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

    3 DAYS AGO

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

    10 DEC

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

    3 DEC

    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
  4. Episode 91: Close First Then Present with Wes Schaeffer

    26 NOV

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

    19 NOV

    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
  6. 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
  7. 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
  8. 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
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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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