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

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

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

In this episode you'll discover:

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

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

New episodes every Monday, Wednesday and Friday.

Take our Free Quote Quiz now to Kickstart Your Sales Growth

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

Read Client Results

Watch Testimonials

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

This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

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

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

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

In this episode you’ll discover:

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

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

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

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

New episodes every Monday, Wednesday and Friday.

Take our Free Quote Quiz now to Kickstart Your Sales Growth

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

Read Client Results

Watch Testimonials

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

This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

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

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

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

In this episode you’ll discover:

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

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

New episodes every Monday, Wednesday and Friday.

Take our Free Quote Quiz now to Kickstart Your Sales Growth

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

Read Client Results

Watch Testimonials

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

This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

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

Key Takeaways:

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

Time Stamps:

0:00 Intro

1:40 The Sales Process

3:40 Create Value Through the Meet and Greet Meeting

4:45 Pre Meeting Phase

9:35 During Meeting Phase

13:00 The Three D's

17:08 Post Meeting Phase

18:35 Recap

20:28 Outro

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

About the Guest:

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

Find more about John here:

https://horanandbirdsolar.com.au/

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

Key Takeaways:

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

Time Stamp:

0:00 Intro

1:10 Guest Introduction

3:16 Horan & Bird

4:37 John's AI Experience in Business

5:33 140 to 15 Staff

7:04 Lead Generation

9:41 Impact of AI on Customers

12:53 Downsides of Using A.I.

14:55 Using Data To Have Advantage in Business

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

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

22:15 Next Up in the John Horan Journey

23:00 Guest Socials

23:52 Outro

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

Key Takeaways:

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

Time Stamps:

0:00 Intro

1:38 The Ten Commandments of Great Sales

4:15 Speak to People

6:30 Smiling at People

7:45 Calling People by Name

9:13 Being Friendly and Helpful

10:49 Be Cordial

12:25 Be Genuinely Interested in People

14:44 Being Generous with Praise, cautious with Criticism

16:35 Be Considerate of the Feelings of Others

19:00 Thoughtful of the Opinions of Others

20:15 Being Alert to Giving Service

22:15 5 Traits That Hold True in 2025

24:21 Outro

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

About the Guest:

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

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

Key Takeaways:

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

Time Stamps:

0:00 Intro

1:02 Guest Introduction

3:22 Australian Federal Police

6:30 The Visibility Lab

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

10:19 Importance of Visibility

13:38 What Does Good Visibility Look Like

16:26 What Does Poor Visibility Look Like

19:06 Where to Start With Visibility

22:06 Revving the Growth Engine as a Sales Leader

24:31 Guest's Socials

25:34 Outro

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

Key Takeaways:

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

Time Stamps:

0:00 Intro

1:03 Evolution of the Growth Program

2:28 Expected Growth Appearance in Our Teams

3:31 Behaviours

6:14 Team Step Model

11:58 Rolling Out Strategic Plans

16:05 Actions and Results

19:30 Wrap Up

21:38 Health and Fitness Tip

22:54 Outro

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

About the Guest:

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

Key Takeaways:

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

Time Stamps:

0:00 Intro

3:06 Intender

7:05 Selling Without Selling

10:41 Interprise Level

13:40 Zero Party Data

18:05 Role of Emotion in Purchases

20:30 Sorting Out Sales Approach to Into Thirds

21:40 Growing the Sales Engine

24:01 Guest Socials

24:34 Outro

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

Key Takeaways:

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

Time Stamps:

0:00 Intro

4:20 Story Telling

5:35 What Makes A Great Story Teller

9:55 Where To Start in Story Telling

15:20 Frame Work Around Story Telling

23:07 Outro

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 the highly anticipated 100th episode of the Stronger Sales Teams podcast, host Ben Wright brings you an unmissable blend of expertise from three powerhouse professionals: Steve Plummer, Akeem Shannon, and Nick Capozzi. This special milestone episode dives deep into the game-changing skills of storytelling, persuasive communication, and cutting-edge marketing strategies – all packed with insights that will supercharge your sales team’s performance and engagement.

Get ready for an eye-opening conversation as Steve Plummer reveals how powerful words can work magic in the world of sales and marketing. Then, Akeem Shannon takes you on his journey from entrepreneur to success with Flipstick, showing how personal and customer stories can create unbreakable bonds. Finally, Nick Capotzi unwraps the secrets behind video marketing and how personalised videos are revolutionising the sales landscape and boosting customer interaction.

Key Takeaways:

• Steve Plummer emphasizes the power of language in sales, suggesting that the words we choose can significantly influence the outcome of business communications.
• Akeem Shannon illustrates the importance of personal and customer narratives in creating a meaningful connection with the audience.
• Nick Capozzi highlights the value of personalized video messages in enhancing sales pitches and cementing relationships with clients.
• The episode offers rich, actionable insights on copywriting, storytelling, and video strategies tailored for sales leaders.
• Through his anecdotes, Akeem Shannon exemplifies how overcoming rejections can lead to unexpected opportunities in business ventures.

Time Stamps:

0:00 Intro

1:03 100th Episode!!!!

1:52 Steve Plummer

12:55 Akeem Shannon

26:06 Nick Capozzi

50:11 Outro

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 shares his insights on creating sales incentive programs that really work. With years of experience working with startups, fast-growing businesses, and established companies, he offers practical tips on designing pay strategies that align with company goals, boost team morale, and deliver outstanding sales results. This episode is a goldmine of advice on shaping sales incentive structures for businesses at any stage – whether you’re just starting out, in the growth phase, or fully established.

Key Takeaways:

• Startups, growth-phase, and mature businesses should each design remuneration packages that reflect their specific needs and growth stages, balancing base salaries, commissions, and bonuses.
• Sales compensation should weigh both revenue and gross margin growth, particularly in growth and mature businesses, ensuring compensation drives both short-term and long-term value.
• Offering uncapped commissions in growth-oriented environments can attract top sales talent and incentivize exceptional performance.
• As businesses mature, shifting focus to non-monetary benefits like career progression and unique perks can be vital to retaining top sales talent.
• Recognizing different sales roles and competencies allows for flexibility in pay structures, enabling businesses to attract and retain high performers or “career gorillas.”

Time Stamps:

0:00 Intro

1:58 Types of Business Framworks In Rumeneration Strategies

3:30 For Star Up Business

6:50 For Growth Driven Businesses

12:35 For Mature Businesses

16:00 Other Frameworks

22:24 Recap

23:18 Outro

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 explores the critical role of strategic planning in aligning sales teams’ objectives with the broader goals of the business. As the new year commences, Ben underscores how crafting clear, actionable, and effective strategies can turn business aspirations into measurable results. He highlights common challenges in strategic planning, stressing the importance of prioritisation and focus to avoid the pitfalls of spreading resources too thin across too many objectives. In addition to strategic development, Ben emphasises the significance of regular quarterly reviews and maintaining consistent momentum to ensure sustained success over time.

Key Takeaways:

• Transform broader company goals into actionable sales team strategies to align efforts and optimise impact.
• Prioritise the most high-impact ideas from brainstorming sessions to streamline objectives and focus execution.
• Engage sales teams in the planning process to boost ownership, accountability, and execution success.
• Utilise financial waterfalls to align qualitative strategic objectives with quantifiable, financial outcomes.
• Maintain momentum with regular reviews, refinements, and engagement of project champions to ensure strategic plans do not lose focus.

Time Stamps:

0:00 Intro

2:00 Strategic Planning Format

4:38 Looking At Broader Company Goals

6:16 Revenue Growth Target

7:25 Strategic One Sentence Pitch

8:45 Involving The Team

11:56 Building Plans

13:55 The Financial Waterfall

17:30 Review, Refine, and Re-roll Out Program

19:30 Recap

21:07 Outro

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.

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

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

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

In this episode you’ll discover:

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

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

Click the Link for the Free Resource:

https://strongersalesteams.com/resources/

New episodes every Monday, Wednesday and Friday.

Take our Free Quote Quiz now to Kickstart Your Sales Growth

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

Read Client Results

Watch Testimonials

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

This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

In this episode of Stronger Sales Teams, Ben provides valuable guidance for sales managers on how to maximise existing customer databases to drive revenue growth. He explores the potential of re-engaging past customers and prospects, transforming previous interactions into profitable sales opportunities. Ben masterfully demonstrates how to use data to revive dormant customer relationships, highlighting the critical role of a reliable CRM system such as Salesforce, HubSpot, or Zoho. He offers practical advice on segmenting customers based on their last purchase and understanding the reasons behind the cessation of past transactions. The episode emphasises key strategies such as setting measurable targets, integrating automated solutions, and establishing long-term sales objectives for sustainable growth.

Key Takeaways:

• Use CRM systems effectively to classify and analyse existing customer data, identifying prospects who haven’t transacted recently.
• Understand the reasons why customers stopped engaging with your business and categorise these reasons to build customised re-engagement strategies.
• Develop a sales playbook that includes varied offers and strategic campaigns to bring inactive customers back to life.
• Set clear targets for customer reactivation and monitor progress, integrating this into overall annual growth plans for your sales team.
• Balance professional ambitions with personal well-being by focusing on sleep, diet, stress management, exercise, and toxin reduction.

Time Stamps:

0:00 Intro

3:32 How To Impact Repeat Customers

4:18 Understanding Data

6:05 Segregating Customers to Periods

6:45 Breaking the Data Down

9:03 Offers in Bringing Customers Back in the Business

1037 Building Out That Playbook of Offers

16:30 Key Encouragements

17:10 Health and Fitness Tip

19:57 Outro

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.

To kick off an exciting year ahead, Ben Wright presents the 2025 episode of the Stronger Sales Teams podcast, focusing on the core essentials of B2B sales management. Ben delivers a compelling narrative for sales leaders, revisiting the key factors that contribute to high-performing sales teams. As the festive season draws to a close, this episode is a crucial resource for those looking to refine their strategic approach to sales by emphasising the importance of aligning team goals with broader corporate objectives.

Key Takeaways:

• A well-defined sales strategy aligned with company objectives is critical for setting a clear direction and fostering business growth.
• Sales success is bolstered by consistent and well-documented sales processes that guide teams through lead generation to closing deals.
• Implementing appropriate metrics and celebrating achievements are vital to motivating sales teams and ensuring progress.
• Continuous learning through structured training and coaching ensures that sales teams remain knowledgeable and agile.
• Encouraging gradual progress in personal and professional goals can lead to sustained improvement and success.

Time Stamps:

0:00 Intro

1:50 Best Possible Way to Achieve Your Sales Goals

3:19 Having A Sales Strategy

7:24 Sales Process

9:20 Metrics

12:39 Training Program

13:56 Coaching Program

16:21 How to Take Action

16:58 Health and Fitness Tip

18:11 Outro

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.

Merry Christmas!!! In this special festive edition of the Stronger Sales Teams podcast, Ben Wright offers a timely discussion that resonates with the personal and professional goals of sales leaders during the holiday season. He reveals the Three Christmas Wishes that are top of mind for many sales leaders as they look ahead to the new year: improving pipeline quality, fostering team hunger, and finding personal balance. Throughout the episode, Ben explores the deep desire for sales teams to thrive. He highlights the need for a strong and reliable sales pipeline, sharing insights on how leaders can distinguish between high-potential opportunities and those less likely to close.

Key Takeaways:

• Sales leaders seek to enhance pipeline robustness by focusing on the quality and predictability of leads.
• Nurturing a motivated sales team requires setting examples, celebrating achievements, and having engaging meetings.
• Effective time management and prioritizing urgent and strategic tasks can help sales leaders find personal balance.
• Continuous learning for sales teams leads to higher competency and reduced reliance on leadership intervention.
• Engender intrinsic motivation in teams by recognizing progress and setting the right examples.

Time Stamps:

0:00 Intro

1:35 Top 3 Christmas Wishes on Sales Leaders Minds

3:00 Improving Pipeline Quality

9:14 Fostering Team Hunger

15:58 Finding Personal Balance

20:24 Recap

20:48 Health and Fitness Tip

22:04 Outro

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 Matthew Whyatt, a distinguished sales leader from Australia renowned for his expertise in crafting high-impact sales strategies. The discussion kicks off with Matthew offering valuable insights into the science of buyer-centric selling, effective sales leadership, and his broad experience across various industries. The conversation takes a deep dive into the concept of the "buyer's process," stressing the critical importance of understanding customer behaviour in the sales journey. Matthew introduces a structured, four-step framework designed to guide sales interactions and convert potential into measurable success.

About the Guest:

Matthew Whyatt is an accomplished sales professional with extensive experience across a range of industries, including IT, software consultancy, real estate, healthcare, and business licensing. As the founder of Teck Torque Systems, he specialises in providing strategic sales consultancy and training, helping technology businesses expand and thrive. With a proven track record of leading organisations to generate over $100 million in sales, Matthew has a deep expertise in both managing and mentoring high-performing sales teams. Formerly the CEO of Velocity Sales Training, he collaborated with prominent sales experts and worked closely with Fortune 500 companies and government agencies. A strong advocate for buyer-centric selling, Matthew is dedicated to empowering businesses to make informed, strategic decisions.

Key Takeaways:

• Understand the buyer’s process with a four-step framework to navigate successfully through “Just looking,” avoiding “Free consulting,” handling “Proposal requests,” and overcoming customer “Hiding.”
• Empower teams with a strong belief in the product and company to excel in sales engagements.
• Create actionable customer interaction plans, such as booking follow-up meetings during initial conversations to maintain momentum.
• Break up emails as a powerful tool to re-engage disengaged prospects and manage resource allocation effectively.
• The importance of leaders staying connected to frontline sales activities to enhance credibility and effectiveness in decision-making.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

6:21 Broad Thoughts and Questions

12:19 The Framework

18:51 How To Turn on the Growth Tap and Where To Start

21:24 Guest Socials

22:37 Outro

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In this episode of the Stronger Sales Team, Ben Wright offers up some valuable strategies for closing deals as the year comes to a close. As the Christmas period approaches. He discusses effective negotiation strategies and highlights the importance of maintaining robust pipelines that accurately reflect business potential. The episode further delves into the optimal timing and approach for introducing pricing in sales conversations, with practical advice on aligning with client budgets from the outset. Additionally, Ben introduces a straightforward yet impactful negotiation framework, featuring walk-in, fallback, and walk-away positions, to help ensure successful deal closures.

Key Takeaways:

• Implement a thorough needs analysis to fully understand customer requirements and decision-making criteria early in the sales process.
• Introduce pricing discussions early to align customer and business expectations, identifying potential budgetary constraints beforehand.
• Utilise a clear negotiation framework with walk-in, fallback, and walk-away positions to navigate complex deal negotiations effectively.
• Leverage the advantages of offering multiple options to the customer to encourage flexibility and final agreement.
• Revisit and reflect upon negotiation successes and failures to continuously improve sales strategies and outcomes.

Time Stamps:

0:00 Intro

3:00 Bringing To A Close Open Pipelines

3:30 Negotiation Frameworks

4:00 Understanding What it Takes to Get a Deal Closed

10:34 Bringing Pricing Up Early

14:54 A Negotiation Framework

21:00 Recap

22:11 Health and Fitness Tip

23:38 Outro

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In this episode of Stronger Sales Teams, Ben delves into a practical exercise that can be used to improve and refine your sales process. As the year concludes, sales teams are in a prime position to evaluate their accomplishments and devise strategies for the forthcoming year. Ben introduces a review exercise that is both simple and effective, with the objective of identifying areas that require refinement.

Key Takeaways:

• Consider a structured review of your sales process at the end of the year to uplift sales performance and strategy.
• Ask critical questions about each stage of your sales process to identify improvement opportunities and enhance team efficiency.
• Evaluate the effectiveness of your CRM system in capturing necessary sales data to optimise customer interactions and internal processes.
• Avoid focusing solely on internal processes—incorporate customer journey mapping to view performance from the client’s perspective.

Time Stamps:

0:00 Intro

2:34 The Sales Process Exercise

4:30 5 Steps For Sales Process

5:30 Review Around Broad Stroke Sales Process

7:58 Lead Generation

13:44 Meet and Greet or Needs Analysis

16:30 Quoting and Presentation

20:08 Closing

22:18 Post Sale Process

26:12 Health and Fitness Tip

Download our FREE Sales Process here: https://www.strongersalesteams.com/salesprocess

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In this episode of Stronger Sales Teams, host Ben Wright introduces Wes Schaeffer, also known as "The Business Fixer", to deliberate on practical strategies for improving B2B sales. Wes illustrates the significance of segmenting the sales process into distinct, manageable segments through a variety of personal and professional experiences. Throughout the course of the discussion, Wes Schaeffer divulges details about the strategies that have consistently increased his close rates. He provides an explanation of his sales management method that assists firms in attracting, bonding with, converting, delighting, and endearing consumers while also discussing the cyclical nature of sales.

About the Guest:

"The Business Fixer" Wes Schaeffer is well-known for his expertise in sales tactics and optimisation. He is a veteran of the Air Force and the author of numerous books and 700+ podcast episodes. Wes brings an air of calm professionalism to his business dealings along with a brown belt in Brazilian jiu-jitsu. As a sales coach, he focuses on assisting companies in honing their messaging, increasing their closing rates, and efficiently distributing their products to customers. Wes brings a plethora of life experience and strong sales training to his clients, drawing on his roles as a father of seven and grandfather of three.

Discover more about Wes at www.fixerwes.com

Key Takeaways:

• Emphasise each step of the sales process to ensure comprehensive execution and maximum impact.
• Address potential objections and critical details upfront to streamline the closing process.
• Utilise a cyclical approach (Attract, Bond, Convert, Deliver, Endear) to foster repeat business and referrals.
• Prioritise establishing trust over simply being liked to create sustainable client relationships.
• Protect leads from falling back with a systematic approach ensuring progression through the sales pipeline.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:56 "To Make Any Sale, You Must Make Every Sale"

9:49 The System

13:12 The Five Methods to Close Every Sale

17:00 Closing First Then Presenting

21:09 Sales Dog

26:30 Guest Socials

26:59 Outro

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In this episode of Stronger Sales Teams, host Ben Wright engages with Mike Latch to explore the complexities involved in establishing an effective sales process and the role of technology in business scaling. Emphasising the importance of integrating a structured sales process with technology, Mike presents straightforward strategies that are accessible for businesses of all sizes. The conversation underscores the significance of onboarding programmes, scalable processes, and the strategic utilisation of technological solutions to bolster performance rather than impede it. Drawing from his extensive technical expertise, Mike offers practical guidance on managing sales teams, illustrating how well-defined sales processes can transform even large sales teams into efficient, revenue-generating entities without sacrificing quality.

About the Guest:

Mike Latch is the CEO and co-founder of Patter AI, an innovative sales enablement technology firm located in the United States. With more than 20 years of experience in both technical and sales domains, Mike possesses a diverse background that includes electrical engineering, physics, and strategic sales. His distinctive combination of skills was instrumental in scaling his previous venture from $50 million to over $1 billion in revenue, culminating in its acquisition by ADT. Furthermore, Mike is a co-author of the book titled “Sales Sucks”.

https://www.salessucksbook.com/

Key Takeaways:

• A small sales team should focus on hiring skilled individuals, while a larger sales force requires robust processes to ensure consistency and scalability.
• Technology integration should focus on solving specific problems or seizing opportunities rather than simply implementing tools without clear purposes.
• Clear, well-crafted onboarding programs and well-defined sales processes can dramatically reduce onboarding times and improve overall sales team performance.
• Mike emphasises the power of consultative sales processes that leverage storytelling to help customers better understand and engage with offerings.
• Strategic use of tech in sales calls can enable average sales reps to effectively handle complex objections and close more deals.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

3:17 About Mike Latch

6:19 Getting The Sales Process Right

8:51 Dealing With Sales Leaders on Having Functioning Sales Processes

10:54 Where To Start in Building a Sales Process

13:56 Blending Tech in the Sales Process

18:10 Using Tech and Sales Processes To Scale Your Business

23:35 "Sales Sucks"

25:25 Outro

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In this episode of Stronger Sales Teams, Ben Wright engages in a discussion with Brian Dietmeyer about the intricacies of negotiation strategies within the B2B sales landscape. Brian, the CEO of CloseStrong and a distinguished negotiation strategist, imparts valuable knowledge drawn from his extensive experience in global negotiations, aimed at assisting sales leaders in developing effective teams. The episode explores the nuances of buyer tactics, with a particular emphasis on utilising alternatives and driving concessions to successfully finalise deals.

About the Guest:

Brian Dietmeyer is a highly experienced negotiation expert, boasting over 20 years of experience across 47 countries. He is currently the CEO of CloseStrong, an innovative brand that is enhancing AI coaching with an emphasis on negotiation strategies. Prior to establishing CloseStrong, Brian served as the CEO of ThinkInk, a negotiation consultancy, where he worked alongside a Harvard Business School professor to refine techniques for deal negotiations. His extensive career commenced at Marriott, where he rose from the position of busboy to Vice President of National Account Sales. Additionally, Brian is the author of several books, including “Strategic Negotiation,” “B2B Street Fighting,” and “Negotiating Blueprinting for Buyers.” His diverse experiences also include roles as a dump truck driver, mechanic, and labourer, which have provided him with a comprehensive perspective in the business realm.

https://www.closestrong.ai/

Key Takeaways:

• Negotiation Predictability: Brian highlights that negotiations follow predictable patterns that can be analysed and addressed with a structured approach.
• Understanding Alternatives: Successful negotiators must thoroughly understand potential alternatives available to buyers and leverage this knowledge to their advantage.
• Holistic Deal Structure: Focusing on only one element like price can lead to ineffective deals. Negotiations should consider all commercial terms together.
• Offering Multiple Solutions: Presenting multiple solution options can help diagnose buyer needs and lead to more collaborative negotiations.
• Consequences Analysis: Evaluating the consequences for both sides if a deal doesn’t go through is crucial for balanced and effective negotiation strategies.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:44 CloseStrong

5:52 Negotiation Skills

8:04 Difficult Buyer Tactics

10:38 Preparing for Whats Coming

14:55 Preparing Around the Two Levers

27:53 Guest's Socials

28:40 Outro

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In this episode of Stronger Sales Teams, Stephen shares his extensive knowledge on the development and management of large sales teams, focusing on effective recruitment and onboarding processes. He highlights his company’s innovative strategy for scaling field teams while maintaining quality. Ben and Stephen examine the intricacies of sales management and team development, providing valuable strategies for sales leaders aiming to improve their recruitment and onboarding practices.

About the Guest:

Stephen Rhyne is the CEO and founder of ConveYour, a company that specialises in the onboarding, training, and retention of sales representatives for large enterprises. With two decades of experience in sales, Stephen began his career in direct sales with Cutco, where he honed his skills in both sales and technology. He subsequently moved into software development, concentrating on creating efficient systems for managing large, field-based teams. ConveYour is recognised for its ability to optimise back-office and administrative tasks, allowing companies to significantly scale their sales operations.

Key Takeaways:

• Use your current sales team to recruit more talent by creating simple referral mechanisms that require minimal effort from current employees.
• Increase the volume of potential recruits to set a higher standard for talent acquisition, enabling the cutting of under-performers more readily.
• View onboarding as an extension of recruitment, creating a smooth, engaging, and logical process to maintain new hires’ enthusiasm and commitment.
• Develop a strong offer message based on interviews with recently recruited, high-performing employees to attract similar candidates.
• Utilise technology to streamline the onboarding process, ensuring new hires have a clear, uncomplicated, and engaging introduction to the company.

Time Stamp:

0:00 Intro

0:58 Guest Introduction

3:08 ConveYour

5:28 Business Scaling Their Sales Teams Without Compromising Quality

8:53 Using Existing Sales Team to Attract Top Talent

13:11 Onboarding Sales Representatives

18:54 Tips on How To Grow Your Team

22:00 Guest Socials

22:41 Outro

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

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

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

In this episode you’ll discover:

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

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

New episodes every Monday, Wednesday and Friday.

Take our Free Quote Quiz now to Kickstart Your Sales Growth

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

Read Client Results

Watch Testimonials

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

This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

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:

2. The personalised thank you - this can significantly enhance relationship building with prospective clients.
5. Personalised videos - providing valuable content can strengthen connections and keep potential clients engaged.
8. Social Media - connecting with prospects via their preferred channel is a great way to stay connected.
11. Content Generation - putting enough content out there so that prospects can get to know who and what you're about.
14. Recommendations - provide opportunities for prospects to broaden their knowledge and skills.
17. Structured follow ups - ask your prospects when and how they want you to engage and re-engage.
20. Help them solve a problem - find ways to share knowledge and/or resource that might be easy for you, but really helps them.
23. Sponsorships - these will generally allow for multiple opportunities to get in front of your prospects.
26. Webinars (and podcasts) - an opportunity for you and your team to share your expertise, showcase your product or service in an engaging way.
29. Case Studies - show prospects how your service or product can improve their lives.
32. Get products in hands - there's nothing quite as simple, yet powerful, as being able to test drive before you buy.
35. 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.
38. 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.
41. 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.
44. 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 Outro

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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 “Lift, Shift, Challenge,” which provides a structured methodology for nurturing connection, improving capabilities, and developing character within teams. Cameron underscores the importance of defining reality and instilling hope as fundamental leadership strategies that can facilitate sustained growth and resilience, even amid adversity.

About the Guest:

Cameron Schwab is a prominent figure in sports management, widely recognised for his tenure as CEO of several AFL clubs, including Melbourne, Richmond, and Fremantle. He began his career as a recruiter for the Melbourne Football Club and made history as the youngest CEO of an AFL club at just 24 years old. Beyond his impressive achievements in sports, Cameron is also a talented artist currently pursuing Fine Arts at the Victorian College of the Arts. Additionally, he founded Design CEO, a consultancy dedicated to leadership and team development, showcasing his commitment to fostering effective leadership in various contexts.

Key Takeaways:

• Establishing a personal leadership trademark that guides your behaviour and decision-making can significantly influence your effectiveness as a leader.
• Using the framework of storytelling (Lift), implementing actionable ideas (Shift), and challenging oneself (Challenge) fosters a culture of accountability and performance.
• Successful leaders define the current reality with clarity and offer actionable hope to inspire progress and resilience within their teams.
• Techniques such as Cameron’s "Easy, Tiger" mantra can help leaders maintain composure and make thoughtful decisions under pressure.
• Simplifying complex situations and focusing on core priorities ("Simplify", to "Amplify") can help drive meaningful and impactful actions.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:39 Leadership Trademarks

11:15 Lift, Shift, Challenge

15:02 How to Apply Life, Shift, Challenge

16:11 Where to Start As A Leader of A Business

19:58 Guest Socials

21:32 Outro

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In this episode of the Stronger Sales Team Podcast, host Ben Wright explores the complex realm of leadership and team management with Cameron Schwab, a distinguished figure in the Australian Football League (AFL) and an accomplished corporate leader. Cameron offers valuable insights drawn from his extensive career, which included several challenging roles as CEO of various AFL clubs. The conversation centres on the fundamental attributes of leadership, the necessity of maintaining self-composure in challenging circumstances, and the significant influence of personal integrity and awareness in navigating teams through adversity.

About the Guest:

Cameron Schwab is a prominent figure in sports management, widely recognised for his tenure as CEO of several AFL clubs, including Melbourne, Richmond, and Fremantle. He began his career as a recruiter for the Melbourne Football Club and made history as the youngest CEO of an AFL club at just 24 years old. Beyond his impressive achievements in sports, Cameron is also a talented artist currently pursuing Fine Arts at the Victorian College of the Arts. Additionally, he founded DesignCEO, a consultancy dedicated to leadership and team development, showcasing his commitment to fostering effective leadership in various contexts.

Key Takeaways:

• Cameron Schwab highlights a technique where he writes down what each moment in a negotiation or a meeting requires from him, focusing on traits like calmness, humility, kindness, and bravery.
• Leadership is about managing the most challenging and ambiguous situations effectively, not just about fulfilling a role.
• The impact of having strong, insightful support systems—like family or mentors—during tough times can profoundly affect a leader’s performance and mindset.
• Building relationships that combine personal integrity with insightful advice can create meaningful, productive support networks.
• Maintaining a balance between professional demands and personal wellbeing is crucial for sustained leadership effectiveness.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:35 Players are Leaders

7:10 What The Situation Requires From Me

13:26 Having Good People Around You

23:29 Guest's Socials

25:24 Outro

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In this special edition of the Stronger Sales Teams Podcast, host Ben Wright invites Laban Ditchburn, renowned as the world’s foremost courage coach, for a comprehensive dialogue on the importance of having an effective support system. Recorded in person at Ben’s residence, this episode offers an unscripted and genuine exploration of coaching, mentoring, and personal growth. The episode’s central theme underscores the significance of self-help, the transformative nature of forgiveness, and the necessity of surrounding oneself with supportive individuals. Laban also shares his insights on the impact of meditation in fostering balance and coherence in life, which has greatly enhanced his personal and professional relationships. Through these discussions, the episode provides valuable lessons for leaders and individuals seeking personal and professional development.

About the Guest:

Laban Ditchburn is renowned as the world’s foremost courage coach, with a profound history of overcoming personal challenges such as alcohol and drug addiction, gambling, and significant health issues. His background in IT recruitment, coupled with his journey of personal transformation, enables him to provide valuable insights as a courage coach. Laban facilitates growth by establishing judgment-free environments where individuals can explore possibilities and borrow courage until they reach their own breakthroughs. His transformative journey is chronicled in his book, and he frequently shares his wisdom across various platforms.

Key Takeaways:

• Forgiving oneself and others can be a massive catalyst in overcoming personal challenges and addiction recovery.
• Leaders should understand the value of listening to their teams, as a problem shared is a problem halved.
• Engaging in activities like meditation or exercise can help create balance and help one show up as the best version of themselves.
• Fronting up with the best version of yourself increases engagement and can magnetically attract the right opportunities and people.
• Exploring concepts like quantum field and quantum entanglement can transform how you approach achieving goals and attracting positive outcomes.

Timestamps:

0:00 Intro

0:58 Guest Introduction

3:36 Laban Ditchburn's Journey

9:20 Forgiveness

12:38 Meditation

19:42 Balance

22:58 What Impactful Thing A Leader Should Do

26:25 Guest Socials

27:08 Outro

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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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In this episode of Stronger Sales Teams, Ben speaks with Richard White, the CEO of Fathom Video. Richard, drawing from his extensive experience in the technology and SaaS sectors, shares his journey from software engineer to Founder and CEO. He outlines the development of Fathom and discusses how AI-powered transcription and note-taking tools are improving sales performance by enabling sales professionals to be more engaged and present during meetings. The discussion also covers the broader implications of AI in sales management, including its influence on pipeline reviews, coaching, and its potential future applications in sentiment analysis and non-verbal communication.

About the Guest:

Richard White is a distinguished entrepreneur and technology innovator, currently holding the position of Founder and CEO at Fathom Video. With a background in software engineering and product design, Richard is dedicated to developing tools that significantly improve user experiences. He previously established UserVoice, a platform for managing customer feedback utilised by both startups and Fortune 500 companies. Richard's expertise extends across SaaS and tech startups, with his current enterprise, Fathom, aiming to transform digital communication through sophisticated AI-driven note-taking solutions.

https://fathom.video/

Key Takeaways:

• Fathom’s AI-powered note-taking tools allow sales teams to focus on conversations rather than manual note-taking, increasing overall efficiency and presence during sales calls.
• Advanced AI can now analyse multiple calls to identify coaching opportunities, helping sales managers to pinpoint areas for improvement without sifting through hours of recordings.
• The importance of robust security and privacy measures in AI note-taking applications to ensure user data is protected.
• Leveraging AI tools for outbound sales can significantly enhance the quality and efficiency of prospecting efforts, saving time and improving outreach precision.
• The advancement in AI models now enables better understanding of tone and sentiment during sales calls, providing deeper insights and improving communication strategies.

Time Stamp:

0:00 Intro

0:58 Guest Introduction

3:37 Fathom

5:59 How a Note Taking App Revolutionise Digital Communication

13:44 Challenges of a Note Taking App

17:02 Privacy Concerns

19:35 What To Focus On For Growth

22:29 Guest's Socials

23:27 Outro

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In this episode of Stronger Sales Teams, Ben Wright speaks with Emma Schermer Tamir about the complexities of distinguishing oneself in a crowded marketplace, with a particular focus on the bustling e-commerce and Amazon sectors. Emma, joining the discussion from the sweltering heat of Las Vegas, shares her extensive expertise, providing practical strategies for sales leaders seeking to improve their teams’ effectiveness.

About the Guest:

Emma Schermer Tamir is a distinguished entrepreneur and a recognised authority in the e-commerce and Amazon sectors. She co-manages an e-commerce marketing agency, Marketing by Emma, which focuses on empowering businesses to succeed on Amazon. With extensive experience aiding over 2,000 businesses, Emma is adept in marketing, e-commerce, and branding strategies. Additionally, she is a prolific speaker and author currently working on a book that delves into her field of expertise.

Key Takeaways:

• Sales, marketing, and branding should not be siloed but closely aligned to ensure a cohesive strategy that effectively attracts and converts the right customers.
• Developing detailed customer avatars is essential for understanding and targeting your audience, leading to more effective marketing and higher conversion rates.
• Shifting the brand story to focus on the customer rather than the company can build trust and foster stronger relationships, driving long-term success.
• Establishing authority in your industry, through consistent presence and engagement, can be a powerful tool for driving sales and building lasting connections.
• Utilising feedback from sales to inform branding and marketing strategies ensures continuous improvement and relevance in a rapidly changing marketplace.

Time Stamp:

0:00 Intro

0:55 Guest Introduction

2:51 About the Guest

4:54 Sales, Marketing, and Branding Standing Out

9:29 Getting Ideal Customers

14:41 Being the Obvious Choice in the Target Market

20:01 Standing Out in a Crowded Market Place

23:23 Guest Socials

24:08 Outro

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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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In this episode of Stronger Sales Teams, Ben engages in a compelling conversation with Nick Caruso, the Founder of KnowledgeNet.ai, who offers a distinctive viewpoint on relationship intelligence and its transformative impact on B2B sales management. Nick provides practical advice on how augmented intelligence, as he terms it, can be harnessed to reveal connections that drive business growth. Through engaging anecdotes, including the unexpected benefits of connections from a child's soccer team, Nick highlights the untapped potential within existing networks. Learn how KnowledgeNet.ai automates the identification and prioritisation of valuable connections, turning them into invaluable assets for lead generation and sales.

About the Guest:

Nick Caruso is a distinguished expert in the technology sector, bringing over two decades of experience to the table. His illustrious career began within the U.S. intelligence community. Renowned for his innovative approach to augmented intelligence, he has made significant strides in national security, financial services, and with Fortune 100 companies. In 2019, Nick established KnowledgeNet.ai, a groundbreaking platform designed to harness organisational data analysis to identify and leverage intellectual capital. His work predominantly centres on advancing business development and sales through advanced data insights and strategic network connections.

Key Takeaways:

• Learn why Nick Caruso prefers the term “augmented intelligence” over “artificial intelligence” and how it enhances human productivity in sales.
• Understand the untapped potential within existing personal and professional networks to generate leads and grow your pipeline.
• Explore real-world examples of how relationship intelligence has transformed sales processes in both small and large organisations.
• Gain insights into practical steps sales leaders can take to utilise relationship intelligence to drive business growth.
• Discover how KnowledgeNet.ai automates the process of identifying and leveraging network connections to boost sales efficiency.

Time Stamps:

0:00 Intro

1:04 Guest Introduction

3:24 KnowledgeNet.ai

6:26 Evolution of Relationship Intelligence

8:08 Augmented Intelligence

10:00 Utilising a Broad Network for Business

13:24 Leveraging Your Network

15:36 Tips to Drive Your Business

17:18 Guest Socials

17:54 Outro

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

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

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

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

New episodes every Monday, Wednesday and Friday.

Take our Free Quote Quiz now to Kickstart Your Sales Growth

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

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

This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

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 brain’s role in bonding and conflict resolution, focusing on minimising cortisol levels to foster a healthier team dynamic.
• Effective strategies for dealing with visible and invisible conflicts within teams, including surveys and role-playing exercises.
• The importance of empathy exercises to enhance understanding and cohesion between different departmental roles.
• Utilising key questions from “The Five Dysfunctions of a Team” to diagnose and address team challenges.
• Implementing fun yet impactful role-playing scenarios to help team members see multiple perspectives and humanise each other.

Time Stamps:

0:00 Intro

1:00 Guest Introduction

3:16 Executive Offsite

4:54 Switching From a Tech Company

8:21 Neuroscience of Team Building

12:4 Managing and Resolving Conflicts Constructively

16:00 Dealing with Hidden Conflicts

19:05 Go-To Exercise in Resolving Conflicts

21:42 Guest Socials

22:4 Outro

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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 welcomes Jay Hedley. Jay shares his methodology for enhancing performance, efficiency, and growth within teams. Their discussion explores key elements of leadership, team culture, and personal development, offering practical insights for sales leaders and managers seeking to elevate their teams.

Jay delves into his work with the champion Fiji Rugby Sevens Team and the high-pressure environment of the Williams Racing Team, drawing parallels to the sales domain. He underscores the significance of intentional communication, structuring team dynamics, and investing in personal development. Throughout the episode, Ben and Jay discuss how sales leaders can apply these tested strategies to build resilient, adaptive, and high-performing sales teams in an increasingly complex world.

About the Guest:

Jay Hedley is a high-performance executive coach at The Coaching Room, specialising in coaching leaders, athletes, and teams to unlock their full potential. Jay’s extensive experience includes working with notable clients such as the Fiji Rugby Sevens team, Williams Racing Team, KPMG, Optus, and the Australian Department of Defence. His expertise lies in developmental psychology, helping individuals and organisations overcome mental barriers and achieve high-level performance.

Key Takeaways:

• Emphasising the power of clear and purposeful communication in aligning team goals and driving performance.
• Blending the unique flair of individuals with structured processes to foster innovation and consistency.
• Highlighting the importance of continuous development and growth of team members to handle increasing complexity.
• The necessity for sales professionals to deeply understand and align with client needs to drive successful outcomes.
• Encouraging leaders to explore their cognitive biases and improve flexibility to enhance overall effectiveness.

Time Stamp:

0:00 Intro

0:47 Guest Introduction

2:58 The Coaching Room

4:36 Fiji Rugby Team

11:10 Williams F1 Racing Team

16:12 Challenges Around Customer Base

19:57 Tips on Where to Spend Your Macro Level Time

22:54 Guest Socials

23:20 Outro

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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 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 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, host Ben Wright introduces Grant Butteriss, a highly regarded entrepreneur, CEO, and strategic leader with more than 21 years of experience in the industry. Together, they explore recruitment and hiring processes. Grant provides valuable insights into the prevalent challenges confronting today's sales executives, particularly the hurdles associated with recruiting, retaining, and nurturing top-tier talent. They delve into the role of psychometrics in enhancing recruitment success rates, presenting pragmatic, data-driven techniques to streamline the hiring process.

About Guest:

Grant Butteriss is a repeat exited founder and CEO who thrives in unstructured work environments and dynamic, fast-scaling businesses. With a career spanning over two decades, Grant has gained recognition as a top analytical and strategic operator with expertise in identifying key focus areas for businesses to drive significant progress. He currently heads the Butterfly Affect, where he aims to assist founders and companies in optimising strategy, systems, leadership, and talent development. His work emphasises the use of psychometric data to enhance hiring and organisational success.

Key Takeaways:

• Incorporate psychometric assessments to gain insights into candidates’ potential, stress responses, and intrinsic motivations.
• Establish a standard of evidence in your hiring process to ensure decisions are made based on real-world events and supported findings.
• Focus on specific behaviours that align with your organisational values for better cultural fit assessment.
• Create authentic job ads that clearly outline the challenges and opportunities of the role to attract quality candidates.
• Design and conduct structured interviews, final flexible interviews, and thorough reference checks to make informed hiring decisions.

Time Stamp:

0:00 Intro

0:58 About the Guest

3:07 Butterfly Affect

5:42 Struggles in Recruiting Talents

10:12 Ways to Increase Success in the Hiring Process

15:48 Process of Recruitment and Hiring

20:02 Cultural Fit

22.30 Guest Socials

23:22 Outro

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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!

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In this episode of Stronger Sales Teams, host Ben Wright continues his chat with sales training authority Richard Harris. They explore the intricacies of sales leadership, with a particular emphasis on the common challenges encountered by novice sales leaders and the strategic methodologies to surmount them. Richard draws on his extensive expertise in transforming individual contributors into effective leaders, stressing the pivotal roles of interpersonal skills, accountability, and cultivating a culture of enjoyment and involvement within sales teams. They discuss practical steps for building and maintaining sales team cohesion and morale through engaging activities and strategic planning. Richard also offers actionable advice on how to manage new teams or restructure existing ones, always focusing on building a culture of high performance and mutual respect.

About the Guest:

Richard Harris is a globally recognised sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller’s Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly.

Key Takeaways:

• The transition from sales contributor to sales leader requires a strong focus on mastering soft skills, such as effective communication, delivering constructive feedback, and maintaining team morale.
• Setting clear expectations and accountability measures from the outset is crucial for driving performance and consistency within the team.
• Integrating fun through contests and incentives fosters a motivated and engaged team environment, encouraging both individual and collective achievements.
• When forming new sales teams, invest in thorough onboarding and training to instill the right culture and operational standards from the beginning.
• Address any negative behaviours or toxic team members early to maintain a healthy, productive team atmosphere. Prioritise the overall health of the team over retaining top performers who contribute negatively to team dynamics.

Time Stamps:

0:00 Intro

3:18 Guest's Journey

5:14 Issues Around Sales Leadership Today

6:36 Leadership Problem: Soft Skills

9:34 Accountability

12:20 Fun

16:51 Where Sales Leaders Should Focus On

23:39 Guest Socials

24:33 Outro

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In episode fo Stronger Sales Teams, Ben Wright invites sales training specialist Richard Harris to explore sales strategies, emphasizing the path of the seller in enhancing the buyer's journey. Richard presents his belief that the buyer's journey does not exist; rather, it is the buyer's experience influenced by the seller's journey. This thought-provoking perspective directs the discussion towards practical sales techniques capable of significantly enhancing team effectiveness.

The pair delves into essential themes including handling discount requests, the significance of grasping the buyer’s economic influence, and the skill of negotiation. Richard imparts valuable strategies for managing discount inquiries, stressing the significance of establishing mutual terms and generating economic value. The discussion also touches upon mental well-being, with Richard underscoring the importance of openness and setting clear objectives in sales leadership. This episode is rich with insights that B2B sales managers can apply to develop, inspire, and retain highly effective sales teams.

About the Guest:

Richard Harris is a globally recognized sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller’s Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly.

Key Takeaways:

• Sales conversations should focus on value and experience rather than just features and benefits to differentiate from AI-driven interactions.
• Understand customer expectations and always seek mutually beneficial terms when negotiating discounts.
• Shift the ROI conversation to discuss the buyer’s current economic challenges and opportunities, making the discussion more relevant and impactful.
• Incorporate vulnerability and mental health support into your leadership style to create a more resilient and high-performing team.
• Incorporate specific mutual benefits, such as case studies or customer quotes, directly into contracts to streamline negotiations later.

Time Stamp:

0:00 Intro

0:58 Guest Introduction

4:03 The Seller's Journey

7:15 Positive Outcome for the Buyer

10:45 Over Discounting

19:57 ROI Journey

24:15 Mindset

28:43 Guest's Socials

30:01 Outro

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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!

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In this episode of the Stronger Sales Team podcast, Ben explores the notion of finalising deals prior to even having a face-to-face interaction with a Customer.

With some profound changes in consumer behaviour brought about by the post-COVID era, it's so important for sales teams to be creating and maximising every interaction. Ben unpacks some of his proven strategies and tools that can help you win over buyers early in the process, leveraging technology and strategic communication.

Key Takeaways:

• Post-COVID era has doubled the number of decision-makers and required touch points, emphasising the need for pre-meeting engagement.
• Move needs analysis to the first point of contact to align content and engagement strategies accordingly.
• Personalised video messages to introduce salespeople and summarise client needs can pre-build relationships.
• DIY tools or interactive case studies can enable potential clients to engage deeply with the product/service early on.
• Utilise social media and connect across various decision-makers within a target client’s organisation to build familiarity and trust.

Time Stamps:

0:00 Intro

1:14 Closing Out Deals Before Engaging with the Customer

8:40 Techniques To Encourage Buyers to Choose Your Product Before Engaging them

9:34 Getting Clear on the Customer’s Needs

10:46 Getting Contacts Out to Customers

12:21 Getting Involved in DIY Project

14:11 Education

15:22 Getting the Product or Service in Hand

16:10 Case Studies and Examples of Product in Use

17:57 Social Media

19:15 Cross Threading

20:50 Referral and Common Connections

21:35 Confirming the Meeting in Advance

25:10 Health and Fitness Tip

26:52 Outro

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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 delves deeper into 'personal branding' alongside business and career coach Johnathan Maltby. Building upon last week's episode, Ben and Johnathan explore practical strategies for crafting a compelling personal brand. Their discussion not only aims to bolster individual career trajectories but also seeks to produce favourable outcomes for sales teams and Customer.

In today's bustling marketplace, personal branding plays a vital role in setting oneself apart. Johnathan outlines his "six pillars of professional identity," aimed at guiding individuals in discovering their unique values and skills. This process entails identifying what you call yourself, understanding the problems you solve, knowing your capabilities, specialising in a particular area, recognising your value, and setting clear goals. When implemented thoughtfully, these steps provide a solid framework for building a strong personal brand that resonates with both clients and colleagues.

About the Guest:

Johnathan Maltby is an experienced career coach, business mentor, and expert in personal branding, boasting over a decade of knowledge. His professional voyage encompasses stints in recruitment, sales, marketing, and even education. Johnathan has a solid history of aiding individuals, teams, and businesses in refining their personal brands to attain heightened success. Renowned for his knack in translating intricate concepts into actionable plans, he empowers clients to unleash their full capabilities. Johnathan extends his expertise through his business coaching services and his fresh platform, CareerMasteryClass.com.

See also: https://johnmaltby.com.au/

Key Takeaways:

• Johnathan presents a robust framework for personal branding, emphasising the importance of knowing what you call yourself, what problems you solve, your capabilities, specialisation, value, and goals.
• Creating and managing one's personal brand involves influencing how others perceive you to ensure alignment with your goals.
• Effective sales leaders set the example and create environments where teams can build and leverage personal brands.
• Success stems from understanding and investing in the individual drivers and motivators of each team member.
• Building a personal brand is not just about professional success but also about creating meaningful personal and career fulfilment.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

4:03 The Importance of Creating a Personal Brand

5:52 Creating a Brand For Yourself and the Team

6:55 A Framework for Building a Brand

15:13 Creating an Environment for the Team

20:41 Guest Socials

21:44 Outro

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In this episode of Stronger Sales Teams, host Ben Wright chats with Johnathan Maltby. The conversation dives into the intricate world of personal branding. With a career spanning several fields, Johnathan shares his insights on how personal branding goes beyond mere business benefits—it drives purpose, adds value, and can significantly influence customer outcomes. Emphasising the importance of being conscious of one's brand, he breaks down the core elements that constitute a strong personal brand: value creation, credibility, and visibility.

The episode walks listeners through the crucial elements of crafting an effective personal brand. Johnathan and Ben chat about how value creation isn't just about the features or perks of a product but the tangible outcomes it brings to customers. They also delve into the importance of credibility and how influence can be strengthened through demonstrated expertise and genuine social proof. Lastly, they highlight the importance of visibility, not just for personal satisfaction but to allow others to gain from one's expertise and know-how. The engaging conversation sets the stage for an upcoming session focused on practical steps for constructing and bolstering personal brands.

About the Guest:

Johnathan Maltby is an experienced career coach, business mentor, and expert in personal branding, boasting over a decade of knowledge. His professional voyage encompasses stints in recruitment, sales, marketing, and even education. Johnathan has a solid history of aiding individuals, teams, and businesses in refining their personal brands to attain heightened success. Renowned for his knack in translating intricate concepts into actionable plans, he empowers clients to unleash their full capabilities. Johnathan extends his expertise through his business coaching services and his fresh platform, CareerMasteryClass.com.

See also: https://johnmaltby.com.au/

Key Takeaways:

• Personal brands should focus on delivering real-world outcomes that connect deeply with customer needs and enhance their lives or businesses.
• Building a personal brand is about substantiating claims with tangible evidence of past successes, skills, and experiences.
• Effective personal branding necessitates being seen in the right places, whether it be on social media, in meetings, or at networking events.
• How you make customers feel can be just as important as the functional value you provide, creating lasting connections and loyalty.
• Strategic positioning and timing can dramatically improve the effectiveness of your personal branding efforts.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

2:52 Guest’s Journey

4:13 Personal Brand

5:55 Making a Strong and Effective Personal Brand

8:26 Creating Value with Personal Brand

11:25 Credibility in Personal Brand

13:59 Visibility in Personal Brand

16:19 Proximity Factor

20:19 Guest Socials

21:04 Outro

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

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

By listening, you’ll discover how to:

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

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

New episodes every Monday, Wednesday and Friday.

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This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

In this episode of Stronger Sales Teams, host Ben Wright chats with Karl Brockman, a renowned consultant in people and performance.

The discussion kicks off with praise for Karl Brockman's impressive expertise and highlights his unique approach to developing high-performing teams through mindset, leadership, and effective people practices. The conversation then delves into the similarities between sales and leadership, focusing on trust-building, negotiation, and pitching visions and ideas within a business context. The episode smoothly transitions to examine the connection between self-leadership and sales performance, emphasising the crucial alignment for success in both areas.

About the Guest:

Karl Brockman is a specialist in people and performance, boasting a diverse background in sales and leadership. Prior to his consulting career, he held leadership positions in telco retail stores and spearheaded learning and development initiatives at Beta Group. Karl excels in consultative selling, fostering performance culture, and developing leaders. Renowned for his ability to tackle underlying issues within organisations, he assists leaders in creating top-tier teams by prioritising mindset and practices. Karl Brockman is on the verge of launching Gold Brick Road, his consultancy aimed at offering a new outlook on building resilient business teams.

Key Takeaways:

• Trust is fundamental in both sales and leadership as it allows for discovery and understanding of perspectives, needs, and ways forward.
• A successful salesperson simplifies the process for the right client to agree to the right solution, similar to a leader selling a vision or initiative.
• Leadership principles can enhance sales tactics by promoting self-leadership, effective conversation steering, and fostering a collaborative planning approach.
• Conflict between leadership and sales often arises from misaligned interests or strategies, which can be mitigated through open communication and collaboration.
• Achieving sales goals is not sufficient for sales leadership; it's equally important to focus on team ethics, culture, and sustainable business practices.

Time Stamps:

0:00 Intro

0:47 Guest Introduction

3:28 Relationship Between Sales and Leadership

6:07 A Successful Sales Person

10:10 Synergies Existing Between Sales and Leadership

13:36 Leadership Skills in Sales

17:37 Conflict

22:32 What A Sales Leader Should Focus On

25:48 Guest Socials

26:48 Outro

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 talks with Alex McNaughten, co-founder and co-CEO of Grw AI. They explore critical issues in B2B sales management, highlighting a significant disconnect: only a third of salespeople receive regular coaching, despite 84% of managers thinking they provide it. Alex attributes this gap to insufficient training and overwhelming responsibilities for sales managers.

The conversation also covers the evolving sales landscape, emphasising the need for salespeople to add genuine value and adapt to increasing buyer sophistication. Despite advancements in AI, both agree that sales roles are not becoming obsolete but are evolving. Alex stresses the importance of leveraging technology, continuous learning, and developing structured coaching practices to build effective sales teams in today’s dynamic environment.

About the Guest:

Alex McNaughten, a seasoned sales expert originally hailing from London and now residing in New Zealand, boasts an extensive career spanning 15 years. Throughout his journey, Alex has immersed himself in diverse realms of sales, transitioning from being the inaugural sales recruit at a tech startup to ascending to the position of VP of Sales. Along the way, he has established two enterprises and played a pivotal role in bolstering sales and revenue teams across a portfolio exceeding 150 companies. Presently, Alex is making significant strides as the co-founder and co-CEO of Grw AI, a groundbreaking platform for team performance tailored to bridge gaps in frontline management and sales coaching.

Key Takeaways:

• Sales organisations face significant challenges with low quota attainment, short sales professional tenure, and substantial gaps in proper coaching.
• The transition to remote selling has created new hurdles for team development but also opportunities for structured, consistent team management.
• Despite a growing preference for buyers to avoid salespeople, those engaging with sales representatives report better post-purchase outcomes.
• Technology is reshaping sales roles, and salespeople who embrace AI and new tools will thrive, while those resistant to change may become obsolete.
• Grow AI is pioneering solutions to help frontline sales managers provide high-quality coaching with the support of AI.

Time Stamps:

0:00 Intro

1:11 Guest Introduction

2:20 The Alex McNaughten Journey

3:38 Grw AI

7:53 What's Wrong with Sales Right Now

12:58 Handling Remote Workforce

14:40 Changes in the Sales World

17:06 Outcomes

19:27 Guest’s Socials

20:20 Outro

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, Ben explores the shifting trends in sales, recognising the significant impact of AI, and he delves into a detailed conversation about what remains consistent: providing exceptional value to customers.

In a market that's relying less on the traditional salesperson, he makes a compelling argument for redefining the sales approach to effectively stand out, and stressed the significance of having a distinctive value proposition. He lays out a comprehensive five-step method that enables sales leaders to pinpoint their perfect customers, grasp why customers opt for their service or product, and craft a brief two-sentence elevator pitch that sums up the value they offer.

Key Takeaways:

• A strong value proposition can differentiate a business in a competitive B2B sales environment.
• Identifying the ideal customer profile is crucial for creating targeted value propositions.
• Understanding why customers do—or don't—choose your services or products is vital for refining sales strategies.
• Clear articulation of the outcomes and value provided to customers is essential for crafting an effective elevator pitch.
• Choosing the right modality to engage with customers can enhance the effectiveness of the value

Time Stamps:

0:00 Intro

5:13 5 Steps To Nail Your Value Proposition

5:35 Recognising Your Ideal Customers

10:30 Understanding The Choice of the Customer

13:50 The Value and Outcomes You Provide For Your Customers

18:48 Best Place to Engage with a Customer

20:03 Creating the Elevator Pitch

23:59 Health and Fitness Tip

25:51 Outro

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.