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 103: Setting Ourselves Up for Team Growth This Year

    1 DAY AGO

    Episode 103: Setting Ourselves Up for Team Growth This Year

    In this episode of Stronger Sales Teams, Ben Wright explores the strategies and techniques behind building exceptional B2B sales teams. Ben shares a powerful framework for developing sales teams based on behavioural change, strategic goal setting, and performance assessment. His discussion outlines how this systematic approach can guide sales managers and their teams through a transformative journey. By employing the team step model, which includes strategy, energy, and talent, sales leaders can align and elevate their teams’ behaviours, resulting in sustained improvements in sales performance and overall business outcomes.  Key Takeaways: The initial focus on behavior development is crucial for setting a stable foundation for sales team growth. The team step model helps refine strategy, energy, and talent, aligning behaviors effectively. Thorough strategic goal-setting should follow behavioral adjustments to ensure successful sales outcomes. Allow 12-18 months for transformative growth in a sales team, requiring patience and structured planning. Consistent measurement of actions and outcomes is vital for sustaining team growth and ensuring alignment with goals. Time Stamps:   0:00 Intro 1:03 Evolution of the Growth Program 2:28 Expected Growth Appearance in Our Teams 3:31 Behaviours 6:14 Team Step Model 11:58 Rolling Out Strategic Plans 16:05 Actions and Results 19:30 Wrap Up 21:38 Health and Fitness Tip 22:54 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

    24 min
  2. Episode 102: Selling Without Selling, With Phil Ohren

    11 FEB

    Episode 102: Selling Without Selling, With Phil Ohren

    In this episode of the Stronger Sales Teams podcast, host Ben Wright sits down with marketing expert Phil Ohren to delve into the intersection of marketing and sales. The conversation explores how digital strategies can be integrated into sales processes, the critical role of data in crafting bespoke customer experiences, and the importance of aligning sales and marketing teams. Phil offers valuable insights into modern marketing approaches and sales funnels, setting the tone for an engaging discussion filled with practical takeaways. About the Guest: Phil Ohren is a highly experienced marketing professional and the founder of Intender Marketing, a firm dedicated to digital strategy and helping businesses engage with their target audiences. With more than 20 years of expertise in the marketing industry, Phil has worked alongside renowned global brands including Chanel, Land Rover, Bupa, and Unilever. His focus is on developing cutting-edge digital strategies and assets that leverage zero-party data, enabling more tailored and impactful marketing efforts. Additionally, Phil is a strong advocate for sustainability, demonstrating a broader commitment to ethical and innovative business practices. Key Takeaways: The integration of marketing and sales through shared data can significantly enhance customer engagement and conversion rates. Utilising zero-party data allows businesses to better understand and cater to the specific needs and intents of their clients. Successful marketing and sales efforts require a firm understanding of both present and future customer pipelines. Emotional connections play a substantial role in creating meaningful relationships with clients, impacting long-term business success. Businesses must continuously audit and adjust their strategies to maintain relevance and effectiveness in a rapidly changing marketing landscape. Time Stamps: 0:00 Intro 3:06 Intender 7:05 Selling Without Selling 10:41 Interprise Level 13:40 Zero Party Data 18:05 Role of Emotion ini Purchases 20:30 Sorting Out Sales Approach to Into Thirds 21:40 Growing the Sales Engine 24:01 Guest Socials 24:34 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

    26 min
  3. Episode 101: How to Improve Your Storytelling Skills

    4 FEB

    Episode 101: How to Improve Your Storytelling Skills

    In this episode of Stronger Sales Teams, Ben Wright explores the timeless craft of storytelling and its crucial role in B2B sales. Ben begins by highlighting the importance of storytelling in both personal and professional contexts, underscoring how a well-crafted narrative can elevate engagement in any environment. Drawing on his own experiences and industry knowledge, Ben offers listeners practical advice on creating powerful stories that resonate with audiences.Key Takeaways: Always start with the end in mind, focusing on the purpose and outcome of your story to keep it on track. Grab your audience’s attention early and often using curiosity, visuals, or changes in tone and pitch. Deliver stories with genuine belief and passion, making them relatable and memorable. Use a four-part structure—problem, impact, solution, and outcome—for effective narrative delivery. Write down and rehearse your stories to improve effectiveness and delivery in various contexts. Time Stamps: 0:00 Intro 4:20 Story Telling 5:35 What Makes A Great Story Teller 9:55 Where To Start in Story Telling 15:20 Frame Work Around Story Telling 23:07 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

    24 min
  4. Episode 100: Our Top 3 Episodes Re-Packaged Into the Best of the Best Podcast

    28 JAN

    Episode 100: Our Top 3 Episodes Re-Packaged Into the Best of the Best Podcast

    In the highly anticipated 100th episode of the Stronger Sales Teams podcast, host Ben Wright brings you an unmissable blend of expertise from three powerhouse professionals: Steve Plummer, Akeem Shannon, and Nick Capozzi. This special milestone episode dives deep into the game-changing skills of storytelling, persuasive communication, and cutting-edge marketing strategies – all packed with insights that will supercharge your sales team’s performance and engagement. Get ready for an eye-opening conversation as Steve Plummer reveals how powerful words can work magic in the world of sales and marketing. Then, Akeem Shannon takes you on his journey from entrepreneur to success with Flipstick, showing how personal and customer stories can create unbreakable bonds. Finally, Nick Capotzi unwraps the secrets behind video marketing and how personalised videos are revolutionising the sales landscape and boosting customer interaction. Key Takeaways: Steve Plummer emphasizes the power of language in sales, suggesting that the words we choose can significantly influence the outcome of business communications. Akeem Shannon illustrates the importance of personal and customer narratives in creating a meaningful connection with the audience. Nick Capozzi highlights the value of personalized video messages in enhancing sales pitches and cementing relationships with clients. The episode offers rich, actionable insights on copywriting, storytelling, and video strategies tailored for sales leaders. Through his anecdotes, Akeem Shannon exemplifies how overcoming rejections can lead to unexpected opportunities in business ventures. Time Stamps: 0:00 Intro 1:03 100th Episode!!!! 1:52 Steve Plummer 12:55 Akeem Shannon 26:06 Nick Capozzi 50:11 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

    51 min
  5. Episode 99: How Can You Design a Remuneration Package that Motivates Your Team

    21 JAN

    Episode 99: How Can You Design a Remuneration Package that Motivates Your Team

    In this episode of Stronger Sales Teams, Ben Wright shares his insights on creating sales incentive programs that really work. With years of experience working with startups, fast-growing businesses, and established companies, he offers practical tips on designing pay strategies that align with company goals, boost team morale, and deliver outstanding sales results. This episode is a goldmine of advice on shaping sales incentive structures for businesses at any stage – whether you’re just starting out, in the growth phase, or fully established.  Key Takeaways:  Startups, growth-phase, and mature businesses should each design remuneration packages that reflect their specific needs and growth stages, balancing base salaries, commissions, and bonuses. Sales compensation should weigh both revenue and gross margin growth, particularly in growth and mature businesses, ensuring compensation drives both short-term and long-term value. Offering uncapped commissions in growth-oriented environments can attract top sales talent and incentivize exceptional performance. As businesses mature, shifting focus to non-monetary benefits like career progression and unique perks can be vital to retaining top sales talent. Recognizing different sales roles and competencies allows for flexibility in pay structures, enabling businesses to attract and retain high performers or “career gorillas.” Time Stamps: 0:00 Intro 1:58 Types of Business Framworks In Rumeneration Strategies 3:30 For Star Up Business 6:50 For Growth Driven Businesses 12:35 For Mature Businesses 16:00 Other Frameworks 22:24 Recap 23:18 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

    25 min
  6. Episode 98: Building a Strategy That Your Team Will Buy In to and Execute

    14 JAN

    Episode 98: Building a Strategy That Your Team Will Buy In to and Execute

    In this episode of Stronger Sales Teams, Ben Wright explores the critical role of strategic planning in aligning sales teams’ objectives with the broader goals of the business. As the new year commences, Ben underscores how crafting clear, actionable, and effective strategies can turn business aspirations into measurable results. He highlights common challenges in strategic planning, stressing the importance of prioritisation and focus to avoid the pitfalls of spreading resources too thin across too many objectives. In addition to strategic development, Ben emphasises the significance of regular quarterly reviews and maintaining consistent momentum to ensure sustained success over time. Key Takeaways: Transform broader company goals into actionable sales team strategies to align efforts and optimise impact. Prioritise the most high-impact ideas from brainstorming sessions to streamline objectives and focus execution. Engage sales teams in the planning process to boost ownership, accountability, and execution success. Utilise financial waterfalls to align qualitative strategic objectives with quantifiable, financial outcomes. Maintain momentum with regular reviews, refinements, and engagement of project champions to ensure strategic plans do not lose focus. Time Stamps: 0:00 Intro 2:00 Strategic Planning Format 4:38 Looking At Broader Company Goals 6:16 Revenue Growth Target 7:25 Strategic One Sentence Pitch 8:45 Involving The Team 11:56 Building Plans 13:55 The Financial Waterfall 17:30 Review, Refine, and Re-roll Out Program 19:30 Recap 21:07 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

    22 min
  7. Episode 97: The Opportunity Many Sales Teams Overlook that Can Generate Real Revenue Growth

    7 JAN

    Episode 97: The Opportunity Many Sales Teams Overlook that Can Generate Real Revenue Growth

    In this episode of Stronger Sales Teams, Ben provides valuable guidance for sales managers on how to maximise existing customer databases to drive revenue growth. He explores the potential of re-engaging past customers and prospects, transforming previous interactions into profitable sales opportunities. Ben masterfully demonstrates how to use data to revive dormant customer relationships, highlighting the critical role of a reliable CRM system such as Salesforce, HubSpot, or Zoho. He offers practical advice on segmenting customers based on their last purchase and understanding the reasons behind the cessation of past transactions. The episode emphasises key strategies such as setting measurable targets, integrating automated solutions, and establishing long-term sales objectives for sustainable growth. Key Takeaways:  Use CRM systems effectively to classify and analyse existing customer data, identifying prospects who haven’t transacted recently. Understand the reasons why customers stopped engaging with your business and categorise these reasons to build customised re-engagement strategies. Develop a sales playbook that includes varied offers and strategic campaigns to bring inactive customers back to life. Set clear targets for customer reactivation and monitor progress, integrating this into overall annual growth plans for your sales team. Balance professional ambitions with personal well-being by focusing on sleep, diet, stress management, exercise, and toxin reduction. Time Stamps: 0:00 Intro 3:32 How To Impact Repeat Customers 4:18 Understanding Data 6:05 Segregating Customers to Periods  6:45 Breaking the Data Down 9:03 Offers in Bringing Customers Back in the Business 1037 Building Out That Playbook of Offers 16:30 Key Encouragements 17:10 Health and Fitness Tip 19:57 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

    21 min
  8. Episode 96: How to Start 2025 in the Best Possible Way to Achieve Your Sales Goals

    31/12/2024

    Episode 96: How to Start 2025 in the Best Possible Way to Achieve Your Sales Goals

    To kick off an exciting year ahead, Ben Wright presents the 2025 episode of the Stronger Sales Teams podcast, focusing on the core essentials of B2B sales management. Ben delivers a compelling narrative for sales leaders, revisiting the key factors that contribute to high-performing sales teams. As the festive season draws to a close, this episode is a crucial resource for those looking to refine their strategic approach to sales by emphasising the importance of aligning team goals with broader corporate objectives. Key Takeaways: A well-defined sales strategy aligned with company objectives is critical for setting a clear direction and fostering business growth.  Sales success is bolstered by consistent and well-documented sales processes that guide teams through lead generation to closing deals.  Implementing appropriate metrics and celebrating achievements are vital to motivating sales teams and ensuring progress.  Continuous learning through structured training and coaching ensures that sales teams remain knowledgeable and agile.  Encouraging gradual progress in personal and professional goals can lead to sustained improvement and success. Time Stamps: 0:00 Intro 1:50 Best Possible Way to Achieve Your Sales Goals 3:19 Having A Sales Strategy 7:24 Sales Process 9:20 Metrics 12:39 Training Program 13:56 Coaching Program 16:21 How to Take Action 16:58 Health and Fitness Tip 18:11 Outro Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

    20 min
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4.9
out of 5
48 Ratings

About

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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