Stronger Sales Teams with Ben Wright

• Episode 132: 3 Ways to Position Yourself as the Obvious Choice, with Christian Hansen

  In this episode of the Stronger Sales Team podcast, host Ben Wright is joined by Christian Hansen to explore what it takes to stand out and influence with impact in today’s competitive market. Christian offers a compelling perspective on how professionals can position themselves to be chosen more often, highlighting the vital role of communication and authentic connection. Blending personal experiences with professional expertise, Christian introduces the concept of the “Influence Mindset” — the fusion of competence and genuine rapport to build lasting influence. He explains how subtle but powerful shifts in communication, from simply sharing knowledge to providing insight and wisdom, can set sales professionals apart. About the Guest: Christian Hansen is a globally recognised author and authority on shaping mindsets within sales environments. With extensive experience partnering with leading organisations worldwide, he has developed a profound understanding of the factors that enable both individuals and businesses to truly stand out. His acclaimed book, The Influence Mindset for Sales Acceleration, achieved number one bestseller status and has been endorsed by LinkedIn as an essential guide to modern marketing. Key Takeaways: Influence is achieved through a balance of competence and authentic connection, rather than relying on skill alone. Recognise the transition from performance-driven to selective environments, and tailor your approach to be chosen by demonstrating both insight and connection. Stand out by shifting your communication from showcasing experience and skills to offering genuine insight and wisdom. Build meaningful relationships through empathetic listening, ensuring others feel truly heard and understood. Elevate team performance by fostering a culture of positive recognition and genuine appreciation for individual contributions. Time Stamps: 0:00 Intro 1:20 Guest Introduction 3:12 Tacos 5:06 Being Chosen Often 5:55 Positioning Ones Selves To Be Chosen 8:35 The EQ Brain Hacks 13:43 Creating Authenticity 15:50 Standing Out In A Crowded Marketplace 18:35 Growing the Team and the Business 21:19 Guest Socials 21:55 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.

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• Episode 131: How Stories Speed Up Sales Cycles

  In this episode of Stronger Sales Teams, Ben Wright unpacks the craft of building impactful case studies that fast-track the sales cycle. He begins by addressing the common challenge of drawn-out sales processes and stresses the importance of refining internal operations to boost team performance. Ben underscores the power of storytelling in earning client trust, noting that well-written case studies and authentic testimonials can be pivotal in shaping buying decisions and strengthening customer confidence. With a focus on strategic use of SEO-driven keywords and structured storytelling, listeners will gain clear insights into creating compelling content that resonates with audiences, builds credibility, and ultimately accelerates deal closures. Key Takeaways: Storytelling and well-prepared case studies can build trust and expedite the sales process by establishing credibility with potential customers. Effective case studies should follow a structured format, focusing on the situation, response, and outcome to clearly articulate the value proposition. Building a varied library of over 20 case studies helps sales teams address different customer segments, market needs, and scenarios. Incorporating video testimonials and client quotes can further enhance the impact of written case studies, offering multiple formats for customer engagement. Making room in your schedule to create these resources is key; starting with streamlined video recordings can efficiently generate content for case studies. Time Stamps: 0:00 Intro 1:13 Moving Customers Through The Buying Cycle Quicker 5:15 The Power of Story Telling 6:43 Setting Up Strong Case Studies 10:37 Formatting Case Studies 12:15 Structure of Case Studies 15:15 Examples of Case Studies 20:29 Recap 22:19 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.

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• Episode 130: Less Admin More Selling with Carmen Williams

  In this episode of Stronger Sales Teams, Ben Wright is joined by Carmen Williams. Drawing on her extensive expertise and industry experience, Carmen highlights the pivotal role virtual assistants play in removing administrative burdens, allowing sales professionals to focus squarely on revenue-generating activities. Together, Ben and Carmen delve into the wide-ranging benefits of integrating virtual assistants, from accelerating lead response times and managing CRMs to streamlining vital sales processes. About the Guest: Carmen Williams is the founder of Global Teams, an organisation dedicated to helping business leaders – particularly sales managers – unlock their team’s full potential by reducing non-revenue generating tasks through the strategic use of virtual assistants. With years of experience across a wide range of industries, Carmen has guided businesses in streamlining processes and enabling their teams to concentrate on high-value, growth-focused activities. Her expertise is especially recognised in deploying skilled virtual resources from the Philippines and South Africa, fostering stronger productivity and efficiency within sales environments. Key Takeaways: Virtual assistants are an invaluable asset for optimising sales processes by handling admin and non-core tasks, allowing sales teams to focus more on building customer relationships and closing deals. Properly scoping the responsibilities for virtual assistants is crucial for success. Clear definition of tasks ensures that virtual assistants can meet expectations and deliver tangible value. Cultural understanding and regular communication with virtual assistants can strengthen integration and contribute to their long-term retention. The contact rate and speed in responding to leads can significantly impact sales effectiveness, with virtual assistants playing a critical role in improving these metrics. Businesses new to employing virtual assistants should start small, refine their processes, and remain open to learning from initial mistakes to realise long-term productivity gains. Time Stamps: 0:00 Intro 1:21 Guest Introduction 2:47 Carmen's Business 4:13 Virtual Assistant's Help To Focus On Customers 7:17 Touch Points To Close Deals 8:30 Common Mistakes Virtual Assistants Make 10:51 Getting the Most Out Of Virtual Assistants 12:40 Mindset Challenges Around Virtual Assistants 16:03 Hot Spots For Virtual Resources 17:17 Where To Start In Hiring Virtual Assistants 19:28 Guest's Socials 20:23 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.

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• Episode 129: How to Help Your Team Learn Faster

  In this episode of Stronger Sales Teams podcast, Ben Wright underscores the importance of recognising the unique learning styles of each team member, highlighting how this understanding can accelerate professional growth and significantly boost overall business performance. From unpacking the subtleties of cognitive and kinaesthetic learning to demonstrating the effective use of AI tools, Ben offers a comprehensive toolkit for sales leaders determined to foster a culture of continual improvement and engagement. By championing sustainable learning frameworks, developing personalised growth plans, and harnessing the power of technology, this episode equips sales leaders with the skills and insights to drive substantial growth, enhance team satisfaction, and sustain long-term success. Key Takeaways: Recognise and adapt to the diverse learning styles within the sales team to maximise their capacity to absorb, retain, and apply new knowledge effectively. Schedule regular, focused training sessions, ensuring a distraction-free environment to foster optimal engagement and long-term knowledge retention. Leverage AI-driven tools to accelerate and enhance learning outcomes by developing tailored study plans, resources, quizzes, and performance analytics. Define clear post-training action points and establish long-term strategies to ensure newly acquired skills are embedded and sustained within the team. Promote the use of otherwise idle periods — such as commuting or waiting — for personal development, encouraging a culture of continuous growth beyond formal training settings. Time Stamps: 0:00 Intro 1:20 Ben's Burst of Energy 2:25 Helping Teams Learn Faster 3:56 Ways The People Learn 4:25 Learning by Doing and Learning By Listening 7:00 Learning Styles 10:0 Traditional Learning Styles 12:25 Setting Up A Learning Structure 16:00 Prioritising Where We Train 18:32 Using A.I. Tools To Speed Up Learning 23:40 Health and Fitness Tip 24:48 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.

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• Episode 128: How Complexity Will Stop You Hitting Your Sales Goals

  In this episode of the Stronger Sales Teams podcast, host Ben Wright explores the power of simplicity in driving effective sales strategies and team leadership. Reflecting on a compelling conversation with motivational speaker Lasada Pippen, Ben revisits the impactful notion that “Simplicity sails, complexity fails” — a principle that sets the tone for this thought-provoking discussion. Ben unpacks how embracing simplicity can significantly enhance B2B sales management. He presents a clear and structured framework that includes strategic planning, streamlined sales processes, targeted training, coaching, measurable performance metrics, and consistent team behaviours — all designed to boost sales team performance. Key Takeaways: Embracing simplicity in sales strategies and processes helps avoid overwhelm and enhances overall team productivity. Establish regular, structured training sessions to support consistent upskilling and sustained team engagement. Keep sales metrics straightforward and focused, limiting them to what truly matters for clarity and impact. Favour adaptable frameworks over rigid scripts to allow sales professionals to bring authenticity and a personal touch to their approach. Gain a clear understanding of your team’s capabilities and manage workload effectively to prevent burnout and maintain high performance. Time Stamps: 0:00 Intro 0:58 Lasada Pippen's Quote 3:25 Simplifying Our Professional Lives 3:47 Framework Around Simplicity 4:30 Capacity vs. Capability 7:10 Simplicity and Complexity in Strategy 11:10 Simplicity and Complexity in the Sales Process 15:20 Simplicity and Complexity in Training and Coaching 20:20 Simplicity and Complexity in Metrics 22:30 Simplicity and Complexity in Rituals, Behaviours, and Celebrations 24:20 Recap 24:50 Health and Fitness Tip 27:03 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.

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