Stronger Sales Teams with Ben Wright Ben Wright

In this episode of the Stronger Sales Teams podcast, host Ben Wright talks with Alex McNaughten, co-founder and co-CEO of Grw AI. They explore critical issues in B2B sales management, highlighting a significant disconnect: only a third of salespeople receive regular coaching, despite 84% of managers thinking they provide it. Alex attributes this gap to insufficient training and overwhelming responsibilities for sales managers.

The conversation also covers the evolving sales landscape, emphasising the need for salespeople to add genuine value and adapt to increasing buyer sophistication. Despite advancements in AI, both agree that sales roles are not becoming obsolete but are evolving. Alex stresses the importance of leveraging technology, continuous learning, and developing structured coaching practices to build effective sales teams in today’s dynamic environment.

About the Guest:

Alex McNaughten, a seasoned sales expert originally hailing from London and now residing in New Zealand, boasts an extensive career spanning 15 years. Throughout his journey, Alex has immersed himself in diverse realms of sales, transitioning from being the inaugural sales recruit at a tech startup to ascending to the position of VP of Sales. Along the way, he has established two enterprises and played a pivotal role in bolstering sales and revenue teams across a portfolio exceeding 150 companies. Presently, Alex is making significant strides as the co-founder and co-CEO of Grw AI, a groundbreaking platform for team performance tailored to bridge gaps in frontline management and sales coaching.

Key Takeaways:


Sales organisations face significant challenges with low quota attainment, short sales professional tenure, and substantial gaps in proper coaching.
The transition to remote selling has created new hurdles for team development but also opportunities for structured, consistent team management.
Despite a growing preference for buyers to avoid salespeople, those engaging with sales representatives report better post-purchase outcomes.
Technology is reshaping sales roles, and salespeople who embrace AI and new tools will thrive, while those resistant to change may become obsolete.
Grow AI is pioneering solutions to help frontline sales managers provide high-quality coaching with the support of AI.

Time Stamps: 

0:00 Intro

1:11 Guest Introduction

2:20 The Alex McNaughten Journey

3:38 Grw AI

7:53 What's Wrong with Sales Right Now

12:58 Handling Remote Workforce

14:40 Changes in the Sales World

17:06 Outcomes

19:27 Guest’s Socials

20:20 Outro

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In this episode of the Stronger Sales Team podcast, Ben explores the shifting trends in sales, recognising the significant impact of AI, and he delves into a detailed conversation about what remains consistent: providing exceptional value to customers.

In a market that's relying less on the traditional salesperson, he makes a compelling argument for redefining the sales approach to effectively stand out, and stressed the significance of having a distinctive value proposition. He lays out a comprehensive five-step method that enables sales leaders to pinpoint their perfect customers, grasp why customers opt for their service or product, and craft a brief two-sentence elevator pitch that sums up the value they offer.

Key Takeaways:


A strong value proposition can differentiate a business in a competitive B2B sales environment.
Identifying the ideal customer profile is crucial for creating targeted value propositions.
Understanding why customers do—or don't—choose your services or products is vital for refining sales strategies.
Clear articulation of the outcomes and value provided to customers is essential for crafting an effective elevator pitch.
Choosing the right modality to engage with customers can enhance the effectiveness of the value

Time Stamps: 

0:00 Intro

5:13 5 Steps To Nail Your Value Proposition

5:35 Recognising Your Ideal Customers

10:30 Understanding The Choice of the Customer

13:50 The Value and Outcomes You Provide For Your Customers

18:48 Best Place to Engage with a Customer

20:03 Creating the Elevator Pitch

23:59 Health and Fitness Tip

25:51 OutroRate, Review, & Follow

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In this episode of the Stronger Sales Team podcast, Ben Wright speaks with Erik van Eekelen, the founder of Icana.AI and an expert in artificial intelligence, about the state of AI in B2B sales management both now and in the future. 

Erik van Eekelen takes centre stage to address the growing impact of AI in sales processes at various phases, ranging from real-time, intelligent chat functionalities for lead qualifying to content generation in reaction to popular search phrases. Erik also offers a bold prediction for where we might find ourselves in a years’ time…a somewhat exciting but terrifying notion. The episode offers guidance on how salespeople and leaders may adjust and maintain their competitive edge in a quickly changing world where adopting AI is now essential.

About the Guest:

Erik van Eekelen is a trailblazer in the artificial intelligence (AI) space. Erik holds a Master of Science in Artificial Intelligence and has over twenty years of experience driving technological innovation in a variety of industries, including as banking, e-commerce, and energy. Erik is renowned for his extensive skill in using AI to address challenging business problems. He founded Icana.AI. His current work focuses on using AI advances to alter B2C sales. Specifically, he offers a product called AI Core Coach, which is intended to provide actionable insights for performance development.

Key Takeaways:


The current and future applications of AI in B2C and B2B sales processes.
The significant upcoming disruption in sales due to fully autonomous AI agents predicted by Erik.
The need for sales professionals and leaders to educate themselves about AI to gain a competitive edge.
Importance of incorporating human empathy and quality engagements in sales strategies to complement AI capabilities.
 Strategies for sales leadership to prepare their teams for the integration of AI, including education, embracing AI tools, and experimentation.

 Time Stamps: 

0:00 Intro

0:58 Guest Introduction

3:22 The Erik Van Eekelen Journey

5:09 The World of AI Today

7:04 AI Surprises

8:57 The Impact of AI in the Future

14:51 AI Concerns for Sales People

17:12 Steps to Prepare for the Future with AI

23:00 Guest Socials

23:58 Outro

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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.

In this episode of the Stronger Sales Team podcast, Ben Wright welcomes guest Bob Marsh, whose extensive entrepreneurial experience and sales leadership offer valuable lessons to sales managers aiming to build highly effective teams. The discussion revolves around simplifying the complex world of sales management and touches on the personal health aspect that influences productivity.

Bob and Ben delve into the concept of simplicity in sales and the points of inflection where complexity can inhibit the effectiveness of sales processes and decision making. They explore the consequences of overloading information, the decline in attention spans, and how these elements contribute to elongated sales cycles. The episode emphasises the importance of confidence, connection, leading the customer journey, and focus in achieving sales excellence.

About the Guest:

Bob Marsh is an experienced entrepreneur, founder, and tech CEO with a significant focus on sales, marketing, and growth. His career is marked by an impressive track record of raising millions in venture capital, leading two category-creating companies, and achieving successful exits from ventures. Bob’s expertise extends to building businesses around top global brands and providing actionable sales coaching. Moreover, he has a background in competitive golf, reflecting his discipline and drive which have powered his business acumen and successes.

LinkedIn: https://www.linkedin.com/in/bobmarsh5/  Twitter: https://twitter.com/bobmarsh5 YouTube Channel: https://www.youtube.com/@BobMarshSpeaks Website: http://meetbobmarsh.com

Key Takeaways:


Simplifying sales communications leads to increased customer engagement and faster decision-making.
 Complexity in sales can be reduced by focusing on building trust, establishing deeper connections, guiding customers through their decision process, and prioritising effective time management.
Training sales teams to identify and execute their most impactful activities strategically enhances performance and satisfaction.
Implementing tactics like the CEO fist bump, where leaders engage with customers to boost confidence, can change the sales trajectory.
For a sales leader aiming for growth, focusing on key success factors and being deliberate about where to spend time can significantly leverage success.

Time Stamps: 

0:00 Intro

1:02 Guest Introduction

2:15 Bob Marsh Journey

3:17 Simplicity and Complexity in Selling

10:22 The Customer’s Journey

12:57 Simplicity and Complexity Benefits to a Sales Leader

16:18 Simplifying the Sales Process

20:56 Priorities to Focus

24:57 Guest’s Socials

25:44 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.

In this episode of the Stronger Sales Team podcast, host Ben Wright engages with Kady O Connell, branding expert and founder of Kady Creative, in an enlightening conversation about the intersection of branding and sales management. Discover the significance of establishing a compelling brand identity and how it can be leveraged to bolster the performances of B2B sales teams.

Kady O Connell delves into the essence of branding, defining it as the emotional connection and perception customers form through interactions with a business. With a spotlight on actionable strategies, this episode is a treasure trove of knowledge, revealing the intrinsic relationship between robust branding and enhanced sales outcomes. From the importance of consistency in visual branding to the power of personal branding among sales teams, listeners are guided through a comprehensive approach to utilising branding as a pivotal tool for sales success.

About the Guest:

Kady O Connell is a seasoned professional with over a decade of experience in the creative industry. As the founder of Kady Creative, she focuses on helping small to medium-sized enterprises (SMEs) and entrepreneurial businesses to build thriving online brands. Katie believes that the best brands connect deeply with their audience, becoming magnets in their own right. With a track record of aiding around a hundred businesses in intentional brand-building over the past ten years, Kady is not just an accomplished creative mind but also a best-selling author and a prominent figure in live training and public speaking, educating entrepreneurs on the power of branding.

Key Takeaways:


A consistent and recognisable brand is crucial for creating trust and ensuring quick customer recognition, akin to McDonald's iconic yellow arches.
Sales teams should develop personal brands that align with the company's branding, which can significantly improve their trust and outreach to potential clients.
Companies should incorporate brand values into their hiring processes to ensure that employees are effective brand ambassadors.
Companies should zero in on successful branding and sales strategies already in place and double down on those areas for accelerated growth.
Encouraging sales teams to increase their social media presence can greatly enhance interaction rates with potential leads and customers.

Time Stamps: 

0:00 Intro

1:12 Guest Introduction

2:24 Kady Creative

4:56 Branding

6:24 Branding and Sales

9:49 Tangible Steps Driving Your Brand

15:35 Tips to Start Building Your Brand

19:02 What a Sales Leader Should Focus On

21:41 OutroRate, 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.

In this episode of the Stronger Sales Team podcast, host Ben Wright delves into the often intimidating world of change management.

Ben tackles the "brutal reality" that 70% of change management initiatives fail, as reported by the Harvard Business Review. He proposes a counter-narrative, outlining ten structured steps to embrace change effectively. From breaking down objectives to celebrating small victories, Wright breaks the process into manageable pieces. Equip yourself with the winning strategy and be one of the three that succeed!

Key Takeaways:


Change management, while challenging, can be navigated successfully with the right approach and mindset.
Defining success metrics and setting clear goals is essential for change initiatives.
Creating and managing effective teams is a multi-layered process involving champion energisers, thinkers, and storytellers.
Building quick momentum in change management is key to success, preventing initiatives from stalling or failing.

Time Stamps: 

0:00 Intro

1:15 Change Management

4:03 Change Management: Define the Broader Goal and Outline the Steps

7:07 Change Management: Defining the Process

8:31 Change Management: Assigning Teams

12:27 Change Management: Build Sub-Teams

13:38 Change Management: Setting the Cadence of The Program

14:08 Change Management: Communication and Celebration

15:53 Change Management: Get Senior Leaders Involved

18: 03 Change Management: Setting Review Periods 

19:50 Change Management: Get Involved

20:26 Change Management: Move Quickly

21:18 Recap

22:36 Health and Fitness Tip

23:57 OutroRate, 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.