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

This week, Collin Mitchell joins Ben Wright on the Stronger Sales Teams podcast to discuss the importance of personalization in the sales process and how technology can be leveraged to achieve this. They delve into the top-of-funnel challenges faced by sales organizations and the need for effective inbound lead management and outbound campaigns. Collin emphasizes the power of data in personalization and highlights the various segmentation points that can be used to tailor messaging. He also emphasizes the need for sales teams to measure conversions rather than just activity and constantly optimize their strategies. The conversation touches on the changing landscape of B2B sales, the role of AI in sales, and the importance of embracing technology. Collin shares his go-to tech tools for sales teams, including CRM systems, LinkedIn Sales Navigator, and video tools. The episode concludes with insights into successful sales leadership traits and the importance of continuous learning.About The Guest:Collin Mitchell is a four-time founder, sales expert, and podcast host. He is currently the VP of Sales at Leadium, a company that helps sellers personalize the sales process to build rapport and close more deals. Collin has over 13 years of experience in sales, particularly in the SaaS industry, and has successfully scaled multiple businesses.LinkedIn: https://www.linkedin.com/in/cmsales/Facebook: https://www.facebook.com/Collin.SalesHustle/0:00 Intro1:10 Guest Introduction2:52 Success of Leadium4:48 Personalizing the Sales Process7:21 Modern Teams Generating Leads12:28 Changes from the Past Years14:30 Successful Tech Changes19:27 Tech Recommendations21:52 Podcast Alternatives24:20 Traits of a Successful Sales Leader26:18 Guest’s Platforms27:27 Outro

In this final episode of the 'building effective sales leaders' series which outlines the four key habits that drive the success of sales leaders, Ben provides practical advice on the next steps that sales leaders should take to implement these habits in their day-to-day team management.The four key habits that build successful sales leaders:- implementing a sales process,- focusing on the key levers for peak performance (The Team STEP Model),- using The 3-Box Model for measuring metrics, and- a long-term focus on training.In the early stages of implementing these habits, there are three signs of life that sales leaders should look out for. The first sign is that the team is meeting enough people, which is an indication that energy levels are up, and good information is being put out there. The second sign is that the pipelines are building towards targets. The third sign is that teams are engaging each other in closing deals, indicating that they are working together and talking through projects.By following these best practices, sales leaders can build high-performing and engaged sales team that consistently drive revenue and profits.0:00 Intro1:44 Recap3:35 What do you NEXT?4:35 Scheduling Half Day Events5:07 Building the Sales Process07:21 Building The Team STEP Playbook10:23 Building The 3-Box Model11:51 Building a Training Program12:58 What Should You Expect from Your Team?20:44 Wrapping up the Series on Effective Sales Leadership22:41 Health and Wellbeing TipDon't miss next week's episode where Ben speaks with special guest Collin Mitchell-VP of Sales @ Leadium, where they'll deep dive into sales prospecting and converting activity into leads.

This week, Ben highlights the six reasons why training and continual learning are vital for exceptional sales leaders and teams. He emphasizes the need for practice, the importance of adapting to changing markets, the value of dynamic feedback, the ability to seize opportunities, and the positive impact of training together as a team.Ben also provides insights on how you can build and implement a successful training program for your sales teams, focusing on the structure and components required for effectiveness.Don't miss this episode to gain valuable knowledge on how training and continual learning can give sales professionals a competitive advantage.An organization's ability to learn and translate that learning into action rapidly is the ultimate competitive advantage. - Jack Welch, Chairman and CEO, General Electric0:00 Intro1:44 Recap4:38: Importance of a Training Program5:22 6 Reasons Why Training it Important9:17 How to Build a Training Program: 3 Areas to Cover15:48 Implementing the Training Program21:20 Outcome of a Training Program22:23 The Challenge for Today24:51 Health and Wellbeing Tip25:35 Outro

Join Ben as he shares his personal journey from salesperson to sales leader, highlighting the challenges faced during this transition. Discover the power of the 3-Box Model, a strategic approach that helps sales leaders measure their teams while keeping them motivated. Ben encourages listeners to envision their future success and provides free resources to build super-powered sales teams. Don't miss this episode for actionable insights and practical tips to optimize leadership skills and achieve outstanding results in sales.Lighting a fire UNDER someone will never be as effective as lifting a fire WITHIN someone - Bob Teague 0:00 Intro1:37 Recap2:29 “Vulnerable Moment”7:11 The 3-Box Model7:58 Lighting the Fire Within9:18 Being Clear on the Metrics10:47 Simplifying the Sales Metrics11:19 First Box: Number of Meetings12:00 Second Box: Active Pipeline Size13:09 Third Box: Sales Achieved14:30 Measurement22:42 How to Implement the 3-Box Model23:56 Health and Wellbeing TipWant to learn more about The 3-Box Model? Download it FREE today, here.

This week, Ben welcomes Juan Sanchez back to the Stronger Sales Teams podcast. Juan is Primely's founder and head coach, a mental fitness coaching practice that believes sales performance and mental fitness are intertwined. Ben and Juan discuss how mental fitness and sales performance are mutually inclusive, and how sales leaders can use this knowledge to build highly effective and engaged teams. They also touch on how personal health is important for team performance and the people around them.Juan and Ben discuss how to create a successful wellbeing routine that fits an individual's lifestyle and work schedule. Juan explains that mental fitness is mainly about preparation, and shares tips and hacks to improve performance. He explains the foundations of creating a successful wellbeing routine. He suggests having an overall sense of purpose, setting achievable goals, creating a healthy and balanced lifestyle, having a positive attitude, and maintaining good relationships with family, friends, and colleagues. Juan also emphasizes the importance of prioritizing self-care and finding activities that bring joy, as well as taking breaks throughout the day.Finally, Juan encourages people to be patient with themselves, as it takes time to establish a successful wellbeing routine.0:00:00 Intro0:01:09 Introduction of Guest0:03:12 How to Design a Wellbeing Routine That Works For You0:03:37 Foundations of a Successful Impact on Wellbeing Practices0:05:02 Designing a Personalized Wellbeing Routines0:07:02 How to Make a Routine a Habit0:09:30 Determining if the Habit Works for You0:12:10 One Thing in the Wellbeing Routine that Should Be Incorporated0:13:30 The Wim Hof Method0:16:29 Guest Details0:17:24 OutroFor more about Juan Sanchez and Primely: Website: www.primely.com.auLinkedIn: https://www.linkedin.com/company/primelyThe average working professional sleeps 6.5hrs - Less than the recommended 7 to 9hrs of recommended sleep: https://www.hult.edu/blog/how-sleep-deprivation-affects-work-and-performance/In the US, fatigue related to sleep deprivation costs employers US$1,967 annually per employee: Rosekind R, Gregory B, Mallis M et al. (2010) The cost of poor sleep: workplace productivity loss and associated costs. J Occup Environ Med 52(1):91–9Brain activity peaks with 25 mg of glucose circulation (1 banana): https://www.forbes.com/sites/ashleystahl/2019/08/06/3-ways-your-diet-impacts-work-performance/?sh=42cb70536eacMicrosoft WTI Pulse report: https://www.microsoft.com/en-us/worklab/work-trend-index/brain-researchWheel of Wellbeing: https://wheelofwellbeing.com/Wim Hof Method: https://www.wimhofmethod.com/benefitsMental Fitness: https://www.positiveintelligence.com/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.

This week, Ben delves further into the Team STEP Playbook further, specifically the 'E' for Energy, and how it applies to building a strategy that will lead to peak performance.The Energy levels of teams can define a successful campaign in a more powerful way than most other initiatives they undertake. Sales Leaders have all experienced the yo-yo-ing of energy levels of their teams – from excitement to frustration and despair. It’s no surprise that building an environment where salespeople can be energised as frequently as possible is a big habit of successful Sales Leaders. So how do we create this environment?"It's hard to beat a person who never gives up" - Babe Ruth0:00:00 Intro0:01:15 Recap0:05:11 Team STEP Playbook: Energy0:06:55 Energy: Rules of Engagement0:07:44 Energy: Behaviors that Govern0:08:18 Energy: Team Efficiency0:09:55 Energy: All Around Lead Generation KPI’s0:10:28 Energy: Personal Network Growth0:11:48 Energy: Lead Response Times0:12:16 Energy: How to Meet Customers0:13:15 Energy: Deal Reviews0:13:54 When to Abandon the Sales Process0:14:49 Energy: Accountability0:15:41 Energy: Post Sale Referral0:15:57 Energy: Challenging the Status Quo0:18:05 Energy: Prioritize the Sales People0:18:41 Energy: Make People Safe0:19:28 Common 'Energy' Traits in a Sales Team0:19:36 Sales Leaders Bring the Energy Themselves0:19:57 Deferring to Others0:20:35 Praise Specifically & Criticize Generally0:22:13 Free Resource - The Team STEP Playbook0:22:49 Health and Fitness Tip0:23:58 Outro

In today's episode, Ben Wright speaks of his experience with a successful sales leader, who had been in their role for 6-7 years. This individual was a great motivator to their team and was working hard on improving their leadership skills. The issue this leader had was with reacting emotionally when confronted with another person who was also emotional. Rather than letting the person calm down and work through the problem, the leader also became emotional themselves. Ben encouraged this leader to focus on improving this area of their leadership and reminded them of the importance of managing their personal health for a happy and productive year.This podcast discusses the four key habits of successful sales teams, which include having a well-defined sales process, the Team STEP Playbook, a measurement metric and a long-term focus on training. The Team STEP Playbook includes a focus on the strategy, talent and energy levers in order to drive peak performance. The focus on talent is a monthly focus and is all about investing time into people in order to make them the best versions of their salesperson, so that they become the envy of other businesses and competitors. Richard Branson’s quote “Train people well enough so they can lead, treat them well enough so they will want to” is a great reminder of the importance of investing time into people to ensure they stay with the business and that they can reach their full potential.Finding great talent for a sales team is difficult, and it's rare that a team can just recruit five immensely talented individuals who will immediately start performing. The successful sales teams blend experience with new, more junior salespeople who have the ability to learn and grow. The more experienced performers can impart their ways onto the emerging talent, while the junior members can motivate the more experienced performers. This blend of experience and enthusiasm can result in a sales team that is able to succeed and reach their goals.0:00:00 Intro0:01:14 Encounter with a Sales Leader0:03:19 Recap0:04:35 The Talent Approach to Building a High Performing Sales Team0:06:46 How Do Successful Teams Succeed0:08:50 The Talent Levers0:09:43 The Talent Levers: Sales Skills0:11:23 The Talent Levers: Technical Skills0:11:57 The Talent Levers: Business Skills0:12:55 The Talent Levers: Experience0:13:221 The Talent Levers: Team Training Program0:14:33 The Talent Levers: Mindset Training0:15:19 The Talent Levers: Team Culture0:15:37 The Talent Levers: Negotiation Principles and Delegation0:16:21 The Talent Levers: Remuneration Instructions0:17:27 The Talent Levers: Leadership0:17:42 The Talent Levers: Market Changers0:18:13 The Talent Levers: Objection Handling0:18:33 The Talent Levers: Technical and Industry Support0:19:29 The Talent Levers: Closing Strategies0:20:40 The Talent Levers: Coaching0:21:19 Sales Leaders Who Gets the Team STEP Playbook0:19:23 "Encouraging Self-Learning and Closing Strategies for Sales Teams"0:23:55 Health and Fitness Tip0:25:001 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.

Ben Wright introduces the Stronger Sales Team podcast, which is designed to help sales managers build, motivate, and keep together highly effective sales teams that grow revenue and make businesses profitable. He then explains the 4 key habits of successful sales leaders: a sales process, the Team Step Playbook, a form of measurement, and sales training. He focuses on the “S” in the Team STEP Playbook, which stands for strategy, and explains why the Team STEP Playbook is a better option than a traditional sales strategy document. It is a broad framework that allows sales managers to customize their strategic planning.This episode focuses on the strategy elements of Team STEP, a model for business success. For the best organizations, a strategy should be viewed as an evolving process that informs their thinking, actions, responses, and learning. They should also consider their customers, capabilities, and the prevailing market when creating a strategy. As Henry Ford said, the best competitor is one who is always improving their own business.The episode focuses on the importance of having a clear team vision and the strategies that need to be implemented in order to make it effective. The speaker states that having a team vision is powerful and can be used as a North Star to guide the business. To make sure the team vision is successful, there are five key selling strategies that should be implemented. The first is a sales process which should outline the steps that customers will go through. The next is a sales methodology which should connect the sales process together. After that is the consultation process which should bring the sales process and methodology to life. Finally, the speaker mentions demonstrations and leveraging networks as important strategies for different types of markets. In conclusion, having a clear team vision and the right strategies to back it up is essential for a successful business.0:00:00 Intro0:01:52 The Team S.T.E.P. Playbook0:04:29 Why Do We Use the Team S.T.E.P. Playbook?0:05:11 S.T.E.P: Strategy0:07:00 The Structural Element of the Team’s Offer0:07:06 The Structural Element of the Team’s Offer: Who are the Target Markets0:07:32 The Structural Element of the Team’s Offer: Key Target Geography0:07:57 The Structural Element of the Team’s Offer: Key Products and Services0:08:35 The Structural Element of the Team’s Offer: Pricing Strategy0:10:12 The Structural Element of the Team’s Offer: Revenue and Profit Targets0:11:23 The Structural Element of the Team’s Offer: Team Vision0:12:00 Key Selling Strategies0:12:19 Key Selling Strategies: The Sales Process0:12:41 Key Selling Strategies: Sales Methodology0:13:14 Key Selling Strategies: The Consultation Process0:14:38 Supporting Part of Strategy Plan0:17:03 Elevated Pitch0:18:21 Key Communication Templates0:18:50 Industry Relationships0:19:29 Recruitment Strategy0:20:30 How Can Sales Leaders Bring Strategy To Your Teams0:022:55 Health and Fitness Tip0:23:53 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.

Today’s guest, Juan Sanchez, is the founder and head coach of Primley, a mental fitness coaching business. Juan has formal qualifications in mental fitness and a 12 year career in sales management and business development. He also volunteers for organizations such as Beyond Blue for suicide prevention and mental health awareness. The conversation focused on how to strengthen mental fitness for optimum sales performance. Mental fitness is linked to how one lives their life outside of their job. With care and dedication, listeners can optimize their mental health and improve their sales performance.This conversation provides an overview of how to exercise the mind muscles in the same way as physical muscles. The three key components to build a strong mental fitness routine are mindfulness exercises such as mindfulness breathing and meditation, flow activities like playing cards, sudoku, and exercising, and lastly, avoiding distractions like phones, emails, television, radio, and music. Exercising the mind muscle is important in order to keep it active and to prevent atrophy. Following these suggestions will help to build a strong mental fitness routine.In this conversation, the two speakers discussed how salespeople can improve their performance by exercising their mind muscle through various activities. The first one mentioned was mindfulness, followed by meditation and any other activity that requires single-minded focus. It was then discussed that being mentally fit also requires an understanding of the relationship between mind and body.0:00:00 Intro0:01:21 Guest Introduction0:02:28 How to Strengthen Mental Fitness0:03:17 How to Exercise the Mind Muscle0:05:47 Improving Sales Performance by Being Mentally Fitter0:09:05 How to be Better Sleepers and Eaters0:13:38 Taking A Break0:14:39 Frontal Alpha Symmetry0:15:25 Pausing Activities0:16:35 Being on Top of Your Game0:17:48 The Science Behind the Tips0:21:05 Guest Details0:21:30 OutroJuan Sanchez:Website: www.primely.com.auLinkedIn: https://www.linkedin.com/company/primelyThe average working professional sleeps 6.5hrs - Less than the recommended 7 to 9hrs of recommended sleep: https://www.hult.edu/blog/how-sleep-deprivation-affects-work-and-performance/In the US, fatigue related to sleep deprivation costs employers US$1,967 annually per employee: Rosekind R, Gregory B, Mallis M et al. (2010) The cost of poor sleep: workplace productivity loss and associated costs. J Occup Environ Med 52(1):91–9Brain activity peaks with 25 mg of glucose circulation (1 banana): https://www.forbes.com/sites/ashleystahl/2019/08/06/3-ways-your-diet-impacts-work-performance/?sh=42cb70536eacMicrosoft WTI Pulse report: https://www.microsoft.com/en-us/worklab/work-trend-index/brain-researchRate, 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 building a successful sales team and why only 52% of sales leaders feel confident that they know what 'good' looks like. He provides insights and actionable steps to help sales managers build, motivate and keep together highly effective teams. He explains that salespeople have a wide range of skills that are essential for success such as; building relationships, being able to think on their feet, influencing people, challenging customers, working with numbers, being resilient and persistent. He also emphasizes the importance of managing personal health in order to have a happy and productive view.Successful sales leaders are able to build a process that leads to a high performing team. In order to build an environment of performance without stifling creativity or reducing engagement, it is important to focus on responsibility. This means creating an environment that allows individuals to take ownership of their role and encourages them to learn through experience. It also involves providing feedback to help them understand what good looks like and developing strategies that reward performance. Finally, it involves setting clear expectations and providing recognition for a job well done.This episode introduces the Team STEP Model, a new model for peak performance in sales teams. This model is focused on the four key levers of peak performance - strategy, talent, energy, and peak performance. When these levers are combined, they result in high engagement, successful close rates, efficient movement through the sales cycle, cohesive teams, and budget goals being met. The Team STEP Playbook will be available for free when you sign up and follow the podcast series as well as other resources to help teams understand and implement the model.0:00:00 Intro0:01:33 Why Are Only 52% of Sales Leaders Confident in what 'Good' Looks Like?0:03:56 How to Build an Environment of Success0:04:47 4 Key Habits that Drive the Success of Sales Leaders0:04:53 4 Key Habits: A Sales Process0:05:20 4 Key Habits: Key Levers0:05:47 4 Key Habits: Measurement Model0:06:13 4 Key Habits: Training and Coaching0:07:09 Emphasis on 4 Key Levers (Team S.T.E.P. Model)0:09:25 Team S.T.E.P. Model: Strategy0:11:45 Team S.T.E.P. Model: Talent0:13:42 Team S.T.E.P. Model: Energy0:15:10 Team S.T.E.P. Model: Peak Performance0:19:05 Where to get the Playbook0:020:54 Health and Fitness Tips0:023:16 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.

Ben Wright welcomes Juan Sanchez, the founder and head coach of Primely, to the Stronger Sales Teams podcast. Juan is an experienced sales manager, having been an equity partner at a successful renewables business and a BDM for 12-15 years. Primely offers mental fitness training for sales teams seeking optimal performance.Juan and Ben discuss how to improve sales performance by learning from professional athletes. Juan explained that mental fitness is the ability to remain mentally focused, resilient, and motivated, even in challenging situations. Mental fitness is important for sales teams because it can help them stay motivated, focus on goals, and remain resilient during difficult times. Juan gave several examples of how professional athletes use mental fitness to succeed in their sports, such as visualization techniques, goal setting, and positive self-talk. Finally, Juan emphasized the importance of self-care for sales teams in order to maintain their mental fitness. Self-care includes taking time to relax, eat healthy, and exercise.This conversation explores the similarities between professional athletes and salespeople. Both are professionally rewarded and rely heavily on their individual skills. Additionally, competition is fierce in both fields. To be successful, it is important to prepare properly, as what you do away from the workplace or court can greatly affect your performance. This is referred to as the 'Seven Ps': Prior Proper Preparation Prevents Pretty Poor Performance. Mental fitness exercises, such as positive psychology, can help people make rational decisions when they are in a fight or flight mode. With proper preparation, athletes and salespeople can both achieve success in their respective fields.0:00:00 Intro0:01:05 Guest Introduction0:02:50 How to Improve Sales Performance via Learnings from Athletes0:03:28 Mental Fitness0:04:58 Red Brain and Blue Brain0:06:17 Common Traits of Sales People and Athletes0:08:29 Learnings from Athletes to be Leverage by Sales People0:11:18 Judging Through Wins0:13:13 How to Be Consistent0:14:30 Pre-Meeting Routines0:016:27 How to Deal with Pressure0:19:01 Guest Details0:19:40 OutroFollow Juan Sanchez @:Website: www.primely.com.au LinkedIn: https://www.linkedin.com/company/primelyRate, 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 covers the concepts of sales process and sales methodology and how they work together. He explains that the sales process is the game plan and structure that is built to maximize time and energy to ensure that the business can keep its promises. If a poor sales process is in place, it can lead to stress, lost hours and ultimately people turnover. If a good process is in place, it can lead to consistent performance, higher conversions, faster sales, and more engaged teams. The sales methodology, on the other hand, is the approach to implementing the sales process. It is the philosophy around how the sales team should sell. Ultimately, the sales process and methodology are both important and should be taken into consideration when building a successful sales team. Here, Ben talks us through nine sales methodologies you could consider for your team.0:00:00 Intro0:02:21 Difference Between a Good Sales Process and Sales Methodology0:06:00 Common Sales Methodologies0:06:22 Sales Methodologies: Spin Selling0:07:20 Sales Methodologies: Solution Selling0:08:07 Sales Methodologies: The Challenger Methodology0:09:18 Sales Methodologies: Seamless Selling System0:10:11 Sales Methodologies: Conceptual Selling (Melahymin Method)0:11:07 Sales Methodologies: The SNAP Methodology0:11:43 Sales Methodologies: The Consultive Methodology0:12:20 Sales Methodologies: Inbound Methodology0:12:53 Sales Methodologies: Targeted Account Selling (TAS)0:14:00 Picking the Best Sales Methodology0:19:18 Health and Fitness Tips0:20:30 Outro 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 today’s episode, Ben shares a story of buying a house and how the experience relates to the sales process. After purchasing the home, the real estate agent that had managed the sale kept in touch with him regularly over the roughly ten years that followed. When it came time to sell the house, he made the easy decision to go with the same agent due to the level of trust and relationship that had been built. An illustration of how important it is to create a habit of building relationships with customers and to keep them engaged over time.This episode discusses the fifth and final step of the sales process: the Post Game Review, or Key Account Management Program. Ben shares four key initiatives that should be implemented into a team's process. These four initiatives are based on Ben's experience working with hundreds of salespeople and teams over the past 20 years. These initiatives are aimed at helping teams stay in touch with customers and building future pipelines.0:00:00 Intro0:01:12 Selling a House Experience0:02:35 The Post Game Review0:03:09 Recap of Previous Episode0:03:33 4 Key Initiatives to Implement in the Post Sales Process0:04:01 1. Brand0:006:37 2. Seamless Flow of Information in the Business0:8:24 Stay Involved0:09:21 Delivery: Data Hygiene0:09:54 Delivery: Limit the Number of Handovers0:11:16 Delivery: Remain Involved in The Handover to Delivery Departments0:012:08 Delivery: Customers Must Receive Communication0:12:43 Delivery: Sign-off by Multiple Departments0:12:57 Delivery: Fast Feedback Loops0:13:17 Delivery: Involvement Per Sale0:15:00 3. Mistakes are Fixed Quickly0:16:47 4. Meet With the Customer When The Job is Done & Thank Them0:18:33 Recap0:20:41 Health and Fitness Tip0:21:47 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 today’s episode, Ben talks us through how salespeople often struggle with closing deals, due to a fear of hearing no. To address this, he provides eight practical tips and techniques to help managing sales teams close the deal and their success rate. These techniques range from having a clear closing process, having a pre-defined closing technique, leveraging skills across the business, the role of negotiation, workshopping deals, knowing the customer’s decision makers, making moving forward easy for customers, and asking more about the business.This episode also covers four different types of closing techniques used in sales: the question close, the summary close, the soft close, and the limited-time offer.0:00:00 Intro0:03:15 Homerun: The Close0:03:47 Recap of Previous Episode0:04:14 Practical Tips for Sales Team to Close0:04:29 Step 1: Sales Teams Should Have A Clear Process0:05:08 Step 2: Closing Techniques0:05:55 Closing Technique 1: Question Closing0:07:35 Closing Technique 2: Summary Close0:08:47 Closing Technique 3: Soft Close0:05:55 Closing Technique 4: Limited Time Offer0:13:35 Step 3: Leverage Skills Across the Business0:14:44 Step 4: Don’t Underestimate the Role of Negotiation0:16:44 Step 5: Work Shop Deals0:017:50 Step 6: Know the Decision Makers0:018:31 Step 7: Make Moving Forward Easy for Customers0:019:10 Step 8: Ask for the Business0:20:12 Recap0:19:09 "8 Steps to Successful Closing for Business Development Managers"0:22:13 Health and Fitness Tip0:23:15 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 episode, Ben dives into creating a top-shelf sales process that works for any B2B business. He explains how to create an effective and streamlined sales process that will help the team grow revenue, make profits, and stay engaged. By understanding the importance of a well-defined process and focusing on the customer journey, businesses can maximize their potential and achieve long-term success.In this podcast, he talks about how to nail the presentation stage, giving listeners a few structural norms to embed in their team, as well as advice for their leaders to stay on top. The speaker discussed the importance of needs analysis when preparing for a sales pitch. He discussed two acronyms to keep in mind when conducting a needs analysis: BANT and PPVVC. BANT stands for budget, authority, need, and timing. The PPPVC method stands for pain, power, vision, value, control.The speaker emphasized the importance of understanding customer pain points, knowing the decision-making process, and ensuring proper preparation. With these tips, sales teams can be better prepared to make a successful pitch.0:00:00 Intro0:02:16 Recap of Previous Episode0:02:43 The Presentation Stage0:03:09 How to Nail the Presentation0:04:37 Understand Value Opportunities for Customer0:05:33 Know the Decision-Making Process0:7:57 Preparation0:09:42 10 rules of Engagement0:13:40 Make Customers Feel Special0:14:56 Make Sure You Are Taking a Physical Product0:16:30 Prepare the Agenda of the Meeting0:17:16 Story Telling and Social Proof0:18:49 Specific Benefit of the Product0:20:29 Question Time0:20:55 Be Clear on What’s Next0:22:08 Steps to Presenting Via Video Conference0:25:20 Health and Fitness Tip0:26:11 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 today's episode, Ben talks about the first stage of the sales process: lead generation. He uses a baseball analogy to explain the five steps of the sales process: getting to first base (lead generation), meeting and greeting, building a great first impression, and closing the deal.This episode introduces the Three Box Model, a metric used to measure success in sales. The model consists of three boxes: the first, marked in red, representing the number of people interested in the product or service met in a given month; the second, marked in yellow, representing the active pipeline of quotes in units or value; and the third, marked in green, representing the business won in a given month. This model is a simple, tried and tested way of measuring lead generation and is used by successful salespeople and teams.The episode focused on lead generation and how to get sales teams to focus on generating their own leads and learning how to hunt. To help with this, the speaker proposed eight options that leaders of sales teams or businesses can use. These include: setting clear expectations, establishing processes and metrics, introducing a three-box model, providing sales training, encouraging collaboration, leveraging technology, creating incentives, and rewarding success.0:00:00 Intro0:01:02 Recap of Previous Episode0:02:40 First Stage of the Sales Process- Lead Generation0:03:50 Lead Generation Strategies: Introducing the Three Box Model0:006:43 The Red Box (Customer Visits)0:03:01 Lead Generation Strategies: Introducing the Three Box Model0:07:23 Eight Strategies for Generating Leads and Focusing on Customer Visits0:07:32 Set and Agree Target Market and Target Lead Generation0:08:25 Build a Culture Where Networking is a Norm0:08:55 Regular Brain Storming Sessions0:11:44 Targeted vs Specific Lead Generation0:13:46 Data Collection0:14:47 Qualification0:15:34 Internal Allocation0:16:07 KPI’s on Contact0:16:30 Lead Generation Being Omnipresent0:17:03 Recap0:18: 54 Health and Fitness Tip0:21:20 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, Ben is excited to begin discussing the second step of their five-step sales process: the Meet and Greet and Needs Analysis stage. After making contact and generating a lead, it is time to take the potential customer on a journey to the close. This stage involves meeting the customer, getting to know them, and analyzing their needs. Objection handling is key throughout the process, and Ben emphasizes the importance of making sure the customer's experience is unforgettable.The episode discussed the tips and tricks to setting up a successful sales process. The first tip is to set the standard and create a one-pager that outlines how the sales team will interact with customers. The second tip is to decide how the team will meet customers, whether it be face-to-face, via video call, or over the phone. The third tip is to make sure the first impression is bang on, which can be accomplished through proper preparation. The fourth tip is to agree with the team on how much time should be spent on relationship building. The fifth tip is to ensure everyone in the team understands the business's unique proposition and how to effectively communicate it to customers. Finally, the sixth tip is to qualify or re-qualify the lead.0:00:00 Intro0:01:20 Recap of Previous Episode0:02:14 First Stage of the Sales Process- Meet and Greet and Needs Analysis0:02:45 Why group Meet and Greet and Analysis together0:04:15 Tips to Step up to Second Plate0:04:24 Set the Standard0:05:10 Agree on How to Meet a Customer0:05:50 Get that First Impression Bang On!0:07:41 Know What are Your Special Sauces and How to Communicate It0:08:36 Qualifying the Lead0:09:08 The Needs Analysis0:10:35 Asking Good Questions0:13:58 The B.A.N.T. Method0:15:20 P.P.V.V.C. Method0:17:49 Post Meeting Sales Summary0:18:18 Setting Up CRM18:55 Being Omnipresent0:20:00 Health and Fitness Tips0:20:50 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 Stronger Sales Teams Podcast by Ben Wright! In this pilot episode, Ben Wright welcomes listeners to the Stronger Sales Teams podcast. He explains how to design an effective sales process, one that is easy to follow, measurable, and that everyone is willing to stick to. He stresses the importance of having everyone on board and engaged with the process, and highlights how having a successful sales process can help to grow revenue and make businesses profitable.This podcast discusses the importance of having a sales process and sales methodology in order to ensure that customers are well looked after and that teams are working together. A sales process is the game plan or structure that is created to enable teams to beat competitors and maximize time and energy. A sales methodology is the approach that is used to implement the sales process. It is important to have both in order to ensure a successful team.The speaker is discussing the importance of creating a sales process that provides value for customers. To help guide the process, they suggest using the baseball as an analogy, which is discussed in this podcast. Sales processes can vary from five to nine steps, but they recommend starting with five and expanding if necessary.0:00:00 Intro0:01:55 Design a Sales Process0:02:49 The Sales Process0:03:53 Sales Methodology0:04:53 Sales Process + Sales Methodology0:06:00 Creating an Awesome Sales Process though the “Baseball” Analogy0:07:34 Creating a Sales Process: Home Plate (Lead Generation)0:08:33 Creating a Sales Process: Second Base (Meet and Greet, Needs Analysis)0:09:45 Creating a Sales Process: Third Base (Presentation)0:10:33 Creating a Sales Process: Home Run (The Close)0:11:50 Creating a Sales Process: Post Game Recovery (Post Close Key Account Management)0:13:49 Creating a Sales Process: Other Needs to Form Part of the Sales Process0:23:13 Health and Fitness Tips0:23:30 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.