Episode 137: 4 Things Sales Leaders Must Get Right To Grow Their Teams Long-Term
In this episode of the Stronger Sales Team podcast, host Ben Wright takes a reflective look back at a defining instalment focused on empowering sales teams through essential strategies that drive lasting success. Ben highlights the importance of revisiting the core principles of sales management to sustain long-term growth, enhance team performance, and improve overall efficiency. Brimming with valuable, SEO-optimised insights, this episode delves into the key foundations every sales leader should embed within their organisation — from implementing a consistent sales framework to applying the Team STEP model for cultivating high-performing teams. Ben also explores the practicality of the three-box model for streamlining metrics and reinforces the value of continuous training as a vital pillar of ongoing team development.Key Takeaways:• Consistently revisiting the fundamentals of sales processes ensures teams maintain efficiency and continue applying time-tested, effective strategies.• Establishing a well-structured sales process promotes consistency, repeatability, and clarity across all sales activities.• This framework supports the development of high-performing teams by prioritising strategic alignment, talent optimisation, and sustained energy.• Adopting a simplified measurement approach—focusing on three key metrics: number of meetings, pipeline size, and overall results—helps avoid overwhelming teams with excessive KPIs.• Reinforcing a culture of accountability, proactive coaching, and knowledge sharing drives collective growth and enhances long-term performance.Time Stamps:0:00 Intro1:11 Blasts From the Past3:43 Recap5:30 What do you do Next?6:30 Schedule Half Day Events7:08 Building the Sales Process9:15 Building the Team Playbook 12:!8 Building the Three-Box Model13:46 Building a Training Program14:51 What Should You Expect from Your Team? 22:33 Wrapping up the Series on Effective Sales Leadership24:34 Health and Fitness TipsRate, 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 136: 3 Sales Process Changes That Grow Close Rates
In this episode of the Stronger Sales Teams podcast, Ben Wright unpacks the art of B2C sales management through lessons from a Melbourne-based coaching session. He reveals practical strategies to lift sales teams from good to exceptional, with a strong focus on customer outcomes and clear communication. Listeners gain insights into lead qualification, managing expectations, and building value in the very first consultation. Ben shows how to reduce price-driven decisions and instead foster trust and stronger close rates. The episode delivers a fresh perspective on creating a culture of curiosity and growth within sales teams.Key Takeaways:• Understanding and focusing on customer outcomes is crucial for aligning communication and increasing sales success.• Identify all decision-makers early in the process and include them to enhance value creation and approval rates.• Set clear expectations for follow-ups and maintain consistent communication to nurture leads effectively.• Customization and personalization in sales pitches can significantly sway customer decisions beyond pricing considerations.• Continuous learning and openness to feedback are integral for long-lasting sales success and team development.Timestamps:0:00 Intro4:16 Getting Clear on What The Customer Wants7:35 Bringing In Those Involved in the Decision10:44 Understanding What's Next14:29 Recap16:02 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.
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Episode 135: 3 Questions You Must Ask in Every Salesperson Interview
In this episode of the Stronger Sales Team podcast, Ben Wright tackles the challenge of hiring and retaining top B2B sales talent during uncertain economic times. He highlights the need for adaptability and continuous learning as global markets slow, urging leaders to seek candidates who can thrive under pressure. Ben introduces three key strategies: testing for grit, assessing a salesperson’s ability to connect, and verifying strengths through referee checks. His insights emphasise the value of resilience and relationship-building in sustaining sales success. The episode reinforces Ben’s commitment to equipping teams to not only withstand adversity but excel in it.Key Takeaways: • Focus on identifying candidates who have demonstrated resilience and determination in various aspects of their lives, not just in their professional experiences.• Determine if the candidate is someone that customers would want to buy from, focusing on traits such as trustworthiness and relationship-building capabilities.• Use the critical question, “Would you hire them again?” during reference checks to gain objective insights into the candidate’s suitability.• Recognize the challenge of hiring professionals who may not have faced difficult sales environments and find ways to assess their adaptability.• Encourage an ongoing commitment to training and development among sales teams to help navigate complex economic shifts.Time Stamps: 0:00 Intro2:00 Hiring5:00 3 Areas To Focus on With Hiring5:45 Recruiting For Skill6:55 Grit10:10 Would You Buy From That Person?12:55 Validating The Decision15:59 Recap17:08 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.
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Episode 134: How To Use Case Studies As A Secret Weapon For Your Team
In this episode of the Stronger Sales Teams podcast, Ben Wright explores the craft of storytelling in sales, using case studies as a powerful vehicle for connection. Ben demonstrates how this timeless approach continues to capture and engage clients, even in an era shaped by AI-driven content. He shares valuable insights on building narratives that truly resonate, urging sales professionals to reclaim the art of delivering stories that leave a lasting impact. This episode delivers practical strategies designed to empower teams and elevate sales performance through the enduring art of storytelling.Key Takeaways: Storytelling remains an essential sales tool, even as AI technologies advance.Effective case studies can significantly bolster both marketing and sales efforts.A practical three-part format for case studies: identify the opportunity/problem, describe the solution, and showcase the results.Sales teams can create 20 case studies in under an hour with a structured approach.Reinforcing storytelling skills through case studies can elevate sales team performance and customer engagement.Time Stamps: 0:00 Intro1:30 Story Telling3:29 Creating Great Case Studies: Leaning on Story Telling4:41 Importance of Case Studies 6:18 Format to Generate Case Studies7:45 Audiences Engaging on Case Studies8:30 Making Easy To Read Format9:00 Making Easy To Read Format: The Opportunity or Problems10:48 Making Easy To Read Format: What Do You Do About It11:51 Making Easy To Read Format:: The Outcomes That We Created15:25 Doing Case Studies in 60 Minutes19:24 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.
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Episode 133: Ghosted by a Customer? Here's how to get Back in the Game
In this episode of the Stronger Sales Teams podcast, Ben Wright tackles the common challenge of prospects going silent during the sales process. He shares practical strategies to break the cycle of ghosting, reminding listeners of the importance of resilience and persistence in sales. With over 20 unique methods, Ben explains how to recapture attention through varied call times, social media engagement, and personalised outreach. This episode equips sales professionals with both tactical tools and broader business strategies to enhance client relationships and drive success.
Key Takeaways:
Apply a mix of approaches such as SMS, video calls, and social media outreach to break away from standard communication patterns and re-establish contact with prospects.
Send tailored emails, provide solutions to issues outside the immediate sales discussion, or organise mutual introductions to restore dialogue.
Draw on senior-level conversations or have a senior colleague conduct quality check calls to rekindle a prospect’s interest.
Use a carefully timed breakup message to prompt a reply, ensuring it reflects genuine intent if communication is to cease, thereby preserving credibility.
Offer small but thoughtful gifts or handwritten notes of thanks to strengthen relationships and show authentic appreciation.
Time Stamps:
0:00 Intro
1:17 Getting Ghosted
6:33 Contact Customers Different Times During The Day
7:24 Sending a SMS with Your Name
8:29 SMS with Video
10:00 Call for Quality Check
12:05 Social Media Outreach
12:55 Mutual Introduction
14:06 Solving A Unrelated Problem for the Customer
15:03 Sending Gift
16:35 Posting
17:25 Inviting Customers To Events
17:45 Tagging Customers on Social Media Posts
18:06 Getting Across a Case Study
18:32 Setting Up What the Customer Wants
19:08 Recap
20:55 Health and Fitness Tip
21:52 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.
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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