Stronger Sales Teams with Ben Wright

• Episode 122: Simple Frameworks to Improve Your Negotiation Skills with Saad A Saad

  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.

  --------  

  24:14

  --------

  24:14
• Episode 121: Where To Start Using AI Now in Your Teams

  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.

  --------  

  26:44

  --------

  26:44
• Episode 120: Real People Development For Real Sales Leaders with Robyn Djelassi

  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.

  --------  

  22:38

  --------

  22:38
• Episode 119: The Must Do Fundamentals to Build a Sales Team, with Don Lazzari

  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.

  --------  

  26:34

  --------

  26:34
• Episode 118: Increasing Email Open Rates, With Cole VanDee

  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.

  --------  

  24:28

  --------

  24:28

Mais podcasts de Negócios

Podcasts em tendência em Negócios

Sobre Stronger Sales Teams with Ben Wright

Stronger Sales Teams with Ben Wright: Podcast do grupo