Afleveringen
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In this episode of Stronger Sales Teams, host Ben Wright chats with Karl Brockman, a renowned consultant in people and performance.
The discussion kicks off with praise for Karl Brockman's impressive expertise and highlights his unique approach to developing high-performing teams through mindset, leadership, and effective people practices. The conversation then delves into the similarities between sales and leadership, focusing on trust-building, negotiation, and pitching visions and ideas within a business context. The episode smoothly transitions to examine the connection between self-leadership and sales performance, emphasising the crucial alignment for success in both areas.
About the Guest:
Karl Brockman is a specialist in people and performance, boasting a diverse background in sales and leadership. Prior to his consulting career, he held leadership positions in telco retail stores and spearheaded learning and development initiatives at Beta Group. Karl excels in consultative selling, fostering performance culture, and developing leaders. Renowned for his ability to tackle underlying issues within organisations, he assists leaders in creating top-tier teams by prioritising mindset and practices. Karl Brockman is on the verge of launching Gold Brick Road, his consultancy aimed at offering a new outlook on building resilient business teams.
Key Takeaways:
Trust is fundamental in both sales and leadership as it allows for discovery and understanding of perspectives, needs, and ways forward.A successful salesperson simplifies the process for the right client to agree to the right solution, similar to a leader selling a vision or initiative.Leadership principles can enhance sales tactics by promoting self-leadership, effective conversation steering, and fostering a collaborative planning approach.Conflict between leadership and sales often arises from misaligned interests or strategies, which can be mitigated through open communication and collaboration.Achieving sales goals is not sufficient for sales leadership; it's equally important to focus on team ethics, culture, and sustainable business practices.Time Stamps:
0:00 Intro
0:47 Guest Introduction
3:28 Relationship Between Sales and Leadership
6:07 A Successful Sales Person
10:10 Synergies Existing Between Sales and Leadership
13:36 Leadership Skills in Sales
17:37 Conflict
22:32 What A Sales Leader Should Focus On
25:48 Guest Socials
26:48 Outro
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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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Zijn er afleveringen die ontbreken?
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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 valueTime 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 Outro
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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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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.comKey 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
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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 Outro
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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 Outro
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In this episode of the Stronger Sales Team podcast, host Ben Wright, delves into the transformative power of celebrating sales team achievements. Ben categorises celebrations into three types: senior leadership level, internal team, and external team celebrations, emphasising their distinct aims and implementations. He further explores the four C's of celebrations—cadence, cash, customised, and creative—and the influence they wield in building team cohesion and inspiring increased productivity. Bolstered by statistics and real-world examples, Ben makes a compelling case for integrating celebratory routines into sales management strategies.
Key Takeaways:
Celebrate achievements across three levels: senior leadership, internal team, and external team, each with unique methods and outcomes.Implement the four C's—cadence, cash, customised, and creative celebrations—to acknowledge sales team successes and build morale.Regular recognition of small wins helps establish a positive and productive routine.Celebrate behavioral and process wins, potentially during strategic planning follow-ups, to reinforce positive actions.Instituting rituals for celebrating deal closures can createRef: https://www.glassdoor.com/employers/resources/hr-and-recruiting-stats/
Time Stamps:
0:00 Intro
1:20 Celebration
2:07 Why Celebration is Important
3:40 Three Types of Celebrations
4:11 Three Types of Celebrations: Senior Level Celebrations
7:26 Three Types of Celebrations : Internal Team Celebrations
8:51 Three Types of Celebrations: External Team Celebrations
15:00 How to Celebrate
15:35 How to Celebrate: Cadence Celebrations
16:32 How to Celebrate: Cash Celebrations
17:23 How to Celebrate: Customised Celebrations
18:25 How to Celebrate: Creative Celebrations
20:05 When to Celebrate
25:25 Health and Fitness Tip
26:36 Outro
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In this episode of the Stronger Sales Team podcast, host Ben Wright welcomes Nick Capozzi - an entrepreneur who's spent his career building and deploying sales teams across the globe. From luxury goods to tech and software his unique background brings a fresh perspective on folding B2C strategies into B2B sales processes.
Through a conversational narrative, the episode underscores the transformative impact of video storytelling and personalised video marketing strategies on B2B sales management. Nick delivers a stirring dialogue on how the pandemic catalysed the global adoption of digital communication, sharing his insights on the humanising power of video in sales and how it can elevate customer relationships. He educates on the use of platforms like Loom to personalise outreach and the unspoken potential in leveraging video content to widen engagement with decision-makers. Furthermore, Nick generously outlines a strategic approach to creating impactful video content with simple, practical steps.
About the Guest:
Nick Capozzi is a seasoned entrepreneur with a rich history of building and leading sales and marketing teams around the globe. His expertise ranges from luxury goods to tech and software, and he is currently making a mark with his venture, SpliceVideo, a creative video agency that specialises in the tech market. His international experiences and insights into video marketing and storytelling make him a formidable name in the sales and marketing space.
Key Takeaways:
Video storytelling is a potent tool for humanising B2B sales, fostering stronger customer relationships, and increasing engagement.Personalised video outreach through tools like Loom can significantly improve meeting hold rates and facilitate deeper interactions before a meeting occurs.Hyper-personalisation in sales communication, whether via email or video, can open doors to higher open and response rates.The use of video allows for multi-threading in sales processes, broadening the reach within a target company and providing a competitive advantage.There is a simple, efficient methodology for creating engaging video content, inclusive of ideation, script drafting using dictation, and actual insights that offer actionable value to viewers.Time Stamps:
0:00 Intro
1:00 Guest Introduction
2:52: SpliceVideo
4:40 Changes in Connecting with Business
6:35 Video
13:40 Benefits of Using Video in Sales
22:19 5 Tips for Creating Video
27:03 Guest’s Socials
27:30 Outro
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In this episode of the Stronger Sales Team podcast, Ben Wright sits down with Akeem Shannon, the innovative entrepreneur, and CEO of Flipstik. Through an engaging conversation, they delve into the art and impact of storytelling in sales, providing listeners with invaluable insights into how to captivate and persuade through narratives.
Crafting stories that resonate with clients is an art form that can propel business ventures to new heights, and Akeem demonstrates exactly how. He emphasises the importance of connecting human experiences with one's product or service and reveals the profound effect that storytelling has had on his business, Flipstik. The episode is packed with anecdotes that highlight the significance of emotion, brevity, and customer engagement in the storytelling process. It is a must-listen for any sales leader looking to elevate their team's approach to sales through the magic of storytelling.
About the Guest:
Akeem Shannon is the entrepreneurial force behind Flipstik, a phone accessory innovator known for its synthetic setae technology inspired by gecko feet. His journey from college dropout to CEO has not been without its challenges, including overcoming setbacks and failures. Today, Akeem’s tenacity has paid off spectacularly, with Flipstick gaining recognition as one of Inc. Magazine's top 50 fastest-growing consumer brands in the U.S. His endeavours have led him to pitch ideas to prominent figures like the Shark Tank panel and Snoop Dogg. Akeem is also passionate about advocating for mental health, motivation, and marketing strategies within the entrepreneurial community.
Key Takeaways:
Akeem stresses the importance of connecting with customers on a personal level by sharing stories that are both compelling and genuine.By focusing on customer experiences and feedback, sales narratives become more relatable and impactful.The best stories evoke emotions that form a memorable connection between the product and the customer.Akeem's journey showcases resilience and the role of repeated efforts and adaptability in achieving success.Succinct storytelling, practice, and understanding your audience are crucial components of effective sales communication.Time Stamps:
0:00 Intro
1:30 Guest Introduction
2:55 Flipstik
7:07 Storytelling
14:33 How to Become Better Storytellers
19:13 How Stories Impact Sales
23:57 Tips for Storytelling
25:43 Guest’s Socials
26:09 Outro
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In this episode of the Stronger Sales Team podcast, Ben talks with Ari Tulla about building a management culture that is not only effective in fostering high-performing teams but also emphasises the integral role of personal health and wellbeing in the equation. Ari shares his personal narrative and vision behind Elo Health, a transformative business focused on individualising nutrition to combat chronic illnesses and increase longevity.
The conversation delves into the philosophy of belief and team synergy as fundamental elements for long-term success in sales leadership. Ari emphasizes the importance of hiring individuals who resonate with the product or brand ethos, highlighting that people are not merely selling a product, but rather, they are the embodiment of the product they advocate for. Through the lens of his experience and the value of self-confidence and gravitas, Ari provides a wealth of knowledge for sales leaders looking to elevate their game.
About the Guest:
Ari Tulla is a dynamic entrepreneur, the co-founder and CEO of Elo Health, a company at the frontier of transforming food from a cause of disease to a form of medicine. With an extensive background in corporate leadership, Ari has been pivotal in driving businesses to substantial growth, exemplified by his tenure at Quest Analytics, where he tripled growth as CEO. His scope of experience spans reputable brands like Nokia and Lucky Strike in northern Europe, and he's also an active angel investor with a portfolio of approximately 40 startups. Ari's personal journey with the health benefits of food for his family has deeply influenced his current mission. Outside of his professional domain, Ari is a dedicated family man and an avid outdoor sports enthusiast, finding solace in the steep cliffs and powdery slopes that San Francisco has to offer.
Key Takeaways:
Align with a brand or industry that resonates with your core values for enduring success.Foster a sense of team to create an environment where members are collectively engaged and productive.Identify and hire individuals who are not only capable but also fit with the company's culture and product narrative.Cultivate self-assurance within your team, learning from both successes and failures.The gravitas and passion in leadership inspire and propel teams towards long-standing achievements.Time Stamps:
0:00 Intro
1:12 Guest Introduction
3:13 Elo Health
7:53 Health in Sales Teams
11:39 From Young Days to Building Gravitas
15:52 Success in the Long Run
19:15 Sales Teams Staying Together
24:00 Guest’s Socials
24:40 Outro
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In this episode of Stronger Sales Teams, Ben Wright gets into the art of running powerful one-on-one meetings. Designed to capture the attention of sales leaders and managers worldwide, the episode serves as a quintessential guide for building and maintaining high-performing, revenue-boosting sales teams. Wright's approach to fostering a work-life balance and promoting personal health is interwoven with sales management, highlighting a holistic framework for success.
The episode dissects the importance of strategic one-on-one meetings, emphasising their potential to transform mundane check-ins into dynamic discussions that ignite team members' drive for the weeks ahead. It covers the crucial aspects of such meetings, from preparing and conducting them effectively to utilising a robust set of coaching tools to achieve optimal outcomes.
Key Takeaways:
One-on-one meetings blend training and coaching, crucial for aligning day-to-day operations with broader sales objectives.A consistent format for meetings can significantly increase team engagement and reduce apprehension heading into these discussions.The episode introduces practical frameworks like the GROW model for coaching and the three-box model for metric measurement.Strategic action items and personal learning journeys are essential talking points for fostering team members' growth.The episode underscores the importance of asking "How are you?" to understand the personal factors that might impact a team member's performance.Time Stamps:
0:00 Intro
2:19 One to One Team Meetings
3:43 One to One Team Meetings: Why
4:50 One to One Team Meetings: When
5:40 One to One Team Meetings: How
6:07 Format for One to One Meetings
22:46 Tools for One to One Meetings
26:35 Health and Wellbeing Tip
28:15 Outro
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In this week's episode of the Stronger Sales Team podcast, Ben sits down with negotiation virtuoso Nicole Davidson to uncover the intricacies of managing and leading successful negotiations. Providing a sneak-peek into Nicole's rich professional journey and the profound impact of negotiation in sales, this discussion is a goldmine for Sales Leaders aspiring to elevate their teams' performance.
Nicole delves into the vital components that underpin effective negotiation strategies. She emphasises the significance of a mindset anchored in curiosity, the art of skilful questioning, and the depth of attentive listening. Furthermore, Nicole sheds light on the importance of thorough preparation, encompassing both the tangible facts and the negotiation process. The conversation takes a psychological turn as Nicole addresses common cognitive biases that can derail negotiations and the need for empathising with the counterpart’s perspective.
About the Guest:
Nicole Davidson is a renowned expert in the field of negotiation, combining her legal background with practical business acumen. As an accredited commercial mediator and negotiation trainer, she has consulted across Australia and internationally in regions like Europe and the Middle East. Her extensive experience spans the legal, insolvency, and banking sectors, where she has honed her negotiation skills since 2016. Beyond her professional capabilities, Nicole holds notable accolades such as the Resolution Institute's award for achievement as an Emerging Practitioner in 2021, Mediator of the Year at the Australian Law Awards in 2022, and recognition as one of the Top 50 Small Business Leaders by Inside Small Business magazine.
Website: https://www.nicoledavidsonnegotiation.com.au/
Key Takeaways:
A successful negotiator is driven by curiosity, excels in asking the right questions, and demonstrates superior listening skills.Effective negotiation preparation includes understanding the precise content under discussion and the strategic elements of the process.Cognitive biases, such as automatic discounting of opposing propositions, can significantly influence the outcome of negotiations.Employing techniques like encouraging the counterparts to present proposals can lead to greater ownership and acceptance of ideas.Crafting solutions collaboratively through strategic questioning enhances the likelihood of a favourable and equitable negotiation result.Time Stamps:
0:00 Intro
1:03 Guest Introduction
2:47 Nicole Davidson Mediation and Negotiation
5:30 Good Negotiation
8:38 How to Ask Good Questions
13:11 Preparation
17:09 The Psychology of Negotiation
21:42 Guest’s Socials
22:22 Outro
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Summary
In this episode, host Ben Wright sits down with Dan Brownsher, CEO of Channel Key, to explore the evolving landscape of eCommerce. Dan shares his expertise in navigating the challenges and opportunities presented by emerging trends such as retail media, TikTok, Temu and Shein. Their conversation delves into the current landscape of eCommerce, unpacking strategies for sales growth and the impact of an increasingly competitive online marketplace.
They also address the complexities of managing remote and hybrid teams, offering practical tips for fostering communication, trust, and collaboration.
About the Guest:
Dan Brownsher is an astute thought leader and commentator in the Amazon retail strategy and emerging eCommerce trends. With his significant presence across media outlets like Bloomberg, Forbes, MSN, and the LA Times, Dan has carved out a reputation for being a go-to expert for Amazon practices, policies, and technologies. He is the President, CEO, and Co-Founder of Channel Key, a full-service agency that specialises in strategy development and channel management for brands on Amazon's platform. Under his leadership, Channel Key advises corporations ranging from multimillion-dollar enterprises to fast-paced startups, helping to steer the course of eCommerce businesses globally.
Key Takeaways:
eCommerce continues to grow, with platforms like TikTok, Temu, and Shein reshaping consumer expectations and offering alternatives to Amazon's retail dominance.Sales leaders in eCommerce must focus on strategic planning, identifying clear objectives, and aligning brand identity with the most suitable online marketplace.Content creation and thought leadership are pivotal in building brand awareness and can outperform traditional sales tactics like cold-calling.The rise of remote and hybrid team structures necessitates clear communication channels and creating opportunities for "digital collisions" to foster collaboration.Considering inorganic growth through acquisitions can be a strategic move for businesses aiming to expand rapidly, leveraging market dynamics to their advantage.Time Stamps:
0:00 Intro
2:27 Channel Key
4:21 World of eCommerce
7:00 Effects on Amazon with New Entrants
8:44 Increase in Competition Impact on Sales Leaders
11:07 What Sales Leaders Are to Avoid
14:03 Making Sure the Team is Focused
24:07 Guest’s Socials
24:52 Outro
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In this episode, Ben delves into the art of face-to-face networking and the power of making and receiving referrals. Drawing from his extensive experience as an entrepreneur, corporate leader, and sales coach, Ben shares practical advice on how to effectively navigate networking events and build meaningful connections that drive success. From crafting compelling pitches to mastering the follow-up process, Ben provides actionable strategies to help listeners develop highly effective B2B sales teams and achieve their business goals.
Ben Wright shares his streamlined approach to mastering referral networking, knowing that for sales managers and entrepreneurs alike, your network can significantly dictate your net worth. Tune in to discover how you can profit from networking and unlock new opportunities in the world of sales.
Key Takeaways:
Referral Networking Mastery: Learn the "how to think", "what to write", and "when to engage" strategies for successful referrals.Creating Effective Referrals: Discover the importance of structured templates and personalised pitches that resonate with potential connections.Improving Connection Rates: Understand Ben Wright's metrics for follow-up and engagement to maximise referral outcomes.Health and Fitness Tip: Gain insights on how to maintain momentum and well-being, particularly during times when your regular fitness routine is disrupted.Time Stamps:
0:00 Intro
2:18 How To Network Effectively
4:00 Importance of Referrals
5:30 The Will and Skill
7:39 Referrals
8:18 Referrals: How to Think
11:56 Referrals: What to Write
17:23 Referrals: When to Engage
20:30 Recap
23:17 Health & Wellbeing Tip
25:13 Outro
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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. -
Unlock the secrets to landing dream clients and supercharging your B2B sales team's growth. In this episode, Ben sits down with David Chevalier, CEO of Surfe, to explore innovative strategies for leveraging automation, social selling, and internal champions. Tune in for actionable insights and practical advice that will revolutionise your approach to sales.
David Chevalier shares his remarkable journey with his startup, Surfe, and offers an in-depth look at the strategies that facilitated the acquisition of high-profile clients, including tech giants such as Google and Amazon. Discover how personal connections, strategic positioning, and leveraging brand power contribute to Surfe's flourishing success in the competitive world of SaaS.
As mentioned in today's episode, download the free guide '51 Tips for Social Selling on LinkedIn and Beyond' by HubSpot x Surfe.About the Guest:
David Chevalier is the co-founder and CEO of Surfe, a Paris-based B2B SaaS startup. This innovative platform seamlessly connects LinkedIn with CRM systems, eradicating the need for manual CRM-related tasks. David's entrepreneurial journey with Surfe began unexpectedly during his study program when he, alongside his co-founder, devised a shortcut to streamline LinkedIn contact exports to CRMs. Under David's leadership, Surfe has experienced remarkable growth, achieving a milestone of 1 million ARR within 1.5 years of its inception. His passion for elevating sales efficiency and efficacy on LinkedIn has led to Surfe securing an impressive roster of clients, which includes notable names like Google and Spendesk.
Key Takeaways:
Surfe capitalised on innovation and strategic partnerships, like their involvement with HubSpot, to fuel its rapid growth and secure large clients.Establishing and nurturing business relationships, even accidental ones, can lead to acquiring significant customers like Google.Sales teams can amplify their customer acquisition strategies by targeting end-users to identify pain points and leverage them when pitching to decision-makers.Surfe emphasises the importance of internal selling by involving end-users in sales conversations to function as internal sellers and validate the product.Automation in the sales process is key, and sales leaders should focus on top-of-the-funnel activities to enhance efficiency and outreach.Time Stamps:
0:00 Intro
1:16 Guest Introduction
4:02 SURFE
6:34 SURFE 51 Social Selling Tips Publication
9:16 SURFE’s Dream Customer
13:54 Targeting Ideal Customers
21:14 Automation
25:27 Guest’s Socials
26:16 Outro
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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. -
Episode 51 of the "Stronger Sales Teams" podcast provides a detailed blueprint for conducting effective strategic planning workshops to empower sales teams. Ben emphasises the importance of preparation, active participation, and accountability. The episode outlines key steps, including reflection on past performance, setting strategic goals, ideation, action planning, and follow-up. Additionally, Wright shares personal insights on intermittent fasting for improved health and wellness.
Time Stamps:
0:00 Intro
5:13 Template on Strategic Planning
7:19 Structure for Strategic Planning
24:00 Health and Wellbeing Tip
27:37 Outro
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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. -
Welcome to the 50th episode celebration of the "Stronger Sales Teams" podcast hosted by the dynamic entrepreneur and expert sales coach, Ben Wright. In this milestone episode, Ben delves into his favourite topic—sales training—and its applicability in various aspects of life. Through an anecdote about his past experiences and listener feedback, he sets the stage for revealing the five critical elements of a successful sales training program. These elements encompass customised content, consistent scheduling, concise delivery, compelling presentation, and integration of coaching methodologies for ongoing development.
Key Takeaways:
Sales training must be tailored or customised to meet the specific needs of your teamEffective sales training is consistent, happening at regular intervals, like weekly, to foster readiness and engagement.Keep training concise with clear, actionable takeaways, ensuring that sessions are memorable and manageable within 30 minutes.Training should be compelling, utilising various formats and interactive methods to maintain engagement and prompt action.Integrating coaching principles into sales training can make the program an ongoing growth process for your team.Time Stamps:
0:00 Intro
1:12 IT’S EPISODE 50!!!
2:08 Training
5:27 Traits of Successful Leaders Who Runs Training Program
6:00 A Training Program must be Customised
7:05 A Training Program must be Consistent
8:25 A Training Program must be Concise
10:25 A Training Program must be Compelling
12:49 Coaching Principles must be Applied to Training
16:54 Health and Wellbeing Tip
19:02 Outro
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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 speaks with Steve Plummer, a renowned copywriter and marketing strategist. They discuss how the words we choose can shape perceptions, drive sales, and create powerful connections with customers. Tune in for insights that will transform the way you think about communication...in all forms.
About the Guest:
Steve Plummer - Marketing Strategist, Coach, Sales Expert, and Speaker. With a knack for crafting winning strategies and persuasive copy, Steve has driven millions in sales for businesses of all sizes. With a background in education as a high school head of faculty and deputy principal, Steve is passionate about mentoring and teaching. He is a father of four living on the Sunshine Coast, where he spends his free time on the beach or penning poetry.
Steve is the founder of Symmetry Marketing and author of the book "The Influential Marketer"
Words are powerful tools that shape our mental state and outcomes; savvy use of language can significantly alter results.When writing copy, begin with the customer's wants, needs, and the maturity level of the market.Crafting an effective offer is crucial: weak offers yield weak responses, while strong offers compel engagement and conversion.AI cannot replace the human touch in copywriting, as it cannot replicate empathy and unique human connection.Steve Plummer's book "The Influential Marketer" is crafted as a daily guide to provide bite-sized, actionable marketing insights.
Key Takeaways:Time Stamps:
0:00 Intro
1:11 Guest Introduction
2:50 Symmetry Marketing
3:57 Words Are Spells
6:16 Mistakes Sales Leaders Make in Writing Copy
11:32 Process of Content Writing
14:24 Tips for Creating Great Copy
18:27 A.I. in Copywriting
20:51 “The Influential Marketer”
24:34 Outro
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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 the latest episode of Stronger Sales Teams, Ben welcomes back Darcy Smyth and Steve Claydon, where they take the mic and flip the tables. Listen in as they talk social selling (especially the use of video), emerging tech and AI - is it all a fad or is it here to stay?
They also cover the topic of training, learning and development - how is it best delivered, and is it a mandatory if you’re wanting to succeed in the sales world?
Finally, they touch on the importance of IQ, EQ and the emerging AQ - listen in to hear more on this!
About the Guests:
Darcy Smyth is recognised for his decade-long expertise in sales, training, and mentoring, specialising in understanding the intricacies of the human mind and consumer behaviour. Currently, Darcy co-leads Outbound Game, undertaking new and ongoing team responsibilities. With a fascination for golf, he is also a dedicated father.
Steve Claydon, the strategist and design maven behind Outbound Game. Steve's role is pivotal in assisting organisations worldwide to shatter their monthly sales goals. Steve is an enthusiast of helicopter simulations and inventing card and board games, underpinning the fun motif of Outbound. He's also a family man, taking pride in his role as a husband and father of three, including his newly born, Sammy.
Key Takeaways:
The essential need for hard work in achieving success in sales and business.The value of building and maintaining a professional network from a young age.The rising importance of emotional intelligence (EQ) over intellectual intelligence (IQ) in leadership.The role of technology in sales, especially AI, as an assistant rather than a leader.The significance of embracing video content as a mainstay in sales and marketing strategies.Time Stamps:
0:00 Intro
2:00 Importance of Social Selling
5:18 Cost of No Social Selling
7:43 Social Selling as a Tech Stack
10:05 How are Teams Embracing Tech
14:35 Video: A Fad or here to Stay
18:15 Training: Mandatory or Voluntary
23:20 Two Golden Questions
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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. - Laat meer zien
