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

    6 DAYS AGO

    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 optimize impact. Prioritize 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. Utilize 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 Reroll 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
  2. 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 analyze existing customer data, identifying prospects who haven’t transacted recently. Understand the reasons why customers stopped engaging with your business and categorize these reasons to build customized 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 Repeating 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
  3. 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
  4. Episode 95: The Top 3 Christmas Wishes on Sales Leaders Minds

    24/12/2024

    Episode 95: The Top 3 Christmas Wishes on Sales Leaders Minds

    Merry Christmas!!! In this special festive edition of the Stronger Sales Teams podcast, Ben Wright offers a timely discussion that resonates with the personal and professional goals of sales leaders during the holiday season. He reveals the Three Christmas Wishes that are top of mind for many sales leaders as they look ahead to the new year: improving pipeline quality, fostering team hunger, and finding personal balance.  Throughout the episode, Ben explores the deep desire for sales teams to thrive. He highlights the need for a strong and reliable sales pipeline, sharing insights on how leaders can distinguish between high-potential opportunities and those less likely to close. Key Takeaways: Sales leaders seek to enhance pipeline robustness by focusing on the quality and predictability of leads. Nurturing a motivated sales team requires setting examples, celebrating achievements, and having engaging meetings. Effective time management and prioritizing urgent and strategic tasks can help sales leaders find personal balance. Continuous learning for sales teams leads to higher competency and reduced reliance on leadership intervention. Engender intrinsic motivation in teams by recognizing progress and setting the right examples. Time Stamps: 0:00 Intro 1:35 Top 3 Christmas Wishes on Sales Leaders Minds 3:00 Improving Pipeline Quality 9:14 Fostering Team Hunger 15:58  Finding Personal Balance 20:24 Recap 20:48 Health and Fitness Tip 22:04 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
  5. Episode 94: Nailing The Buyers Process to Monetise More Sales, with Matthew Whyatt

    17/12/2024

    Episode 94: Nailing The Buyers Process to Monetise More Sales, with Matthew Whyatt

    In this episode of Stronger Sales Teams, Ben Wright is joined by Matthew Whyatt, a distinguished sales leader from Australia renowned for his expertise in crafting high-impact sales strategies. The discussion kicks off with Matthew offering valuable insights into the science of buyer-centric selling, effective sales leadership, and his broad experience across various industries. The conversation takes a deep dive into the concept of the "buyer's process," stressing the critical importance of understanding customer behaviour in the sales journey. Matthew introduces a structured, four-step framework designed to guide sales interactions and convert potential into measurable success. About the Guest: Matthew Whyatt is an accomplished sales professional with extensive experience across a range of industries, including IT, software consultancy, real estate, healthcare, and business licensing. As the founder of Teck Torque Systems, he specialises in providing strategic sales consultancy and training, helping technology businesses expand and thrive. With a proven track record of leading organisations to generate over $100 million in sales, Matthew has a deep expertise in both managing and mentoring high-performing sales teams. Formerly the CEO of Velocity Sales Training, he collaborated with prominent sales experts and worked closely with Fortune 500 companies and government agencies. A strong advocate for buyer-centric selling, Matthew is dedicated to empowering businesses to make informed, strategic decisions.Key Takeaways: Understand the buyer’s process with a four-step framework to navigate successfully through “Just looking,” avoiding “Free consulting,” handling “Proposal requests,” and overcoming customer “Hiding.” Empower teams with a strong belief in the product and company to excel in sales engagements. Create actionable customer interaction plans, such as booking follow-up meetings during initial conversations to maintain momentum. Break up emails as a powerful tool to re-engage disengaged prospects and manage resource allocation effectively. The importance of leaders staying connected to frontline sales activities to enhance credibility and effectiveness in decision-making. Time Stamps: 0:00 Intro 1:03 Guest Introduction 6:21 Broad Thoughts and Questions 12:19 The Framework 18:51 How To Turn on the Growth Tap and Where To Start 21:24 Guest Socials 22:37 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 93: Closing More Deals at the "Pointy End' of the Year

    10/12/2024

    Episode 93: Closing More Deals at the "Pointy End' of the Year

    In this episode of the Stronger Sales Team, Ben Wright offers up some valuable strategies for closing deals as the year comes to a close. As the Christmas period approaches. He discusses effective negotiation strategies and highlights the importance of maintaining robust pipelines that accurately reflect business potential. The episode further delves into the optimal timing and approach for introducing pricing in sales conversations, with practical advice on aligning with client budgets from the outset. Additionally, Ben introduces a straightforward yet impactful negotiation framework, featuring walk-in, fallback, and walk-away positions, to help ensure successful deal closures.  Key Takeaways:  Implement a thorough needs analysis to fully understand customer requirements and decision-making criteria early in the sales process. Introduce pricing discussions early to align customer and business expectations, identifying potential budgetary constraints beforehand. Utilise a clear negotiation framework with walk-in, fallback, and walk-away positions to navigate complex deal negotiations effectively. Leverage the advantages of offering multiple options to the customer to encourage flexibility and final agreement. Revisit and reflect upon negotiation successes and failures to continuously improve sales strategies and outcomes. Time Stamps:  0:00 Intro 3:00 Bringing To A Close Open Pipelines 3:30 Negotiation Frameworks 4:00 Understanding What it Takes to Get a Deal Closed 10:34 Bringing Pricing Up Early 14:54 A Negotiation Framework 21:00 Recap 22:11 Health and Fitness Tip 23:38 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
  7. Episode 92: A Powerful Way To Make Sure Your Sales Process Is Delivering Results

    03/12/2024

    Episode 92: A Powerful Way To Make Sure Your Sales Process Is Delivering Results

    In this episode of Stronger Sales Teams, Ben delves into a practical exercise that can be used to improve and refine your sales process. As the year concludes, sales teams are in a prime position to evaluate their accomplishments and devise strategies for the forthcoming year. Ben introduces a review exercise that is both simple and effective, with the objective of identifying areas that require refinement. Key Takeaways:  Consider a structured review of your sales process at the end of the year to uplift sales performance and strategy. Ask critical questions about each stage of your sales process to identify improvement opportunities and enhance team efficiency. Evaluate the effectiveness of your CRM system in capturing necessary sales data to optimise customer interactions and internal processes. Avoid focusing solely on internal processes—incorporate customer journey mapping to view performance from the client’s perspective. Time Stamps: 0:00 Intro 2:34 The Sales Process Exercise 4:30 5 Steps For Sales Process 5:30 Review Around Broad Stroke Sales Process 7:58 Lead Generation 13:44 Meet and Greet or Needs Analysis 16:30 Quoting and Presentation 20:08 Closing 22:18 Post Sale Process 26:12 Health and Fitness Tip   Download our FREE Sales Process here: https://www.strongersalesteams.com/salesprocess    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
  8. Episode 91: Close First Then Present with Wes Schaeffer

    26/11/2024

    Episode 91: Close First Then Present with Wes Schaeffer

    In this episode of Stronger Sales Teams, host Ben Wright introduces Wes Schaeffer, also known as "The Business Fixer", to deliberate on practical strategies for improving B2B sales. Wes illustrates the significance of segmenting the sales process into distinct, manageable segments through a variety of personal and professional experiences. Throughout the course of the discussion, Wes Schaeffer divulges details about the strategies that have consistently increased his close rates. He provides an explanation of his sales management method that assists firms in attracting, bonding with, converting, delighting, and endearing consumers while also discussing the cyclical nature of sales.About the Guest:"The Business Fixer" Wes Schaeffer is well-known for his expertise in sales tactics and optimisation. He is a veteran of the Air Force and the author of numerous books and 700+ podcast episodes. Wes brings an air of calm professionalism to his business dealings along with a brown belt in Brazilian jiu-jitsu. As a sales coach, he focuses on assisting companies in honing their messaging, increasing their closing rates, and efficiently distributing their products to customers. Wes brings a plethora of life experience and strong sales training to his clients, drawing on his roles as a father of seven and grandfather of three. Discover more about Wes at www.fixerwes.com   Key Takeaways:  Emphasise each step of the sales process to ensure comprehensive execution and maximum impact. Address potential objections and critical details upfront to streamline the closing process. Utilise a cyclical approach (Attract, Bond, Convert, Deliver, Endear) to foster repeat business and referrals. Prioritise establishing trust over simply being liked to create sustainable client relationships. Protect leads from falling back with a systematic approach ensuring progression through the sales pipeline. Time Stamps: 0:00 Intro 0:58 Guest Introduction 3:56 "To Make Any Sale, You Must Make Every Sale" 9:49 The System 13:12 The Five Methods to Close Every Sale 17:00 Closing First Then Presenting 21:09 Sales Dog 26:30 Guest Socials 26:59 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
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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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