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 108: How To Shorten The Sales Cycle For Faster Revenue Growth

    2 DAYS AGO

    Episode 108: How To Shorten The Sales Cycle For Faster Revenue Growth

    In this episode of Stronger Sales Teams, Ben Wright explores the essential skill of shortening B2B sales cycles. Ben outlines five proven strategies to accelerate sales processes: targeting the right customers, understanding client needs, engaging with decision-makers, clarifying decision timelines, and leveraging internal reviews to add value. By honing in on these key areas, sales teams can streamline their efforts, boost revenue, and enhance client relationships. This episode serves as an invaluable guide for sales managers looking to optimise their processes and achieve outstanding results. Key Takeaways: Concentrate efforts on potential clients who align with your business profile to increase close rates and sales cycle efficiency. Clearly define customer expectations and success metrics at the outset to streamline proposal processes and reduce roadblocks. Ensure all key decision-makers are familiar with your brand to build trust and expedite decision-making. Establish clear decision deadlines with clients to align sales efforts and maintain momentum. Leverage team expertise to enhance value propositions and address client needs more effectively to speed up deal closure.  Timestamps: 0:00 Intro 1:10 Best Phone Call With A Customer 2:40 Top 5 Ways To Shortened Sales Cycles 6:33 Be Clear To Target The Right Customers 8:10 Be Clear In The First Meeting With Customers 10:48 Make Sure To Know And Be Known By The Decision Makers 12:37 Be Clear on Decision Times 13:18 Use Your Best Knowledge On Your Business 14:00 Recap 15:00 Honorable Mentions 17:10 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.

    18 min
  2. Episode 107: Nailing the Meet and Greet to Close Sales Before You Even Quote

    18 MAR

    Episode 107: Nailing the Meet and Greet to Close Sales Before You Even Quote

    In episode of Stronger Sales Teams, Ben Wright explores the key elements involved in running successful B2B sales meetings. As a seasoned expert in sales process management, Ben takes listeners through the often-overlooked aspects of the sales journey, with a particular focus on the crucial meet-and-greet phase. He highlights the value of a structured sales approach, noting that systematising around three-quarters of sales activities can bring consistency and effectiveness to every customer interaction. The episode further delves into the three critical stages of a successful sales meeting: the pre-meeting, during the meeting, and post-meeting phases. Key Takeaways: Sales processes should be largely systematised to provide consistency and effectiveness across sales teams. Conduct comprehensive research and preparation to make impactful first impressions and set clear objectives for customer meetings. Spend significant time building relationships and understanding client needs to create a robust foundation for successful collaboration. Align on clear deliverables, deadlines, and decision-makers to ensure everyone is on the same page and focused on achieving mutually beneficial outcomes. Consistently communicate and create value between meetings to keep clients engaged and invested in the ongoing relationship. Time Stamps: 0:00 Intro 1:40 The Sales Process 3:40 Create Value Through the Meet and Greet Meeting 4:45 Pre Meeting Phase 9:35 During Meeting Phase 13:00 The Three D's 17:08 Post Meeting Phase 18:35 Recap 20:28 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

  3. 11 MAR

    Episode 106: How Every Leader Can Use Data Strategically To Grow Their Business, with John Horan

    In this episode of Stronger Sales Teams, Ben Wright is joined by John Horan, a trailblazer in the renewable energy industry. Ben explores John’s journey in establishing and expanding Horan & Bird Solar, focusing on his distinctive approach to business management and growth through strategic decision-making and the integration of artificial intelligence. The discussion unveils John’s innovative strategies, particularly his use of AI to boost efficiency and optimise operations, fundamentally transforming his customer service framework. About the Guest: John Horan is an experienced entrepreneur and a leading figure in the Australian renewable energy sector, recognised for his strategic insight and innovative approach. He founded Horan & Bird Electrical, growing it into a $35 million success before selling it to Origin Energy, where he played a key role in establishing Origin as the largest commercial solar installer in the country. With numerous accolades, including awards from the Master Electricians Association and being named Australian Small Business of the Year in 2012, John has recently reacquired his company. He continues to drive business innovation through AI-driven systems and serves as a director on the Board of Solar Accreditation Australia. Find more about John here: https://horanandbirdsolar.com.au/  https://www.igrowbusiness.com.au/electrician-ai-services/ (John's AI agent) Key Takeaways:  John Horan has utilised AI to drastically reduce the operational workforce while maintaining the same level of output, proving its efficiency in managing large-scale businesses. By understanding which products yield the most profit and strategically targeting those markets, businesses can significantly increase their profitability. AI applications, like automated bots, have improved the customer service experience by providing consistent and coherent support, even during high-demand periods. Streamlining lead generation and database management with AI tools has allowed John to focus on scaling his business more effectively. John’s new venture, AI Electrician, aims to offer similar AI efficiencies to other trades, highlighting the transformative potential of AI in small businesses. Time Stamp:  0:00 Intro 1:10 Guest Introduction  3:16 Horan & Bird 4:37 John's AI Experience in Business  5:33 140 to 15 Staff 7:04 Lead Generation 9:41 Impact of AI on Customers 12:53 Downsides of Using A.I. 14:55 Using Data To Have Advantage in Business 18:25 Using A.I To Have Bang For Your Buck 20:36 Guest's Advice to Turn on the Growth Tap this Year 22:15 Next Up in the John Horan Journey 23:00 Guest Socials 23:52 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.

    25 min
  4. Episode 105: The 10 Commandments of Great Sales - What on Earth Does That Mean

    4 MAR

    Episode 105: The 10 Commandments of Great Sales - What on Earth Does That Mean

    In this episode of Stronger Sales Teams, Ben Wright explores the "Ten Commandments of Great Sales" from 1989 and assesses their relevance in the modern sales landscape of 2025. Drawing on his extensive experience, Ben offers valuable insights into how these core principles have withstood the test of time—or adapted to meet today’s challenges—providing crucial lessons for sales leaders looking to build high-performing teams. This episode offers practical advice aimed at boosting sales performance while maintaining strong, authentic customer relationships. Key Takeaways: Engaging personally and genuinely with clients is as crucial today as it was decades ago, reinforcing the importance of communication and presence. Some sales principles have evolved, like finding focused value over generalized relationships, reflecting changes in consumer expectations and technology. Actively engaging with and understanding customer opinions leads to more effective relationship building and sales success. Timely communication and consistency in interactions stand out as critical for exceptional customer service in modern sales strategies. Even for seasoned professionals, revisiting and honing fundamental skills such as relationship building and customer understanding can lead to continued growth. Time Stamps:  0:00 Intro 1:38 The Ten Commandments of Great Sales 4:15 Speak to People 6:30 Smiling at People 7:45 Calling People by Name 9:13 Being Friendly and Helpful 10:49 Be Cordial 12:25 Be Genuinely Interested in People 14:44 Being Generous with Praise, cautious with Criticism 16:35 Be Considerate of the Feelings of Others 19:00 Thoughtful of the Opinions of Others 20:15 Being Alert to Giving Service 22:15 5 Traits That Hold True in 2025 24:21 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
  5. Episode 104: What is Visibility and Why is it So Important in Sales with Jemimah Ashleigh

    25 FEB

    Episode 104: What is Visibility and Why is it So Important in Sales with Jemimah Ashleigh

    In this episode of Stronger Sales Teams, Ben Wright engages in a conversation with Jemimah Ashleigh, a renowned expert in visibility and personal branding, to delve into the complexities of establishing and sustaining a high-performing sales team. Jemimah provides listeners with a fresh perspective on how visibility and personal branding can significantly drive sales success. Jemimah shares proven techniques to enhance a sales team’s performance, highlighting the influential role of media, public relations, awards, and public speaking in fostering business growth and cultivating trust.  About the Guest: Jemimah Ashleigh is a highly regarded entrepreneur, bestselling author, and keynote speaker, with a varied career that includes a notable tenure with the Australian Federal Police. Named one of Australia’s Top 10 entrepreneurs in 2022, Jemimah is the Founder of The Visibility Lab, where she empowers businesses to scale and thrive through effective visibility strategies. With a wealth of international experience, she has shared the stage with prominent figures such as Gary Vee and advisors to Barack Obama. Jemimah’s expertise focuses on crafting powerful visibility and personal branding strategies, particularly for small business owners. The Visibility Lab: https://jemimahashleigh.com/the-visibility-lab    Key Takeaways: Establishing a strong personal brand is essential for sales professionals to create a credible and trustworthy image. Consistency in social media engagement and business messaging builds authority and visibility, leading to better sales outcomes. Pursuing business awards and recognition can considerably enhance business profiles, offering free PR and media exposure. Being consistent in the right media outlets that align with your target audience is crucial for effective visibility. Building a supportive network of knowledgeable individuals can significantly contribute to personal and professional growth. Time Stamps: 0:00 Intro 1:02 Guest Introduction 3:22 Australian Federal Police 6:30 The Visibility Lab 8:04 Skills From AFP That Translated to the Visibility Lab  10:19 Importance of Visibility 13:38 What Does Good Visibility Look Like 16:26 What Does Poor Visibility Look Like 19:06 Where to Start With Visibility 22:06 Revving the Growth Engine as a Sales Leader 24:31 Guest's Socials 25:34 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
  6. Episode 103: Setting Ourselves Up for Team Growth This Year

    18 FEB

    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
  7. 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 in 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
  8. 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
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    4.9
    out of 5
    49 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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