Sales Process Made Simple with Ben Wright

Today’s episode takes a deep dive into one of the most influential operational lessons in business history—the Ford Motor Company’s game-changing assembly line—and applies it directly to the challenges Sales Leaders face today.You’ll learn why Henry Ford’s relentless focus on efficiency was far more than a manufacturing revolution. It was a blueprint for accelerating Sales Growth, removing bottlenecks, and scaling a sales system in a way that boosts output without burning out your team.Key Takeaways:Efficiency isn’t just for operations—it transforms Sales Results.Ford proved that streamlined processes can shift an entire industry.Clunky, slow sales workflows lose deals.Simplifying your Sales Process unlocks Sales Growth and scalability.Your team needs systems—not memory or spreadsheets.Focus on getting 1% better every day, just like the world’s best-performing teams.Time Stamps:0:00 Intro0:37 Ford Motor Company2:00 Process Innovation3:30 Prioritising Efficiency in the Process5:30 Action Items6:05 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In today’s episode, we explore one of the most important—yet most frequently overlooked—skills in Sales Leadership: opening a sale the right way. That very first interaction with a customer—the meet and greet—often determines whether you win or lose the deal long before price, quoting, or follow-up even come into play.You’ll uncover a practical, repeatable three-step approach that helps you identify what customers genuinely care about, build early emotional connection, and guide them into a natural buying conversation that significantly lifts your chances of closing the deal.Key Takeaways:Customers buy emotionally, then justify rationally.The way you open the sale sets the tone for how you close the sale.The three steps to open a sale powerfully are: Ask what’s important; Repeat it back; Ask what happens if you get it right (trial close)This process uncovers deeper needs and builds strong emotional connection.Teaching your team this framework will lead to better deals, stronger conversions, and more predictable Results.Time Stamps:0:00 Intro0:54 How to Open a Sale1:25 Importance of Opening a Sale2:24 Understanding What The Customer Wants3:50 Repeating It Back To The Customer4:42 Asking the Customer What Happens If You Get It Right6:13 Wrap Up6:46 Action Items7:45 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In this episode, we unpack one of the most crucial—yet most commonly mishandled—stages of the Sales Process: quote follow-up. While many salespeople assume the job is done once the quote is sent, top-performing sales pros know the real story:Deals are won in the first meeting.Today, you’ll discover the three key skills your team needs to sharpen in order to significantly lift their quote follow-up success. You’ll also learn exactly when and how your team should follow up so customers feel genuinely supported—not hounded—and so your deals move forward far more consistently.These principles tie directly into the structure, discipline, and preparation we covered in Wednesday’s episode on Tom Hopkins—highlighting, once again, that high-level sales performance isn’t about luck. It’s about planning, process, and precise execution.Key Takeaways:Deals are won or lost in the first meeting—not during the follow-up.Great follow-up requires clarity about what’s important, who decides, and when. Quotes should be presented live (face-to-face, video, or phone).The follow-up plan should be agreed upon before the quote meeting ends.When teams script these questions and follow the structure, consistency and Results improve rapidly.Time Stamps:0:00 Intro0:49 Closing Deals1:45 Understanding What’s Important To The Customer3:24 When and How We Follow Up4:49 Wrap-Up5:50 Call To Action6:45 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In today’s episode, we dive into the work of one of the biggest names in modern sales training—Tom Hopkins, the author of How to Master the Art of Selling. You’ll discover why persistence often outperforms raw talent, how a disciplined approach to questioning can completely shift your sales results, and how you can guide your team towards a mindset of ongoing improvement.You’ll also leave with a straightforward framework you can start using straight away with your sales crew. Whether you’re heading up a large sales team or scaling a mid-sized construction or trade business, the insights in this episode will help you build stronger, more reliable sales performance—day in, day out, deal after deal.Key Takeaways:Sales mastery is a learned skill—talent is a bonus, not a requirement.Persistence beats resistance—consistent effort outperforms natural ability.The best salespeople refine their craft every single day.Leaders should train teams to ask better questions, not memorise scripts.A 1% improvement each day leads to massive long-term Sales Growth.Time Stamps: 0:00 Intro0:35 Tom Hopkins: Mastering the Art of Selling2:07 Importance of Learning and Practising2:56 Persistence Beats Resistance3:46 Wrap Up4:13 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Black Friday has reshaped buying behaviour across both B2B and B2C sectors—customers have been warmed up to spend, influenced by weeks (and sometimes months) of heavy marketing, big discounts, and constant messaging that “now’s the time to buy.”In this episode, you’ll find out why this creates a prime opportunity for businesses—even those who don’t run discounts—and how to make the most of elevated buyer intent to boost revenue quickly.You’ll also walk away with three practical steps you and your team can put into action straight away to lift sales in the days and weeks after Black Friday, all without slashing prices, squeezing margins, or getting drawn into a race to the bottom.Key Takeaways:Buyer intent is at its highest immediately after Black Friday.You don’t need to discount to benefit—target value-driven buyers.Focus on existing customers, lapsed customers, and new opportunities already in your funnel.Communicate fast and clearly—speed is essential.A simple shift in outreach can produce a significant and immediate Sales Growth lift.Time Stamps:0:00 Intro0:35 Black Friday Sales1:55 Pigging Back Off Black Friday3:10 Piggy Back Off Without Discounting5:12 3 Areas of customer Segments7:30 Wrap Up9:49 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In this episode, we dive into why storytelling is one of the most powerful tools in sales and how you can teach your team to use it effectively.Building on Wednesday’s Steve Jobs episode, we revisit the idea that people decide emotionally and justify rationally—a concept that fundamentally reshapes how salespeople should communicate. When your team learns to anchor their conversations in emotion, not just logic, everything changes: connection becomes easier, influence becomes natural, and closing becomes faster.Key Takeaways:Crafting stories that resonate with customers can significantly enhance engagement and sales.Simplifying sales systems can lead to more consistent and successful deal closures.Emotional connections in storytelling are crucial for creating impactful narratives.A structured three-prong storytelling format can help deliver stories effectively. Effective storytelling is a powerful tool for team growth and cohesion.Time Stamps:0:00 Intro1:00 Stories2:05 How To Tell Great Stories4:50 How To Roll Out Stories7:30 Recap8:00 Wrap-Up8:39 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In today’s episode, we look at one of the most powerful sales lessons of the modern era—how Steve Jobs transformed an unfathomed idea into the most influential product on Earth. Beyond design and technology, Jobs mastered something far more valuable for sales leaders: storytelling and emotional connection.You’ll learn why the original iPhone launch in 2007 remains one of the greatest examples of emotional selling—and how that same philosophy can elevate the way your sales team communicates value, influences decision-making, and builds trust with customers.Key Takeaways:Steve Jobs' storytelling mastery was key to his sales success.Emotion-driven sales processes can transform unknown products.The impact of storytelling in sales is profound and lasting.Understanding customer emotions is crucial for sales success.Jobs' approach to sales was both art and science.Time Stamps:0:00 Intro0:35 How Steve Jobs Drove His Sales Process1:24 Iphone: The Object of Desire2:22: Emotions of Our Product4:08 Storytelling and Emotional Connections5:30 Key Learning6:18 Wrap- Up6:48 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In today’s episode, we break down why a clear sales process is the backbone of consistent sales results—and why most teams struggle without one. After 25 years working with thousands of salespeople, the message is clear: every salesperson operates differently, which makes your job as a leader harder… unless you anchor everyone to a simple, proven, repeatable sales process.You’ll learn the five core steps of an effective sales process used successfully across countless construction, industrial, and trade-based organisations. You’ll also discover why involving your team in building the process is the secret to long-term buy-in and execution.Key Takeaways:A consistent sales process creates certainty—for you, your team, and your customers.Five steps are all you need: Lead Gen → Meet & Greet → Quote → Close → Post-Sale.Involve your team to increase adoption, buy-in, and performance.Consistency beats talent when it comes to achieving scalable, predictable sales growth.Start NOW: Add a meeting to your calendar, involve your team, and map your first version.Time Stamps:0:00 Intro1:17 Importance of a Sales Process4:47 Lead Generation5: 25 Meet and Greet5:59 Quote6:48 Closing Out The Deal7:25 Post Sale or Key Account Management8:30 Tips to Nail the Sales Process9:32 Wrap-up11:01 Call to Action11:24 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In this episode of Stronger Sales Teams, Ben Wright tackles the often-neglected art of time management—especially timely as sales leaders face the pressures of the holiday season. He shares practical strategies and quick wins to help teams stay focused, productive, and burnout-free. Drawing from his extensive experience, Ben emphasises the power of aligning daily actions with bigger goals through smart prioritisation and clear communication. This episode is a must-listen for leaders eager to master their time and drive stronger, more motivated sales teams.Key Takeaways:• Focus on aligning daily activities with clear, specific, and measurable goals to enhance productivity.• Use Covey’s model to categorize tasks by urgency and importance, dedicating time to significant activities early in the day.• Identify preferred communication methods and establish clear channels with your team to optimize efficiency.• Allocate dedicated family and free time to ensure personal well-being and professional effectiveness.• Structure your day with time blocks, ensuring you address important tasks during your most productive periods.Time Stamps: 0:00 Intro1:26 Blast From The Past4:09 Time Management5:21 Time Management Hacks6:22 Time Management Hacks: Having Goals8:50 Time Management Hacks: Prioritizing Task13:06 Time Management Hacks: Operating Method17:47 Recommended Hacks for Time Management19:03 Ben’s Daily Schedule for Time Management24:04 Health and Wellbeing Tip24:51 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, Ben Wright revisits one of the series’ most powerful discussions—an in-depth exploration of the Grow Model, the coaching framework pioneered by Sir John Whitmore in the 1970s. Ben masterfully unpacks how this enduring model remains vital in today’s dynamic sales landscape, empowering leaders to elevate team performance through goal setting, situational awareness, and decisive action. Drawing from his extensive experience in B2B sales, he offers practical insights and proven strategies for embedding structured coaching into everyday leadership. The result is a must-listen episode for sales professionals seeking to cultivate accountability, unlock potential, and drive sustained business growth.Key Takeaways:• A structured coaching model consisting of Goals, Reality, Options, and Will, designed to drive performance and empowerment within sales teams.• Techniques for effectively implementing the Grow Model to bridge gaps between current situations and desired outcomes.• These two key elements are crucial for achieving goals within the coaching framework.• Recommendations for sales leaders to practice, apply, and refine the Grow Model for boosting team performance.• Focuses on sustainable practices for physical training, emphasizing balance among speed, volume, or distance to avoid injury.Time Stamps:0:00 Intro1:27 Blast From the Past3:56 The Importance of a Coaching Model5:20 G.R.O.W. Model8:43 G.R.O.W. Model: Two Key Parts10:31 G.R.O.W. Model: Goal11:50 G.R.O.W. Model: Reality13:41 G.R.O.W. Model: Options15:25 G.R.O.W. Model: Will22:13 Rolling the G.R.O.W. Model out25:03 Health and Wellbeing Tip26:24 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the “Stronger Sales Team” podcast, host Ben Wright unpacks the key habits that distinguish top-performing sales professionals and shares actionable strategies to boost individual results. With his trademark clarity, Ben revisits proven sales tactics and behavioural traits that continue to drive success in today’s competitive market. He highlights the importance of understanding client needs, handling objections with confidence, and maintaining a strong professional network. Packed with practical insights, this episode empowers sales leaders to elevate performance and sustain excellence across their teams.Key Takeaways:• Successful salespeople continually grow their network through strategic networking and leveraging existing relationships.• Focus on understanding customer needs before presenting solutions, emphasizing strong problem-solving skills.• Develop a structured approach to addressing and overcoming customer objections, crucial for building trust and closing deals.• Cultivate strategies to consistently engage and influence key decision-makers early in the sales process.• Foster an insatiable appetite for learning to adapt to changes and avoid stagnation in sales practices.Time Stamps:0:00 Intro1:27 Blast From The Past2:51 Recap3:20 Talent Management4:51 Expanding Reach7:07 Understanding the Problem9:11 Handling Objections12:45 Reaching to the Decision Maker15:25 Contributing to Team Success17:04 Learning New Things19:58 Using Metrics21:36 Customer is the Focus23:36 Recommendations25:27 Health and Wellbeing Tip 27:40 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this engaging episode of the Stronger Sales Teams podcast, host Ben Wright highlights the vital role of well-structured training programs in driving sales team success. He underscores that even the most seasoned sales leaders benefit from revisiting the fundamentals, reinforcing the need for ongoing training until performance targets are consistently achieved. Ben presents a practical framework encompassing sales, technical, and business competencies, offering actionable guidance on designing impactful programs, leveraging feedback, and aligning learning initiatives with shifting market trends.Key Takeaways:• Sales training remains vital, and even experienced sales leaders can benefit from revisiting the basics regularly.• Organize training into sales skills, technical skills, and business skills to optimize engagement and learning.• Regularly update training programs to reflect evolving market trends and emerging technologies, like AI.• Encourage feedback and idea generation during training sessions to identify business improvement opportunities.• Utilize training to build team culture, ensuring sessions are interactive, engaging, and a platform for cross-functional learning.Time Stamps:0:00 Intro1:42 Blast from the Past3:38 Recap7:18 6 Reasons Why Training it Important11:13 How to Build a Training Program: 3 Areas to Cover17:41 Implementing the Training Program23:15 Outcome of a Training Program24:17 The Challenge for Today26:30 Health and Wellbeing Tip27:28 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

Explore the intricacies of effective sales team management in this enriching episode of the Stronger Sales Team podcast featuring sales expert Ben Wright. As Ben recounts his journey from a top-performing salesperson to a seasoned sales leader, he underscores the importance of structured learning and mentorship in overcoming the challenges inherent in sales leadership roles. This episode delves deep into strategic approaches like the three box model, designed to streamline sales performance metrics, thus aiding sales teams in achieving and exceeding their targets efficiently. This episode is a rich resource packed with insights for those aspiring to excel in B2B sales management.Key Takeaways:• Three Box Model: A profound tool comprising the metrics of the number of meetings, active pipeline size, and sales achieved, helping managers maintain focus and drive performance.• Energy, Strategy, and Talent: Aligning the three box model with the TeamSTEP model, Ben highlights how energy, strategy, and talent are crucial levers for achieving sales excellence.• Clear, simple metrics enable sales teams to keep sight of their goals and avoid the pitfalls of overcomplicated data which can impede alignment and performance.• Ben emphasizes shortening learning cycles for new leaders through training and mentorship to avoid years of struggle.• The podcast discusses the broader journeyTime Stamps:0:00 Intro2:36 Revisiting Episode 154:30 “ Vulnerable Moment”9:30 The Three-Box Model10:21 Lighting the Fire Underneath11: 33 Being Clear on the Metrics to Our Team13: 11 Simplifying the Sales Metrics13: 37 First Box: Number of Meetings14:17 Second Box: Active Pipeline Size15:25 Third Box: Sales16:44 Measurement17:09 Team Step Model= Three-box Model18:33 The Three-Box Model Details23: 20 Helping a Team Member Close24:57 How to Implement the Three-box Model26:14 Health and Fitness Tip27:05 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, host Ben Wright takes a reflective look back at a defining instalment focused on empowering sales teams through essential strategies that drive lasting success. Ben highlights the importance of revisiting the core principles of sales management to sustain long-term growth, enhance team performance, and improve overall efficiency. Brimming with valuable, SEO-optimised insights, this episode delves into the key foundations every sales leader should embed within their organisation — from implementing a consistent sales framework to applying the Team STEP model for cultivating high-performing teams. Ben also explores the practicality of the three-box model for streamlining metrics and reinforces the value of continuous training as a vital pillar of ongoing team development.Key Takeaways:• Consistently revisiting the fundamentals of sales processes ensures teams maintain efficiency and continue applying time-tested, effective strategies.• Establishing a well-structured sales process promotes consistency, repeatability, and clarity across all sales activities.• This framework supports the development of high-performing teams by prioritising strategic alignment, talent optimisation, and sustained energy.• Adopting a simplified measurement approach—focusing on three key metrics: number of meetings, pipeline size, and overall results—helps avoid overwhelming teams with excessive KPIs.• Reinforcing a culture of accountability, proactive coaching, and knowledge sharing drives collective growth and enhances long-term performance.Time Stamps:0:00 Intro1:11 Blasts From the Past3:43 Recap5:30 What do you do Next?6:30 Schedule Half Day Events7:08 Building the Sales Process9:15 Building the Team Playbook 12:!8 Building the Three-Box Model13:46 Building a Training Program14:51 What Should You Expect from Your Team?  22:33 Wrapping up the Series on Effective Sales Leadership24:34 Health and Fitness TipsRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben Wright unpacks the art of B2C sales management through lessons from a Melbourne-based coaching session. He reveals practical strategies to lift sales teams from good to exceptional, with a strong focus on customer outcomes and clear communication. Listeners gain insights into lead qualification, managing expectations, and building value in the very first consultation. Ben shows how to reduce price-driven decisions and instead foster trust and stronger close rates. The episode delivers a fresh perspective on creating a culture of curiosity and growth within sales teams.Key Takeaways:• Understanding and focusing on customer outcomes is crucial for aligning communication and increasing sales success.• Identify all decision-makers early in the process and include them to enhance value creation and approval rates.• Set clear expectations for follow-ups and maintain consistent communication to nurture leads effectively.• Customization and personalization in sales pitches can significantly sway customer decisions beyond pricing considerations.• Continuous learning and openness to feedback are integral for long-lasting sales success and team development.Timestamps:0:00 Intro4:16 Getting Clear on What The Customer Wants7:35 Bringing In Those Involved in the Decision10:44 Understanding What's Next14:29 Recap16:02 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, Ben Wright tackles the challenge of hiring and retaining top B2B sales talent during uncertain economic times. He highlights the need for adaptability and continuous learning as global markets slow, urging leaders to seek candidates who can thrive under pressure. Ben introduces three key strategies: testing for grit, assessing a salesperson’s ability to connect, and verifying strengths through referee checks. His insights emphasise the value of resilience and relationship-building in sustaining sales success. The episode reinforces Ben’s commitment to equipping teams to not only withstand adversity but excel in it.Key Takeaways: • Focus on identifying candidates who have demonstrated resilience and determination in various aspects of their lives, not just in their professional experiences.• Determine if the candidate is someone that customers would want to buy from, focusing on traits such as trustworthiness and relationship-building capabilities.• Use the critical question, “Would you hire them again?” during reference checks to gain objective insights into the candidate’s suitability.• Recognize the challenge of hiring professionals who may not have faced difficult sales environments and find ways to assess their adaptability.• Encourage an ongoing commitment to training and development among sales teams to help navigate complex economic shifts.Time Stamps: 0:00 Intro2:00 Hiring5:00 3 Areas To Focus on With Hiring5:45 Recruiting For Skill6:55 Grit10:10 Would You Buy From That Person?12:55 Validating The Decision15:59 Recap17:08 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben Wright explores the craft of storytelling in sales, using case studies as a powerful vehicle for connection. Ben demonstrates how this timeless approach continues to capture and engage clients, even in an era shaped by AI-driven content. He shares valuable insights on building narratives that truly resonate, urging sales professionals to reclaim the art of delivering stories that leave a lasting impact. This episode delivers practical strategies designed to empower teams and elevate sales performance through the enduring art of storytelling.Key Takeaways: Storytelling remains an essential sales tool, even as AI technologies advance.Effective case studies can significantly bolster both marketing and sales efforts.A practical three-part format for case studies: identify the opportunity/problem, describe the solution, and showcase the results.Sales teams can create 20 case studies in under an hour with a structured approach.Reinforcing storytelling skills through case studies can elevate sales team performance and customer engagement.Time Stamps: 0:00 Intro1:30 Story Telling3:29 Creating Great Case Studies: Leaning on Story Telling4:41 Importance of Case Studies 6:18 Format to Generate Case Studies7:45 Audiences Engaging on Case Studies8:30 Making Easy To Read Format9:00 Making Easy To Read Format: The Opportunity or Problems10:48 Making Easy To Read Format: What Do You Do About It11:51 Making Easy To Read Format:: The Outcomes That We Created15:25 Doing Case Studies in 60 Minutes19:24 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben Wright tackles the common challenge of prospects going silent during the sales process. He shares practical strategies to break the cycle of ghosting, reminding listeners of the importance of resilience and persistence in sales. With over 20 unique methods, Ben explains how to recapture attention through varied call times, social media engagement, and personalised outreach. This episode equips sales professionals with both tactical tools and broader business strategies to enhance client relationships and drive success.Key Takeaways:Apply a mix of approaches such as SMS, video calls, and social media outreach to break away from standard communication patterns and re-establish contact with prospects.Send tailored emails, provide solutions to issues outside the immediate sales discussion, or organise mutual introductions to restore dialogue.Draw on senior-level conversations or have a senior colleague conduct quality check calls to rekindle a prospect’s interest.Use a carefully timed breakup message to prompt a reply, ensuring it reflects genuine intent if communication is to cease, thereby preserving credibility.Offer small but thoughtful gifts or handwritten notes of thanks to strengthen relationships and show authentic appreciation.Time Stamps:0:00 Intro1:17 Getting Ghosted6:33 Contact Customers Different Times During The Day7:24 Sending a SMS with Your Name8:29 SMS with Video10:00 Call for Quality Check12:05 Social Media Outreach12:55 Mutual Introduction14:06 Solving A Unrelated Problem for the Customer15:03 Sending Gift16:35 Posting17:25 Inviting Customers To Events17:45 Tagging Customers on Social Media Posts18:06 Getting Across a Case Study18:32 Setting Up What the Customer Wants19:08 Recap20:55 Health and Fitness Tip21:52 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.  

In this episode of the Stronger Sales Team podcast, host Ben Wright is joined by Christian Hansen to explore what it takes to stand out and influence with impact in today’s competitive market. Christian offers a compelling perspective on how professionals can position themselves to be chosen more often, highlighting the vital role of communication and authentic connection. Blending personal experiences with professional expertise, Christian introduces the concept of the “Influence Mindset” — the fusion of competence and genuine rapport to build lasting influence. He explains how subtle but powerful shifts in communication, from simply sharing knowledge to providing insight and wisdom, can set sales professionals apart.About the Guest:Christian Hansen is a globally recognised author and authority on shaping mindsets within sales environments. With extensive experience partnering with leading organisations worldwide, he has developed a profound understanding of the factors that enable both individuals and businesses to truly stand out. His acclaimed book, The Influence Mindset for Sales Acceleration, achieved number one bestseller status and has been endorsed by LinkedIn as an essential guide to modern marketing.Key Takeaways: Influence is achieved through a balance of competence and authentic connection, rather than relying on skill alone.Recognise the transition from performance-driven to selective environments, and tailor your approach to be chosen by demonstrating both insight and connection.Stand out by shifting your communication from showcasing experience and skills to offering genuine insight and wisdom.Build meaningful relationships through empathetic listening, ensuring others feel truly heard and understood.Elevate team performance by fostering a culture of positive recognition and genuine appreciation for individual contributions.Time Stamps: 0:00 Intro1:20 Guest Introduction3:12 Tacos5:06 Being Chosen Often5:55 Positioning Ones Selves To Be Chosen8:35 The EQ Brain Hacks 13:43 Creating Authenticity15:50 Standing Out In A Crowded Marketplace18:35 Growing the Team and the Business21:19 Guest Socials21:55 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, Ben Wright unpacks the craft of building impactful case studies that fast-track the sales cycle. He begins by addressing the common challenge of drawn-out sales processes and stresses the importance of refining internal operations to boost team performance. Ben underscores the power of storytelling in earning client trust, noting that well-written case studies and authentic testimonials can be pivotal in shaping buying decisions and strengthening customer confidence. With a focus on strategic use of SEO-driven keywords and structured storytelling, listeners will gain clear insights into creating compelling content that resonates with audiences, builds credibility, and ultimately accelerates deal closures.Key Takeaways:Storytelling and well-prepared case studies can build trust and expedite the sales process by establishing credibility with potential customers.Effective case studies should follow a structured format, focusing on the situation, response, and outcome to clearly articulate the value proposition.Building a varied library of over 20 case studies helps sales teams address different customer segments, market needs, and scenarios.Incorporating video testimonials and client quotes can further enhance the impact of written case studies, offering multiple formats for customer engagement.Making room in your schedule to create these resources is key; starting with streamlined video recordings can efficiently generate content for case studies.Time Stamps:0:00 Intro1:13 Moving Customers Through The Buying Cycle Quicker5:15 The Power of Story Telling6:43 Setting Up Strong Case Studies10:37 Formatting Case Studies12:15 Structure of Case Studies15:15 Examples of Case Studies20:29 Recap22:19 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.