Stronger Sales Teams with Ben Wright

What if asking just three questions could make your prospects close the deal for you?Most salespeople talk too much and ask too little—and it's quietly costing them deals. In a world of shrinking attention spans, the ability to ask the right questions has become the ultimate sales advantage. In this episode, you'll learn why great questions outperform great pitches and how clarity—not pressure—is what actually drives buying decisions.In this episode, you'll learn:How to uncover the single “signature piece” that matters most to your customerWho really needs to buy in—and how to avoid getting stuck selling to the wrong personHow aligning your timing with theirs prevents deals from stalling or dying in inertiaPress play to master the three sales questions that create clarity, build alignment, and make closing feel natural—for both you and your customer.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

What if the real reason Walmart dominates isn't price—but clarity?Walmart didn't become a $500B powerhouse by trying to be everything to everyone. They won by choosing two things—operational excellence and cost efficiency—and executing them relentlessly for decades. In this episode, you'll unpack what Walmart's success really teaches sales and business leaders, why most companies struggle to stand out, and how unclear positioning quietly kills growth long before competitors do.By listening, you'll discover:The two core strategies that powered Walmart's growth—and why copying price alone misses the pointHow to identify what your business should be known for in a crowded marketPractical ideas to align your sales experience so every customer interaction reinforces your competitive edgeHit play to learn how to sharpen your positioning, focus your sales strategy, and turn clarity into a repeatable advantage that drives growth.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales:Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

What if 70% of your next year's new customers could come from the people you already serve?Most sales teams chase cold leads through networking, ads, and events—while overlooking the simplest, fastest growth lever sitting right in front of them. In this episode, you'll discover why referrals consistently outperform traditional lead generation, why most teams fail to use them properly, and how a small shift in timing can dramatically increase your close rates and reduce the grind of chasing strangers.By listening to this episode, you'll learn:How referrals can offset customer churn and drive predictable, sustainable growthWhy asking for referrals feels uncomfortable for many teams—and how to remove that friction entirelyThe three specific moments in the customer journey that generate the highest-quality referralsPress play to learn how to turn referrals into a reliable growth engine that delivers warmer leads, higher trust, and faster sales—without adding more work to your pipeline.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales:Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Are your salespeople losing deals before they even start—without realizing it? Even experienced salespeople often make one critical mistake in front of customers: focusing too much on their own product instead of truly understanding the customer's needs. This episode reveals the three key errors that silently lower close rates—and how to fix them. By listening, you'll learn:How to qualify the right customers before the first meeting to avoid wasted effortHow to uncover exactly what your customer values and needs during meetingsThe power of follow-up questions to dig deeper and ensure your solutions align perfectly with their goals Press play to master the three levers that keep your sales team customer-focused, increase close rates, and prevent avoidable mistakes in every meeting.

How has Microsoft stayed at the top for decades—and what can your sales team learn from their approach? Success isn't just about having a great product; it's about truly understanding your customers' needs and innovating around them. This episode explores how Microsoft consistently stays ahead, and why early, insightful customer conversations are the secret weapon that can help your team outperform competitors in 2026. By listening, you'll learn:How to uncover exactly what your customers want in the first meeting to drive faster, more successful salesWhy relentless innovation is important—but knowing your customer is even more criticalPractical ways to align your product, service, and sales process with your customers' core needs to increase close rates Press play to discover how to put customer understanding at the heart of your sales process—so your team can stay ahead, close more deals, and build lasting success like Microsoft.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

What separates great sales teams from average ones—and why do some keep winning no matter the market? Across pre-, during, and post-COVID environments, the highest-performing sales teams consistently share the same core habits. This episode breaks down what top teams do differently when it comes to accountability, learning, and pipeline management—and how you can apply those same principles to lift results without burning out. In this episode, you'll learn:How great sales teams use metrics as a tool for improvement rather than pressure or blameWhy strong teams actively challenge each other and build a culture of continuous learningHow balancing short-term wins with long-term pipeline creation prevents panic and drives consistent results Hit play to discover the three evergreen habits that help sales teams stay competitive, resilient, and consistently improving—no matter the market conditions.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Are you unknowingly slowing your own growth by holding on to sales for too long? Many founders and sales leaders hit a ceiling not because demand dries up, but because they become the bottleneck. This episode tackles the most common growth mistake made during early sales team expansion—and why delaying the handover quietly erodes close rates, customer experience, and momentum. In this episode, you'll learn:The exact moment when continuing to sell yourself starts hurting your business instead of helping itWhy “just squeezing the lemon a bit longer” leads to overwhelm, lower close rates, and broken systemsA clear, low-risk framework for bringing in a salesperson without handing over your pipeline and hoping for the bestPress play to identify whether you're at the growth tipping point—and learn a practical, step-by-step way to transition sales without sacrificing results.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

What if the real reason Sir Richard Branson scaled Virgin wasn't charisma—but something you can actually systemise in your business? Most founders and sales leaders struggle when they move from founder-led selling to building teams, because passion and authenticity are hard to replicate. In this episode, we unpack how Branson turned inspiration, empowerment, and belief into scalable advantage—and what that means for leaders who want growth without relying on superstar personalities. In this episode, you'll discover:Why charisma alone doesn't scale—and what Branson did differently to build 400+ businessesHow to transfer founder passion into your product, marketing, and customer experience instead of relying on individual salespeoplePractical ways to build strong, consistent sales teams without needing extreme enthusiasm from every hire Hit play to challenge your thinking and learn how to embed passion, authenticity, and inspiration directly into your product and sales system—so your business can grow without relying on you at the centre.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Are your close rates lying to you—and quietly destroying your margins? If you're measuring close rates based only on quoted deals or “verbal wins,” you're likely underestimating your true cost to acquire customers and making flawed decisions about marketing spend and sales performance. This episode breaks down why most businesses get close rates wrong—and how that mistake flows straight to the bottom line. By listening to this episode, you'll learn:How to calculate a true close rate that actually reflects your real cost to serve and acquire customersThe difference between lead-to-quote and quote-to-close metrics—and how each one reveals different problems in your sales engineHow to use open, lost, and long-burn deals to identify where your sales team is really getting stuck (and where you can lift results fast)Press play to learn how to set a clean close-rate baseline and use your CRM to uncover the exact levers that will improve sales performance and profitability.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Struggling with the January sales slump? Here's how to turn it into your biggest opportunity of the year.Every year, January hits businesses—especially in trades, construction, and industry—like a cold front: fewer trading days, sluggish buyer activity, and mounting costs. But what if this year could be different? In this episode, you'll learn a powerful strategy to overcome the post-holiday lull and make January and early February a springboard for long-term success.Here's what you'll discover in this episode:Why most sales teams stumble in January—and how to avoid the hidden pitfalls.A proven method for identifying what worked best last year and how to double down on it for early wins.How to create momentum in a short sales window without burning out or spreading your team too thin.Tune in now to learn how to make January count—and set your entire year up for sales success.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Are you really doing enough to hit your sales goals—or are you giving up too soon?In this high-impact episode, we break down the 10X sales philosophy made famous by Grant Cardone and uncover the gritty truth behind why relentless effort beats talent, charm, or even strategy. If you're a sales leader or business owner wondering why your growth has stalled, this is your wake-up call to realign, re-engage, and go bigger.Here's what you'll take away from this episode:The mindset and action patterns that helped Grant Cardone build a billion-dollar empire—and how to apply them in your own career.The real numbers behind sales success, from touch points to follow-ups, and why most people quit just before the breakthrough.How to plan and execute a relentless, high-energy start to the new year—without burning out or losing balance. Hit play now to learn how persistence, clarity, and high-action execution can radically shift your results in the next 12 months.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Are your sales processes too complex for customers to say “yes”?In today's fast-paced market, complexity is killing conversions. If you've lost deals lately and can't pinpoint why, it might be time to simplify. In this episode, you'll learn how to declutter your sales approach—so your customers can buy faster, easier, and with more confidence in 2026.Here's what you'll take away from this episode:The four areas of your sales process that must be simplified to increase conversion: from targeting and lead gen to quoting and offers.How decision fatigue is stalling your customers—and what to do about it starting today.Real-world examples of how businesses in trade, construction, and industry are tightening focus and winning more deals.Listen now to discover how simplifying your sales strategy can unlock faster growth and better results in the year ahead.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Why Do Most New Year's Resolutions Fail—and How Can Yours Actually Work?Before you set another goal for 2026, learn the one mindset shift that turns resolutions into real results.The New Year is full of ambition—but also full of abandoned goals. In this episode, we unpack why traditional New Year's resolutions often fall flat for business owners and sales leaders, and how you can reframe them to create lasting change that sticks. Whether you're skeptical about resolutions or love the clean-slate feeling of January 1st, this episode will give you a smarter, more sustainable path forward.Here's what you'll take away from this episode:The science-backed reason most resolutions fail—and what to do instead to maintain momentum.A simple 3-month system for turning vague goals into everyday habits that drive real business impact.How adopting the “1% Better Every Day” mindset can quietly transform your performance, your team, and your year.Tune in now to set yourself up for consistent wins—not just for January, but all the way through 2026.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

What Can a 90-Year-Old Book Teach You About Modern Sales?Turns out, everything—if you're serious about winning more deals through genuine connection.In today's fast-moving sales world, it's easy to overlook timeless principles. But the most influential sales leaders know that mastering human connection never goes out of style. In this episode, we explore the powerful, practical lessons from Dale Carnegie's How to Win Friends and Influence People—and how they can transform your team's ability to connect, influence, and close.Here's what you'll learn in this episode:Why building genuine relationships still drives the most consistent sales success—and how to do it better.How small, intentional actions can instantly strengthen customer trust and loyalty.Practical, repeatable habits from Carnegie's playbook that modern sales leaders can use right now.Press play now to uncover the simple relationship-building shifts that can dramatically grow your sales in 2026.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Are You Ready to Lead Like the Top 1% in 2026?Discover what elite sales leaders will do differently next year—and why you can't afford to wait to catch up.In today's competitive sales environment, doing "just enough" is a recipe for being left behind. Whether you're running your own business or leading a sales team, this episode dives deep into what separates the best from the rest—and what you can do now to rise above the noise in 2026.Here's what you'll take away from this episode:The overlooked but critical shifts top leaders are already making to put customers first in ways that actually drive results.A practical approach to creating real value that sets you apart in any market, with real-world examples.The secret to simplifying your sales process so your team spends more time closing deals and less time getting bogged down.Hit play now and learn how to align with what the top 1% are doing to crush sales goals in 2026.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Still feeling like 2025 didn't deliver the sales growth you hoped for? What if the key to making 2026 your best year yet is already in your hands?This episode is your practical roadmap for using this year's wins, misses, and near-misses to drive explosive results next year. If you've ever felt stuck in the “busy but not better” loop, this session breaks down exactly how to reflect, refocus, and refine your sales approach—without overcomplicating the process.Learn how to identify and double down on the strategies that actually worked in 2025.Get clarity on what to tweak, what to ditch, and how to simplify your 2026 strategy without starting from scratch.Walk away with a tight, actionable sales plan you can start executing immediately—no big overhauls required. Listen now to get the clarity and confidence you need to hit the ground running in 2026 with a sales plan that actually works.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

What can one of the world's most criticized fast food brands teach you about building a high-performing, scalable sales team?In an age where consumers are leaning toward healthier options, McDonald's continues to dominate globally—not just because of their burgers, but because of the unstoppable systems behind them. If you're struggling to scale your business or remove reliance on one or two “rainmakers,” this episode reveals the powerful sales lessons hidden in plain sight.Discover how McDonald's consistency model can help you create repeatable, scalable sales processes.Learn why removing dependency on individuals is the secret to long-term growth in any team.Get practical strategies you can apply today to standardize just one part of your sales flow—and start seeing results fast. Hit play now to learn how building your own “McDonald's-like” sales system can accelerate your growth—no matter your team size.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

What if the key to unlocking record-breaking sales in 2026 isn't what you add to your business—but what you're finally willing to let go of?As we approach the end of the year, many business owners and sales leaders are feeling stretched, unsure what to double down on—and what to ditch. This episode dives deep into three overlooked habits that are silently holding your sales back and shows you exactly how letting go can drive serious growth in the year ahead.Discover why chasing social media leads might be hurting—not helping—your sales strategy.Learn how being busy can actually sabotage your team's performance (and what to do instead).Identify and eliminate “dead weight” in your business to free up time, energy, and profit potential.Tune in now to learn the three critical shifts that could dramatically accelerate your sales growth in 2026.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales:Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

Feeling like 2025 was a grind? Here's how to turn it into fuel for your best year yet.Before you charge into 2026, there's one high-impact habit that could define your growth—and it starts with reflecting on the year just passed.In this episode, you'll discover:Why smart reflection (not just goal-setting) is the real starting point for sustained sales success.A simple, powerful framework to identify what worked, what was average, and what held you back in 2025.How just 20 focused minutes can give you the clarity you need to build stronger results next year.Tune in now to gain the insight, structure, and self-awareness you need to grow your sales and your business in 2026.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

What if the secret to explosive sales growth was obsession—with your customer?Amazon didn't just win by being first. They built one of the world's most successful companies by relentlessly improving the customer experience—and there's a lesson in that for every sales team.In this episode, you'll discover:How Amazon went from online bookstore to $500B+ global empire with a single core principle.What “customer obsession” actually looks like—and why most sales leaders get it wrong.Practical ways to shift your sales process from transactional to transformational, starting today.Press play now to learn how customer-first thinking can help you close more deals and build long-term sales momentum.New episodes every Monday, Wednesday and Friday.Grow Your Sales By 25% - Book in for a FREE 30-minute Sales Process Audit and walk out with 3 rapid actions that will GROW your SalesTo see how we've helped business grow their sales: Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In this episode, we break down the most valuable lessons drawn from working with more than 250 salespeople and sales leaders over the past 12 months across trade, construction, industrial, and commercial settings.From electricians and plumbers through to equipment suppliers, renewables businesses, finance providers, and commercial specialists, the same challenges—and the same solutions—have surfaced time and time again.Today, we unpack the five most consistent sales patterns we've observed, why they matter, and how you can apply them straight away to drive stronger results and sustained Sales Growth as you head into 2026.This episode serves as both a reality check and a roadmap—helping you cut through the noise and focus on what genuinely moves the needle in modern sales.Key Takeaways:Sales success requires intention and consistencyPlaying to strengths beats spreading effort too thinClarity on your ideal customer increases close rates Value is created by understanding, not talkingMeaningful change can happen faster than you think1% improvement, stacked daily, creates long-term Sales GrowthTime Stamps:00:00 Intro00:45 Working With Over 250 Sales People1:35 Key Lessons From Working with Sales People3:26 Sales Just Don't Happen4:50 Leveraging Strength5:59 Getting Clear On Who You Serve7:18 Creating Value9:28 Recap10:18 Wrap-Up10:57 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

In today's episode, we unpack one of the most powerful—yet often underdeveloped—performance drivers in Sales Leadership: effective time management for sales teams.Even though it's one of the most talked-about skills in the professional world, time management remains a major challenge for both salespeople and sales leaders alike. Drawing on principles from Atomic Habits and the Ford Motor Company's process-efficiency revolution, this episode equips Sales Leaders with practical, actionable steps to sharpen their team's focus and eliminate the day-to-day chaos that drags down performance.Key Takeaways:Time management fuels Sales Growth, consistency, and customer experience.Sales teams MUST use their calendars as non-negotiable planning tools.Power Hours create deep work blocks that move deals forward faster.A CRM should guide workflow—not just store information.Every active deal needs a scheduled next step.These habits create clarity, structure, and 1% daily improvement.Time Stamps:0:00 Intro0:57 Time Management2:33 Calendars3:56 Setting Up Power Hours4:40 Making the CRM Non-Negotiable6:35 Action Items7:33 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

In this episode of the Stronger Sales Teams podcast, Ben Wright tackles the common challenge of prospects going silent during the sales process. He shares practical strategies to break the cycle of ghosting, reminding listeners of the importance of resilience and persistence in sales. With over 20 unique methods, Ben explains how to recapture attention through varied call times, social media engagement, and personalised outreach. This episode equips sales professionals with both tactical tools and broader business strategies to enhance client relationships and drive success. Key Takeaways: Apply a mix of approaches such as SMS, video calls, and social media outreach to break away from standard communication patterns and re-establish contact with prospects. Send tailored emails, provide solutions to issues outside the immediate sales discussion, or organise mutual introductions to restore dialogue. Draw on senior-level conversations or have a senior colleague conduct quality check calls to rekindle a prospect's interest. Use a carefully timed breakup message to prompt a reply, ensuring it reflects genuine intent if communication is to cease, thereby preserving credibility. Offer small but thoughtful gifts or handwritten notes of thanks to strengthen relationships and show authentic appreciation. Time Stamps: 0:00 Intro 1:17 Getting Ghosted 6:33 Contact Customers Different Times During The Day 7:24 Sending a SMS with Your Name 8:29 SMS with Video 10:00 Call for Quality Check 12:05 Social Media Outreach 12:55 Mutual Introduction 14:06 Solving A Unrelated Problem for the Customer 15:03 Sending Gift 16:35 Posting 17:25 Inviting Customers To Events 17:45 Tagging Customers on Social Media Posts 18:06 Getting Across a Case Study 18:32 Setting Up What the Customer Wants 19:08 Recap 20:55 Health and Fitness Tip 21:52 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode! I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

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

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

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

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

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

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

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

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

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

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

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