Stronger Sales Teams with Ben Wright

Ben Wright
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Stronger Sales Teams with Ben Wright

Stronger Sales Teams delivers ambitious sales leaders real world advice on how to build, motivate and keep together high performing sales teams. We mentor modern leaders globally to give them the performance edge against their competition. Add in a little motivation on how to be the healthiest versions of themselves and our program delivers happy and thriving sales leader communities!

  1. Episode 90: Navigating the Fog of Growth through Process and Technology, with Mike Latch

    1 DAY AGO

    Episode 90: Navigating the Fog of Growth through Process and Technology, with Mike Latch

    In this episode of Stronger Sales Teams, host Ben Wright engages with Mike Latch to explore the complexities involved in establishing an effective sales process and the role of technology in business scaling. Emphasising the importance of integrating a structured sales process with technology, Mike presents straightforward strategies that are accessible for businesses of all sizes. The conversation underscores the significance of onboarding programmes, scalable processes, and the strategic utilisation of technological solutions to bolster performance rather than impede it. Drawing from his extensive technical expertise, Mike offers practical guidance on managing sales teams, illustrating how well-defined sales processes can transform even large sales teams into efficient, revenue-generating entities without sacrificing quality.About the Guest:Mike Latch is the CEO and co-founder of Patter AI, an innovative sales enablement technology firm located in the United States. With more than 20 years of experience in both technical and sales domains, Mike possesses a diverse background that includes electrical engineering, physics, and strategic sales. His distinctive combination of skills was instrumental in scaling his previous venture from $50 million to over $1 billion in revenue, culminating in its acquisition by ADT. Furthermore, Mike is a co-author of the book titled “Sales Sucks”. https://www.salessucksbook.com/ Key Takeaways: A small sales team should focus on hiring skilled individuals, while a larger sales force requires robust processes to ensure consistency and scalability. Technology integration should focus on solving specific problems or seizing opportunities rather than simply implementing tools without clear purposes. Clear, well-crafted onboarding programs and well-defined sales processes can dramatically reduce onboarding times and improve overall sales team performance. Mike emphasises the power of consultative sales processes that leverage storytelling to help customers better understand and engage with offerings. Strategic use of tech in sales calls can enable average sales reps to effectively handle complex objections and close more deals. Time Stamps: 0:00 Intro 1:03 Guest Introduction 3:17 About Mike Latch 6:19 Getting The Sales Process Right 8:51 Dealing With Sales Leaders on Having Functioning Sales Processes 10:54 Where To Start in Building a Sales Process 13:56 Blending Tech in the Sales Process 18:10 Using Tech and Sales Processes To Scale Your Business 23:35 "Sales Sucks" 25:25 Outro 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.

    26 min
  2. Episode 89: The Best Negotiation Framework I’ve Seen in My Time in Business, with Brian Dietmeyer

    12 NOV

    Episode 89: The Best Negotiation Framework I’ve Seen in My Time in Business, with Brian Dietmeyer

    In this episode of Stronger Sales Teams, Ben Wright engages in a discussion with Brian Dietmeyer about the intricacies of negotiation strategies within the B2B sales landscape. Brian, the CEO of CloseStrong and a distinguished negotiation strategist, imparts valuable knowledge drawn from his extensive experience in global negotiations, aimed at assisting sales leaders in developing effective teams. The episode explores the nuances of buyer tactics, with a particular emphasis on utilising alternatives and driving concessions to successfully finalise deals.About the Guest:  Brian Dietmeyer is a highly experienced negotiation expert, boasting over 20 years of experience across 47 countries. He is currently the CEO of CloseStrong, an innovative brand that is enhancing AI coaching with an emphasis on negotiation strategies. Prior to establishing CloseStrong, Brian served as the CEO of ThinkInk, a negotiation consultancy, where he worked alongside a Harvard Business School professor to refine techniques for deal negotiations. His extensive career commenced at Marriott, where he rose from the position of busboy to Vice President of National Account Sales. Additionally, Brian is the author of several books, including “Strategic Negotiation,” “B2B Street Fighting,” and “Negotiating Blueprinting for Buyers.” His diverse experiences also include roles as a dump truck driver, mechanic, and labourer, which have provided him with a comprehensive perspective in the business realm. https://www.closestrong.ai/  Key Takeaways: Negotiation Predictability: Brian highlights that negotiations follow predictable patterns that can be analysed and addressed with a structured approach. Understanding Alternatives: Successful negotiators must thoroughly understand potential alternatives available to buyers and leverage this knowledge to their advantage. Holistic Deal Structure: Focusing on only one element like price can lead to ineffective deals. Negotiations should consider all commercial terms together. Offering Multiple Solutions: Presenting multiple solution options can help diagnose buyer needs and lead to more collaborative negotiations. Consequences Analysis: Evaluating the consequences for both sides if a deal doesn’t go through is crucial for balanced and effective negotiation strategies. Time Stamps: 0:00 Intro 0:58 Guest Introduction 3:44 CloseStrong 5:52 Negotiation Skills 8:04 Difficult Buyer Tactics 10:38 Preparing for Whats Coming 14:55 Preparing Around the Two Levers 27:53 Guest's Socials 28:40 Outro 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.

    29 min
  3. Episode 88: Growing Your Sales Team without Sacrificing Quality, with Stephen Rhyne

    5 NOV

    Episode 88: Growing Your Sales Team without Sacrificing Quality, with Stephen Rhyne

    In this episode of Stronger Sales Teams, Stephen shares his extensive knowledge on the development and management of large sales teams, focusing on effective recruitment and onboarding processes. He highlights his company’s innovative strategy for scaling field teams while maintaining quality. Ben and Stephen examine the intricacies of sales management and team development, providing valuable strategies for sales leaders aiming to improve their recruitment and onboarding practices.About the Guest: Stephen Rhyne is the CEO and founder of ConveYour, a company that specialises in the onboarding, training, and retention of sales representatives for large enterprises. With two decades of experience in sales, Stephen began his career in direct sales with Cutco, where he honed his skills in both sales and technology. He subsequently moved into software development, concentrating on creating efficient systems for managing large, field-based teams. ConveYour is recognised for its ability to optimise back-office and administrative tasks, allowing companies to significantly scale their sales operations.Key Takeaways: Use your current sales team to recruit more talent by creating simple referral mechanisms that require minimal effort from current employees. Increase the volume of potential recruits to set a higher standard for talent acquisition, enabling the cutting of under-performers more readily. View onboarding as an extension of recruitment, creating a smooth, engaging, and logical process to maintain new hires’ enthusiasm and commitment. Develop a strong offer message based on interviews with recently recruited, high-performing employees to attract similar candidates. Utilise technology to streamline the onboarding process, ensuring new hires have a clear, uncomplicated, and engaging introduction to the company. Time Stamp: 0:00 Intro 0:58 Guest Introduction 3:08 ConveYour 5:28 Business Scaling Their Sales Teams Without Compromising Quality 8:53 Using Existing Sales Team to Attract Top Talent 13:11 Onboarding Sales Representatives 18:54 Tips on How To Grow Your Team 22:00 Guest Socials22:41 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.

    23 min
  4. Episode 87: My Top 15 Nurturing Activities To Keep Your Prospects Engaged

    29 OCT

    Episode 87: My Top 15 Nurturing Activities To Keep Your Prospects Engaged

    In this episode of Stronger Sales Teams, host Ben Wright explores the complexities of lead nurturing, a crucial element of effective B2B sales management. Ben highlights the essential process of nurturing leads from initial contact to meaningful engagement with prospective customers. He presents a comprehensive list of 15 actionable strategies designed to empower sales managers in enhancing team productivity and cultivating enduring customer relationships. Key Takeaways:  The personalised thank you - this can significantly enhance relationship building with prospective clients. Personalised videos - providing valuable content can strengthen connections and keep potential clients engaged. Social Media - connecting with prospects via their preferred channel is a great way to stay connected. Content Generation - putting enough content out there so that prospects can get to know who and what you're about. Recommendations - provide opportunities for prospects to broaden their knowledge and skills.  Structured follow ups - ask your prospects when and how they want you to engage and re-engage. Help them solve a problem - find ways to share knowledge and/or resource that might be easy for you, but really helps them. Sponsorships - these will generally allow for multiple opportunities to get in front of your prospects. Webinars (and podcasts) - an opportunity for you and your team to share your expertise, showcase your product or service in an engaging way. Case Studies - show prospects how your service or product can improve their lives. Get products in hands - there's nothing quite as simple, yet powerful, as being able to test drive before you buy. Product demonstrations or training sessions - an extension of #11 - where a physical product isn't available consider how else you might showcase your product or service. Think video, 3D renders, VR, etc. Snail mail - might sound "old school" but with the decline in volume of physical mail sometimes receiving something in the mail can be quite a pleasant surprise. Drip Campaigns - often with the support of marketing or comms teams, setting up a sequence of follow up communications that will be sent to prospects post that initial meeting can be a great way of nurturing them over time. Cross-threading - seek out others across the business you're working with as this can accelerate moving leads through the sales funnel. Time Stamps: 0:00 Intro 2:12 Top 15 Recommendations In Nurturing Leads 4:34 Personalised Thank You 5:30 Personalised Videos 6:15 Social Media 6:53 Content Generation 7:53 Providing Recommendations  8:35 Structured Follow Up 9:25 Problem Solving 10:23 Sponsorships 10:57 Webinars 11:30 Case Studies and Site Visits 12:18 Getting Physical Products In Hands 12:55 Product Demonstrations 13:32 Physical Mail 14:00 Drip Campaigns 14:45 Cross Threading 15:30 Recap 18:08 Health and Fitness Tip 18:56 Outro 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.

    20 min
  5. Episode 86: My Top 15 Lead Generation Activities Every Sales Person Needs to Know

    22 OCT

    Episode 86: My Top 15 Lead Generation Activities Every Sales Person Needs to Know

    In this episode of Stronger Sales Teams, host Ben Wright outlines his top 15 lead generation strategies that have consistently proven effective. He underscores the significance of thorough preparation and persistence while moving away from traditional approaches such as cold calling and social media outreach, encouraging sales professionals to adopt innovative methods. Key Takeaways: Effective lead generation requires grit, determination, and consistent effort, often needing multiple attempts before success. Past customers and their networks can be invaluable for generating return business and referrals. Utilise personal networks, leadership teams, and community groups to enhance reach and prospecting potential. Move beyond traditional methods by considering sponsorships, aged opportunities, and trade show networking. Explore training Time Stamps:  0:00 Intro0:29 Top 15 Lead Generation Activities3:35 Going Back to the Well- Past Customers (1)4:34 Referrals from Past Customers (2)5:51 Referral Partners (3)6:22 Networking - Events & Groups (4)7:00 Networking - Leveraging Your Personal Network (5)8:24 Networking - Leveraging the Networks of Your Senior Leadership Teams (6)9:02 Community, Sports & School Groups (7)10:00 Sponsorships (8)12:10 Aged Prospects (9)13:09 Aged Opportunities - Lost Deals (10)14:40 Trade Shows (11) 15:25 Interdepartmental Cross Selling (12)16:02 Training Events and Programs (13)16:55 Social Media - Strategic Outreach (14)17:41 Tender Relationships (15)18:20 Recap20:25 Health and Fitness Tip22:14 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.

    24 min
  6. Episode 85: Lift, Shift, Challenge to grow as a Leader with Cameron Schwab

    15 OCT

    Episode 85: Lift, Shift, Challenge to grow as a Leader with Cameron Schwab

    In this episode of Stronger Sales Teams, Ben Wright continues his insightful discussion with Cameron Schwab, a transformational leader and the driving force behind Design CEO. Cameron delves into essential themes such as the significance of a personal leadership brand and the pivotal role of accountability in enhancing team performance. He introduces the concept of “Lift, Shift, Challenge,” which provides a structured methodology for nurturing connection, improving capabilities, and developing character within teams. Cameron underscores the importance of defining reality and instilling hope as fundamental leadership strategies that can facilitate sustained growth and resilience, even amid adversity.  About the Guest: Cameron Schwab is a prominent figure in sports management, widely recognised for his tenure as CEO of several AFL clubs, including Melbourne, Richmond, and Fremantle. He began his career as a recruiter for the Melbourne Football Club and made history as the youngest CEO of an AFL club at just 24 years old. Beyond his impressive achievements in sports, Cameron is also a talented artist currently pursuing Fine Arts at the Victorian College of the Arts. Additionally, he founded Design CEO, a consultancy dedicated to leadership and team development, showcasing his commitment to fostering effective leadership in various contexts. Key Takeaways: Establishing a personal leadership trademark that guides your behaviour and decision-making can significantly influence your effectiveness as a leader. Using the framework of storytelling (Lift), implementing actionable ideas (Shift), and challenging oneself (Challenge) fosters a culture of accountability and performance. Successful leaders define the current reality with clarity and offer actionable hope to inspire progress and resilience within their teams. Techniques such as Cameron’s "Easy, Tiger" mantra can help leaders maintain composure and make thoughtful decisions under pressure.  Simplifying complex situations and focusing on core priorities ("Simplify", to "Amplify") can help drive meaningful and impactful actions. Time Stamps: 0:00 Intro 0:58 Guest Introduction 3:39 Leadership Trademarks 11:15 Lift, Shift, Challenge 15:02 How to Apply Life, Shift, Challenge 16:11 Where to Start As A Leader of A Business 19:58 Guest Socials 21:32 Outro 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.

    22 min
  7. Episode 84: What Does The Situation Need From Me with Cameron Schwab

    8 OCT

    Episode 84: What Does The Situation Need From Me with Cameron Schwab

    In this episode of the Stronger Sales Team Podcast, host Ben Wright explores the complex realm of leadership and team management with Cameron Schwab, a distinguished figure in the Australian Football League (AFL) and an accomplished corporate leader. Cameron offers valuable insights drawn from his extensive career, which included several challenging roles as CEO of various AFL clubs. The conversation centres on the fundamental attributes of leadership, the necessity of maintaining self-composure in challenging circumstances, and the significant influence of personal integrity and awareness in navigating teams through adversity. About the Guest: Cameron Schwab is a prominent figure in sports management, widely recognised for his tenure as CEO of several AFL clubs, including Melbourne, Richmond, and Fremantle. He began his career as a recruiter for the Melbourne Football Club and made history as the youngest CEO of an AFL club at just 24 years old. Beyond his impressive achievements in sports, Cameron is also a talented artist currently pursuing Fine Arts at the Victorian College of the Arts. Additionally, he founded DesignCEO, a consultancy dedicated to leadership and team development, showcasing his commitment to fostering effective leadership in various contexts. Key Takeaways: Cameron Schwab highlights a technique where he writes down what each moment in a negotiation or a meeting requires from him, focusing on traits like calmness, humility, kindness, and bravery. Leadership is about managing the most challenging and ambiguous situations effectively, not just about fulfilling a role. The impact of having strong, insightful support systems—like family or mentors—during tough times can profoundly affect a leader’s performance and mindset. Building relationships that combine personal integrity with insightful advice can create meaningful, productive support networks. Maintaining a balance between professional demands and personal wellbeing is crucial for sustained leadership effectiveness. Time Stamps: 0:00 Intro 0:58 Guest Introduction 3:35 Players are Leaders 7:10 What The Situation Requires From Me 13:26 Having Good People Around You 23:29 Guest's Socials 25:24 Outro 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.

    26 min
  8. Episode 83: Could Harnessing your Inner Courage Grow Your Career? With Laban Ditchburn

    1 OCT

    Episode 83: Could Harnessing your Inner Courage Grow Your Career? With Laban Ditchburn

    In this special edition of the Stronger Sales Teams Podcast, host Ben Wright invites Laban Ditchburn, renowned as the world’s foremost courage coach, for a comprehensive dialogue on the importance of having an effective support system. Recorded in person at Ben’s residence, this episode offers an unscripted and genuine exploration of coaching, mentoring, and personal growth. The episode’s central theme underscores the significance of self-help, the transformative nature of forgiveness, and the necessity of surrounding oneself with supportive individuals. Laban also shares his insights on the impact of meditation in fostering balance and coherence in life, which has greatly enhanced his personal and professional relationships. Through these discussions, the episode provides valuable lessons for leaders and individuals seeking personal and professional development. About the Guest: Laban Ditchburn is renowned as the world’s foremost courage coach, with a profound history of overcoming personal challenges such as alcohol and drug addiction, gambling, and significant health issues. His background in IT recruitment, coupled with his journey of personal transformation, enables him to provide valuable insights as a courage coach. Laban facilitates growth by establishing judgment-free environments where individuals can explore possibilities and borrow courage until they reach their own breakthroughs. His transformative journey is chronicled in his book, and he frequently shares his wisdom across various platforms. Key Takeaways: Forgiving oneself and others can be a massive catalyst in overcoming personal challenges and addiction recovery. Leaders should understand the value of listening to their teams, as a problem shared is a problem halved. Engaging in activities like meditation or exercise can help create balance and help one show up as the best version of themselves. Fronting up with the best version of yourself increases engagement and can magnetically attract the right opportunities and people. Exploring concepts like quantum field and quantum entanglement can transform how you approach achieving goals and attracting positive outcomes.  Timestamps:0:00 Intro 0:58 Guest Introduction 3:36 Laban Ditchburn's Journey 9:20 Forgiveness 12:38 Meditation 19:42 Balance 22:58 What Impactful Thing A Leader Should Do 26:25 Guest Socials 27:08 Outro 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.

    28 min
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4.9
out of 5
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Stronger Sales Teams delivers ambitious sales leaders real world advice on how to build, motivate and keep together high performing sales teams. We mentor modern leaders globally to give them the performance edge against their competition. Add in a little motivation on how to be the healthiest versions of themselves and our program delivers happy and thriving sales leader communities!

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