Episodes
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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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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Missing episodes?
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In this episode of Stronger Sales Teams, Ben Wright is joined by John Horan, a trailblazer in the renewable energy industry. Ben explores Johnâs 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 Johnâs 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.Johnâs 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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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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 timeâor adapted to meet todayâs challengesâproviding 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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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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 teamâs 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 Australiaâs 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. Jemimahâs 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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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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 teamsâ 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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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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.
Always start with the end in mind, focusing on the purpose and outcome of your story to keep it on track.Grab your audienceâs 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 structureâproblem, impact, solution, and outcomeâfor effective narrative delivery.Write down and rehearse your stories to improve effectiveness and delivery in various contexts.
Key Takeaways: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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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In the highly anticipated 100th episode of the Stronger Sales Teams podcast, host Ben Wright brings you an unmissable blend of expertise from three powerhouse professionals: Steve Plummer, Akeem Shannon, and Nick Capozzi. This special milestone episode dives deep into the game-changing skills of storytelling, persuasive communication, and cutting-edge marketing strategies â all packed with insights that will supercharge your sales teamâs performance and engagement.
Get ready for an eye-opening conversation as Steve Plummer reveals how powerful words can work magic in the world of sales and marketing. Then, Akeem Shannon takes you on his journey from entrepreneur to success with Flipstick, showing how personal and customer stories can create unbreakable bonds. Finally, Nick Capotzi unwraps the secrets behind video marketing and how personalised videos are revolutionising the sales landscape and boosting customer interaction.
Key Takeaways:
Steve Plummer emphasizes the power of language in sales, suggesting that the words we choose can significantly influence the outcome of business communications.Akeem Shannon illustrates the importance of personal and customer narratives in creating a meaningful connection with the audience.Nick Capozzi highlights the value of personalized video messages in enhancing sales pitches and cementing relationships with clients.The episode offers rich, actionable insights on copywriting, storytelling, and video strategies tailored for sales leaders.Through his anecdotes, Akeem Shannon exemplifies how overcoming rejections can lead to unexpected opportunities in business ventures.Time Stamps:
0:00 Intro
1:03 100th Episode!!!!
1:52 Steve Plummer
12:55 Akeem Shannon
26:06 Nick Capozzi
50:11 Outro
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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In this episode of Stronger Sales Teams, Ben Wright shares his insights on creating sales incentive programs that really work. With years of experience working with startups, fast-growing businesses, and established companies, he offers practical tips on designing pay strategies that align with company goals, boost team morale, and deliver outstanding sales results. This episode is a goldmine of advice on shaping sales incentive structures for businesses at any stage â whether youâre 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 âcareer gorillas.âTime 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
Rate, Review, & Follow If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode! Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode.
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In this episode of Stronger Sales Teams, Ben Wright explores the critical role of strategic planning in aligning sales teamsâ 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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Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. -
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 havenât 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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If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. -
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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If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. -
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.
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.
Key Takeaways: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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If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. -
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.
Understand the buyerâs process with a four-step framework to navigate successfully through âJust looking,â avoiding âFree consulting,â handling âProposal requests,â and overcoming customer âHiding.âEmpower 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.
Key Takeaways: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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If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. -
In this episode of the Stronger Sales Team, 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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If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. -
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.
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 processesâincorporate customer journey mapping to view performance from the clientâs perspective.
Key Takeaways: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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If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. -
In this episode of Stronger Sales Teams, host Ben Wright introduces Wes Schaeffer, also known as "The Business Fixer", to deliberate on practical strategies for improving B2B sales. Wes illustrates the significance of segmenting the sales process into distinct, manageable segments through a variety of personal and professional experiences. Throughout the course of the discussion, Wes Schaeffer divulges details about the strategies that have consistently increased his close rates. He provides an explanation of his sales management method that assists firms in attracting, bonding with, converting, delighting, and endearing consumers while also discussing the cyclical nature of sales.
About the Guest:
"The Business Fixer" Wes Schaeffer is well-known for his expertise in sales tactics and optimisation. He is a veteran of the Air Force and the author of numerous books and 700+ podcast episodes. Wes brings an air of calm professionalism to his business dealings along with a brown belt in Brazilian jiu-jitsu. As a sales coach, he focuses on assisting companies in honing their messaging, increasing their closing rates, and efficiently distributing their products to customers. Wes brings a plethora of life experience and strong sales training to his clients, drawing on his roles as a father of seven and grandfather of three.Discover more about Wes at www.fixerwes.com
Key Takeaways:
Emphasise each step of the sales process to ensure comprehensive execution and maximum impact.Address potential objections and critical details upfront to streamline the closing process.Utilise a cyclical approach (Attract, Bond, Convert, Deliver, Endear) to foster repeat business and referrals.Prioritise establishing trust over simply being liked to create sustainable client relationships.Protect leads from falling back with a systematic approach ensuring progression through the sales pipeline.Time Stamps:
0:00 Intro
0:58 Guest Introduction
3:56 "To Make Any Sale, You Must Make Every Sale"
9:49 The System
13:12 The Five Methods to Close Every Sale
17:00 Closing First Then Presenting
21:09 Sales Dog
26:30 Guest Socials
26:59 Outro
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In this episode of Stronger Sales Teams, 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 âSales Sucksâ.https://www.salessucksbook.com/
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.
Key Takeaways: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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If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. -
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 âStrategic Negotiation,â âB2B Street Fighting,â and âNegotiating Blueprinting for Buyers.â 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 doesnât 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
Rate, Review, & Follow
If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
Iâd also love to hear what you think, so drop us a review after you close that next dealâŠtell me what youâre liking, and what you want more of so I can look to cover it in a future episode. - Show more
