach to key account management and urges sales leaders to prioritise customer lifetime value.

Key Takeaways:

Establish a consistent approach for engaging customers throughout the delivery cycle, ensuring repeat sales through deep trust and strong relationships.
Focus on maximising the value provided to a customer over their entire journey, from initial purchase to future sales.
Implement a regular schedule for communicating with customers to address satisfaction, solicit feedback, and build future business opportunities.
Develop tailored strategies to offer insightful advice and additional services that resonate with client needs.
Expand relationships within client organisations to uncover more sales opportunities and safeguard against turnover or shifting priorities.

Time Stamps:

0:00 Intro

2:00 Strategy for the Future

4:00 Key Account Management

5:55 What is Key Account Management?

7:15 Where Does Key Account Management Starts

9:45 Engaging With Customers

14:07 Adding Value to the Customer Base

20:25 Expansion of Customer Relationships

23:25 Recap

24:07 Road to Cairns

25:18 Outro

E114: How Trade Sales Leaders Use 3 AI Tools to Close Deals Faster and Lead Smarter: Sales, Leadership, Trade

Tue, 06 May 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the rapidly growing influence of artificial intelligence on sales coaching and training—an emerging essential for modern sales leaders and professionals. Through a clear, structured lens, he unpacks key concepts using high-impact search terms like “AI sales coaching,” “AI call agents,” and “B2B sales management,” highlighting the game-changing potential of tools like data scraping, email automation, and independent AI systems. This episode offers valuable insights into how forward-thinking sales leaders can harness these innovations to streamline operations, empower their teams, and invest more time in meaningful customer relationships.

Key Takeaways:

Discover how AI tools can enhance the likelihood of closing deals by analyzing and guiding sales through each stage of the process.
Solutions like Gong and Icana provide real-time analyses of sales calls, offering actionable insights to refine sales strategies and improve team performance.
AI agents can automate tasks like lead generation and post-sales support, allowing sales teams to focus on high-impact activities.
Explore the potential of AI agents to handle straightforward sales roles, freeing up human sales teams for complex customer interactions.
AI insights guide personal development within sales roles while identifying capabilities to be addressed at the team level.

Time Stamps:

0:00 Intro

1:03 Impact of A.I on Sales

2:00 SNAKE!

4:02 A.I.

4:40 A.I. Tools For Deal Coaching

7:21 A.I. Tools For Broader Call Coaching

8:25 A.I. in Coaching

13:20 Independent A.I. Call Agents

17:00 Recap

19:59 The Road to Cairns

21:11 Outro

E113: How Deal Coaching Has Evolved to Boost Trade Sales Leadership and Drive Better Results with Brian Dietmeyer: Sales, Leadership, Trade

Tue, 29 Apr 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright is joined once again by Brian Dietmeyer, CEO of CloseStrong, for a forward-looking discussion on the evolution of B2B sales strategy. Building on his insights from Episode 89, where he unpacked key principles of negotiation, Brian returns to introduce the transformative concept of precision-guided selling. This conversation is essential listening for forward-thinking sales leaders eager to enhance team performance through the integration of cutting-edge AI technologies that scale coaching efforts and boost deal closure rates.

About the Guest:

Brian Dietmeyer is the CEO of CloseStrong, a company at the forefront of advancing AI-driven sales strategies. With over two decades of experience, Brian brings a rare blend of strategic insight and practical expertise to the world of sales and negotiation. Brian has penned three influential books on negotiation and sales strategy. His unconventional professional background, which also includes time spent as a dump truck driver and mechanic, lends a grounded, real-world perspective to his executive and coaching roles. This diverse experience underscores his unique ability to connect with sales professionals at every level.

Key Takeaways:

Guided selling moves beyond generic training events to deliver direct, deal-centric coaching in real-time.
Precision-guided selling uses AI to provide continuous, customized support, enabling sales reps to close deals more effectively.
Intelligent applications can drive sales strategy execution by offering actionable insights that align with company goals.
Studies indicate sales reps prefer deal coaching over skill enhancement, favoring strategies that help directly with current sales opportunities.
CloseStrong’s platform represents a shift towards reducing the dependency on manual coaching, providing constant guidance without necessitating extensive input forms from sales reps.

Time Stamps:

0:00 Intro

2:38 Guest Introduction

4:11 Guided Selling

5:06 CloseStrong

8:04 30 Day Cliff With Sales Training

12:10 Impact of Guided Selling On The Direction of Sales Teams

17:04 On The Job, Realtime Deal Coaching

20:15 Sales People Reaction on A.I. Support

24:02 Guest's Socials

24:33 Outro

E112: How Sales Leaders Can Quickly Roll Out a Trade Sales Process That Drives Results and Team Buy-In: Sales, Leadership, Trade

Tue, 22 Apr 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright introduces his exclusive framework, the “3 Ds”—Deliverables, Decision Makers, and Deadlines—as an essential tool for simplifying the sales process. The episode highlights the significance of clearly defining deliverables, identifying and engaging with decision-makers, and securing commitment to deadlines, all of which help streamline sales activities. By embracing the 3 Ds, sales teams can foster consistency and alignment, ultimately driving improved sales outcomes and cultivating long-term customer relationships.

Key Takeaways:

Understanding customer deliverables is essential for defining and structuring effective sales strategies.
Engaging and being known by decision-makers increase the likelihood of winning deals.
Setting and aligning with clear deadlines enhances organizational efficiency and controls the sales process.
The 3 Ds framework helps in simplifying complex sales dynamics and driving consistent results.
Regular check-ins and questions ensure sales teams remain aligned with clients’ expectations and deadlines.

Time Stamps:

0:00 Intro

2:50 Mini Framework Around A Sales Process

3:23 The Three D's

5:03 Deliverables

8:37 Decision Makers

11:00 Deadlines

13:31 Recap

14:56 Road to Cairns

16:25 Outro

E111: A Proven Leadership Framework for Stress-Free Trade Sales Problem Solving and Better Results: Sales, Leadership, Trade

Tue, 15 Apr 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben takes a deep dive into the art of problem-solving in B2B sales management. Drawing from his experience in launching multiple sales programs across various organisations, he highlights the challenges of understanding and respecting customer boundaries. With years of industry knowledge, Ben shares a practical problem-solving framework that’s applicable to both straightforward and complex sales scenarios.

Key Takeaways:

Develop a comprehensive understanding of sales problems by categorizing them into controllable and uncontrollable factors.
While you can’t change uncontrollables, identify areas where you can still exert influence and devise strategies accordingly.
Encourage team involvement in identifying solutions and executing strategic sales plans.
Explore opportunities to convert challenges into growth and improvement projects for the sales team.
Emphasize the connection between personal well-being and professional success to drive a motivated and effective sales team.

Time Stamps:

0:00 Intro

3:25 Problem Solving Framework

4:40 Looking At Triggers

5:44 Classifying the Triggers Into Controllable and Uncontrollable

7:02 Uncontrollable

13:10 Controllable

16:40 Road to Cairns

18:21 Outro

E110: Where Trade Sales Leaders Should Look First When Sales Results Miss the Mark: Sales, Leadership, Trade

Tue, 08 Apr 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the often-overlooked challenges that arise when sales teams face unforeseen hurdles, despite thorough preparation and strategic planning. Drawing a comparison to the early optimism of an AFL season, Ben examines why sales targets can sometimes fall short and the necessity for organisations to adapt in order to remain competitive. Throughout the discussion, he stresses the significance of proactive change management within sales strategies to avoid stagnation and decline.

Key Takeaways:

Ensure that sales goals are well-defined and aligned across the team to maintain focus and coherence in efforts.
Identify and concentrate on the ideal customer profile to improve lead quality and close rates.
Develop effective communication strategies that clearly convey the value and outcomes of your products or services.
Encourage active listening in sales teams to better understand and meet customer needs, aiding in relationship building and shortening sales cycles.
Monitor sales activities through key metrics like sales numbers, pipeline size, and customer quotes to maintain motivation and detect performance gaps.

Time Stamps:

0:00 Intro

1:15 AFL Season

4:35 What To Look At When Changing the Results of Our Team

5:30 Strategy

10:30 Talent

13:50 Energy

16:48 Recap

18:33 The Cairns Ironman Prep

19:55 Outro

E109: Trade Sales Leadership Insights: Using Collateral to Streamline the Sales Process and Boost Growth: Sales, Leadership, Trade

Tue, 01 Apr 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the strategic development and application of sales literature in B2B sales management. Addressing the common challenge of content creation and drawing inspiration from the dynamic global sales landscape, Ben outlines key strategies to boost the impact and efficiency of sales teams. This discussion highlights the significance of crafting engaging, informative, and inspiring sales materials to build and sustain a high-performing B2B sales team.

Key Takeaways:

Introducing customers to your brand through concise and impactful presentation decks can set the stage for deeper client relationships.
Detailed and engaging quotation templates are essential for standing out in a saturated market and effectively communicating your offerings.
Leveraging capability statements filled with case studies and testimonials can boost credibility and inspire customer confidence.
Prominently featuring customer testimonials and successful case studies acts as powerful tools for validating your brand’s capability.
Utilizing digital signatures and easy-to-read formats can optimize the client experience and streamline administrative processes.

Time Stamps:

0:00 Intro

2:35 Types of Sales Materials or Sales Literature That Sales Teams Need

4:49 Engaging the Customers

6:10 Baseline Presentation Deck

13:44 Informing the Customers

18:00 Inspiring Customers

21:00 Recap

22:06 Iron Man Triathlon

22:57 Outro

E108: How Smart Trade Sales Teams Speed Up Deals Without Sacrificing Value or Leadership Control: Sales, Leadership, Trade

Tue, 25 Mar 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the essential skill of shortening B2B sales cycles. Ben outlines five proven strategies to accelerate sales processes: targeting the right customers, understanding client needs, engaging with decision-makers, clarifying decision timelines, and leveraging internal reviews to add value. By honing in on these key areas, sales teams can streamline their efforts, boost revenue, and enhance client relationships. This episode serves as an invaluable guide for sales managers looking to optimise their processes and achieve outstanding results.

Key Takeaways:

Concentrate efforts on potential clients who align with your business profile to increase close rates and sales cycle efficiency.
Clearly define customer expectations and success metrics at the outset to streamline proposal processes and reduce roadblocks.
Ensure all key decision-makers are familiar with your brand to build trust and expedite decision-making.
Establish clear decision deadlines with clients to align sales efforts and maintain momentum.
Leverage team expertise to enhance value propositions and address client needs more effectively to speed up deal closure.

Timestamps:

0:00 Intro

1:10 Best Phone Call With A Customer

2:40 Top 5 Ways To Shortened Sales Cycles

6:33 Be Clear To Target The Right Customers

8:10 Be Clear In The First Meeting With Customers

10:48 Make Sure To Know And Be Known By The Decision Makers

12:37 Be Clear on Decision Times

13:18 Use Your Best Knowledge On Your Business

14:00 Recap

15:00 Honorable Mentions

17:10 Outro

E107: How Great Trade Sales Leaders Use the Meet & Greet to Build Trust and Accelerate Deals: Sales, Leadership, Trade

Tue, 18 Mar 2025 20:00:00 +1000

In episode of Stronger Sales Teams, Ben Wright explores the key elements involved in running successful B2B sales meetings. As a seasoned expert in sales process management, Ben takes listeners through the often-overlooked aspects of the sales journey, with a particular focus on the crucial meet-and-greet phase. He highlights the value of a structured sales approach, noting that systematising around three-quarters of sales activities can bring consistency and effectiveness to every customer interaction. The episode further delves into the three critical stages of a successful sales meeting: the pre-meeting, during the meeting, and post-meeting phases.

Key Takeaways:

Sales processes should be largely systematised to provide consistency and effectiveness across sales teams.
Conduct comprehensive research and preparation to make impactful first impressions and set clear objectives for customer meetings.
Spend significant time building relationships and understanding client needs to create a robust foundation for successful collaboration.
Align on clear deliverables, deadlines, and decision-makers to ensure everyone is on the same page and focused on achieving mutually beneficial outcomes.
Consistently communicate and create value between meetings to keep clients engaged and invested in the ongoing relationship.

Time Stamps:

0:00 Intro

1:40 The Sales Process

3:40 Create Value Through the Meet and Greet Meeting

4:45 Pre Meeting Phase

9:35 During Meeting Phase

13:00 The Three D's

17:08 Post Meeting Phase

18:35 Recap

20:28 Outro

E106: How John Horan Helps Trade Sales Leaders Turn Data Into Strategy That Fuels Results: Sales, Leadership, Trade

Tue, 11 Mar 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright is joined by John Horan, a trailblazer in the renewable energy industry. Ben explores John’s journey in establishing and expanding Horan & Bird Solar, focusing on his distinctive approach to business management and growth through strategic decision-making and the integration of artificial intelligence. The discussion unveils John’s innovative strategies, particularly his use of AI to boost efficiency and optimise operations, fundamentally transforming his customer service framework.

About the Guest:

John Horan is an experienced entrepreneur and a leading figure in the Australian renewable energy sector, recognised for his strategic insight and innovative approach. He founded Horan & Bird Electrical, growing it into a $35 million success before selling it to Origin Energy, where he played a key role in establishing Origin as the largest commercial solar installer in the country. With numerous accolades, including awards from the Master Electricians Association and being named Australian Small Business of the Year in 2012, John has recently reacquired his company. He continues to drive business innovation through AI-driven systems and serves as a director on the Board of Solar Accreditation Australia.

Find more about John here:

https://horanandbirdsolar.com.au/

https://www.igrowbusiness.com.au/electrician-ai-services/ (John's AI agent)

Key Takeaways:

John Horan has utilised AI to drastically reduce the operational workforce while maintaining the same level of output, proving its efficiency in managing large-scale businesses.
By understanding which products yield the most profit and strategically targeting those markets, businesses can significantly increase their profitability.
AI applications, like automated bots, have improved the customer service experience by providing consistent and coherent support, even during high-demand periods.
Streamlining lead generation and database management with AI tools has allowed John to focus on scaling his business more effectively.
John’s new venture, AI Electrician, aims to offer similar AI efficiencies to other trades, highlighting the transformative potential of AI in small businesses.

Time Stamp:

0:00 Intro

1:10 Guest Introduction

3:16 Horan & Bird

4:37 John's AI Experience in Business

5:33 140 to 15 Staff

7:04 Lead Generation

9:41 Impact of AI on Customers

12:53 Downsides of Using A.I.

14:55 Using Data To Have Advantage in Business

18:25 Using A.I To Have Bang For Your Buck

20:36 Guest's Advice to Turn on the Growth Tap this Year

22:15 Next Up in the John Horan Journey

23:00 Guest Socials

23:52 Outro

E105: 10 Core Trade Sales Leadership Rules That Build High-Performing Teams and Consistent Results: Sales, Leadership, Trade

Tue, 04 Mar 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the "Ten Commandments of Great Sales" from 1989 and assesses their relevance in the modern sales landscape of 2025. Drawing on his extensive experience, Ben offers valuable insights into how these core principles have withstood the test of time—or adapted to meet today’s challenges—providing crucial lessons for sales leaders looking to build high-performing teams. This episode offers practical advice aimed at boosting sales performance while maintaining strong, authentic customer relationships.

Key Takeaways:

Engaging personally and genuinely with clients is as crucial today as it was decades ago, reinforcing the importance of communication and presence.
Some sales principles have evolved, like finding focused value over generalized relationships, reflecting changes in consumer expectations and technology.
Actively engaging with and understanding customer opinions leads to more effective relationship building and sales success.
Timely communication and consistency in interactions stand out as critical for exceptional customer service in modern sales strategies.
Even for seasoned professionals, revisiting and honing fundamental skills such as relationship building and customer understanding can lead to continued growth.

Time Stamps:

0:00 Intro

1:38 The Ten Commandments of Great Sales

4:15 Speak to People

6:30 Smiling at People

7:45 Calling People by Name

9:13 Being Friendly and Helpful

10:49 Be Cordial

12:25 Be Genuinely Interested in People

14:44 Being Generous with Praise, cautious with Criticism

16:35 Be Considerate of the Feelings of Others

19:00 Thoughtful of the Opinions of Others

20:15 Being Alert to Giving Service

22:15 5 Traits That Hold True in 2025

24:21 Outro

E104: Why Visibility Matters in Trade Sales Leadership and How It Drives Results with Jemimah Ashleigh: Sales, Leadership, Trade

Tue, 25 Feb 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright engages in a conversation with Jemimah Ashleigh, a renowned expert in visibility and personal branding, to delve into the complexities of establishing and sustaining a high-performing sales team. Jemimah provides listeners with a fresh perspective on how visibility and personal branding can significantly drive sales success. Jemimah shares proven techniques to enhance a sales team’s performance, highlighting the influential role of media, public relations, awards, and public speaking in fostering business growth and cultivating trust.

About the Guest:

Jemimah Ashleigh is a highly regarded entrepreneur, bestselling author, and keynote speaker, with a varied career that includes a notable tenure with the Australian Federal Police. Named one of Australia’s Top 10 entrepreneurs in 2022, Jemimah is the Founder of The Visibility Lab, where she empowers businesses to scale and thrive through effective visibility strategies. With a wealth of international experience, she has shared the stage with prominent figures such as Gary Vee and advisors to Barack Obama. Jemimah’s expertise focuses on crafting powerful visibility and personal branding strategies, particularly for small business owners.

The Visibility Lab: https://jemimahashleigh.com/the-visibility-lab

Key Takeaways:

Establishing a strong personal brand is essential for sales professionals to create a credible and trustworthy image.
Consistency in social media engagement and business messaging builds authority and visibility, leading to better sales outcomes.
Pursuing business awards and recognition can considerably enhance business profiles, offering free PR and media exposure.
Being consistent in the right media outlets that align with your target audience is crucial for effective visibility.
Building a supportive network of knowledgeable individuals can significantly contribute to personal and professional growth.

Time Stamps:

0:00 Intro

1:02 Guest Introduction

3:22 Australian Federal Police

6:30 The Visibility Lab

8:04 Skills From AFP That Translated to the Visibility Lab

10:19 Importance of Visibility

13:38 What Does Good Visibility Look Like

16:26 What Does Poor Visibility Look Like

19:06 Where to Start With Visibility

22:06 Revving the Growth Engine as a Sales Leader

24:31 Guest's Socials

25:34 Outro

E103: How Sales Leaders Can Set Up Their Teams for Trade Sales Growth and Results in the Year Ahead: Sales, Leadership, Trade

Tue, 18 Feb 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the strategies and techniques behind building exceptional B2B sales teams. Ben shares a powerful framework for developing sales teams based on behavioural change, strategic goal setting, and performance assessment. His discussion outlines how this systematic approach can guide sales managers and their teams through a transformative journey. By employing the team step model, which includes strategy, energy, and talent, sales leaders can align and elevate their teams’ behaviours, resulting in sustained improvements in sales performance and overall business outcomes.

Key Takeaways:

The initial focus on behavior development is crucial for setting a stable foundation for sales team growth.
The team step model helps refine strategy, energy, and talent, aligning behaviors effectively.
Thorough strategic goal-setting should follow behavioral adjustments to ensure successful sales outcomes.
Allow 12-18 months for transformative growth in a sales team, requiring patience and structured planning.
Consistent measurement of actions and outcomes is vital for sustaining team growth and ensuring alignment with goals.

Time Stamps:

0:00 Intro

1:03 Evolution of the Growth Program

2:28 Expected Growth Appearance in Our Teams

3:31 Behaviours

6:14 Team Step Model

11:58 Rolling Out Strategic Plans

16:05 Actions and Results

19:30 Wrap Up

21:38 Health and Fitness Tip

22:54 Outro

E102: How Phil Ohren Uses Relationship-Driven Sales to Deliver Leadership Impact and Trade Sales Growth: Sales, Leadership, Trade

Tue, 11 Feb 2025 20:00:00 +1000

In this episode of the Stronger Sales Teams podcast, host Ben Wright sits down with marketing expert Phil Ohren to delve into the intersection of marketing and sales. The conversation explores how digital strategies can be integrated into sales processes, the critical role of data in crafting bespoke customer experiences, and the importance of aligning sales and marketing teams. Phil offers valuable insights into modern marketing approaches and sales funnels, setting the tone for an engaging discussion filled with practical takeaways.

About the Guest:

Phil Ohren is a highly experienced marketing professional and the founder of Intender Marketing, a firm dedicated to digital strategy and helping businesses engage with their target audiences. With more than 20 years of expertise in the marketing industry, Phil has worked alongside renowned global brands including Chanel, Land Rover, Bupa, and Unilever. His focus is on developing cutting-edge digital strategies and assets that leverage zero-party data, enabling more tailored and impactful marketing efforts. Additionally, Phil is a strong advocate for sustainability, demonstrating a broader commitment to ethical and innovative business practices.

Key Takeaways:

The integration of marketing and sales through shared data can significantly enhance customer engagement and conversion rates.
Utilising zero-party data allows businesses to better understand and cater to the specific needs and intents of their clients.
Successful marketing and sales efforts require a firm understanding of both present and future customer pipelines.
Emotional connections play a substantial role in creating meaningful relationships with clients, impacting long-term business success.
Businesses must continuously audit and adjust their strategies to maintain relevance and effectiveness in a rapidly changing marketing landscape.

Time Stamps:

0:00 Intro

3:06 Intender

7:05 Selling Without Selling

10:41 Interprise Level

13:40 Zero Party Data

18:05 Role of Emotion in Purchases

20:30 Sorting Out Sales Approach to Into Thirds

21:40 Growing the Sales Engine

24:01 Guest Socials

24:34 Outro

E101: How Sales Leaders Can Use Storytelling to Strengthen Trade Sales Training and Drive Results: Sales, Leadership, Trade

Tue, 04 Feb 2025 20:00:00 +1000

In this episode of Stronger Sales Teams, Ben Wright explores the timeless craft of storytelling and its crucial role in B2B sales. Ben begins by highlighting the importance of storytelling in both personal and professional contexts, underscoring how a well-crafted narrative can elevate engagement in any environment. Drawing on his own experiences and industry knowledge, Ben offers listeners practical advice on creating powerful stories that resonate with audiences.

Key Takeaways:

Always start with the end in mind, focusing on the purpose and outcome of your story to keep it on track.
Grab your audience’s attention early and often using curiosity, visuals, or changes in tone and pitch.
Deliver stories with genuine belief and passion, making them relatable and memorable.
Use a four-part structure—problem, impact, solution, and outcome—for effective narrative delivery.
Write down and rehearse your stories to improve effectiveness and delivery in various contexts.

Time Stamps:

0:00 Intro

4:20 Story Telling

5:35 What Makes A Great Story Teller

9:55 Where To Start in Story Telling

15:20 Frame Work Around Story Telling

23:07 Outro

E100: The Best Sales Leadership and Trade Sales Process Insights from Our Top 3 Episodes: Sales, Leadership, Trade

Tue, 28 Jan 2025 20:00:00 +1000

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

E99: How Smart Trade Sales Leaders Use Incentives to Boost Team Motivation and Results: Sales, Leadership, Trade

Tue, 21 Jan 2025 20:00:00 +1000

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

E98: How Trade Sales Leaders Create Strategies That Inspire Action and Boost Growth: Sales, Leadership, Trade

Tue, 14 Jan 2025 20:00:00 +1000

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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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.

E97: Sales Leadership — The Overlooked Trade Sales Process Opportunity Driving Real Growth: Sales, Leadership, Trade

Tue, 07 Jan 2025 20:00:00 +1000

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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E96: How Top Sales Leaders Set Up Their Teams for Success in Q1 and Hit Trade Sales Growth Targets: Sales, Leadership, Trade

Tue, 31 Dec 2024 20:00:00 +1000

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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E95: What Sales Leaders Secretly Hope for This Christmas — And Why It Drives Trade Sales Growth: Sales, Leadership, Trade

Tue, 24 Dec 2024 20:00:00 +1000

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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E94: How Matthew Whyatt Helps Trade Sales Leaders Monetise Faster by Mapping to the Buyer’s Journey: Sales, Leadership, Trade

Tue, 17 Dec 2024 20:00:00 +1000

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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E93: How Top Sales Teams Close Big in Q4—Strategies for Leadership and Trade Sales Growth: Sales, Leadership, Trade

Tue, 10 Dec 2024 20:00:00 +1000

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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E92: How Sales Leaders Can Audit Their Trade Sales Process to Drive Better Results and Growth: Sales, Leadership, Trade

Tue, 03 Dec 2024 20:00:00 +1000

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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E91: How Sales Leaders Can Reverse the Trade Sales Process to Drive Better Results with Wes Schaeffer: Sales, Leadership, Trade

Tue, 26 Nov 2024 20:00:00 +1000

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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E90: How Sales Leaders Can Use Process and Technology to Drive Trade Sales Growth with Mike Latch: Sales, Leadership, Trade

Tue, 19 Nov 2024 20:00:00 +1000

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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E89: The Most Effective Leadership and Trade Sales Negotiation Framework for Driving Results With Brian Dietmeyer: Sales, Leadership, Trade

Tue, 12 Nov 2024 20:00:00 +1000

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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E88: Stephen Rhyne on Trade Sales Leadership and Building High-Performing Teams: Sales, Leadership, Trade

Tue, 05 Nov 2024 20:00:00 +1000

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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E87: How Strong Sales Leadership Nurtures Leads and Accelerates Trade Sales Growth: Sales, Leadership, Trade

Tue, 29 Oct 2024 20:00:00 +1000

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:

The personalised thank you - this can significantly enhance relationship building with prospective clients.
Personalised videos - providing valuable content can strengthen connections and keep potential clients engaged.
Social Media - connecting with prospects via their preferred channel is a great way to stay connected.
Content Generation - putting enough content out there so that prospects can get to know who and what you're about.
Recommendations - provide opportunities for prospects to broaden their knowledge and skills.
Structured follow ups - ask your prospects when and how they want you to engage and re-engage.
Help them solve a problem - find ways to share knowledge and/or resource that might be easy for you, but really helps them.
Sponsorships - these will generally allow for multiple opportunities to get in front of your prospects.
Webinars (and podcasts) - an opportunity for you and your team to share your expertise, showcase your product or service in an engaging way.
Case Studies - show prospects how your service or product can improve their lives.
Get products in hands - there's nothing quite as simple, yet powerful, as being able to test drive before you buy.
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.
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.
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.
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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E86: Trade Sales and Leadership Strategies: 15 Lead Gen Activities for Growth: Sales, Leadership, Trade

Tue, 22 Oct 2024 20:00:00 +1000

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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E85: How Sales Leaders Can Lift, Shift, and Challenge Themselves to Drive Trade Sales Growth with Cameron Schwab: Sales, Leadership, Trade

Tue, 15 Oct 2024 21:00:00 +1000

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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E84: How Cameron Schwab Helps Trade Sales Leaders Respond Effectively to Uncertain Situations and Lead with Impact: Sales, Leadership, Trade

Tue, 08 Oct 2024 20:00:00 +1000

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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E83: Laban Ditchburn on Trade Sales Leadership, Courage, and Driving Impactful Results: Sales, Leadership, Trade

Tue, 01 Oct 2024 20:00:00 +1000

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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E82: How Joint Business Planning Drives Trade Sales Process Efficiency and Leadership Results with Luke Hawley: Sales, Leadership, Trade

Wed, 25 Sep 2024 09:00:00 +1000

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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E81: Richard White on Trade Sales Leadership and Leveraging Digital Tools for Efficiency: Sales, Leadership, Trade

Wed, 18 Sep 2024 09:00:00 +1000

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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E80: Emma Schermer Tamir on Trade Sales Leadership and Driving High-Impact Results: Sales, Leadership, Trade

Wed, 11 Sep 2024 09:00:00 +1000

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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E79: How Chris Dorris Helps Sales Leaders Build the Mental Edge to Dominate Trade Sales and Lead Stronger Teams: Sales, Leadership, Trade

Wed, 04 Sep 2024 09:00:00 +1000

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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E78: Nick Caruso on Trade Sales Leadership and Data-Driven Prospecting Strategies: Sales, Leadership, Trade

Wed, 28 Aug 2024 09:00:00 +1000

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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E77: Why Trade Sales Leadership Must Balance Egos, Skills, and Team Roles to Drive Growth and Results: Sales, Leadership, Trade

Wed, 21 Aug 2024 09:00:00 +1000

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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E76: How Trade Sales Leaders Can Spot and Resolve Conflict to Drive Team Growth and Results with Kendall Wallace: Sales, Leadership, Trade

Wed, 14 Aug 2024 09:00:00 +1000

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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E75: How Jay Hedley Uses Intentional Communication to Build Stronger Trade Sales Teams and Leadership Impact: Sales, Leadership, Trade

Wed, 07 Aug 2024 09:00:00 +1000

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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E74: Gabe Lullo on Trade Sales Leadership and Using AI While Maintaining Personal Touch: Sales, Leadership, Trade

Wed, 31 Jul 2024 09:00:00 +1000

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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E73: How Grant Butteriss Helps Sales Leaders Hire Right to Accelerate Trade Sales Process and Team Growth: Sales, Leadership, Trade

Wed, 24 Jul 2024 09:00:00 +1000

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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E72: Solving Sales Leadership Challenges to Improve Trade Sales Management and Results with Richard Harris: Sales, Leadership, Trade

Wed, 17 Jul 2024 09:00:00 +1000

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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E71: Richard Harris on Trade Sales Leadership Strategies to Eliminate Discounting and Boost Revenue: Sales, Leadership, Trade

Wed, 10 Jul 2024 09:00:00 +1000

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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E70: Top Trade Sales Leadership Strategies for Being Selected by Buyers First: Sales, Leadership, Trade

Wed, 03 Jul 2024 09:00:00 +1000

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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E69: Johnathan Maltby on Trade Sales Leadership and Team Personal Branding for Results: Sales, Leadership, Trade

Wed, 26 Jun 2024 09:00:00 +1000

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.

E68: How Johnathan Maltby Uses Personal Branding to Strengthen Trade Sales Leadership and Fuel Growth: Sales, Leadership, Trade

Wed, 19 Jun 2024 09:00:00 +1000

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:

E67: How Karl Brockman Connects Sales Expertise to Stronger Leadership and Trade Sales Growth: Sales, Leadership, Trade

Wed, 12 Jun 2024 09:00:00 +1000

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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E66: How Alex McNaughten is Challenging the Broken Systems in Trade Sales Leadership and Training: Sales, Leadership, Trade

Wed, 05 Jun 2024 09:00:00 +1000

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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E65: Trade Sales and Leadership Insights: Building Unique Value Propositions for Real Growth: Sales, Leadership, Trade

Wed, 29 May 2024 09:00:00 +1000

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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E64: Erik van Eekelen on AI, Trade Sales Leadership, and the Future of Team Performance: Sales, Leadership, Trade

Wed, 22 May 2024 09:00:00 +1000

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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E63: How Bob Marsh Helps Trade Sales Leaders Cut Complexity to Accelerate Growth: Sales, Leadership, Trade

Wed, 15 May 2024 09:00:00 +1000

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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E62: How Sales Leaders Can Use Brand Building to Drive Trade Sales Growth and Results with Kady O Connell: Sales, Leadership, Trade

Wed, 08 May 2024 09:00:00 +1000

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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E61: How Smart Sales Leaders Use Change Management to Unlock Trade Sales Growth and Team Buy-In: Sales, Leadership, Trade

Wed, 01 May 2024 09:00:00 +1000

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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E60: Trade Sales Leadership: Should Meeting Job Expectations Be Celebrated: Sales, Leadership, Trade

Wed, 24 Apr 2024 09:00:00 +1000

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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E59: How Sales Leaders Can Use Video to Improve Trade Sales Training and Drive Results with Nick Capozzi: Sales, Leadership, Trade

Wed, 17 Apr 2024 09:00:00 +1000

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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E58: Using Storytelling to Drive Trade Sales Growth and Build Stronger Leadership with Akeem Shannon: Sales, Leadership, Trade

Wed, 10 Apr 2024 09:00:00 +1000

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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E57: 3 Leadership Strategies for Long-Term Trade Sales Success with Ari Tulla: Sales, Leadership, Trade

Wed, 03 Apr 2024 09:00:00 +1000

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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E56: How Sales Leadership Can Use One-to-One Meetings to Improve Trade Sales Management and Results: Sales, Leadership, Trade

Tue, 26 Mar 2024 16:00:00 +1000

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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E55: 3 Negotiation Tactics Sales Leaders Overlook That Could Be Hurting Their Trade Sales Process: Sales, Leadership, Trade

Wed, 20 Mar 2024 09:00:00 +1000

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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E54: How Dan Brownsher Scaled Sales in eCommerce by Mastering Leadership and Trade Sales Management: Sales, Leadership, Trade

Wed, 13 Mar 2024 09:00:00 +1000

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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E53: Using Networking to Drive Trade Sales Growth and Strengthen Leadership Results: Sales, Leadership, Trade

Wed, 06 Mar 2024 09:00:00 +1000

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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E52: Trade Sales and Leadership Insights on Creating a Process That Brings in Dream Clients: Sales, Leadership, Trade

Wed, 28 Feb 2024 09:00:00 +1000

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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E51: How Smart Sales Leaders Use Strategic Planning Workshops to Drive Predictable Trade Sales Growth: Sales, Leadership, Trade

Wed, 21 Feb 2024 09:00:00 +1000

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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E50: 5 Sales Training Secrets That Drive Team Performance, Leadership Impact & Trade Sales Results: Sales, Leadership, Trade

Wed, 14 Feb 2024 09:00:00 +1000

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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E49: Trade Sales and Leadership Strategies to Boost Revenue Through Messaging and Offers: Sales, Leadership, Trade

Wed, 07 Feb 2024 09:00:00 +1000

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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E48: Sales Leaders’ Guide to AI, Video, and EQ for Trade Sales Process Innovation: Sales, Leadership, Trade

Wed, 31 Jan 2024 09:00:00 +1000

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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E47: How Trade Sales Leaders Can Accelerate Growth & Drive Results With Coaching, Systems & Strategy: Sales, Leadership, Trade

Wed, 24 Jan 2024 09:00:00 +1000

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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E46: How Trade Sales Leaders Can Accelerate Growth & Drive Results With Coaching, Systems & Strategy: Sales, Leadership, Trade

Wed, 17 Jan 2024 09:00:00 +1000

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.

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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E45: How Sales Leaders Can Use AI to Enhance Trade Sales Performance, Leadership & Team Results: Sales, Leadership, Trade

Wed, 10 Jan 2024 09:00:00 +1000

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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E44: Why Sales Training & Problem-Solving Are Critical for Trade Sales Growth & Leadership Results: Sales, Leadership, Trade

Wed, 03 Jan 2024 09:00:00 +1000

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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E43: How Trade Sales Leaders Use Social Branding to Drive Growth and Engagement: Sales, Leadership, Trade

Wed, 27 Dec 2023 09:00:00 +1000

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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E42: How Honesty, Ego Management & Strengths-Based Leadership Drive Trade Sales Team Results: Sales, Leadership, Trade

Wed, 20 Dec 2023 09:00:00 +1000

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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E41: 3 Ways Sales Leaders Can Build a Trust-Driven Culture That Fuels Trade Sales Growth & Results: Sales, Leadership, Trade

Wed, 13 Dec 2023 09:00:00 +1000

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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E40: Why Emotional Intelligence Is the Missing Trade Sales Leadership Skill for High Performance: Sales, Leadership, Trade

Wed, 06 Dec 2023 09:00:00 +1000

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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E39: How Sales Leaders Can Turn Performance Reviews Into Trade Sales Growth & Results Opportunities: Sales, Leadership, Trade

Wed, 29 Nov 2023 09:00:00 +1000

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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E38: Why Sales Leaders Must Embrace AI Now to Strengthen Sales Teams & Drive Trade Sales Growth: Sales, Leadership, Trade

Wed, 22 Nov 2023 09:00:00 +1000

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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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.

E37: Time Management Strategies for Sales Leaders to Boost Trade Sales Performance: Sales, Leadership, Trade

Wed, 15 Nov 2023 09:00:00 +1000

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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E36: The Role of Character in Trade Sales Leadership and High-Performance Teams: Sales, Leadership, Trade

Wed, 08 Nov 2023 09:00:00 +1000

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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E35: The 4 Sales Leadership Stages Every Leader Must Master for Trade Sales Growth: Sales, Leadership, Trade

Wed, 01 Nov 2023 09:00:00 +1000

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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E34: Social Selling, Storytelling, and Trade Sales Leadership Strategies for Revenue Growth: Sales, Leadership, Trade

Wed, 25 Oct 2023 09:00:00 +1000

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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E33: How Sales Leadership & Entrepreneurial Thinking Shaped My Journey to Building Stronger Trade Sales Teams: Sales, Leadership, Trade

Wed, 18 Oct 2023 09:00:00 +1000

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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E32: Trade Sales Leadership Strategies Using the GROW Model to Drive Team Results: Sales, Leadership, Trade

Wed, 11 Oct 2023 09:00:00 +1000

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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E31: Why Sales Enablement, AI & Leadership Traits Drive Trade Sales Growth & Results: Sales, Leadership, Trade

Wed, 04 Oct 2023 09:00:00 +1000

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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E30: Why Entrepreneurial Thinking Is Key to Sales Leadership & Trade Sales Growth in 2024: Sales, Leadership, Trade

Wed, 27 Sep 2023 09:00:00 +1000

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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E29: Trade Sales Leadership Strategies for Networking and Pitching That Drive Revenue Growth: Sales, Leadership, Trade

Wed, 20 Sep 2023 09:00:00 +1000

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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E28: How Trade Sales Leaders Can Maximize Personal Learning & Drive Better Results With These 4 Growth Habits: Sales, Leadership, Trade

Wed, 13 Sep 2023 09:00:00 +1000

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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E27: 8 Trade Sales Habits and Leadership Practices Behind High-Performing Teams: Sales, Leadership, Trade

Wed, 06 Sep 2023 09:00:00 +1000

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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E26: 5 Sales Challenges That Held Teams Back in 2023 & How Sales Leadership Can Solve Them for Trade Sales Growth: Sales, Leadership, Trade

Wed, 30 Aug 2023 09:00:00 +1000

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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E25: Why Modern Prospecting Requires Psychology, AI & Leadership to Drive Trade Sales Growth: Sales, Leadership, Trade

Wed, 23 Aug 2023 09:00:00 +1000

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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E24: How Sales Leaders Run High-Impact Meetings for Trade Sales Growth & Results in a Post-COVID World: Sales, Leadership, Trade

Wed, 16 Aug 2023 09:00:00 +1000

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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E23: Trade Sales Leadership Lessons for Tough Times: Driving Team Alignment, Growth & Results: Sales, Leadership, Trade

Tue, 08 Aug 2023 21:00:00 +1000

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.

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E22: How Sales Leaders Can Guide Teams Through Economic Downturns for Sales Growth & Results: Sales, Leadership, Trade

Wed, 02 Aug 2023 09:00:00 +1000

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:

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E21: 10 Lead Generation Hacks to Boost Sales Growth & Results for Trade Sales Leaders: Sales, Leadership, Trade

Tue, 25 Jul 2023 16:00:00 +1000

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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E20: 8 Pricing Strategies Sales Leaders Can Use To Accelerate Trade Sales Growth & Results: Sales, Leadership, Trade

Wed, 19 Jul 2023 09:00:00 +1000

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

E19: 3 Sales Growth Strategies Sales Leaders Can Use to Drive Revenue & Results for Trade Fast: Sales, Leadership, Trade

Wed, 12 Jul 2023 09:00:00 +1000

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

E18: Why Sales Prospecting Has Changed & What Trade Sales Leadership Can Do to Drive Results: Sales, Leadership, Trade

Wed, 05 Jul 2023 09:00:00 +1000

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

E17: 4 Sales Leadership Habits That Drive Trade Sales Growth & Team Results: Sales, Leadership, Trade

Wed, 28 Jun 2023 09:00:00 +1000

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.

E16: How Sales Training Programs Drive Leadership Success & Sales Results for Trade: Sales, Leadership, Trade

Wed, 21 Jun 2023 09:00:00 +1000

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

E15: 3 Sales Metrics Every Sales Leader Must Track for Trade Sales Growth & Results: Sales, Leadership, Trade

Wed, 14 Jun 2023 09:00:00 +1000

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.

E14: How Sales Leaders Can Build a Wellbeing Routine That Boosts Trade Sales Performance & Leadership: Sales, Leadership, Trade

Wed, 07 Jun 2023 09:00:00 +1000

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

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/
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
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
Microsoft WTI Pulse report: https://www.microsoft.com/en-us/worklab/work-trend-index/brain-research
Wheel of Wellbeing: https://wheelofwellbeing.com/
Wim Hof Method: https://www.wimhofmethod.com/benefits
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.

E13: 7 Energy Strategies Sales Leaders Need To Drive Trade Sales Growth & Results: Sales, Leadership, Trade

Wed, 31 May 2023 09:00:00 +1000

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

E12: How Top Sales Leaders Build High-Performing Teams Through Talent, Training, and a Proven Trade Sales Process: Sales, Leadership, Trade

Wed, 24 May 2023 09:00:00 +1000

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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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.

E11: How a Strategic Sales Process Transforms Leadership Results & Drives Faster Trade Sales Growth: Sales, Leadership, Trade

Wed, 17 May 2023 09:00:00 +1000

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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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.

E10: Why Mental Fitness Impacts Sales Performance & Trade Sales Growth for Leadership Teams: Sales, Leadership, Trade

Wed, 10 May 2023 09:00:00 +1000

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

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/
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
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
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.

E9: 4 Leadership Levers Every Sales Manager Must Pull to Build a High-Performing Trade Sales Team and Drive Results

Wed, 03 May 2023 09:00:00 +1000

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

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.

E8: 7 Ways Sales Leaders Can Use Athlete-Level Mental Fitness to Boost Trade Sales Performance and Results: Sales, Leadership, Trade

Wed, 26 Apr 2023 09:00:00 +1000

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

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Episode 7: 9 Sales Methodologies Every Trade Sales Leader Must Know to Strengthen Their Sales Process and Drive Better Results: Sales, Leadership, Trade

Wed, 19 Apr 2023 09:00:00 +1000

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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E6: 4 Ways Sales Leadership Can Strengthen the Trade Sales Process With a Better Post Game Review for Long-Term Results: Sales, Leadership, Trade

Wed, 12 Apr 2023 09:00:00 +1000

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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E5: How Top Trade Sales Leaders Improve Sales Growth by Mastering the Close: Sales, Leadership, Trade

Thu, 06 Apr 2023 02:30:00 +1000

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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E4: 7 Ways Trade Sales Leaders Ruin Their Sales Process During Presentations Results: Sales, Leadership, Trade

Sun, 02 Apr 2023 04:00:00 +1000

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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E3: How Top Trade Sales Leaders Boost Sales Growth by Perfecting the Meet & Greet & Needs Analysis Stage: Sales, Leadership, Trade

Sun, 02 Apr 2023 04:00:00 +1000

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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E2: 8 Trade Sales Leadership Mistakes In Your Sales Process That Kill Sales Growth & Results: Sales, Leadership, Trade

Sun, 02 Apr 2023 04:00:00 +1000

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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E1: How Strong Sales Leadership Transformed a Trade Sales Process Into Predictable Sales Growth & Measurable Results: Sales, Leadership, Trade

Sat, 01 Apr 2023 10:05:00 +1000

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

Rate, Review, & Follow

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