We all dream. Every night. Whether we remember them or not. And maybe — just maybe — those dreams aren’t random, ridiculous, or irrelevant. Maybe they’re trying to tell us something we’re too distracted, too busy, or too burned out to hear while we’re awake. Here to help us decode the language of dreams is Dr. Bonnie Buckner — founder of the International Institute for Dreaming and Imagery®, executive coach, faculty director at GWU’s Center for Excellence in Public Leadership, and author of The Secret Mind: Unlock the Power of Your Dreams to Transform Your Life . She’s spent her career teaching people how to use dreaming and imagery for personal growth, leadership, and creative breakthroughs . We explore: Why your dreams are worth paying attention to (even the weird ones) The science and strategy behind using dreams for personal development How feelings and subconscious wisdom can point to answers What to do if you don’t remember your dreams Why slowing down might be the key to speeding up your clarity Because what if the clarity you're chasing isn't out there — it's already in you, waiting for you to slow down, shut off, and tune in? Connect with Bonnie: Website: https://bonniebuckner.com/ Book: https://bonniebuckner.com/the-secret-mind/ IG: https://www.instagram.com/dreamwithiidi/ Related Podcast Episodes: How To Rewire Patterns That No Longer Serve You with Judy Wilkins-Smith | 323 The Icelandic Art of Intuition with Hrund Gunnsteinsdóttir | 307 The Astrology Advantage with Tali Edut of The AstroTwins | 301 Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music Learn more about your ad choices. Visit megaphone.fm/adchoices…
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Το περιεχόμενο παρέχεται από το Ben Wright. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Ben Wright ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
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Stronger Sales Teams with Ben Wright
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Το περιεχόμενο παρέχεται από το Ben Wright. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Ben Wright ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
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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Το περιεχόμενο παρέχεται από το Ben Wright. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Ben Wright ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
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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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.…
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.…
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.…
In this episode of the Stronger Sales Teams podcast, Ben Wright dives deep into what really makes a product or service demo land with impact. As the business world keeps shifting, Ben unpacks why nailing your demos isn’t just nice to have — it’s mission-critical for connecting the dots between what your product can do and what your customers actually need. He walks through six key elements that take a demo from a dull features rundown to a personalised, problem-solving experience that hits home. It’s all about telling a compelling story, backing it up with data, and building trust through real, human conversations. Key Takeaways: Focus on the customer’s potential benefits from the product, addressing the problems it solves or opportunities it capitalises on. Tailor demonstrations to suit the specific needs and contexts of the customer, enhancing relevance and engagement. Allow the product or service to showcase its capabilities, making it an integral part of the demonstration. Anticipate and address potential objections during the demo to keep the customer focused and engaged. Paint a vivid picture for customers on how their business or life will improve with the product, solidifying their decision-making. Time Stamps: 0:00 Intro 2:16 Product or Service Demonstration 5:10 Delivering An Effective Demo 7:42 Identifying The Key Problem or Opportunity To Capitalise On 10:02 Personalise The Demonstration 11:20 Let The Product or Service Do The Talking 13:21 Using Numbers To Backup Our Claims 15:52 Working Proactively Through Objections 19:20 Painting Life With Our Products And Service 22:23 Recap 23:35 Health And Fitness Tip 24:50 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 Teams podcast, Ben Wright speaks with Ingrid Maynard, founder of The Sales Doctor, about the evolving world of B2B sales leadership. They explore how customer service has shifted post-COVID and how leaders can adapt to build high-performing, customer-centric teams. Ingrid shares insights on what defines great service today, emphasising curiosity, communication, and strong relationships. The episode also covers hiring the right people and creating a culture that supports growth—offering valuable takeaways for any sales leader. About the Guest: Ingrid Maynard is the founder of The Sales Doctor and host of the Sales Revolution podcast. With more than 25 years of experience, Ingrid is a seasoned expert in transforming business performance through strategic sales improvement. Renowned for her dynamic speaking style and thought leadership, Ingrid has been featured in prominent publications and has worked with some of the most iconic brands across Australia and New Zealand. Her approach centres on cultivating customer-centric, commercially astute cultures that drive lasting results. Ingrid recently released her first book, The Sales Revolution , a reflection of her deep expertise and forward-thinking perspective on modern sales leadership. Key Takeaways: Genuine curiosity, communication, and connection are essential for excellent customer service. The onset of COVID-19 altered service delivery, leading to a mixed impact on customer experience. Effective customer service involves setting, meeting, and exceeding customer expectations. Selecting the right people and nurturing their growth and skills is crucial in building strong sales teams. The transition to virtual meetings has blurred professional standards; maintaining professionalism is vital. Time Stamps: 0:00 Intro 1:25 Guest Introduction 3:05 About the Guest 4:37 Customer Service In The Modern World 7:21 Service In The Modern World That Isn't Successful 10:20 Expectations 13:29 Delivery Better Service To Customers 16:10 Growing The Service Development 22:17 Guest Socials 22:55 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.…
In this episode of the Stronger Sales Teams, Ben Wright engages in an insightful conversation with Glenn Poulos. Together, they examine the rapidly evolving sales landscape, with Glenn highlighting a growing overreliance on technology at the expense of genuine, face-to-face client interactions. He underscores the importance of robust onboarding processes, meaningful metrics, and well-structured compensation plans in driving team performance. Emphasising accountability, Glenn details how consistent check-ins and clear expectations are essential to creating disciplined, results-driven sales teams. About the Guest: Glenn Poulos is a highly experienced entrepreneur and sales executive, boasting more than four decades in the sales arena. He currently serves as President of ProgUSA, a leading distributor in the electrical testing and measurement equipment industry. Throughout his career, Glenn has built and successfully exited businesses valued in the eight figures. He is also the author of Never Sit in the Lobby , a practical guide offering actionable strategies for sales professionals to close more deals and sidestep common missteps. As a respected speaker, podcast host, and LinkedIn Top Voice, Glenn is widely regarded for his forthright and insightful approach to cultivating high-performing sales teams. Key Takeaways: Sales teams must balance virtual selling with face-to-face meetings to understand customer challenges and competitors. Clear onboarding programs and consistent metrics are essential for setting salespeople up for success. Align compensation with company values to motivate the right behaviours and drive business goals. Implement clear expectations, public goals, and disciplined check-ins to maintain accountability within the team. Simplify offerings, clear out non-real deals, and double prospecting efforts to ensure growth and hit targets. Time Stamps: 0:00 Intro 0:58 Guest Introduction 2:41 About Glenn Poulos 6:59 The Most Common Mistakes Sales People Make 11:15 How High Performing Sales Teams Are Built 17:14 Building Accountability In The Sales Process 21:55 Supercharging Growth Of The Business 25:40 Guest Socials 26:22 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 Stronger Sales Teams, drawing from years of hands-on experience, Ben addresses the common challenge of sluggish deal pipelines and presents practical strategies to boost close rates and refine the overall sales process. He underscores the significance of a consistent, repeatable sales framework to eliminate bottlenecks and accelerate deal progression. A key message is the importance of being “chosen early and often,” as Ben urges teams to prioritise strong initial connections and a clear understanding of client needs and opportunities. Key Takeaways: Prioritise building strong initial relationships to be “chosen early and often” by potential clients, which can simplify the sales process. Devise a structured sales process that the majority of the team can consistently follow to create predictability in closing deals. Employ careful preparation and research to engage clients effectively, using common ground like shared interests in sports or hobbies. Implement actionable checklists during client meetings to establish clear pathways for deal progression and closure. Regularly assess stuck deals by re-engaging customers with direct check-in sessions to understand remaining barriers and find resolutions. Time Stamps: 0:00 Intro 2:20 Increasing Close Rates 3:30 How To Stop Slowing Down The Deal Pipeline 4:55 Going Back To The Process 6:07 Getting Things Right Early 8:35 Greeting the Customer 10:45 Setting Up The Outcome 13:25 Asking Questions 14:40 Creating Checklist 19:00 Being Clear On The Role Of People 19:56 Setting Time Frames 20:55 Making Sure That We Are The Choice 21:53 Recap 23:02 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 Stronger Sales Teams, Ben Wright welcomes special guest Lasada Pippen, blending the precision of engineering with the art of motivational speaking. Lasada shares his compelling journey from a background in computer engineering to inspiring audiences across the United States, underscoring the vital importance of purpose, resilience, and impactful communication in sales leadership. Together, they unpack the essence of purpose-driven leadership and its critical role in cultivating resilient sales teams ready to thrive in today’s complex global landscape. About the Guest: Lasada Pippen is a highly regarded motivational speaker and leadership coach, celebrated for his dynamic and impactful approach to professional development. With a background in computer engineering and over a decade of experience in the tech industry, Lasada made a transformative shift to focus on inspiring and equipping others through speaking and coaching. He is widely recognised for his signature keynote series, The Climb , and for his unique ability to engage and resonate with diverse audiences. A bilingual STEM professional and university graduate, Lasada specialises in guiding leaders towards purpose-driven leadership, helping individuals and teams tap into resilience, clarity, and direction on their professional journey. Key Takeaways: Purpose-driven leadership involves leading from a place of understanding one’s unique gifts and applying purpose and strategy in their role. Building resilience in teams begins with establishing a framework for clear, concise, compelling, and confident communication (C4). Bringing team members together across new and diverse connections can foster collaboration and innovation through team-building activities. For effective sales growth, the principle of “Simplicity Sells, Complexity Fails” should be emphasised to streamline processes and enhance product appeal. Leveraging individual strengths and applying a GPS (Gifts, Purpose, Strategy) approach can lead to heightened productivity and job satisfaction. Time Stamps: 0:00 Intro 1:03 Guest Introduction 2:48 The Lasada Pippen Journey 5:43 Purpose Driven Leadership 7:20 Resilience 8:58 From Liking to Loving Your Role 12:29 Building Resilience Into The Team 15:00 Team Building Activities 19:46 Where To Start To Drive Revenue Growth 23:36 Recap 24:43 Guest Socials 25:00 Update on the Road To Cairns 26:16 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 Stronger Sales Teams, Ben Wright sits down with renowned negotiation consultant and author Saad A. Saad to explore the complexities of B2B sales negotiation. Together, they unpack how sharpening negotiation skills can empower sales teams to consistently secure high-impact outcomes. Saad underscores the importance of thorough preparation and cautions against the tendency to be overly accommodating at the negotiation table. He stresses that effective negotiation starts from day one of the sales process and challenges sales professionals to align their efforts with their boldest commercial goals. The discussion delves into critical themes, including the subtle balance between striving for win-win outcomes and maximising results. Key Takeaways: Thorough preparation is vital for achieving the best outcomes in negotiations. Understand your optimal goals, support them with compelling evidence, and be ready to communicate these effectively. Shift the focus from merely reaching win-win deals to achieving the most optimal outcomes while maintaining healthy negotiation dynamics. Utilize AI in the preparation stage to enhance thought patterns and extend perspective, but rely on human skills for the actual negotiation process. Embrace a certain level of friction in negotiations as a healthy sign, ensuring your conviction and value are clearly communicated. Reduce tension through empathy, active listening, and ensuring all parties feel heard to facilitate effective communication and negotiation resolutions. Time Stamps: 0:00 Intro 1:11 Guest Introduction 2:49 Saad's World of Negotiation 4:56 Negotiation 6:45 Win Versus Best Outcome 8:17 Negotiation Strategy For Best Outcomes 10:35 Framework To Negotiation 11:32 Roll of AI in Negotiation 14:43 Managing Through Heated Situations 16:53 Dealing Better With The Friction 18:07 Preparing To Deal With Friction 19:32 Introducing Tension 22:23 Guest Socials 23:27 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 Teams, Ben Wright explores the profound impact artificial intelligence (AI) is having on sales teams across the globe. As professionals navigate the fast-paced adoption of AI tools, Ben highlights essential entry points for harnessing technology with purpose and precision. Acknowledging the anxiety and hesitation that often accompany such shifts, he underscores the pressing need for sales teams to develop AI fluency in order to stay ahead of the curve. Ben offers a comprehensive perspective on integrating AI throughout the sales lifecycle — from prospect research and preparation to training and client engagement. Key Takeaways: Embrace AI for research and preparation as it significantly uplifts sales teams’ productivity. Tools like ChatGPT and Grok can enhance customer insights. Rely on AI for ideation, but be wary of using it for full content creation as it may lack personalisation and authenticity. Use AI tools for phone-based teams to provide call coaching and analysis, maximising performance insights and coaching efficiency. Maintain human involvement in critical areas like strategy formulation and contract negotiation to ensure effectiveness and personal engagement. Start integrating AI now in minor tasks to build adaptability and keep pace with evolving technological advances in sales operations. Time Stamps: 0:00 Intro 1:12 Where To Start Using A.I. 5:30 10 Activities On Whether To Use A.I. Or Not 6:13 Research and Preparation For Team Meetings 8:13 Outreach 9:40 Sales Decks and Sales Pitches 12:37 Strategy and Ideation 13:55 Training and Coaching Implementation 17:27 Content Creation 18:48 Admin 21:51 Contract Negotiations 23:10 Long Term Customer Relationships 24:17 Recap 24:55 Road to Cairns 25:57 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.…
In this episode of Stronger Sales Teams, Ben Wright is joined by Robyn Djelassi – a dynamic, strategically focused HR leader with a wealth of experience spanning multiple industries. Robyn shares her insights into the art of building high-performing sales teams, underscoring the value of diversity and complementary skill sets over the tendency to hire in one’s own likeness. The conversation offers practical, actionable advice for leaders looking to shape resilient and effective sales teams. About the Guest: Robyn Djelassi is a seasoned HR professional and the founder of Impact People Solutions . With two decades of experience across a diverse range of industries – including banking, finance, gaming, and entertainment – Robyn is recognised for her forward-thinking approach to Human Resources. She brings a unique ability to balance strategic insight with hands-on execution and is deeply committed to aligning individual performance with broader organisational goals. Her work reflects a passion for creating impactful, people-driven outcomes that support long-term business success. Key Takeaways: Avoid hiring clones of yourself; aim for a mix of experiences, thoughts, and backgrounds to meet diverse client needs. Hire those who genuinely believe in your product and care about customers over merely chasing numbers. In tougher economic climates, early and honest communication is crucial for managing team morale and transitions. Foster a working relationship with HR as a valuable ally, not just a regulatory entity. Implement processes to consistently check in with team members to understand their evolving needs and motivations. Time Stamps: 0:00 Intro 1:15 Guest Introduction 3:23 What Makes Robyn Tick 4:20 Key Mistakes Leaders Make When Growing Teams 6:15 How To Build Out Teams 7:05 How To Assess If Candidates Actually Care 9:27 How To Make Sure That Interviewees Actually Care 11:55 Getting The Most Out Of A Diverse Team 15:32 Managing The Restructuring 18:27 Building Relationship With The HR Department 20:11 Guest Socials 20:40 Road to Cairns 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.…
In this episode of Stronger Sales Teams , host Ben Wright chats with top sales consultant Don Lazzari about building high-performing B2B sales teams. Don shares his proven “sales vital signs” framework, offering practical tips on driving consistency, lead conversion, and team accountability. They unpack smart hiring, strategic resourcing, and the role of strong leadership in keeping sales momentum alive. Whether you're scaling a start-up or leading a mature team, this episode is packed with sharp insights to boost performance and drive growth. About the Guest: Don Lazzari is President of Delivering Value, a leading sales performance consultancy helping businesses and entrepreneurs fast-track growth. With over 15 years' experience across sales strategy, training, and consulting, Don has worked extensively in sectors including software, manufacturing, logistics, and healthcare. He’s also the author of Entrepreneur Sales Secrets Revealed and holds an MBA from the University of Pittsburgh, blending deep practical know-how with strong academic grounding. Key Takeaways: Focus on five key sales metrics: New to funnel, new to pipeline, pipeline value, performance to quota, and exceeding quotas. Align sales hires with pipeline pressure rather than initial growth targets. Consider support staff over additional sales personnel to boost top-of-funnel activities. Effective sales management requires understanding the unique drivers for each team member and adapting coaching styles accordingly. Emphasise the benefits of AI-driven call coaching to free up time for deeper, personalised coaching discussions. Foster a competitive, high-performance culture that rewards meeting and exceeding sales targets, strengthening team cohesion, and motivation. Time Stamps: 0:00 Intro 1:03 Guest Introduction 3:01 Delivering Value 4:58 Building A Team For A Solopreneur 6:32 Metrics 8:36 Qualified Leads 11:49 Growing The Team And The Volume of Sales 14:56 How To Build Momentum On The Team 19:13 Revving The Growth Tap 24:47 Guest Socials 25:03 Four Words From The Guest 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 Stronger Sales Teams, Ben Wright is joined by Cole VanDee, co-founder of Inboxing Engine, for a compelling exploration into the ever-evolving landscape of email marketing. With a wealth of experience in building scalable email systems, Cole offers a nuanced perspective on the true value of email marketing in today’s business environment. Together, they examine whether email remains a powerful tool for driving ROI and adapting to AI-driven technologies — or if it’s becoming a thing of the past. About the Guest: Cole VanDee is a recognised authority in scalable email marketing systems. As the co-founder of Inboxing Engine, he has helped countless brands unlock hidden revenue through strategic and results-driven email campaigns. With over 327 million emails sent and $106 million in recovered revenue to his name, Cole’s tried-and-tested frameworks consistently turn underperforming email lists into high-converting assets. He works primarily with rapidly growing businesses in the $10 to $50 million range, helping them drive measurable returns while steering clear of the pitfalls of spam folders. Key Takeaways: Email marketing is a viable and potent tool for sustained growth, focusing heavily on adding value before making asks. Building a scalable email marketing system involves automation, strategic timing, and personalisation to enhance engagement. Crafting powerful subject lines should focus on avoiding spam triggers to ensure messages land in the inbox. Key elements of successful email strategies include leveraging the sender name’s reputation and implementing intelligent automation flows. Continuous value delivery through text-based communication bolsters email reputation and encourages consistent engagement. Time Stamps: 0:00 Intro 1:12 Guest Introduction 3:35 Inboxing Engine 4:48 Email Marketing: Funeral or Rebirth 7:09 Building Out A Scalable Process With Email 9:01 Format For Building Out Scalable Process with Email 11:13 Building A New Email List 12:50 Systemising The Structure of Building An Email List 17:10 Spam Folder: Myth or Real? 17:54 Subject Line Recommendations 19:35 Scary Tips For Increasing Engagement or Open Rates 21:07 Revving The Growth Engine For The Next 12 Months 22:16 Guest's Socials 22:41 Road to Cairns 23:41 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.…
In this episode of Stronger Sales Teams, Ben Wright explores the essential elements of building a high-performing sales team — from creating genuine customer value and setting strategic goals to enhancing team capabilities. Ben also addresses the growing need for sales managers to take a proactive approach in their annual planning, particularly as traditional planning cycles shift in today’s evolving landscape. Covering everything from goal-setting and systems implementation to the smart use of AI tools, he presents actionable steps to help sales teams align, adapt, and succeed. Key Takeaway: Identifying and articulating the unique value your company brings to customers is crucial for standing out in competitive markets. It’s essential to set clear and achievable sales goals that align with broader business strategies, involving team members to foster accountability. Conduct a thorough analysis of your team’s current capabilities against the skills needed for future success, and create a development plan to address any gaps. Embracing technology and AI-driven processes can significantly enhance your sales team’s efficiency and effectiveness. Simple, clear metrics are vital in tracking progress and ensuring that sales strategies are effectively guiding teams toward their objectives. Time Stamps: 0:00 Intro 2:00 Key Areas To Focus As A Sales Leader This Year 4:14 Getting Really Clear On Where You Add Value To Your Customers 6:32 Sit Down, Set Some Goals 9:24 Be Clear On The Capabilities Of Your Team 12:11 Have A Program For Team Development 14:30 Invest On System To Increase Cadence On The Team 16:20 Measure Your Progress 18:30 Get Out There and Carry The Bag Yourself 18:50 Recap 20:10 Road to Cairns 21:42 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 Stronger Sales Teams, Ben Wright explores the vital role a well-structured training program plays in driving success for B2B sales teams. He highlights the power of tailored, succinct, and impactful training sessions, illustrating how these can significantly boost team performance, morale, and retention. Despite its often-overlooked value, Ben makes a compelling case for formal training as a strategic investment in revenue growth and long-term sales success. Key Takeaways: Effective training programs are customised, concise, compelling, consistent, and coaching-focused. Tailor training to suit the current stage and experience level of your team members. Train teams specifically on areas they need improvement to optimise their sales process. Ensure your team can clearly communicate the unique value propositions of your business. Focus on making your team more efficient in their processes to maximise customer engagement and sales opportunities. Download our free Training Calendar HERE Time Stamps: 0:00 Intro 1:20 Episode 115 Recap 3:59 What Does A Great Training Program Looks Like 6:57 How to Build Out The Training Program 7:25 Looking At Your Team Life Cycle 10:12 Be 100% Clear on What Your Sales Process Is 11:47 Looking At Areas Where You Have Competitive Advantage 13:36 Recognize Where The Team is More Efficient 15:00 Recap 16:19 Road to Cairns 17:42 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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