Sales Growth Made Simple: For Trade, Construction & Industry Leaders

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 Intro0:58 Guest Introduction2:52 Guest’s Journey4:13 Personal Brand5:55 Making a Strong and Effective Personal Brand8:26 Creating Value with Personal Brand11:25 Credibility in Personal Brand13:59 Visibility in Personal Brand16:19 Proximity Factor20:19 Guest Socials21:04 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode

In this episode of Stronger Sales Teams, host Ben Wright chats with 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 Intro0:47 Guest Introduction3:28 Relationship Between Sales and Leadership6:07 A Successful Sales Person10:10 Synergies Existing Between Sales and Leadership13:36 Leadership Skills in Sales17:37 Conflict22:32 What A Sales Leader Should Focus On25:48 Guest Socials26:48 OutroRate, Review, & FollowIf 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 Intro1:11 Guest Introduction2:20 The Alex McNaughten Journey3:38 Grw AI7:53 What's Wrong with Sales Right Now12:58 Handling Remote Workforce14:40 Changes in the Sales World17:06 Outcomes19:27 Guest’s Socials20:20 OutroRate, Review, & FollowIf 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 valueTime Stamps:0:00 Intro5:13 5 Steps To Nail Your Value Proposition5:35 Recognising Your Ideal Customers10:30 Understanding The Choice of the Customer13:50 The Value and Outcomes You Provide For Your Customers18:48 Best Place to Engage with a Customer20:03 Creating the Elevator Pitch23:59 Health and Fitness Tip25:51 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, Ben Wright speaks with Erik van Eekelen, the founder of Icana.AI and an expert in artificial intelligence, about the state of AI in B2B sales management both now and in the future.Erik van Eekelen takes centre stage to address the growing impact of AI in sales processes at various phases, ranging from real-time, intelligent chat functionalities for lead qualifying to content generation in reaction to popular search phrases. Erik also offers a bold prediction for where we might find ourselves in a years’ time…a somewhat exciting but terrifying notion. The episode offers guidance on how salespeople and leaders may adjust and maintain their competitive edge in a quickly changing world where adopting AI is now essential.About the Guest:Erik van Eekelen is a trailblazer in the artificial intelligence (AI) space. Erik holds a Master of Science in Artificial Intelligence and has over twenty years of experience driving technological innovation in a variety of industries, including as banking, e-commerce, and energy. Erik is renowned for his extensive skill in using AI to address challenging business problems. He founded Icana.AI. His current work focuses on using AI advances to alter B2C sales. Specifically, he offers a product called AI Core Coach, which is intended to provide actionable insights for performance development.Key Takeaways:The current and future applications of AI in B2C and B2B sales processes.The significant upcoming disruption in sales due to fully autonomous AI agents predicted by Erik.The need for sales professionals and leaders to educate themselves about AI to gain a competitive edge.Importance of incorporating human empathy and quality engagements in sales strategies to complement AI capabilities. Strategies for sales leadership to prepare their teams for the integration of AI, including education, embracing AI tools, and experimentation.Time Stamps:0:00 Intro0:58 Guest Introduction3:22 The Erik Van Eekelen Journey5:09 The World of AI Today7:04 AI Surprises8:57 The Impact of AI in the Future14:51 AI Concerns for Sales People17:12 Steps to Prepare for the Future with AI23:00 Guest Socials23:58 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, Ben Wright welcomes guest Bob Marsh, whose extensive entrepreneurial experience and sales leadership offer valuable lessons to sales managers aiming to build highly effective teams. The discussion revolves around simplifying the complex world of sales management and touches on the personal health aspect that influences productivity.Bob and Ben delve into the concept of simplicity in sales and the points of inflection where complexity can inhibit the effectiveness of sales processes and decision making. They explore the consequences of overloading information, the decline in attention spans, and how these elements contribute to elongated sales cycles. The episode emphasises the importance of confidence, connection, leading the customer journey, and focus in achieving sales excellence.About the Guest:Bob Marsh is an experienced entrepreneur, founder, and tech CEO with a significant focus on sales, marketing, and growth. His career is marked by an impressive track record of raising millions in venture capital, leading two category-creating companies, and achieving successful exits from ventures. Bob’s expertise extends to building businesses around top global brands and providing actionable sales coaching. Moreover, he has a background in competitive golf, reflecting his discipline and drive which have powered his business acumen and successes.LinkedIn: https://www.linkedin.com/in/bobmarsh5/ Twitter: https://twitter.com/bobmarsh5 YouTube Channel: https://www.youtube.com/@BobMarshSpeaks Website: http://meetbobmarsh.comKey Takeaways:Simplifying sales communications leads to increased customer engagement and faster decision-making. Complexity in sales can be reduced by focusing on building trust, establishing deeper connections, guiding customers through their decision process, and prioritising effective time management.Training sales teams to identify and execute their most impactful activities strategically enhances performance and satisfaction.Implementing tactics like the CEO fist bump, where leaders engage with customers to boost confidence, can change the sales trajectory.For a sales leader aiming for growth, focusing on key success factors and being deliberate about where to spend time can significantly leverage success.Time Stamps:0:00 Intro1:02 Guest Introduction2:15 Bob Marsh Journey3:17 Simplicity and Complexity in Selling10:22 The Customer’s Journey12:57 Simplicity and Complexity Benefits to a Sales Leader16:18 Simplifying the Sales Process20:56 Priorities to Focus24:57 Guest’s Socials25:44 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, host Ben Wright engages with Kady O Connell, branding expert and founder of Kady Creative, in an enlightening conversation about the intersection of branding and sales management. Discover the significance of establishing a compelling brand identity and how it can be leveraged to bolster the performances of B2B sales teams.Kady O Connell delves into the essence of branding, defining it as the emotional connection and perception customers form through interactions with a business. With a spotlight on actionable strategies, this episode is a treasure trove of knowledge, revealing the intrinsic relationship between robust branding and enhanced sales outcomes. From the importance of consistency in visual branding to the power of personal branding among sales teams, listeners are guided through a comprehensive approach to utilising branding as a pivotal tool for sales success.About the Guest:Kady O Connell is a seasoned professional with over a decade of experience in the creative industry. As the founder of Kady Creative, she focuses on helping small to medium-sized enterprises (SMEs) and entrepreneurial businesses to build thriving online brands. Katie believes that the best brands connect deeply with their audience, becoming magnets in their own right. With a track record of aiding around a hundred businesses in intentional brand-building over the past ten years, Kady is not just an accomplished creative mind but also a best-selling author and a prominent figure in live training and public speaking, educating entrepreneurs on the power of branding.Key Takeaways:A consistent and recognisable brand is crucial for creating trust and ensuring quick customer recognition, akin to McDonald's iconic yellow arches.Sales teams should develop personal brands that align with the company's branding, which can significantly improve their trust and outreach to potential clients.Companies should incorporate brand values into their hiring processes to ensure that employees are effective brand ambassadors.Companies should zero in on successful branding and sales strategies already in place and double down on those areas for accelerated growth.Encouraging sales teams to increase their social media presence can greatly enhance interaction rates with potential leads and customers.Time Stamps: 0:00 Intro1:12 Guest Introduction2:24 Kady Creative4:56 Branding6:24 Branding and Sales9:49 Tangible Steps Driving Your Brand15:35 Tips to Start Building Your Brand19:02 What a Sales Leader Should Focus On21:41 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, host Ben Wright delves into the often intimidating world of change management.Ben tackles the "brutal reality" that 70% of change management initiatives fail, as reported by the Harvard Business Review. He proposes a counter-narrative, outlining ten structured steps to embrace change effectively. From breaking down objectives to celebrating small victories, Wright breaks the process into manageable pieces. Equip yourself with the winning strategy and be one of the three that succeed!Key Takeaways:Change management, while challenging, can be navigated successfully with the right approach and mindset.Defining success metrics and setting clear goals is essential for change initiatives.Creating and managing effective teams is a multi-layered process involving champion energisers, thinkers, and storytellers.Building quick momentum in change management is key to success, preventing initiatives from stalling or failing.Time Stamps: 0:00 Intro1:15 Change Management4:03 Change Management: Define the Broader Goal and Outline the Steps7:07 Change Management: Defining the Process8:31 Change Management: Assigning Teams12:27 Change Management: Build Sub-Teams13:38 Change Management: Setting the Cadence of The Program14:08 Change Management: Communication and Celebration15:53 Change Management: Get Senior Leaders Involved18: 03 Change Management: Setting Review Periods19:50 Change Management: Get Involved20:26 Change Management: Move Quickly21:18 Recap22:36 Health and Fitness Tip23:57 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, host Ben Wright, delves into the transformative power of celebrating sales team achievements. Ben categorises celebrations into three types: senior leadership level, internal team, and external team celebrations, emphasising their distinct aims and implementations. He further explores the four C's of celebrations—cadence, cash, customised, and creative—and the influence they wield in building team cohesion and inspiring increased productivity. Bolstered by statistics and real-world examples, Ben makes a compelling case for integrating celebratory routines into sales management strategies.Key Takeaways:Celebrate achievements across three levels: senior leadership, internal team, and external team, each with unique methods and outcomes.Implement the four C's—cadence, cash, customised, and creative celebrations—to acknowledge sales team successes and build morale.Regular recognition of small wins helps establish a positive and productive routine.Celebrate behavioral and process wins, potentially during strategic planning follow-ups, to reinforce positive actions.Instituting rituals for celebrating deal closures can createRef: https://www.glassdoor.com/employers/resources/hr-and-recruiting-stats/Time Stamps: 0:00 Intro1:20 Celebration2:07 Why Celebration is Important3:40 Three Types of Celebrations4:11 Three Types of Celebrations: Senior Level Celebrations7:26 Three Types of Celebrations : Internal Team Celebrations8:51 Three Types of Celebrations: External Team Celebrations15:00 How to Celebrate15:35 How to Celebrate: Cadence Celebrations16:32 How to Celebrate: Cash Celebrations17:23 How to Celebrate: Customised Celebrations18:25 How to Celebrate: Creative Celebrations20:05 When to Celebrate25:25 Health and Fitness Tip26:36 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode

In this episode of the Stronger Sales Team podcast, host Ben Wright welcomes Nick Capozzi - an entrepreneur who's spent his career building and deploying sales teams across the globe. From luxury goods to tech and software his unique background brings a fresh perspective on folding B2C strategies into B2B sales processes.Through a conversational narrative, the episode underscores the transformative impact of video storytelling and personalised video marketing strategies on B2B sales management. Nick delivers a stirring dialogue on how the pandemic catalysed the global adoption of digital communication, sharing his insights on the humanising power of video in sales and how it can elevate customer relationships. He educates on the use of platforms like Loom to personalise outreach and the unspoken potential in leveraging video content to widen engagement with decision-makers. Furthermore, Nick generously outlines a strategic approach to creating impactful video content with simple, practical steps.About the Guest:Nick Capozzi is a seasoned entrepreneur with a rich history of building and leading sales and marketing teams around the globe. His expertise ranges from luxury goods to tech and software, and he is currently making a mark with his venture, SpliceVideo, a creative video agency that specialises in the tech market. His international experiences and insights into video marketing and storytelling make him a formidable name in the sales and marketing space.Key Takeaways:Video storytelling is a potent tool for humanising B2B sales, fostering stronger customer relationships, and increasing engagement.Personalised video outreach through tools like Loom can significantly improve meeting hold rates and facilitate deeper interactions before a meeting occurs.Hyper-personalisation in sales communication, whether via email or video, can open doors to higher open and response rates.The use of video allows for multi-threading in sales processes, broadening the reach within a target company and providing a competitive advantage.There is a simple, efficient methodology for creating engaging video content, inclusive of ideation, script drafting using dictation, and actual insights that offer actionable value to viewers.Time Stamps:0:00 Intro1:00 Guest Introduction2:52: SpliceVideo4:40 Changes in Connecting with Business6:35 Video13:40 Benefits of Using Video in Sales22:19 5 Tips for Creating Video27:03 Guest’s Socials27:30 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, Ben Wright sits down with Akeem Shannon, the innovative entrepreneur, and CEO of Flipstik. Through an engaging conversation, they delve into the art and impact of storytelling in sales, providing listeners with invaluable insights into how to captivate and persuade through narratives.Crafting stories that resonate with clients is an art form that can propel business ventures to new heights, and Akeem demonstrates exactly how. He emphasises the importance of connecting human experiences with one's product or service and reveals the profound effect that storytelling has had on his business, Flipstik. The episode is packed with anecdotes that highlight the significance of emotion, brevity, and customer engagement in the storytelling process. It is a must-listen for any sales leader looking to elevate their team's approach to sales through the magic of storytelling.About the Guest:Akeem Shannon is the entrepreneurial force behind Flipstik, a phone accessory innovator known for its synthetic setae technology inspired by gecko feet. His journey from college dropout to CEO has not been without its challenges, including overcoming setbacks and failures. Today, Akeem’s tenacity has paid off spectacularly, with Flipstick gaining recognition as one of Inc. Magazine's top 50 fastest-growing consumer brands in the U.S. His endeavours have led him to pitch ideas to prominent figures like the Shark Tank panel and Snoop Dogg. Akeem is also passionate about advocating for mental health, motivation, and marketing strategies within the entrepreneurial community.Key Takeaways:Akeem stresses the importance of connecting with customers on a personal level by sharing stories that are both compelling and genuine.By focusing on customer experiences and feedback, sales narratives become more relatable and impactful.The best stories evoke emotions that form a memorable connection between the product and the customer.Akeem's journey showcases resilience and the role of repeated efforts and adaptability in achieving success.Succinct storytelling, practice, and understanding your audience are crucial components of effective sales communication.Time Stamps:0:00 Intro1:30 Guest Introduction2:55 Flipstik7:07 Storytelling14:33 How to Become Better Storytellers19:13 How Stories Impact Sales23:57 Tips for Storytelling25:43 Guest’s Socials26:09 OutroRate, Review, & FollowIf 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 talks with Ari Tulla about building a management culture that is not only effective in fostering high-performing teams but also emphasises the integral role of personal health and wellbeing in the equation. Ari shares his personal narrative and vision behind Elo Health, a transformative business focused on individualising nutrition to combat chronic illnesses and increase longevity.The conversation delves into the philosophy of belief and team synergy as fundamental elements for long-term success in sales leadership. Ari emphasizes the importance of hiring individuals who resonate with the product or brand ethos, highlighting that people are not merely selling a product, but rather, they are the embodiment of the product they advocate for. Through the lens of his experience and the value of self-confidence and gravitas, Ari provides a wealth of knowledge for sales leaders looking to elevate their game.About the Guest:Ari Tulla is a dynamic entrepreneur, the co-founder and CEO of Elo Health, a company at the frontier of transforming food from a cause of disease to a form of medicine. With an extensive background in corporate leadership, Ari has been pivotal in driving businesses to substantial growth, exemplified by his tenure at Quest Analytics, where he tripled growth as CEO. His scope of experience spans reputable brands like Nokia and Lucky Strike in northern Europe, and he's also an active angel investor with a portfolio of approximately 40 startups. Ari's personal journey with the health benefits of food for his family has deeply influenced his current mission. Outside of his professional domain, Ari is a dedicated family man and an avid outdoor sports enthusiast, finding solace in the steep cliffs and powdery slopes that San Francisco has to offer.Key Takeaways:Align with a brand or industry that resonates with your core values for enduring success.Foster a sense of team to create an environment where members are collectively engaged and productive.Identify and hire individuals who are not only capable but also fit with the company's culture and product narrative.Cultivate self-assurance within your team, learning from both successes and failures.The gravitas and passion in leadership inspire and propel teams towards long-standing achievements.Time Stamps:0:00 Intro1:12 Guest Introduction3:13 Elo Health7:53 Health in Sales Teams11:39 From Young Days to Building Gravitas15:52 Success in the Long Run19:15 Sales Teams Staying Together24:00 Guest’s Socials24:40 OutroRate, Review, & FollowIf 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 gets into the art of running powerful one-on-one meetings. Designed to capture the attention of sales leaders and managers worldwide, the episode serves as a quintessential guide for building and maintaining high-performing, revenue-boosting sales teams. Wright's approach to fostering a work-life balance and promoting personal health is interwoven with sales management, highlighting a holistic framework for success.The episode dissects the importance of strategic one-on-one meetings, emphasising their potential to transform mundane check-ins into dynamic discussions that ignite team members' drive for the weeks ahead. It covers the crucial aspects of such meetings, from preparing and conducting them effectively to utilising a robust set of coaching tools to achieve optimal outcomes.Key Takeaways:One-on-one meetings blend training and coaching, crucial for aligning day-to-day operations with broader sales objectives.A consistent format for meetings can significantly increase team engagement and reduce apprehension heading into these discussions.The episode introduces practical frameworks like the GROW model for coaching and the three-box model for metric measurement.Strategic action items and personal learning journeys are essential talking points for fostering team members' growth.The episode underscores the importance of asking "How are you?" to understand the personal factors that might impact a team member's performance.Time Stamps: 0:00 Intro2:19 One to One Team Meetings3:43 One to One Team Meetings: Why4:50 One to One Team Meetings: When5:40 One to One Team Meetings: How6:07 Format for One to One Meetings22:46 Tools for One to One Meetings26:35 Health and Wellbeing Tip28:15 OutroRate, Review, & FollowIf 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 week's episode of the Stronger Sales Team podcast, Ben sits down with negotiation virtuoso Nicole Davidson to uncover the intricacies of managing and leading successful negotiations. Providing a sneak-peek into Nicole's rich professional journey and the profound impact of negotiation in sales, this discussion is a goldmine for Sales Leaders aspiring to elevate their teams' performance.Nicole delves into the vital components that underpin effective negotiation strategies. She emphasises the significance of a mindset anchored in curiosity, the art of skilful questioning, and the depth of attentive listening. Furthermore, Nicole sheds light on the importance of thorough preparation, encompassing both the tangible facts and the negotiation process. The conversation takes a psychological turn as Nicole addresses common cognitive biases that can derail negotiations and the need for empathising with the counterpart’s perspective.About the Guest:Nicole Davidson is a renowned expert in the field of negotiation, combining her legal background with practical business acumen. As an accredited commercial mediator and negotiation trainer, she has consulted across Australia and internationally in regions like Europe and the Middle East. Her extensive experience spans the legal, insolvency, and banking sectors, where she has honed her negotiation skills since 2016. Beyond her professional capabilities, Nicole holds notable accolades such as the Resolution Institute's award for achievement as an Emerging Practitioner in 2021, Mediator of the Year at the Australian Law Awards in 2022, and recognition as one of the Top 50 Small Business Leaders by Inside Small Business magazine.Website: https://www.nicoledavidsonnegotiation.com.au/Key Takeaways:A successful negotiator is driven by curiosity, excels in asking the right questions, and demonstrates superior listening skills.Effective negotiation preparation includes understanding the precise content under discussion and the strategic elements of the process.Cognitive biases, such as automatic discounting of opposing propositions, can significantly influence the outcome of negotiations.Employing techniques like encouraging the counterparts to present proposals can lead to greater ownership and acceptance of ideas.Crafting solutions collaboratively through strategic questioning enhances the likelihood of a favourable and equitable negotiation result.Time Stamps: 0:00 Intro1:03 Guest Introduction2:47 Nicole Davidson Mediation and Negotiation5:30 Good Negotiation8:38 How to Ask Good Questions13:11 Preparation17:09 The Psychology of Negotiation21:42 Guest’s Socials22:22 OutroRate, Review, & FollowIf 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.

Summary In this episode, host Ben Wright sits down with Dan Brownsher, CEO of Channel Key, to explore the evolving landscape of eCommerce. Dan shares his expertise in navigating the challenges and opportunities presented by emerging trends such as retail media, TikTok, Temu and Shein. Their conversation delves into the current landscape of eCommerce, unpacking strategies for sales growth and the impact of an increasingly competitive online marketplace.They also address the complexities of managing remote and hybrid teams, offering practical tips for fostering communication, trust, and collaboration.About the Guest:Dan Brownsher is an astute thought leader and commentator in the Amazon retail strategy and emerging eCommerce trends. With his significant presence across media outlets like Bloomberg, Forbes, MSN, and the LA Times, Dan has carved out a reputation for being a go-to expert for Amazon practices, policies, and technologies. He is the President, CEO, and Co-Founder of Channel Key, a full-service agency that specialises in strategy development and channel management for brands on Amazon's platform. Under his leadership, Channel Key advises corporations ranging from multimillion-dollar enterprises to fast-paced startups, helping to steer the course of eCommerce businesses globally.Key Takeaways:eCommerce continues to grow, with platforms like TikTok, Temu, and Shein reshaping consumer expectations and offering alternatives to Amazon's retail dominance.Sales leaders in eCommerce must focus on strategic planning, identifying clear objectives, and aligning brand identity with the most suitable online marketplace.Content creation and thought leadership are pivotal in building brand awareness and can outperform traditional sales tactics like cold-calling.The rise of remote and hybrid team structures necessitates clear communication channels and creating opportunities for "digital collisions" to foster collaboration.Considering inorganic growth through acquisitions can be a strategic move for businesses aiming to expand rapidly, leveraging market dynamics to their advantage.Time Stamps: 0:00 Intro2:27 Channel Key4:21 World of eCommerce7:00 Effects on Amazon with New Entrants8:44 Increase in Competition Impact on Sales Leaders11:07 What Sales Leaders Are to Avoid14:03 Making Sure the Team is Focused24:07 Guest’s Socials24:52 OutroRate, Review, & FollowIf 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, Ben delves into the art of face-to-face networking and the power of making and receiving referrals. Drawing from his extensive experience as an entrepreneur, corporate leader, and sales coach, Ben shares practical advice on how to effectively navigate networking events and build meaningful connections that drive success. From crafting compelling pitches to mastering the follow-up process, Ben provides actionable strategies to help listeners develop highly effective B2B sales teams and achieve their business goals.Ben Wright shares his streamlined approach to mastering referral networking, knowing that for sales managers and entrepreneurs alike, your network can significantly dictate your net worth. Tune in to discover how you can profit from networking and unlock new opportunities in the world of sales.Key Takeaways:Referral Networking Mastery: Learn the "how to think", "what to write", and "when to engage" strategies for successful referrals.Creating Effective Referrals: Discover the importance of structured templates and personalised pitches that resonate with potential connections.Improving Connection Rates: Understand Ben Wright's metrics for follow-up and engagement to maximise referral outcomes.Health and Fitness Tip: Gain insights on how to maintain momentum and well-being, particularly during times when your regular fitness routine is disrupted.Time Stamps: 0:00 Intro2:18 How To Network Effectively4:00 Importance of Referrals5:30 The Will and Skill7:39 Referrals8:18 Referrals: How to Think11:56 Referrals: What to Write17:23 Referrals: When to Engage20:30 Recap23:17 Health & Wellbeing Tip25:13 OutroRate, Review, & FollowIf 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.

Unlock the secrets to landing dream clients and supercharging your B2B sales team's growth. In this episode, Ben sits down with David Chevalier, CEO of Surfe, to explore innovative strategies for leveraging automation, social selling, and internal champions. Tune in for actionable insights and practical advice that will revolutionise your approach to sales.David Chevalier shares his remarkable journey with his startup, Surfe, and offers an in-depth look at the strategies that facilitated the acquisition of high-profile clients, including tech giants such as Google and Amazon. Discover how personal connections, strategic positioning, and leveraging brand power contribute to Surfe's flourishing success in the competitive world of SaaS.As mentioned in today's episode, download the free guide '51 Tips for Social Selling on LinkedIn and Beyond' by HubSpot x Surfe.About the Guest:David Chevalier is the co-founder and CEO of Surfe, a Paris-based B2B SaaS startup. This innovative platform seamlessly connects LinkedIn with CRM systems, eradicating the need for manual CRM-related tasks. David's entrepreneurial journey with Surfe began unexpectedly during his study program when he, alongside his co-founder, devised a shortcut to streamline LinkedIn contact exports to CRMs. Under David's leadership, Surfe has experienced remarkable growth, achieving a milestone of 1 million ARR within 1.5 years of its inception. His passion for elevating sales efficiency and efficacy on LinkedIn has led to Surfe securing an impressive roster of clients, which includes notable names like Google and Spendesk.Key Takeaways:Surfe capitalised on innovation and strategic partnerships, like their involvement with HubSpot, to fuel its rapid growth and secure large clients.Establishing and nurturing business relationships, even accidental ones, can lead to acquiring significant customers like Google.Sales teams can amplify their customer acquisition strategies by targeting end-users to identify pain points and leverage them when pitching to decision-makers.Surfe emphasises the importance of internal selling by involving end-users in sales conversations to function as internal sellers and validate the product.Automation in the sales process is key, and sales leaders should focus on top-of-the-funnel activities to enhance efficiency and outreach.Time Stamps:0:00 Intro1:16 Guest Introduction4:02 SURFE6:34 SURFE 51 Social Selling Tips Publication9:16 SURFE’s Dream Customer13:54 Targeting Ideal Customers21:14 Automation25:27 Guest’s Socials26:16 OutroRate, Review, & FollowIf 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.

Episode 51 of the "Stronger Sales Teams" podcast provides a detailed blueprint for conducting effective strategic planning workshops to empower sales teams. Ben emphasises the importance of preparation, active participation, and accountability. The episode outlines key steps, including reflection on past performance, setting strategic goals, ideation, action planning, and follow-up. Additionally, Wright shares personal insights on intermittent fasting for improved health and wellness.Time Stamps:0:00 Intro5:13 Template on Strategic Planning7:19 Structure for Strategic Planning24:00 Health and Wellbeing Tip27:37 OutroRate, Review, & FollowIf 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.

Welcome to the 50th episode celebration of the "Stronger Sales Teams" podcast hosted by the dynamic entrepreneur and expert sales coach, Ben Wright. In this milestone episode, Ben delves into his favourite topic—sales training—and its applicability in various aspects of life. Through an anecdote about his past experiences and listener feedback, he sets the stage for revealing the five critical elements of a successful sales training program. These elements encompass customised content, consistent scheduling, concise delivery, compelling presentation, and integration of coaching methodologies for ongoing development.Key Takeaways:Sales training must be tailored or customised to meet the specific needs of your teamEffective sales training is consistent, happening at regular intervals, like weekly, to foster readiness and engagement.Keep training concise with clear, actionable takeaways, ensuring that sessions are memorable and manageable within 30 minutes.Training should be compelling, utilising various formats and interactive methods to maintain engagement and prompt action.Integrating coaching principles into sales training can make the program an ongoing growth process for your team.Time Stamps:0:00 Intro1:12 IT’S EPISODE 50!!!2:08 Training5:27 Traits of Successful Leaders Who Runs Training Program6:00 A Training Program must be Customised7:05 A Training Program must be Consistent8:25 A Training Program must be Concise10:25 A Training Program must be Compelling12:49 Coaching Principles must be Applied to Training16:54 Health and Wellbeing Tip19:02 OutroRate, Review, & FollowIf 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 speaks with Steve Plummer, a renowned copywriter and marketing strategist. They discuss how the words we choose can shape perceptions, drive sales, and create powerful connections with customers. Tune in for insights that will transform the way you think about communication...in all forms.About the Guest:Steve Plummer - Marketing Strategist, Coach, Sales Expert, and Speaker. With a knack for crafting winning strategies and persuasive copy, Steve has driven millions in sales for businesses of all sizes. With a background in education as a high school head of faculty and deputy principal, Steve is passionate about mentoring and teaching. He is a father of four living on the Sunshine Coast, where he spends his free time on the beach or penning poetry.Steve is the founder of Symmetry Marketing and author of the book "The Influential Marketer"Key Takeaways:Words are powerful tools that shape our mental state and outcomes; savvy use of language can significantly alter results.When writing copy, begin with the customer's wants, needs, and the maturity level of the market.Crafting an effective offer is crucial: weak offers yield weak responses, while strong offers compel engagement and conversion.AI cannot replace the human touch in copywriting, as it cannot replicate empathy and unique human connection.Steve Plummer's book "The Influential Marketer" is crafted as a daily guide to provide bite-sized, actionable marketing insights.Time Stamps:0:00 Intro1:11 Guest Introduction2:50 Symmetry Marketing3:57 Words Are Spells6:16 Mistakes Sales Leaders Make in Writing Copy11:32 Process of Content Writing14:24 Tips for Creating Great Copy18:27 A.I. in Copywriting20:51 “The Influential Marketer”24:34 OutroRate, Review, & FollowIf 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 latest episode of Stronger Sales Teams, Ben welcomes back Darcy Smyth and Steve Claydon, where they take the mic and flip the tables. Listen in as they talk social selling (especially the use of video), emerging tech and AI - is it all a fad or is it here to stay?They also cover the topic of training, learning and development - how is it best delivered, and is it a mandatory if you’re wanting to succeed in the sales world?Finally, they touch on the importance of IQ, EQ and the emerging AQ - listen in to hear more on this!About the Guests:Darcy Smyth is recognised for his decade-long expertise in sales, training, and mentoring, specialising in understanding the intricacies of the human mind and consumer behaviour. Currently, Darcy co-leads Outbound Game, undertaking new and ongoing team responsibilities. With a fascination for golf, he is also a dedicated father.Steve Claydon, the strategist and design maven behind Outbound Game. Steve's role is pivotal in assisting organisations worldwide to shatter their monthly sales goals. Steve is an enthusiast of helicopter simulations and inventing card and board games, underpinning the fun motif of Outbound. He's also a family man, taking pride in his role as a husband and father of three, including his newly born, Sammy.Key Takeaways:The essential need for hard work in achieving success in sales and business.The value of building and maintaining a professional network from a young age.The rising importance of emotional intelligence (EQ) over intellectual intelligence (IQ) in leadership.The role of technology in sales, especially AI, as an assistant rather than a leader.The significance of embracing video content as a mainstay in sales and marketing strategies.Time Stamps:0:00 Intro2:00 Importance of Social Selling5:18 Cost of No Social Selling7:43 Social Selling as a Tech Stack10:05 How are Teams Embracing Tech14:35 Video: A Fad or here to Stay18:15 Training: Mandatory or Voluntary23:20 Two Golden QuestionsRate, Review, & FollowIf 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 latest episode of the Stronger Sales Teams Podcast, Ben takes a reflective journey into the challenges faced by new Sales Leaders, shedding light on the lack of support during their critical transition from individual contributors to team leaders. He looks at the pivotal role Sales Leaders play, particularly those navigating the complex terrain of leadership for the first time.The episode delves deep into the five consistent behaviours Ben consistently witnesses among successful Sales Leaders. Ben encourages leaders to laser-focus on strategic goal-setting and adopting clear sales processes tailored to their teams. Further, he highlights the importance of streamlined sales metrics, a consistent sales training program, and robust coaching models, emphasising the transformative impact these elements have on team performance.As the episode concludes, Ben shares his health and fitness tip for the week - encouraging listeners to consider alternatives to prolonged desk sitting for a more dynamic and productive workday. To access further resources, listeners are directed to www.StrongerSalesTeams.com or encouraged to connect on LinkedIn.Key Takeaways:Successful Sales Leaders consistently set strategic, focused goals aligning with their business objectives.A clear and simple sales process, co-developed by the team, is essential for repeatable customer value creation.Optimised sales metrics should be straightforward, ensuring team members understand what's expected without becoming burdensome.Effective training and coaching are paramount, with a focus on enhancing knowledge and fostering continuous personal and professional growth.Sales Leaders thrive when they embrace their role as coaches, using models like GROW to enhance their team's talents and capabilities.Time Stamps:0:00 Intro1:55 Behaviours that Drive Sales Leaders8:38 Setting Goals10:45 Sales Process13:19 Metrics and Measurement17:19 Training19:08 Coaching21:21 Health and Wellbeing Tip22:28 OutroRate, Review, & FollowIf 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 riveting episode of the Stronger Sales Team Podcast, Ben delves into the vast realm of B2B sales management, sharing invaluable insights and actionable strategies with his special guests, Darcy Smyth and Steve Claydon from Outbound Game. The show outlines the dynamic interplay between personal development, team leadership, and the utilization of gamification to enhance sales effectiveness.Ben opens the discussion by highlighting some of the common hurdles faced by new Sales Leaders, particularly those transitioning from being top-performing salespeople to guiding a team. As Darcy and Claydon articulate, these leaders often grapple with unexpected challenges, from implementation gaps to mental health considerations. The conversation transitions into how businesses contend with global pressures, emphasizing the need to be creative and efficient in light of evolving AI and automation technologies. The guests share their approach to balancing human connection with automated processes, underscoring the significance of authentic relationships in the current business landscape.About the Guest:Darcy Smyth is recognised for his decade-long expertise in sales, training, and mentoring, specializing in understanding the intricacies of the human mind and consumer behaviour. Currently, Darcy co-leads Outbound Game, undertaking new and ongoing team responsibilities. With a fascination for golf, he is also a dedicated father.Steve Claydon, the strategist and design maven behind Outbound Game. Steve's role is pivotal in assisting organisations worldwide to shatter their monthly sales goals. Steve is an enthusiast of helicopter simulations and inventing card and board games, underpinning the fun motif of Outbound. He's also a family man, taking pride in his role as a husband and father of three, including his newly born, Sammy.Key Takeaways:Transitioning from a top salesperson to a sales leader presents distinctive challenges, including gaps in implementation, leadership skills, and mental well-being.Doing more with less has become a pervasive theme in businesses, pushing leaders to innovatively leverage systems and automation without compromising human-driven relationship building.Personal development and continual learning are vital for sales leaders, which can be enriched through pursuing diverse interests and staying curious beyond their industry.The importance of setting goal-orientated strategies and structuring learning into one's weekly routine to ensure sustained professional growth.New sales methodologies, like social selling and managing remote teams, demand adaptation and a forward-thinking mindset from sales leaders.Time Stamps:0:00 Intro1:15 Guest Introduction3:07 Outbound5:11 Challenges of New and Emerging Sales Leaders8:23 Training Sales Leaders12:37 Coaching14:44 Business Wide Challenges19:30 Doing More With Less23:15 Learning for Emerging Sales Leaders28:19 Guest’s Socials29:09 OutroRate, Review, & FollowIf 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, Ryan Staley, Founder and CEO of Whale Boss, discusses the opportunities for Sales Leaders in leveraging AI. He emphasizes the importance of knowing your strengths and using AI to enhance those, and also to support your weaknesses. Ryan introduces the TEAMS framework, which stands for Time, Execution, Acumen, Money, and Skills, and explains how Sales Leaders can apply AI in each of these areas. He also shares practical advice on how to get started with AI and avoid getting overwhelmed.About the Guest:Ryan Staley is the Founder and CEO of Whale Boss, where he helps technology founders grow their businesses. With over 800 CROs and Sales Leaders taught, Ryan has extensive experience in enterprise sales and has worked with companies such as Google, Amazon Web Services, Stripe, Salesforce, and Uber.Ryan also has his own podcast - The Scale Up Show - make sure you check it out!Here are those free resources & cheat sheets that Ryan promised us... https://www.aiforrevenue.com/sale-ai-accelerator-homeKey Takeaways:Leverage AI to support your weaknesses and multiply your strengths.Use AI to save time and execute deep work projects more efficiently.Gain instant acumen by asking AI specific questions about your target audience.Use AI to optimize your financial decisions and save costs.Develop new skills and enhance existing ones with AI tools.Time Stamps:0:00 Intro1:25 Guest Introduction2:34 Whale Boss5:50 AI Application8:00 Opportunities Around AI10:40 Challenges on AI12:54 T.E.A.M.S.17:03 AI Doom Loop23:13 Guest’s SocialsRate, Review, & FollowIf 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, guest Barrett King discusses the importance of training in B2B sales and how it contributes to revenue growth. He emphasises the need for a comprehensive and ongoing training program that includes diverse learning modalities. Barrett also highlights the value of peer-to-peer learning and the role of subject matter experts in training. He encourages individuals to be students of the problem and turn creativity into an advantage.About the Guest:Barrett King is an experienced leader in the B2B SaaS industry with over ten years of experience in building partnerships and executing go-to-market strategies. He has worked at HubSpot and is currently a part of New Breed, one of HubSpot's top partners. Barrett is skilled in identifying and cultivating new business opportunities and driving revenue growth.Key Takeaways:Training should be cumulative and ongoing, with a focus on knowledge transfer and skill development.Diverse learning modalities, such as written, verbal, and video formats, should be used in training programs.Peer-to-peer learning and feedback sessions are essential for reinforcing knowledge and skills.Being a student of the problem and continuously learning contributes to personal and professional growth.Effective training programs empower individuals to share their knowledge and become subject matter experts.Download Hubspot x Surfe's '51 Tips for Social Selling on LinkedIn and Beyond' Time Stamps:0:00 Intro1:33 Guest Introduction2:38 New Breed6:36 Saas8:57 Effective Training Program13:52 Learning Modalities17:20 Training to Revenue Growth20:00 The Student of The Problem23:36 Guest SocialsRate, Review, & FollowIf 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, Ben speaks with Tom Slocum, Founder of The SD Lab, about the importance of social branding in building a successful top-of-funnel sales strategy. Tom explains that social branding involves being authentic, bringing humour into content, and educating through entertainment. He emphasises the need to build a community around your brand and shares practical tips for leveraging social media, such as engaging in the comments, sharing authentic content, and cross-collaborating with others.About the Guest:Tom Slocum is a seasoned sales strategist and the founder of The SD Lab, a top-of-funnel sales consulting agency. With over a decade of experience in the sales and revenue acceleration space, Tom specialises in crafting personalised sales playbooks, optimising sales processes, and training teams for success. He is passionate about helping sales leaders and teams achieve their goals by blending strategic insights with a human touch.Key Takeaways:Social branding builds trust and credibility at scale, allowing you to reach a larger audience and stand out among competitors.Authenticity and humour are key elements of successful social branding, as they help create connections and engage with prospects.Repurposing content from social media can be an effective way to personalise your prospecting strategy and provide value to potential customers.Time Stamps:0:00 Intro1:14 Guest Introduction2:41 The SD Lab4:12 Top Of Funnel Activity5:35 Social Branding11:48 Building that Great Social Brand16:16 Prospective Strategy for Business19:25 The Cold Calling Tournament20:45 Tips on Building Community23:40 Guest’s Socials24:17 OutroRate, Review, & FollowIf 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, Nick Jones, Head of Commercial and Sales Energy Solutions at Shell Energy Australia, shares his five key principles for sales and leadership success: honesty, healthy ego, family first, playing to strengths, and managing peaks and troughs. He emphasizes the importance of being genuine and authentic in sales, as well as prioritizing family and personal well-being. Nick also discusses the value of playing to individual strengths and providing opportunities for growth and development. Finally, he highlights the need to manage the highs and lows of the sales profession and shares strategies for maintaining mental and emotional well-being.About the Guest:Nick Jones is the Head of Commercial and Energy Solutions at Shell Energy Australia. With over 20 years of experience in sales and leadership, Nick is passionate about building high-performing teams and creating positive outcomes for customers. He believes in the importance of honesty, healthy ego, family first, playing to strengths, and managing peaks and troughs in order to achieve success in sales and leadership.Key Takeaways:Honesty and authenticity are crucial in sales to build trust and long-term relationships with customers.Balancing family and work is essential for overall well-being and productivity.Playing to individual strengths leads to higher performance and job satisfaction.Managing peaks and troughs in sales requires self-care and mental resilience.Continuous learning and personal development are key to staying competitive in the sales industry.Time Stamps:0:00 Intro1:23 Guest Introduction3:09 Passion for Sales and Leadership5:07 Guest’s Leadership Approach7:37 Managing Ego10:12 Managing Conflict Between Family and Business12:27 Managing Strengths and Weaknesses of the Team15:40 Will to Adapt17:30 Managing Peaks and TroughsRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben Wright discusses how to build a high-performance culture based on trust. He shares three key strategies for creating a culture of trust within a sales team: involving the team in the planning process, defining clear rules of engagement, and executing the plan with consistency. By implementing these strategies, leaders can foster trust, engagement, and accountability within their teams.Key Takeaways:Teams should be involved in the planning process to increase engagement and accountability.Clear rules of engagement should be established to define how the team works together.Consistency in executing the plan and holding team members accountable is crucial for building trust and achieving high performance.Time Stamps:0:00 Intro1:10 Build a Performance Based Culture Based on Trust5:00 Teams Building the Boat Themselves8:52 Be Clear on How to Steer the Boat12:45 Implementing the Plan18:18 Health and Wellbeing Tip19:45 OutroRate, Review, & FollowIf 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 interviews Tom Slocum, Founder of The SD Lab. They discuss the changing landscape of sales leadership, particularly in the virtual world, and the importance of emotional intelligence (EQ) in sales leadership. Tom emphasizes the need for sales leaders to listen, be present, exercise emotional control, and adapt to the rapidly changing sales environment. He also highlights the value of learning from other sales leaders and embracing technology to stay agile and effective.About the Guest:Tom Slocum is the founder of The SD Lab, a top-of-funnel sales consulting agency that helps organizations break through the noise and build brand awareness. With over a decade of experience in sales and revenue acceleration, Tom is passionate about helping sales leaders and teams achieve their revenue goals by blending strategic insight with a human touch. He is known for his expertise in crafting personalized sales playbooks, optimizing sales processes, and training teams for success.Key Takeaways:Sales leaders must focus on developing their emotional intelligence (EQ) to build trust and support their teams in the virtual world.Being present and actively listening to team members is crucial for effective sales leadership.Sales leaders should exercise emotional control and manage their reactions to create a positive and supportive environment.Adaptability and agility are essential traits for sales leaders to navigate the rapidly changing sales landscape.Learning from other sales leaders and embracing technology are key strategies for improving sales leadership skills.Time Stamps:0:00 Intro1:48 Guest Introduction3:30 SD Labs8:55 Changes on Sales Leadership13:35 Growing EQ20:12 What to Focus as a Sales Leader24:40 OutroRate, Review, & FollowIf 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, Ben Wright discusses how to transform annual performance reviews into growth-driven meetings. He emphasizes the importance of mindset and provides five key points for leaders to keep in mind during these reviews. Ben then shares three common ways to make performance reviews more effective and focused on growth: goal setting, two-way outcomes, and focusing on strengths while managing weaknesses. He also provides tips for softening the anxiety often associated with performance reviews.Key Takeaways:Performance reviews should be seen as two-way conversations focused on growth.Set SMART goals that are relevant to the individual's current and future needs.Focus on two-way outcomes for the Individual, Leader, and Organization.Capitalize on strengths and manage weaknesses to optimize performance.Health & Wellbeing Tip: Build routines gradually and focus on one change at a time.Time Stamps:0:00 Intro2:50 Annual Performance Reviews as a Game Changer3:20 Performance Meetings Mindset: Two Way Conversation4:01 Performance Meetings Mindset: Develop True Growth Programs4:22 Performance Meetings Mindset: Put Your Team Up in the Lights4:57 Performance Meetings Mindset: No Surprises5:29 Performance Meetings Mindset: No Consequence Meeting6:25 3 Ways to Nail Performance Review Meeting6:50 3 Ways to Nail Performance Review Meeting: Goal Setting9:06 3 Ways to Nail Performance Review Meeting: Two Way Outcomes13:26: 3 Ways to Nail Performance Review Meeting: Capitalizing on Strength and Managing Weaknesses18:08 Health and Wellbeing Tip19:39 OutroRate, Review, & FollowIf 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, Matt Swalley, Co-Founder of Omneky, joins Ben Wright to discuss the evolving role of AI in Sales. Matt explains how sales has shifted from face-to-face interactions to more transactional and digital processes. He highlights the importance of personalization in marketing and how AI can be used to generate and optimize personalized ad creatives. Matt also emphasizes the need for sales teams to embrace AI tools and provides tips for preparing and capitalizing on AI advancements.Key Takeaways:Sales has evolved from face-to-face interactions to more transactional and digital processes.Personalization is crucial in marketing, and AI can generate and optimize personalized ad creatives.Sales teams should embrace AI tools and subscribe to AI newsletters to stay updated on new technologies.Prompt engineering is a valuable skill for maximizing AI outputs.AI empowers creativity and streamlines sales processes, but employees' jobs will not be eliminated.Time Stamps:0:00 Intro1:03 Guest Introduction3:03 Omneky4:38 Evolution of Sales6:29 Sales Channels10:21 Capitalizing AI Tools12:25 A.I. as a Co-Pilot Rather Than Human Replacement15:19 Guest’s Learning Tips17:55 Guest’s Socials18:45 OutroAbout The Guest:Matt Swalley is a co-founder at Omneky, an AI marketing platform that generates and optimizes personalized ad creatives to increase sales across all digital touchpoints. With 13 years of strategic leadership experience at AT&T, Matt has a strong background in corporate strategy, business development, and sales team growth. He is passionate about leveraging AI to empower creativity and streamline sales processes. Rate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben discusses the importance of time management for Sales Leaders. He shares his personal experience of once being overwhelmed with a large team and offers practical tips and hacks for effective time management.Ben emphasizes the need for clear goals, prioritizing tasks, and understanding one's preferred communication and operating modalities. He also shares his daily schedule and highlights the importance of setting boundaries and being organized.Key Takeaways:Clear goals are crucial for effective time management. Align daily activities with specific, measurable goals.Prioritize tasks using Covey's model of urgency and importance. Focus on important and urgent tasks first.Communicate your preferred communication and operating modalities to others. Set boundaries and stick to them.Be organized and set up practices that align with your preferred methods of working.Create a daily schedule that allows for focused work, breaks, and time with family.Timestamps:0:00 Intro1:11 Recap2:00 Time Management4:05 Time Management Hacks4:25 Time Management Hacks: Having Goals6:45 Time Management Hacks: Prioritizing Tasks7:04 Covey’s Model of Time Management10:35 Time Management Hacks: Operating Method15:41 Recommended Hacks for Time Management17:01 Ben’s Daily Schedule for Time Management21:57 Health and Wellbeing TipRate, Review, & FollowIf 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, David CM Carter joins the Stronger Sales Teams podcast to discuss the importance of character in personal and professional development. He introduces the concept of "Entelechy," which refers to the ultimate version of a person with their full potential realized.Carter explains that character is a subdomain of personality and emphasizes the significance of developing character qualities to enhance skills and performance. He introduces Entelechy Academy, which focuses on helping individuals and organizations develop character through personalized learning journeys. Carter highlights the importance of agility and resilience in today's rapidly changing world and speaks of the value of quality conversations and reflective learning.About the Guest:David CM Carter is a serial entrepreneur and the founder of Entelechy Academy. With over 40 years of experience in creating innovative businesses and mentoring leaders, he is known as the world's leading CEO mentor. Entelechy Academy is his legacy project, where he brings together experts in education, coaching, and professional organizations to help individuals become the best versions of themselves.Key Takeaways:Entelechy refers to the ultimate version of a person with their full potential realized.Character is a subdomain of personality and plays a crucial role in personal and professional development.Developing character qualities, such as accountability, collaboration, and adaptability, enhances skills and performance.Entelechy Academy offers personalized learning journeys to help individuals and organizations develop character.Agility and resilience are essential qualities in today's rapidly changing world.Reflective learning and engaging in quality conversations contribute to personal growth and learning.Time Stamps:0:00 Intro1:33 Guest Introduction2:15 Entelechy Academy7:00 Personality and Character8:50 Improving Character14:47 Training and Building Teams18:20 Go-to's for Learning21:57 Where to Find Guest22:57 OutroRate, Review, & FollowIf 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, Ben discusses the importance of understanding where your sales team is at in their development and how to effectively coach and lead them based on their stage. He introduces Tuckman's model of team engagement, which includes the stages of Forming, Storming, Norming, and Performing. Ben provides practical tips and strategies for each stage, emphasizing the need for communication, training, and building a strong team culture. He also highlights the importance of personalizing training programs to maximize individual performance. A jam-packed episode offering valuable insights for Sales Leaders looking to develop high-performing teams.Key Takeaways:Understanding the developmental stage of your sales team is crucial for effective coaching and leadership.In the Forming stage, focus on building relationships, defining roles, and establishing team values.During the Storming stage, address conflicts and disagreements by fostering open communication and teamwork.In the Norming stage, ensure that the established rules of engagement are still relevant and encourage continuous learning.The Performing stage requires ongoing learning, personal growth plans, and managing burnout to maintain high performance.Timestamps:0:00 Intro1:48 Coaching for Success4:08 Understanding Where the Team is At4:30 Tuckman’s Model for Team Engagement5:08 Tuckman’s Model: Forming6:02 Tuckman’s Model: Storming7:36 Tuckman’s Model: Norming8:35 Tuckman’s Model: Performing9:14 Leveraging the Tuckman’s Model23:02 Coming Up23:29 Health and Wellbeing Tip24:57 OutroRate, Review, & FollowIf 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, Ben interviews Chet Lovegren, The Sales Doctor. They discuss the importance of social selling and storytelling in sales, and how Sales Leaders can develop these skills within their teams. Chet emphasizes the value of creating content that provides value to the audience and engages them in a conversation. He also shares the before and after bridge framework (BAP) for effective storytelling. Chet advises Sales Leaders to build a personal advisory board and seek out direct and indirect mentors for continuous learning and growth.development.About the Guest:Chet Lovegren is a sales expert and the founder of The Sales Doctor. With over a decade of experience in sales and sales leadership, Chet has helped develop teams and train individuals in various industries. He is known for his expertise in social selling and storytelling, and he is passionate about helping sales leaders build high-performing teams.Key Takeaways:Social selling is about creating value and building relationships before making a sale.Storytelling plays a crucial role in sales by creating vivid imagery and engaging prospects.The before and after bridge framework (BAP) is an effective way to structure storytelling in sales.Sales Leaders should build a personal advisory board and seek guidance from direct and indirect mentors.Sales Leaders can lead by example in storytelling and social selling to inspire their teams.Timestamps:0:00 Intro1: 25 Guest Introduction3:18 About the Guest8:54 What is Social Selling?13:20 Worrying About Social Selling17:44 Making Social Selling Work21:00 Storytelling25:00 Growing Storytelling27:48 Guest’s Learning Go-to’s29:30 Connect with the Guest!30:08 OutroRate, Review, & FollowIf 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.impact sales team training free sales training resource podcast for sales managers mentor sales teams high performance sales team best sales training podcast b2b sales training melbourne free b2b sales training b2b sales courses free b2b sales training

SummaryIn this episode, we flip the tables and guest Jim Salter-Duke interviews Ben about his own experience leading sales teams and his journey as an entrepreneur. Ben shares his story, starting with his corporate career and then onto his fruit and veg business including the challenges he faced along the way. He then discusses his transition into the lighting and solar industry, where he learned valuable lessons about entrepreneurship. Ben also talks about his current venture, Stronger Sales Teams and the importance of coaching and personal development...and why he's now chosen to spend his time sharing his knowledge and experience as a coach to business and sales leaders worldwide.About our interviewer:Jim Salter-Duke is an experienced coach, people leader and Energy Industry leader. He has 20 years experience leading teams as diverse as a 15 person startup or 3000 people across 13 sites at Telstra Philippines. He's passionate about people development and the Energy transition, and has found a great role combining both at EnergyAustralia Solar. Give him a follow on LinkedIn.Key Takeaways:Entrepreneurship is about taking control of your own journey and being willing to take risks.Building strong relationships and creating a positive work environment are essential for success.Persistence and the ability to learn from failures are key traits of successful entrepreneurs.Entrepreneurial thinking can be applied in any organization by being curious, creative, and persistent.Leveraging your strengths and being willing to challenge the status quo are crucial for entrepreneurial success.0:00 Intro1: 10 Recap1:38 Guest Introduction3: 25 Ben’s Entrepreneurial Story5:40 When Life was Threatened Over Some Rotten Vegetables7:30 The Fruit and Vegetable Business10:00 Developing the Business Through Failures11: 30 The Thinking Behind the Business12:30 The Reason Behind Coaching and Podcast13:21 Learning About Entrepreneurship16:50 E-Thinking23:00 Persistence23:55 Being More Entrepreneurial30: 45 OutroRate, Review, & FollowIf 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, Ben Wright discusses his go-to coaching model, the GROW Model. He explains that simplicity, practicality, and real-world applicability are key factors in choosing a coaching model. The GROW model, developed by John Whitmore, consists of four steps: Goals, Reality, Options, and Will. Ben emphasizes the importance of awareness and responsibility in the coaching process. He provides a detailed example of how he recently used the GROW Model to help a Leader empower and enable their team.Key Takeaways:The GROW Model consists of four steps: Goals, Reality, Options, and Will.Awareness and responsibility are crucial in the coaching process.The GROW Model can be applied to various situations, such as improving sales performance or empowering a team.Asking open-ended questions and avoiding judgment are essential in the coaching process.0:00 Intro2:42 The Importance of a Coaching Model4:07 G.R.O.W. Model7:29 G.R.O.W. Model: Two Key Parts9:20 G.R.O.W. Model: Goal10:39 G.R.O.W. Model: Reality12:27 G.R.O.W. Model: Options14:10 G.R.O.W. Model: Will20:57 Rolling the G.R.O.W. Model out22:50 Next Up!23:50 Health and Wellbeing Tip25:10 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben speaks with Taft Love, a Sales Operations Leader and Founder of Iceberg RevOps. Ben and Taft discuss the evolving world of B2B sales management, the role of AI in sales, and the transition from Founder-Led Sales to hiring external sales teams. Taft shares his insights on the traits of successful sales leaders, the importance of adaptability and intellectual curiosity, and the role of emotional intelligence in leading sales teams. He also emphasizes the significance of accurate and trustworthy data in sales operations.About the GuestTaft Love is a former Police Officer and Federal Investigator who has transitioned into a Sales Operations leader. He has built sales development operations teams for high-growth startups such as PandaDocs, SmartRecruiters, and Doxy. Taft is currently leading teams at Dropbox and also serves as an advisor and investor for various companies. He is the founder of Iceberg RevOps, a company that helps small startups transition from founder-led sales to having an in-house qualified operations team.Key Takeaways:Adaptability and intellectual curiosity are key traits of successful Sales Leaders.Emotional intelligence plays a crucial role in leading sales teams effectively.Accurate and trustworthy data is essential for making informed sales decisions.AI has the potential to improve data accuracy and trustworthiness in sales operations.Time Stamps:0:00 Intro1:15 Guest Introduction2:39 About the Guest4:28 Terminology in Sales6:31 Sales Enablement7:57 Moving From Founder Led Sales13:09 Future With A.I.15:45 Use of A.I.17:40 Data Accuracy vs. Data Trustworthiness20:56 Traits of a Successful Sales Leader22:24 Guest’s Learning Go-to’s23:44 Guest’s Information24:24 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode, Ben discusses the importance of entrepreneurial thinking (E-thinking) in businesses. He explains that E-thinking is the ability to think critically and bring new ideas into a business to drive growth and improve performance. Ben highlights the challenges that Sales Leaders face in talent management, building trust with customers, key account management, social selling, and using technology effectively. He provides a blueprint for bringing E-thinking into a business, focusing on the will to think and the skill to act. He suggests creating an environment of continuous improvement, replacing a fear of failure with a desire to do, promoting creative thinking, and empowering employees to make decisions. Ben also outlines a process for implementing E-thinking, including selecting targeted projects and reviewing and adjusting the approach.Key Takeaways:E-thinking is the ability to think critically and bring new ideas into a business to drive growth and improve performance.E-thinking is crucial in addressing challenges such as talent management, building trust with customers, key account management, social selling, and using technology effectively.Creating an environment of continuous improvement, replacing a fear of failure with a desire to do, promoting creative thinking, and empowering employees to make decisions are key elements of E-thinking.Implementing E-thinking involves selecting targeted projects, working with an E-thinking champion, and setting goals and deadlines.Time Stamps0:00 Intro1:12 Entrepreneurial Thinking (E-Thinking)2:05 Recap on Key Challenges in 2023 and 20248:32 What is E-Thinking?9:28 How to Bring E-Thinking into the Business11:54 How to Bring E-Thinking into the Business: Will16:31 How to Bring E-Thinking into the Business: Skill19:45 Action Items25:20 Health and Wellbeing Tip26:42 OutroRate, Review, & FollowIf 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, Justine Beauregard - Sales Coach and Trainer - shares her insights on pitching leadership, networking, and formulating a sales pitch for you. She emphasizes the importance of building connections and relationships in sales, both through traditional networking and social media. Justine also highlights the need for sales teams to have a balance of IQ and EQ, using a framework while also being present and adaptable in conversations. She encourages Sales Leaders to provide opportunities for their teams to practice and improve their sales skills.About The Guest:Justine Beauregard has been a Sales Coach + Trainer since 2008, helping entrepreneurs love what they sell and how they sell it! She’s helped more than 550 clients increase their income by up to 2,300% - and have fun doing it!After helping to scale multiple small businesses to $300M, she knows where businesses get stuck and what makes them truly successful, sharing those lessons with clients and on her podcast, People Over Profit.In her words, “Too many entrepreneurs are ‘hidden gems’ who deserve to be seen! You're special. You have a set of skills, gifts, and natural abilities no one else has, and your business is how you share them with the world. My job is to not only help you see them but help others see them too.”To connect with and learn more about Justine, visit justinebeauregard.com.Instagram: https://instagram.com/justinebeauregardcoachFacebook: https://www.facebook.com/JustineBeauregardCoachLinkedIn: https://www.linkedin.com/in/justinejbeauregardClubhouse: https://www.clubhouse.com/@justinebcoachTime Stamps0:00 Intro1:10 Guest Introduction3:22 About the Guest5:40 Pitching Leadership8:08 Getting Better at Pitching11:01 Networking14:10 Networking: First Impression19:03 Sales Pitch23:00 Effective Networking Today25:06 Scripting vs. Non Scripting29:45 Connect with the Guest!30:56 OutroRate, Review, & FollowIf 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 discusses the importance of continuous learning for Sales Leaders. He shares his own approach to learning and provides a structure for developing a personalized learning program. Ben emphasizes the need for Sales Leaders to stay ahead of trends and engage their teams effectively. He highlights four key ways to approach learning: content subscriptions, podcasts, coaching and mentoring, and team training sessions. Ben also offers tips for maximizing learning and integrating new knowledge into daily practices.Key Takeaways:Sales Leaders should aim to spend about 10% of their working week on learning.Ben's own preferred methods for learning: content subscriptions, podcasts, coaching and mentoring, and team training sessions.It is important to embed new knowledge into daily practices to maximize its impact.0:00 Intro1:12 Recap2:00 Preparing to Learn Effectively4:09 Preparing to Learn Effectively: Content Subscription6:55 Preparing to Learn Effectively : Podcast11:52 Preparing to Learn Effectively: Coaching and Mentoring14:42 Preparing to Learn Effectively: Team Training Sessions19:13 Structure for Training Sessions23:43 Health and Wellbeing Tip24:48 OutroRate, Review, & FollowIf 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.

Following on from Episode 26, where Ben shared the results of a large piece of market research, 'Sales Leaders' Challenges in 2023 and Beyond', Ben dives deeper into the number 1 challenge that was identified - talent management.Ben identifies eight key traits of successful salespeople and provides examples and advice on how Sales Leaders can foster these traits within their teams. The traits include expanding reach, understanding the customer's problem, objection handling, reaching decision makers, contributing to team success, having a continued appetite for learning, using a small number of metrics, and focusing on the customer.Key Takeaways:Successful salespeople expand their reach by networking, creating content, building internal relationships, and seeking referrals.They spend time understanding the Customer's problem and/or opportunity before talking about their own brand or business.Effective salespeople handle objections by asking questions and using a structured approach like the 'Feel Felt Found' model.They proactively reach decision makers before the final decision is made.Successful salespeople contribute to team success by engaging with colleagues and offering assistance.They have an insatiable appetite for learning and continuously seek new knowledge and skills.Effective salespeople focus on a small number of metrics to drive their behaviors and track their performance.The Customer is the main focus for successful salespeople, and they stay on top of the customer's journey and needs.Time Stamps:0:00 Intro1:11 Recap2:01 Talent Management2:26 Behaviors of a High Performing Salespeople3:17 Behaviors of a High Performing Salespeople: Expanding Reach5:28 Behaviors of a High Performing Salespeople: Understanding the Customer Problem / Opportunity7:32 Behaviors of a High Performing Salespeople: Handling Objections11:08 Behaviors of a High Performing Salespeople: Reaching to the Decision Maker13:47 Behaviors of a High Performing Salespeople: Contributing to Team Success15:25 Behaviors of a High Performing Salespeople: Learning New Things18:20 Behaviors of a High Performing Salespeople: Using Metrics19:59 Behaviors of a High Performing Salespeople: Customer is the Focus21:52 Recommendations23:51 Health and Wellbeing Tip26:04 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben shares the results of a market research study on the biggest challenges faced by Sales Leaders in 2023. The top five challenges identified are talent management, building trust with customers, customer attention or key account management, social selling, and using technology effectively. Ben provides actionable steps and insights to help overcome these challenges and build stronger sales teams.Key Takeaways:Talent management is the number one challenge for sales leaders, including recruiting staff, managing and motivating existing staff, and team engagement.Building trust with customers is crucial, and sales leaders should focus on having a clear sales process, working on prospecting skills, and engaging with multiple decision makers in an organization.Customer attention and key account management require building relationships, checking in with customers, and having a key account management framework.Social selling is important for sales teams, and sales leaders should encourage their teams to create content, engage with social media platforms, and network effectively.Using technology effectively is a challenge, and sales leaders should focus on video communication, automation, upskilling themselves, and nurturing their teams to build tech habits.0:00 Intro1:11 Market Research Study2:35 Sales Leader’s Biggest Challenges for 20232:47 Biggest Challenges for 2023: Talent Management6:47 Biggest Challenges for 2023: Building Trust with Customers11:47 Biggest Challenges for 2023: Customer Retention15:05 Biggest Challenges for 2023: Social Selling19:00 Biggest Challenges for 2023: Using Technology Effectively25:31 Health and Wellbeing Tip26:69 OutroRate, Review, & FollowIf 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, we welcome Thibaut Souyris, founder of Sales Labs, as he shares his insights on the changing landscape of prospecting in B2B sales. He emphasizes the importance of understanding human psychology and particularly that of trying to tap into peoples internal motivations. Thibaut discusses the challenges of reaching prospects in a world saturated with cold emails and calls, and offers strategies for standing out and starting meaningful conversations. He highlights the need for Sales Leaders to understand the motivations of their team members and create an environment that aligns with their needs. Thibaut also explores the role of AI in prospecting and the importance of crafting quality messages that resonate with potential customers.Key Takeaways:Prospecting has become more challenging due to the abundance of connections being online, or happening virtually.Building a habit of consistent prospecting is crucial for success, but it's also important to experiment with different tactics and channels.Understanding human psychology and focusing on trying to uncover an individual's unique motivations.Sales Leaders should invest time in understanding the ideal customer profile and the problems their team can solve for potential customers.Active listening and understanding the motivations of team members are essential traits for successful sales leaders.About Our Guest:Thibaut Souyris is a successful entrepreneur, corporate leader, and expert sales coach. With over a decade of experience in selling technology products, he now focuses on training and coaching salespeople to improve their prospecting skills. He is the founder of Sales Labs, where he provides online training and coaching programs to help sales teams book more meetings and generate pipelines. Thibaut Souyris is also a published author and has been featured on various podcasts and platforms.Rate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Team podcast, Ben Wright discusses the importance of effective meetings in the post-COVID era. He highlights three key meetings that are crucial for sales teams: weekly team updates, training sessions, and deal reviews. Ben provides tips on how to make these meetings impactful and engaging, emphasizing the need for motivation, clear goals, and follow-up actions.Key Takeaways:* Trying new things is hard, but embracing new experiences leads to personal growth.* Cross-skilling is essential for adapting to different environments and improving performance.* Weekly team updates should focus on motivating the team, reviewing past performance, and setting priorities for the upcoming week.* Training sessions should be consistent, cover technical, sales and business skills, and involve different modalities and guest presenters.* Deal reviews are the really impactful meetings, where the team works together to workshop and improve live customer projects.* Individual meetings (1:1's) and coaching sessions are crucial for addressing specific needs and keeping track of individual performance.* Varying the formats of meetings keeps them interesting and engaging for the team.0:00 Intro1:12 Mountain Biking Experience3:30 Meetings in the Post-Covid Era4:29 Three Key Meetings5:02 Three Key Meetings: Weekly Team Meetings11:12 Three Key Meetings: Training Sessions14:17 Three Key Meetings: Deal Reviews18:09 Tips on Effective Meetings: One to Ones19:21 Tips on Effective Meetings: Weekly Catchups19:54 Tips on Effective Meetings: Vary Meeting Formats21:35 UP NEXT WEEK!22:33 Health and Wellbeing Tip23: 27 OutroRate, Review, & FollowIf 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.

Mark Stouse is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge their ROI gap. He is an award-winning B2B CMO and CCO and has been a pioneer in connecting marketing investments to revenue, margin, and cash flow.In this episode of the Stronger Sales Teams podcast, host Ben Wright interviews Mark Stouse, the Managing Director and Founder of Proof Analytics. They discuss various topics related to sales leadership and performance, particularly in times of adversity. Mark shares his insights on learning hacks, the importance of continuous improvement, and the role of leaders in maintaining alignment within their teams. He emphasizes the need for leaders to take responsibility for their team's performance and to create a safe environment for learning and growth.Key Takeaways:Being on podcasts and engaging in conversations helps consolidate thoughts and generate new ideas.Continuous learning and building a broad knowledge base are essential for effective leadership.Leaders are responsible for maintaining alignment within their teams and clearly enunciating expectations.Leaders should not be too hard on themselves during tough times and should acknowledge and learn from their mistakes.0:00 Intro1:14 Recap1:43 Top Learning Hacks5:00 Learning Technology8:17 Bringing Back a Member’s Alignment11:43 Apologizing14:10 OutroAbout our guest:Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics to show marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels.An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders.Rate, Review, & FollowIf 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.

Mark Stouse is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge their ROI gap. He is an award-winning B2B CMO and CCO and has been a pioneer in connecting marketing investments to revenue, margin and cash flow.In this episode of Stronger Sales Teams Podcast, Mark Stouse, CEO of Proof Analytics, discusses the challenges that CEOs and CFOs face in understanding the true business impact and financial worth of their marketing and sales efforts. He introduces Proof Business GPS, a platform that provides cause and effect analytics to optimize marketing and sales strategies. Stouse explains that in 2023 and beyond, go-to-market optimization will require a cohesive approach that considers the entire customer experience. He emphasizes the importance of experience and adversity in sales teams and offers advice on how sales leaders can prepare their teams for challenging times.Key Takeaways:CEOs and CFOs are increasingly seeking cause and effect analytics to understand the true business impact of marketing and sales efforts.Go-to-market optimization in 2023 and beyond will require a cohesive approach that considers the entire customer experience.Sales leaders should value experience and adversity in their teams to prepare for challenging times.Empathy and leading from the front are key to gaining alignment and engagement from sales teams in difficult times.0:00 Intro 1:19 Guest Introduction2:45 About Mark Stouse and Proof Analytics 7:38 What's Changed in the World of Go-to Market Optimization11:34 Behaviors that A Sales Leaders Should Focus On14:50 Preparing the Team for What’s Ahead 17:35 Aligning Your Team20:22 Outro About our guest:Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics to show marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels. An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders. Rate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams podcast, Ben Wright discusses effective growth hacks for lead generation. This is the third and final episode in the 'Fast Revenue Growth' series.Ben shares ten revenue growth hacks that can help businesses emphasize fast growth. These hacks include getting aligned with the sales process, using tech to prospect, embracing content to build a following, and leveraging technology to shorten the sales cycle and increase close rates. Ben also emphasizes the importance of training, mindset, and celebrating wins in achieving fast growth.Get your notepad and pen ready because this JAM-packed episode is overflowing with tips! Don't miss out—you'll want to listen to it on repeat!0:00 Intro1:17 Recap4:45 Growth Hacks for Lead Generation5:19 Growth Hacks for Lead Generation: Aligned with the Sales Process6:10 Growth Hacks for Lead Generation: Repeatable Message7:37 Growth Hacks for Lead Generation: Leveled Responsibilities between Sales and Marketing10:07 Growth Hacks for Lead Generation: Embracing Tech to Prospect13:57 Growth Hacks for Lead Generation: Embracing Content to Build a Following15:00 Growth Hacks for Lead Generation: Embracing Tech to Shorten the Sales Cycle17:11 Growth Hacks for Lead Generation: Embracing Tech to Increase Close Rates19:09 Growth Hacks for Lead Generation: TRAINING! TRAINING! TRAINING!19:33 Growth Hacks for Lead Generation: Lead by Example19:53 Growth Hacks for Lead Generation: Celebrate Wins21:13 Next Up!21: 45 Health and Wellbeing Tip22: 46 OutroRate, Review, & FollowIf 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, Ben Wright discusses different pricing strategies that can be used to achieve fast revenue growth. He explains eight pricing strategies, including cost-based pricing, competition-based pricing, value-based pricing, penetration pricing, skimming pricing, premium pricing, promotional pricing, and dynamic pricing. Ben highlights the benefits and pitfalls of each strategy and provides insights on when to use them. He also emphasizes the importance of continuously evaluating and adjusting pricing to meet customer needs and stay competitive.It is important to note that Long-term retention, increasing transaction size per customer, and acquiring new customers are three main ways to achieve fast revenue growth; Pricing strategies should be based on customer value and perception, market dynamics, and competition; Value-based pricing, promotional pricing, and dynamic pricing are effective strategies for fast growth; Micro changes through discipline, such as appreciation, gratitude, and perspective, can lead to personal growth.0:00 Intro1:13 Recap2:59 8 Great Pricing Strategies3:31 8 Great Pricing Strategies: Cost Based Pricing4:38 8 Great Pricing Strategies: Competition Based Pricing6:00 8 Great Pricing Strategies: Value Based Pricing7:36 8 Great Pricing Strategies: Penetration Pricing8:22 8 Great Pricing Strategies: Skimming Pricing9:09 8 Great Pricing Strategies: Premium Pricing10:20: 8 Great Pricing Strategies: Promotional Pricing12:07 8 Great Pricing Strategies: Dynamic Pricing12:50 Best of These Strategies14:06 How To Apply These Strategies17:31 Health and Wellbeing Tip

In this episode of the Stronger Sales Teams podcast, Ben Wright discusses three ways to grow revenue quickly: long-term retention, increasing transaction size, and acquiring new customers.He emphasizes the importance of repeat business from existing customers and provides strategies for building long-term retention models, such as contracts, subscriptions, and key account relationships. Ben also explores methods for increasing transaction sizes, including bundling products, offering pricing tiers, and providing value-add services. Lastly, he delves into acquiring new customers through prospecting, referrals, and targeting profitable customer segments.0:00 Intro1:15 Recap1:49 Revenue2:25 Growing Revenue Quickly5:35 Growing Revenue Quickly: Long Term Retention13:44 Growing Revenue Quickly: Increasing the Transaction Size17:48 Growing Revenue Quickly: Acquiring New Customers21:54 “Sales are Vanity, Margin is Sanity, and Cash Flow is Reality”24:32 Health and Wellbeing Tip25:28 Outro