Stronger Sales Teams with Ben Wright

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 Intro 1:17 Getting Ghosted 6:33 Contact Customers Different Times During The Day 7:24 Sending a SMS with Your Name 8:29 SMS with Video 10:00 Call for Quality Check 12:05 Social Media Outreach 12:55 Mutual Introduction 14:06 Solving A Unrelated Problem for the Customer 15:03 Sending Gift 16:35 Posting 17:25 Inviting Customers To Events 17:45 Tagging Customers on Social Media Posts 18:06 Getting Across a Case Study 18:32 Setting Up What the Customer Wants 19:08 Recap 20:55 Health and Fitness Tip 21:52 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.    

In this episode of the Stronger Sales Team podcast, host Ben Wright is joined by Christian Hansen to explore what it takes to stand out and influence with impact in today’s competitive market. Christian offers a compelling perspective on how professionals can position themselves to be chosen more often, highlighting the vital role of communication and authentic connection. Blending personal experiences with professional expertise, Christian introduces the concept of the “Influence Mindset” — the fusion of competence and genuine rapport to build lasting influence. He explains how subtle but powerful shifts in communication, from simply sharing knowledge to providing insight and wisdom, can set sales professionals apart. About the Guest: Christian Hansen is a globally recognised author and authority on shaping mindsets within sales environments. With extensive experience partnering with leading organisations worldwide, he has developed a profound understanding of the factors that enable both individuals and businesses to truly stand out. His acclaimed book, The Influence Mindset for Sales Acceleration, achieved number one bestseller status and has been endorsed by LinkedIn as an essential guide to modern marketing. Key Takeaways:  Influence is achieved through a balance of competence and authentic connection, rather than relying on skill alone. Recognise the transition from performance-driven to selective environments, and tailor your approach to be chosen by demonstrating both insight and connection. Stand out by shifting your communication from showcasing experience and skills to offering genuine insight and wisdom. Build meaningful relationships through empathetic listening, ensuring others feel truly heard and understood. Elevate team performance by fostering a culture of positive recognition and genuine appreciation for individual contributions. Time Stamps:  0:00 Intro 1:20 Guest Introduction 3:12 Tacos 5:06 Being Chosen Often 5:55 Positioning Ones Selves To Be Chosen 8:35 The EQ Brain Hacks  13:43 Creating Authenticity 15:50 Standing Out In A Crowded Marketplace 18:35 Growing the Team and the Business 21:19 Guest Socials 21:55 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, Ben Wright unpacks the craft of building impactful case studies that fast-track the sales cycle. He begins by addressing the common challenge of drawn-out sales processes and stresses the importance of refining internal operations to boost team performance. Ben underscores the power of storytelling in earning client trust, noting that well-written case studies and authentic testimonials can be pivotal in shaping buying decisions and strengthening customer confidence. With a focus on strategic use of SEO-driven keywords and structured storytelling, listeners will gain clear insights into creating compelling content that resonates with audiences, builds credibility, and ultimately accelerates deal closures. Key Takeaways: Storytelling and well-prepared case studies can build trust and expedite the sales process by establishing credibility with potential customers. Effective case studies should follow a structured format, focusing on the situation, response, and outcome to clearly articulate the value proposition. Building a varied library of over 20 case studies helps sales teams address different customer segments, market needs, and scenarios. Incorporating video testimonials and client quotes can further enhance the impact of written case studies, offering multiple formats for customer engagement. Making room in your schedule to create these resources is key; starting with streamlined video recordings can efficiently generate content for case studies. Time Stamps: 0:00 Intro 1:13 Moving Customers Through The Buying Cycle Quicker 5:15 The Power of Story Telling 6:43 Setting Up Strong Case Studies 10:37 Formatting Case Studies 12:15 Structure of Case Studies 15:15 Examples of Case Studies 20:29 Recap 22:19 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, Ben Wright is joined by Carmen Williams. Drawing on her extensive expertise and industry experience, Carmen highlights the pivotal role virtual assistants play in removing administrative burdens, allowing sales professionals to focus squarely on revenue-generating activities. Together, Ben and Carmen delve into the wide-ranging benefits of integrating virtual assistants, from accelerating lead response times and managing CRMs to streamlining vital sales processes. About the Guest:  Carmen Williams is the founder of Global Teams, an organisation dedicated to helping business leaders – particularly sales managers – unlock their team’s full potential by reducing non-revenue generating tasks through the strategic use of virtual assistants. With years of experience across a wide range of industries, Carmen has guided businesses in streamlining processes and enabling their teams to concentrate on high-value, growth-focused activities. Her expertise is especially recognised in deploying skilled virtual resources from the Philippines and South Africa, fostering stronger productivity and efficiency within sales environments.  Key Takeaways: Virtual assistants are an invaluable asset for optimising sales processes by handling admin and non-core tasks, allowing sales teams to focus more on building customer relationships and closing deals. Properly scoping the responsibilities for virtual assistants is crucial for success. Clear definition of tasks ensures that virtual assistants can meet expectations and deliver tangible value. Cultural understanding and regular communication with virtual assistants can strengthen integration and contribute to their long-term retention. The contact rate and speed in responding to leads can significantly impact sales effectiveness, with virtual assistants playing a critical role in improving these metrics. Businesses new to employing virtual assistants should start small, refine their processes, and remain open to learning from initial mistakes to realise long-term productivity gains. Time Stamps: 0:00 Intro 1:21 Guest Introduction 2:47 Carmen's Business 4:13 Virtual Assistant's Help To Focus On Customers 7:17 Touch Points To Close Deals 8:30 Common Mistakes Virtual Assistants Make 10:51 Getting the Most Out Of Virtual Assistants 12:40 Mindset Challenges Around Virtual Assistants 16:03 Hot Spots For Virtual Resources 17:17 Where To Start In Hiring Virtual Assistants 19:28 Guest's Socials 20:23 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams podcast, Ben Wright underscores the importance of recognising the unique learning styles of each team member, highlighting how this understanding can accelerate professional growth and significantly boost overall business performance. From unpacking the subtleties of cognitive and kinaesthetic learning to demonstrating the effective use of AI tools, Ben offers a comprehensive toolkit for sales leaders determined to foster a culture of continual improvement and engagement. By championing sustainable learning frameworks, developing personalised growth plans, and harnessing the power of technology, this episode equips sales leaders with the skills and insights to drive substantial growth, enhance team satisfaction, and sustain long-term success. Key Takeaways: Recognise and adapt to the diverse learning styles within the sales team to maximise their capacity to absorb, retain, and apply new knowledge effectively. Schedule regular, focused training sessions, ensuring a distraction-free environment to foster optimal engagement and long-term knowledge retention. Leverage AI-driven tools to accelerate and enhance learning outcomes by developing tailored study plans, resources, quizzes, and performance analytics. Define clear post-training action points and establish long-term strategies to ensure newly acquired skills are embedded and sustained within the team. Promote the use of otherwise idle periods — such as commuting or waiting — for personal development, encouraging a culture of continuous growth beyond formal training settings. Time Stamps:  0:00 Intro 1:20 Ben's Burst of Energy 2:25 Helping Teams Learn Faster 3:56 Ways The People Learn 4:25 Learning by Doing and Learning By Listening 7:00 Learning Styles 10:0 Traditional Learning Styles 12:25 Setting Up A Learning Structure 16:00 Prioritising Where We Train 18:32 Using A.I. Tools To Speed Up Learning 23:40 Health and Fitness Tip 24:48 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.    

In this episode of the Stronger Sales Teams podcast, host Ben Wright explores the power of simplicity in driving effective sales strategies and team leadership. Reflecting on a compelling conversation with motivational speaker Lasada Pippen, Ben revisits the impactful notion that “Simplicity sails, complexity fails” — a principle that sets the tone for this thought-provoking discussion. Ben unpacks how embracing simplicity can significantly enhance B2B sales management. He presents a clear and structured framework that includes strategic planning, streamlined sales processes, targeted training, coaching, measurable performance metrics, and consistent team behaviours — all designed to boost sales team performance. Key Takeaways: Embracing simplicity in sales strategies and processes helps avoid overwhelm and enhances overall team productivity. Establish regular, structured training sessions to support consistent upskilling and sustained team engagement. Keep sales metrics straightforward and focused, limiting them to what truly matters for clarity and impact. Favour adaptable frameworks over rigid scripts to allow sales professionals to bring authenticity and a personal touch to their approach. Gain a clear understanding of your team’s capabilities and manage workload effectively to prevent burnout and maintain high performance. Time Stamps: 0:00 Intro 0:58 Lasada Pippen's Quote 3:25 Simplifying Our Professional Lives  3:47 Framework Around Simplicity 4:30 Capacity vs. Capability 7:10 Simplicity and Complexity in Strategy 11:10 Simplicity and Complexity in the Sales Process 15:20 Simplicity and Complexity in Training and Coaching 20:20 Simplicity and Complexity in Metrics 22:30 Simplicity and Complexity in Rituals, Behaviours, and Celebrations 24:20 Recap 24:50 Health and Fitness Tip 27:03 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.  

In this episode of the Stronger Sales Teams podcast, Ben Wright dives deep into what really makes a product or service demo land with impact. As the business world keeps shifting, Ben unpacks why nailing your demos isn’t just nice to have — it’s mission-critical for connecting the dots between what your product can do and what your customers actually need. He walks through six key elements that take a demo from a dull features rundown to a personalised, problem-solving experience that hits home. It’s all about telling a compelling story, backing it up with data, and building trust through real, human conversations. Key Takeaways: Focus on the customer’s potential benefits from the product, addressing the problems it solves or opportunities it capitalises on. Tailor demonstrations to suit the specific needs and contexts of the customer, enhancing relevance and engagement. Allow the product or service to showcase its capabilities, making it an integral part of the demonstration. Anticipate and address potential objections during the demo to keep the customer focused and engaged. Paint a vivid picture for customers on how their business or life will improve with the product, solidifying their decision-making. Time Stamps:  0:00 Intro  2:16 Product or Service Demonstration 5:10 Delivering An Effective Demo 7:42 Identifying The  Key Problem or Opportunity To Capitalise On 10:02 Personalise The Demonstration 11:20 Let The Product or Service Do The Talking 13:21 Using Numbers To Backup Our Claims 15:52 Working Proactively Through Objections 19:20 Painting Life With Our Products And Service 22:23 Recap 23:35 Health And Fitness Tip 24:50 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben Wright speaks with Ingrid Maynard, founder of The Sales Doctor, about the evolving world of B2B sales leadership. They explore how customer service has shifted post-COVID and how leaders can adapt to build high-performing, customer-centric teams. Ingrid shares insights on what defines great service today, emphasising curiosity, communication, and strong relationships. The episode also covers hiring the right people and creating a culture that supports growth—offering valuable takeaways for any sales leader. About the Guest:  Ingrid Maynard is the founder of The Sales Doctor and host of the Sales Revolution podcast. With more than 25 years of experience, Ingrid is a seasoned expert in transforming business performance through strategic sales improvement. Renowned for her dynamic speaking style and thought leadership, Ingrid has been featured in prominent publications and has worked with some of the most iconic brands across Australia and New Zealand. Her approach centres on cultivating customer-centric, commercially astute cultures that drive lasting results. Ingrid recently released her first book, The Sales Revolution, a reflection of her deep expertise and forward-thinking perspective on modern sales leadership. Key Takeaways: Genuine curiosity, communication, and connection are essential for excellent customer service. The onset of COVID-19 altered service delivery, leading to a mixed impact on customer experience. Effective customer service involves setting, meeting, and exceeding customer expectations. Selecting the right people and nurturing their growth and skills is crucial in building strong sales teams. The transition to virtual meetings has blurred professional standards; maintaining professionalism is vital. Time Stamps: 0:00 Intro 1:25 Guest Introduction 3:05 About the Guest 4:37 Customer Service In The Modern World 7:21 Service In The Modern World That Isn't Successful 10:20 Expectations 13:29 Delivery Better Service To Customers 16:10 Growing The Service Development 22:17 Guest Socials 22:55 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams, Ben Wright engages in an insightful conversation with Glenn Poulos. Together, they examine the rapidly evolving sales landscape, with Glenn highlighting a growing overreliance on technology at the expense of genuine, face-to-face client interactions. He underscores the importance of robust onboarding processes, meaningful metrics, and well-structured compensation plans in driving team performance. Emphasising accountability, Glenn details how consistent check-ins and clear expectations are essential to creating disciplined, results-driven sales teams. About the Guest:  Glenn Poulos is a highly experienced entrepreneur and sales executive, boasting more than four decades in the sales arena. He currently serves as President of ProgUSA, a leading distributor in the electrical testing and measurement equipment industry. Throughout his career, Glenn has built and successfully exited businesses valued in the eight figures. He is also the author of Never Sit in the Lobby, a practical guide offering actionable strategies for sales professionals to close more deals and sidestep common missteps. As a respected speaker, podcast host, and LinkedIn Top Voice, Glenn is widely regarded for his forthright and insightful approach to cultivating high-performing sales teams.  Key Takeaways: Sales teams must balance virtual selling with face-to-face meetings to understand customer challenges and competitors. Clear onboarding programs and consistent metrics are essential for setting salespeople up for success. Align compensation with company values to motivate the right behaviours and drive business goals. Implement clear expectations, public goals, and disciplined check-ins to maintain accountability within the team. Simplify offerings, clear out non-real deals, and double prospecting efforts to ensure growth and hit targets. Time Stamps: 0:00 Intro 0:58 Guest Introduction 2:41 About Glenn Poulos 6:59 The Most Common Mistakes Sales People Make 11:15 How High Performing Sales Teams Are Built 17:14 Building Accountability In The Sales Process 21:55 Supercharging Growth Of The Business 25:40 Guest Socials 26:22 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, drawing from years of hands-on experience, Ben addresses the common challenge of sluggish deal pipelines and presents practical strategies to boost close rates and refine the overall sales process. He underscores the significance of a consistent, repeatable sales framework to eliminate bottlenecks and accelerate deal progression. A key message is the importance of being “chosen early and often,” as Ben urges teams to prioritise strong initial connections and a clear understanding of client needs and opportunities. Key Takeaways:  Prioritise building strong initial relationships to be “chosen early and often” by potential clients, which can simplify the sales process. Devise a structured sales process that the majority of the team can consistently follow to create predictability in closing deals. Employ careful preparation and research to engage clients effectively, using common ground like shared interests in sports or hobbies. Implement actionable checklists during client meetings to establish clear pathways for deal progression and closure. Regularly assess stuck deals by re-engaging customers with direct check-in sessions to understand remaining barriers and find resolutions. Time Stamps: 0:00 Intro 2:20 Increasing Close Rates 3:30 How To Stop Slowing Down The Deal Pipeline 4:55 Going Back To The Process 6:07 Getting Things Right Early 8:35 Greeting the Customer 10:45 Setting Up The Outcome 13:25 Asking Questions 14:40 Creating Checklist 19:00 Being Clear On The Role Of People  19:56 Setting Time Frames 20:55 Making Sure That We Are The Choice 21:53 Recap 23:02 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams,  Ben Wright welcomes special guest Lasada Pippen, blending the precision of engineering with the art of motivational speaking. Lasada shares his compelling journey from a background in computer engineering to inspiring audiences across the United States, underscoring the vital importance of purpose, resilience, and impactful communication in sales leadership. Together, they unpack the essence of purpose-driven leadership and its critical role in cultivating resilient sales teams ready to thrive in today’s complex global landscape. About the Guest: Lasada Pippen is a highly regarded motivational speaker and leadership coach, celebrated for his dynamic and impactful approach to professional development. With a background in computer engineering and over a decade of experience in the tech industry, Lasada made a transformative shift to focus on inspiring and equipping others through speaking and coaching. He is widely recognised for his signature keynote series, The Climb, and for his unique ability to engage and resonate with diverse audiences. A bilingual STEM professional and university graduate, Lasada specialises in guiding leaders towards purpose-driven leadership, helping individuals and teams tap into resilience, clarity, and direction on their professional journey. Key Takeaways: Purpose-driven leadership involves leading from a place of understanding one’s unique gifts and applying purpose and strategy in their role. Building resilience in teams begins with establishing a framework for clear, concise, compelling, and confident communication (C4). Bringing team members together across new and diverse connections can foster collaboration and innovation through team-building activities. For effective sales growth, the principle of “Simplicity Sells, Complexity Fails” should be emphasised to streamline processes and enhance product appeal. Leveraging individual strengths and applying a GPS (Gifts, Purpose, Strategy) approach can lead to heightened productivity and job satisfaction. Time Stamps:  0:00 Intro 1:03 Guest Introduction 2:48 The Lasada Pippen Journey 5:43 Purpose Driven Leadership 7:20 Resilience  8:58 From Liking to Loving Your Role 12:29 Building Resilience Into The Team 15:00 Team Building Activities 19:46 Where To Start To Drive Revenue Growth 23:36 Recap 24:43 Guest Socials 25:00 Update on the Road To Cairns 26:16 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, Ben Wright sits down with renowned negotiation consultant and author Saad A. Saad to explore the complexities of B2B sales negotiation. Together, they unpack how sharpening negotiation skills can empower sales teams to consistently secure high-impact outcomes. Saad underscores the importance of thorough preparation and cautions against the tendency to be overly accommodating at the negotiation table. He stresses that effective negotiation starts from day one of the sales process and challenges sales professionals to align their efforts with their boldest commercial goals. The discussion delves into critical themes, including the subtle balance between striving for win-win outcomes and maximising results.  Key Takeaways:  Thorough preparation is vital for achieving the best outcomes in negotiations. Understand your optimal goals, support them with compelling evidence, and be ready to communicate these effectively. Shift the focus from merely reaching win-win deals to achieving the most optimal outcomes while maintaining healthy negotiation dynamics. Utilize AI in the preparation stage to enhance thought patterns and extend perspective, but rely on human skills for the actual negotiation process. Embrace a certain level of friction in negotiations as a healthy sign, ensuring your conviction and value are clearly communicated. Reduce tension through empathy, active listening, and ensuring all parties feel heard to facilitate effective communication and negotiation resolutions. Time Stamps: 0:00 Intro 1:11 Guest Introduction 2:49 Saad's World of Negotiation 4:56 Negotiation 6:45 Win Versus Best Outcome 8:17 Negotiation Strategy For Best Outcomes 10:35 Framework To Negotiation 11:32 Roll of AI in Negotiation 14:43 Managing Through Heated Situations 16:53 Dealing Better With The Friction 18:07 Preparing To Deal With Friction 19:32 Introducing Tension  22:23 Guest Socials 23:27 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams, Ben Wright explores the profound impact artificial intelligence (AI) is having on sales teams across the globe. As professionals navigate the fast-paced adoption of AI tools, Ben highlights essential entry points for harnessing technology with purpose and precision. Acknowledging the anxiety and hesitation that often accompany such shifts, he underscores the pressing need for sales teams to develop AI fluency in order to stay ahead of the curve. Ben offers a comprehensive perspective on integrating AI throughout the sales lifecycle — from prospect research and preparation to training and client engagement.  Key Takeaways:  Embrace AI for research and preparation as it significantly uplifts sales teams’ productivity. Tools like ChatGPT and Grok can enhance customer insights. Rely on AI for ideation, but be wary of using it for full content creation as it may lack personalisation and authenticity. Use AI tools for phone-based teams to provide call coaching and analysis, maximising performance insights and coaching efficiency. Maintain human involvement in critical areas like strategy formulation and contract negotiation to ensure effectiveness and personal engagement. Start integrating AI now in minor tasks to build adaptability and keep pace with evolving technological advances in sales operations. Time Stamps: 0:00 Intro 1:12 Where To Start Using A.I. 5:30 10 Activities On Whether To Use A.I. Or Not 6:13 Research and Preparation For Team Meetings 8:13 Outreach 9:40 Sales Decks and Sales Pitches 12:37 Strategy and Ideation 13:55 Training and Coaching Implementation 17:27 Content Creation 18:48 Admin 21:51 Contract Negotiations 23:10 Long Term Customer Relationships 24:17 Recap 24:55 Road to Cairns 25:57 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, Ben Wright is joined by Robyn Djelassi – a dynamic, strategically focused HR leader with a wealth of experience spanning multiple industries. Robyn shares her insights into the art of building high-performing sales teams, underscoring the value of diversity and complementary skill sets over the tendency to hire in one’s own likeness. The conversation offers practical, actionable advice for leaders looking to shape resilient and effective sales teams.  About the Guest: Robyn Djelassi is a seasoned HR professional and the founder of Impact People Solutions. With two decades of experience across a diverse range of industries – including banking, finance, gaming, and entertainment – Robyn is recognised for her forward-thinking approach to Human Resources. She brings a unique ability to balance strategic insight with hands-on execution and is deeply committed to aligning individual performance with broader organisational goals. Her work reflects a passion for creating impactful, people-driven outcomes that support long-term business success. Key Takeaways: Avoid hiring clones of yourself; aim for a mix of experiences, thoughts, and backgrounds to meet diverse client needs. Hire those who genuinely believe in your product and care about customers over merely chasing numbers. In tougher economic climates, early and honest communication is crucial for managing team morale and transitions. Foster a working relationship with HR as a valuable ally, not just a regulatory entity. Implement processes to consistently check in with team members to understand their evolving needs and motivations. Time Stamps: 0:00 Intro 1:15 Guest Introduction 3:23 What Makes Robyn Tick 4:20 Key Mistakes Leaders Make When Growing Teams 6:15 How To Build Out Teams 7:05 How To Assess If Candidates Actually Care 9:27 How To Make Sure That Interviewees Actually Care 11:55 Getting The Most Out Of A Diverse Team 15:32 Managing The Restructuring  18:27 Building Relationship With The HR Department 20:11 Guest Socials 20:40 Road to Cairns 21:52 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.  

In this episode of Stronger Sales Teams, host Ben Wright chats with top sales consultant Don Lazzari about building high-performing B2B sales teams. Don shares his proven “sales vital signs” framework, offering practical tips on driving consistency, lead conversion, and team accountability. They unpack smart hiring, strategic resourcing, and the role of strong leadership in keeping sales momentum alive. Whether you're scaling a start-up or leading a mature team, this episode is packed with sharp insights to boost performance and drive growth. About the Guest: Don Lazzari is President of Delivering Value, a leading sales performance consultancy helping businesses and entrepreneurs fast-track growth. With over 15 years' experience across sales strategy, training, and consulting, Don has worked extensively in sectors including software, manufacturing, logistics, and healthcare. He’s also the author of Entrepreneur Sales Secrets Revealed and holds an MBA from the University of Pittsburgh, blending deep practical know-how with strong academic grounding. Key Takeaways:  Focus on five key sales metrics: New to funnel, new to pipeline, pipeline value, performance to quota, and exceeding quotas. Align sales hires with pipeline pressure rather than initial growth targets. Consider support staff over additional sales personnel to boost top-of-funnel activities. Effective sales management requires understanding the unique drivers for each team member and adapting coaching styles accordingly. Emphasise the benefits of AI-driven call coaching to free up time for deeper, personalised coaching discussions. Foster a competitive, high-performance culture that rewards meeting and exceeding sales targets, strengthening team cohesion, and motivation.  Time Stamps:  0:00  Intro 1:03 Guest Introduction 3:01 Delivering Value 4:58 Building A Team For A Solopreneur 6:32 Metrics 8:36 Qualified Leads 11:49 Growing The Team And The Volume of Sales 14:56 How To Build Momentum On The Team 19:13 Revving The Growth Tap 24:47 Guest Socials 25:03 Four Words From The Guest Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.