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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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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
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In this episode of Stronger Sales Teams, Stephen shares his extensive knowledge on the development and management of large sales teams, focusing on effective recruitment and onboarding processes. He highlights his companyâs 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.
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 hiresâ 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.
Key Takeaways: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 OutroRate, Review, & Follow
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In this episode of Stronger Sales Teams, host Ben Wright explores the complexities of lead nurturing, a crucial element of effective B2B sales management. Ben highlights the essential process of nurturing leads from initial contact to meaningful engagement with prospective customers. He presents a comprehensive list of 15 actionable strategies designed to empower sales managers in enhancing team productivity and cultivating enduring customer relationships.
Key Takeaways:
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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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 OutroRate, Review, & Follow
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In this episode of Stronger Sales Teams, Ben Wright continues his insightful discussion with Cameron Schwab, a transformational leader and the driving force behind Design CEO. Cameron delves into essential themes such as the significance of a personal leadership brand and the pivotal role of accountability in enhancing team performance. He introduces the concept of âLift, Shift, Challenge,â 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 Cameronâs "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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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 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 systemsâlike family or mentorsâduring tough times can profoundly affect a leaderâs performance and mindset.
Building relationships that combine personal integrity with insightful advice can create meaningful, productive support networks.
Maintaining a balance between professional demands and personal wellbeing is crucial for sustained leadership effectiveness.
Time Stamps:
0:00 Intro
0:58 Guest Introduction
3:35 Players are Leaders
7:10 What The Situation Requires From Me
13:26 Having Good People Around You
23:29 Guest's Socials
25:24 Outro
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In this special edition of the Stronger Sales Teams Podcast, host Ben Wright invites Laban Ditchburn, renowned as the worldâs foremost courage coach, for a comprehensive dialogue on the importance of having an effective support system. Recorded in person at Benâs residence, this episode offers an unscripted and genuine exploration of coaching, mentoring, and personal growth. The episodeâs 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 worldâs 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 Intro0:58 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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If youâre liking what youâre hearing, make sure you âfollowâ the show wherever you listen to your podcastsâŠso you never miss an episode!
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In this episode of Stronger Sales Teams, Ben Wright speaks with networking expert and seasoned marketer, Luke Hawley. Together, they explore the complexities of joint business planning, highlighting the importance of fostering strategic partnerships to achieve mutual growth. Luke defines joint business planning as going beyond conventional negotiation techniques; it focuses on developing symbiotic relationships that maximise shared resources, intellectual property, and innovative marketing strategies. The discussion also examines practical applications for businesses of all sizes, stressing the value of leveraging existing customer relationships and the profound impact of asking the right questions.
About the Guest:
Luke Hawley is an experienced marketer, entrepreneur, and adept networker. He began his career at Procter & Gamble, where he contributed to prominent products such as Olay and ClearBlue, working closely with leading Australian retailers including Coles, Kmart, and Target. Presently, Luke serves as the Managing Director of Matters Magazine, a B2B organisation based on the Sunshine Coast, and leads several LinkedIn local chapters. Renowned for his outstanding networking skills, Luke utilises his extensive expertise to cultivate substantial business connections at both local and national levels.
Timestamp:
0:00 Intro
0:58 Guest Introduction
4:51 Joint Business Planning
6:03 What Joint Business Planning Looks Like
8:19 I.P.
16:41 Rolling Out Joint Business Plan to Customers
19:35 Application to Smaller Businesses
22:38 What to Focus on as a Sales Leader
24:10 Guest Socials
24:35 Outro
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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 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:
Fathomâs AI-powered note-taking tools allow sales teams to focus on conversations rather than manual note-taking, increasing overall efficiency and presence during sales calls.Advanced AI can now analyse multiple calls to identify coaching opportunities, helping sales managers to pinpoint areas for improvement without sifting through hours of recordings.The importance of robust security and privacy measures in AI note-taking applications to ensure user data is protected. Leveraging AI tools for outbound sales can significantly enhance the quality and efficiency of prospecting efforts, saving time and improving outreach precision.The advancement in AI models now enables better understanding of tone and sentiment during sales calls, providing deeper insights and improving communication strategies.Time Stamp:
0:00 Intro
0:58 Guest Introduction
3:37 Fathom
5:59 How a Note Taking App Revolutionise Digital Communication
13:44 Challenges of a Note Taking App
17:02 Privacy Concerns
19:35 What To Focus On For Growth
22:29 Guest's Socials
23:27 Outro
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In this episode of Stronger Sales Teams, Ben Wright speaks with 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 teamsâ 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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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 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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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 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 âaugmented intelligenceâ over âartificial intelligenceâ 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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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 Teams, Ben dives into the topic of team selling. Fresh off a family vacation in Fiji, Ben discusses the Salesforce State of Sales Report, which reveals that 81% of sales reps believe that team selling helps them close deals.
Drawing on 20+ years of industry experience, Ben imparts his expertise on cultivating a collaborative sales environment. He emphasises the value of diverse skill sets within sales teams and explains how various perspectives and skill sets can collectively achieve substantial outcomes. Ben outlines the sales process in five essential stages: lead generation, initial meeting/needs analysis, quotation/presentation, closing/onboarding, and post-sales management. He offers practical guidance on how to balance team skills to enhance each phase. Finally, Ben provides advice for sales leaders on effectively managing these varied skills, ensuring that team-based selling does not necessitate micromanagement.
Key Takeaways:
81% of sales reps find team selling effective for closing deals.Leveraging different skill sets within a team can significantly enhance sales performance.Effective team selling involves specialising skills across the five stages of the sales process: lead generation, meet and greet/needs analysis, quotation/presentation, closing/onboarding, and post-sales management.Leaders can balance different team skills without falling into micromanagement by following structured meeting strategies.Ben emphasises the importance of preparation in maintaining personal health, linking it to better professional performance.Time Stamps:
0:00 Intro
2:55 Variety of Skill Sets
3:00 Why Variety is Important
5:2 Balancing the Skillsets Across our Teams
8:52 Lead Generation
12:29 Meet and Greet and Needs Analysis
15:30 Quotation and Presentation
18:35 Closing Onboarding
20:55 Post Sales Management
22:25 Balancing All The Skillsets
26:30 Health and Fitness Tip
28:13 Outro
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In this episode of Stronger Sales Teams, 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 brainâs 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 âThe Five Dysfunctions of a Teamâ to diagnose and address team challenges.Implementing fun yet impactful role-playing scenarios to help team members see multiple perspectives and humanise each other.Time Stamps:
0:00 Intro
1:00 Guest Introduction
3:16 Executive Offsite
4:54 Switching From a Tech Company
8:21 Neuroscience of Team Building
12:4 Managing and Resolving Conflicts Constructively
16:00 Dealing with Hidden Conflicts
19:05 Go-To Exercise in Resolving Conflicts
21:42 Guest Socials
22:4 Outro
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In this episode of 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. Jayâs 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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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 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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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 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 candidatesâ 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 Intro0:58 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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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 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 Sellerâs 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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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 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 buyerâs 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 Sellerâs 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 buyerâs 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
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. - Se mer
