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In this episode of Stronger Sales Teams, Ben speaks with Richard White, the CEO of Fathom Video. Richard, drawing from his extensive experience in the technology and SaaS sectors, shares his journey from software engineer to Founder and CEO. He outlines the development of Fathom and discusses how AI-powered transcription and note-taking tools are improving sales performance by enabling sales professionals to be more engaged and present during meetings. The discussion also covers the broader implications of AI in sales management, including its influence on pipeline reviews, coaching, and its potential future applications in sentiment analysis and non-verbal communication.
About the Guest:Richard White is a distinguished entrepreneur and technology innovator, currently holding the position of Founder and CEO at Fathom Video. With a background in software engineering and product design, Richard is dedicated to developing tools that significantly improve user experiences. He previously established UserVoice, a platform for managing customer feedback utilised by both startups and Fortune 500 companies. Richard's expertise extends across SaaS and tech startups, with his current enterprise, Fathom, aiming to transform digital communication through sophisticated AI-driven note-taking solutions.
https://fathom.video/
Key Takeaways:
Fathom’s AI-powered note-taking tools allow sales teams to focus on conversations rather than manual note-taking, increasing overall efficiency and presence during sales calls.Advanced AI can now analyse multiple calls to identify coaching opportunities, helping sales managers to pinpoint areas for improvement without sifting through hours of recordings.The importance of robust security and privacy measures in AI note-taking applications to ensure user data is protected. Leveraging AI tools for outbound sales can significantly enhance the quality and efficiency of prospecting efforts, saving time and improving outreach precision.The advancement in AI models now enables better understanding of tone and sentiment during sales calls, providing deeper insights and improving communication strategies.Time Stamp:
0:00 Intro
0:58 Guest Introduction
3:37 Fathom
5:59 How a Note Taking App Revolutionise Digital Communication
13:44 Challenges of a Note Taking App
17:02 Privacy Concerns
19:35 What To Focus On For Growth
22:29 Guest's Socials
23:27 Outro
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In this episode of Stronger Sales Teams, Ben Wright speaks with Emma Schermer Tamir about the complexities of distinguishing oneself in a crowded marketplace, with a particular focus on the bustling e-commerce and Amazon sectors. Emma, joining the discussion from the sweltering heat of Las Vegas, shares her extensive expertise, providing practical strategies for sales leaders seeking to improve their teams’ effectiveness.
About the Guest:
Emma Schermer Tamir is a distinguished entrepreneur and a recognised authority in the e-commerce and Amazon sectors. She co-manages an e-commerce marketing agency, Marketing by Emma, which focuses on empowering businesses to succeed on Amazon. With extensive experience aiding over 2,000 businesses, Emma is adept in marketing, e-commerce, and branding strategies. Additionally, she is a prolific speaker and author currently working on a book that delves into her field of expertise.
Key Takeaways:
Sales, marketing, and branding should not be siloed but closely aligned to ensure a cohesive strategy that effectively attracts and converts the right customers.Developing detailed customer avatars is essential for understanding and targeting your audience, leading to more effective marketing and higher conversion rates.Shifting the brand story to focus on the customer rather than the company can build trust and foster stronger relationships, driving long-term success.Establishing authority in your industry, through consistent presence and engagement, can be a powerful tool for driving sales and building lasting connections.Utilising feedback from sales to inform branding and marketing strategies ensures continuous improvement and relevance in a rapidly changing marketplace.Time Stamp:
0:00 Intro
0:55 Guest Introduction
2:51 About the Guest
4:54 Sales, Marketing, and Branding Standing Out
9:29 Getting Ideal Customers
14:41 Being the Obvious Choice in the Target Market
20:01 Standing Out in a Crowded Market Place
23:23 Guest Socials
24:08 Outro
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Saknas det avsnitt?
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In this episode of Stronger Sales Teams, Ben Wright welcomes mental toughness coach Chris Dorris. Chris describes mental toughness as a vital strength acquired through thorough training of the inner self. The episode examines how leaders can demonstrate behaviours that inspire their teams, recognise hidden achievements, and employ mental exercises to enhance their inner resilience.
About the Guest:
Chris Dorris is a distinguished mental toughness coach with a varied professional background. He began his career as a social worker before moving into sports psychology and executive coaching. Chris has collaborated extensively with high-achieving sales teams, Fortune 500 executives, and elite athletes from the NFL and NHL, including Super Bowl champions and billionaires. He is also an author, with his fourth book, Leadership Unlocked, due for release shortly. Make sure you sign up for 'The Daily Dose', a series of brief mental toughness tips delivered in 30 seconds or less.
Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrisdorris/
Key Takeaways:Effective leaders need to walk their talk, demonstrating the behaviours they wish to see in their teams.
Identifying and celebrating small, everyday successes can significantly enhance team morale and individual self-confidence.
This three-step process helps individuals manage their emotions and optimise their mental state for better performance.
Leaders can create the emotional states they need to excel and can train their teams to do the same through intentional practice.
Engaging in daily mental toughness exercises, such as those provided in the Daily Dose, can lead to long-term improvements in mental resilience.
Time Stamps:
0:00 Intro
0:58 Guest Introduction
3:28 Chris Dorris and Mental Toughness
5:47 Getting Most of out People
9:15 Hidden Wins and Key Traits Around Leading Others
15:15 CATCH, OWN, REPLACE
22:38 The Exercise
25:45 Chris Dorris's Book
28:03 Guest Socials
28:40 Outro
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In this episode of Stronger Sales Teams, Ben engages in a compelling conversation with Nick Caruso, the Founder of KnowledgeNet.ai, who offers a distinctive viewpoint on relationship intelligence and its transformative impact on B2B sales management. Nick provides practical advice on how augmented intelligence, as he terms it, can be harnessed to reveal connections that drive business growth. Through engaging anecdotes, including the unexpected benefits of connections from a child's soccer team, Nick highlights the untapped potential within existing networks. Learn how KnowledgeNet.ai automates the identification and prioritisation of valuable connections, turning them into invaluable assets for lead generation and sales.
About the Guest:
Nick Caruso is a distinguished expert in the technology sector, bringing over two decades of experience to the table. His illustrious career began within the U.S. intelligence community. Renowned for his innovative approach to augmented intelligence, he has made significant strides in national security, financial services, and with Fortune 100 companies. In 2019, Nick established KnowledgeNet.ai, a groundbreaking platform designed to harness organisational data analysis to identify and leverage intellectual capital. His work predominantly centres on advancing business development and sales through advanced data insights and strategic network connections.
Key Takeaways:
Learn why Nick Caruso prefers the term “augmented intelligence” over “artificial intelligence” and how it enhances human productivity in sales. Understand the untapped potential within existing personal and professional networks to generate leads and grow your pipeline.Explore real-world examples of how relationship intelligence has transformed sales processes in both small and large organisations.Gain insights into practical steps sales leaders can take to utilise relationship intelligence to drive business growth.Discover how KnowledgeNet.ai automates the process of identifying and leveraging network connections to boost sales efficiency.Time Stamps:
0:00 Intro
1:04 Guest Introduction
3:24 KnowledgeNet.ai
6:26 Evolution of Relationship Intelligence
8:08 Augmented Intelligence
10:00 Utilising a Broad Network for Business
13:24 Leveraging Your Network
15:36 Tips to Drive Your Business
17:18 Guest Socials
17:54 Outro
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In this episode of the Stronger Sales Teams, Ben dives into the topic of team selling. Fresh off a family vacation in Fiji, Ben discusses the Salesforce State of Sales Report, which reveals that 81% of sales reps believe that team selling helps them close deals.
Drawing on 20+ years of industry experience, Ben imparts his expertise on cultivating a collaborative sales environment. He emphasises the value of diverse skill sets within sales teams and explains how various perspectives and skill sets can collectively achieve substantial outcomes. Ben outlines the sales process in five essential stages: lead generation, initial meeting/needs analysis, quotation/presentation, closing/onboarding, and post-sales management. He offers practical guidance on how to balance team skills to enhance each phase. Finally, Ben provides advice for sales leaders on effectively managing these varied skills, ensuring that team-based selling does not necessitate micromanagement.
Key Takeaways:
81% of sales reps find team selling effective for closing deals.Leveraging different skill sets within a team can significantly enhance sales performance.Effective team selling involves specialising skills across the five stages of the sales process: lead generation, meet and greet/needs analysis, quotation/presentation, closing/onboarding, and post-sales management.Leaders can balance different team skills without falling into micromanagement by following structured meeting strategies.Ben emphasises the importance of preparation in maintaining personal health, linking it to better professional performance.Time Stamps:
0:00 Intro
2:55 Variety of Skill Sets
3:00 Why Variety is Important
5:2 Balancing the Skillsets Across our Teams
8:52 Lead Generation
12:29 Meet and Greet and Needs Analysis
15:30 Quotation and Presentation
18:35 Closing Onboarding
20:55 Post Sales Management
22:25 Balancing All The Skillsets
26:30 Health and Fitness Tip
28:13 Outro
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In this episode of Stronger Sales Teams, host Ben Wright engages in a discussion with Kendall Wallace, a distinguished expert in team dynamics and corporate offsites. Broadcasting from the picturesque North Shore of Oahu, Kendall imparts her extensive expertise on designing transformative team-building experiences that cultivate trust and meaningful connections. Kendall explores her personal career journey, transitioning from a notable position at Facebook / Meta to leading a company that specialises in designing bucket-list corporate offsites. She underscores the crucial importance of trust within high-performing teams and provides actionable advice for resolving both overt and covert conflicts within teams.
About the Guest:
Kendall Wallace is a specialist in crafting impactful team-building experiences and currently heads Executive Offsites. With a decade of experience dedicated to personal and team development, Kendall possesses a distinctive background that merges expertise in user experience research from her tenure at Meta (formerly Facebook) with extensive training in Emotional Freedom Techniques (EFT). Now residing on the North Shore of Oahu, she is committed to assisting teams in enhancing communication, reducing conflict resolution times, and achieving balanced work dynamics.
Key Takeaways:
Understanding the brain’s role in bonding and conflict resolution, focusing on minimising cortisol levels to foster a healthier team dynamic.Effective strategies for dealing with visible and invisible conflicts within teams, including surveys and role-playing exercises.The importance of empathy exercises to enhance understanding and cohesion between different departmental roles.Utilising key questions from “The Five Dysfunctions of a Team” to diagnose and address team challenges.Implementing fun yet impactful role-playing scenarios to help team members see multiple perspectives and humanise each other.Time Stamps:
0:00 Intro
1:00 Guest Introduction
3:16 Executive Offsite
4:54 Switching From a Tech Company
8:21 Neuroscience of Team Building
12:4 Managing and Resolving Conflicts Constructively
16:00 Dealing with Hidden Conflicts
19:05 Go-To Exercise in Resolving Conflicts
21:42 Guest Socials
22:4 Outro
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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!
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In this episode of Stronger Sales Teams, Ben welcomes Jay Hedley. Jay shares his methodology for enhancing performance, efficiency, and growth within teams. Their discussion explores key elements of leadership, team culture, and personal development, offering practical insights for sales leaders and managers seeking to elevate their teams.
Jay delves into his work with the champion Fiji Rugby Sevens Team and the high-pressure environment of the Williams Racing Team, drawing parallels to the sales domain. He underscores the significance of intentional communication, structuring team dynamics, and investing in personal development. Throughout the episode, Ben and Jay discuss how sales leaders can apply these tested strategies to build resilient, adaptive, and high-performing sales teams in an increasingly complex world.
About the Guest:
Jay Hedley is a high-performance executive coach at The Coaching Room, specialising in coaching leaders, athletes, and teams to unlock their full potential. Jay’s extensive experience includes working with notable clients such as the Fiji Rugby Sevens team, Williams Racing Team, KPMG, Optus, and the Australian Department of Defence. His expertise lies in developmental psychology, helping individuals and organisations overcome mental barriers and achieve high-level performance.
Key Takeaways:
Emphasising the power of clear and purposeful communication in aligning team goals and driving performance.
Blending the unique flair of individuals with structured processes to foster innovation and consistency.
Highlighting the importance of continuous development and growth of team members to handle increasing complexity.
The necessity for sales professionals to deeply understand and align with client needs to drive successful outcomes.
Encouraging leaders to explore their cognitive biases and improve flexibility to enhance overall effectiveness.
Time Stamp:
0:00 Intro
0:47 Guest Introduction
2:58 The Coaching Room
4:36 Fiji Rugby Team
11:10 Williams F1 Racing Team
16:12 Challenges Around Customer Base
19:57 Tips on Where to Spend Your Macro Level Time
22:54 Guest Socials
23:20 Outro
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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. -
In this episode of Stronger Sales Teams, Ben engages in a profound discussion with Gabe Lullo, CEO of Alleyoop, regarding the convergence of AI and sales. They explore the key opportunities AI brings to sales, such as enhanced research capabilities that empower sales representatives with deeper insights into their prospects, thereby facilitating more personalised interactions. Gabe also provides insights into various tools like Regie.ai and Aurum that their team employs to enhance their sales development efforts. However, they highlight potential challenges, including regulatory issues and the necessity of maintaining empathy (or the human touch) in customer engagements.
About the Guest:
Gabe Lullo serves as the CEO of Alleyoop, a highly regarded sales development agency recognised for its innovative approaches in sales, marketing, recruitment, and management. With an impressive CV, Gabe began by establishing and operating his own business specialising in sales training and has since played pivotal roles in the expansion of prominent organisations such as ZoomInfo, SalesLoft, and Outreach.
Key Takeaways:
AI enhances research capabilities, providing sales teams with valuable insights into prospects, leading to more informed and personalised engagements.Tools like Reggie.ai and Aurum are revolutionising the sales landscape by automating key aspects of the sales process, such as playbook creation and predictive dialling. Sales leaders must navigate the regulatory landscape carefully, ensuring compliance and maintaining trust in AI-driven interactions.Despite AI advancements, human empathy and trust remain irreplaceable, especially in more nuanced and complex sales conversations. Successful sales strategies must integrate strong content creation and thought leadership to support outbound efforts and drive higher engagement rates.Time Stamp:
0:00 Intro
1:00 Guest Introduction
3:15 Alleyoop
5:40 AI from an Opportunity Lens
7:34 AI Copiloting with Sales People
9:00 Tools to Shorten a Client's Knowledge Curve
10:29 Drawbacks of AI
12:11 Personalisation Issues Around AI
15:36 AI Taking Over SDR Role
18:24 Where to Focus for Lead Generation
20:56 Guest's Socials
21:31 Outro
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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. -
In this episode of the Stronger Sales Teams, host Ben Wright introduces Grant Butteriss, a highly regarded entrepreneur, CEO, and strategic leader with more than 21 years of experience in the industry. Together, they explore recruitment and hiring processes. Grant provides valuable insights into the prevalent challenges confronting today's sales executives, particularly the hurdles associated with recruiting, retaining, and nurturing top-tier talent. They delve into the role of psychometrics in enhancing recruitment success rates, presenting pragmatic, data-driven techniques to streamline the hiring process.
About Guest:
Grant Butteriss is a repeat exited founder and CEO who thrives in unstructured work environments and dynamic, fast-scaling businesses. With a career spanning over two decades, Grant has gained recognition as a top analytical and strategic operator with expertise in identifying key focus areas for businesses to drive significant progress. He currently heads the Butterfly Affect, where he aims to assist founders and companies in optimising strategy, systems, leadership, and talent development. His work emphasises the use of psychometric data to enhance hiring and organisational success.Key Takeaways:
Incorporate psychometric assessments to gain insights into candidates’ potential, stress responses, and intrinsic motivations.Establish a standard of evidence in your hiring process to ensure decisions are made based on real-world events and supported findings.Focus on specific behaviours that align with your organisational values for better cultural fit assessment.Create authentic job ads that clearly outline the challenges and opportunities of the role to attract quality candidates.Design and conduct structured interviews, final flexible interviews, and thorough reference checks to make informed hiring decisions.Time Stamp:
0:00 Intro0:58 About the Guest
3:07 Butterfly Affect
5:42 Struggles in Recruiting Talents
10:12 Ways to Increase Success in the Hiring Process
15:48 Process of Recruitment and Hiring
20:02 Cultural Fit
22.30 Guest Socials
23:22 Outro
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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. -
In this episode of Stronger Sales Teams, host Ben Wright continues his chat with sales training authority Richard Harris. They explore the intricacies of sales leadership, with a particular emphasis on the common challenges encountered by novice sales leaders and the strategic methodologies to surmount them. Richard draws on his extensive expertise in transforming individual contributors into effective leaders, stressing the pivotal roles of interpersonal skills, accountability, and cultivating a culture of enjoyment and involvement within sales teams. They discuss practical steps for building and maintaining sales team cohesion and morale through engaging activities and strategic planning. Richard also offers actionable advice on how to manage new teams or restructure existing ones, always focusing on building a culture of high performance and mutual respect.
About the Guest:
Richard Harris is a globally recognised sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller’s Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly.
Key Takeaways:
The transition from sales contributor to sales leader requires a strong focus on mastering soft skills, such as effective communication, delivering constructive feedback, and maintaining team morale.
Setting clear expectations and accountability measures from the outset is crucial for driving performance and consistency within the team.
Integrating fun through contests and incentives fosters a motivated and engaged team environment, encouraging both individual and collective achievements.
When forming new sales teams, invest in thorough onboarding and training to instill the right culture and operational standards from the beginning.
Address any negative behaviours or toxic team members early to maintain a healthy, productive team atmosphere. Prioritise the overall health of the team over retaining top performers who contribute negatively to team dynamics.
Time Stamps:
0:00 Intro
3:18 Guest's Journey
5:14 Issues Around Sales Leadership Today
6:36 Leadership Problem: Soft Skills
9:34 Accountability
12:20 Fun
16:51 Where Sales Leaders Should Focus On
23:39 Guest Socials
24:33 Outro
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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. -
In episode fo Stronger Sales Teams, Ben Wright invites sales training specialist Richard Harris to explore sales strategies, emphasizing the path of the seller in enhancing the buyer's journey. Richard presents his belief that the buyer's journey does not exist; rather, it is the buyer's experience influenced by the seller's journey. This thought-provoking perspective directs the discussion towards practical sales techniques capable of significantly enhancing team effectiveness.
The pair delves into essential themes including handling discount requests, the significance of grasping the buyer’s economic influence, and the skill of negotiation. Richard imparts valuable strategies for managing discount inquiries, stressing the significance of establishing mutual terms and generating economic value. The discussion also touches upon mental well-being, with Richard underscoring the importance of openness and setting clear objectives in sales leadership. This episode is rich with insights that B2B sales managers can apply to develop, inspire, and retain highly effective sales teams.
About the Guest:
Richard Harris is a globally recognized sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller’s Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly.
Key Takeaways:
Sales conversations should focus on value and experience rather than just features and benefits to differentiate from AI-driven interactions.Understand customer expectations and always seek mutually beneficial terms when negotiating discounts.Shift the ROI conversation to discuss the buyer’s current economic challenges and opportunities, making the discussion more relevant and impactful.Incorporate vulnerability and mental health support into your leadership style to create a more resilient and high-performing team.Incorporate specific mutual benefits, such as case studies or customer quotes, directly into contracts to streamline negotiations later.Time Stamp:
0:00 Intro
0:58 Guest Introduction
4:03 The Seller's Journey
7:15 Positive Outcome for the Buyer
10:45 Over Discounting
19:57 ROI Journey
24:15 Mindset
28:43 Guest's Socials
30:01 Outro
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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. -
In this episode of the Stronger Sales Team podcast, Ben explores the notion of finalising deals prior to even having a face-to-face interaction with a Customer.
With some profound changes in consumer behaviour brought about by the post-COVID era, it's so important for sales teams to be creating and maximising every interaction. Ben unpacks some of his proven strategies and tools that can help you win over buyers early in the process, leveraging technology and strategic communication.
Key Takeaways:
Post-COVID era has doubled the number of decision-makers and required touch points, emphasising the need for pre-meeting engagement.Move needs analysis to the first point of contact to align content and engagement strategies accordingly.Personalised video messages to introduce salespeople and summarise client needs can pre-build relationships.DIY tools or interactive case studies can enable potential clients to engage deeply with the product/service early on.Utilise social media and connect across various decision-makers within a target client’s organisation to build familiarity and trust.Time Stamps:
0:00 Intro
1:14 Closing Out Deals Before Engaging with the Customer
8:40 Techniques To Encourage Buyers to Choose Your Product Before Engaging them
9:34 Getting Clear on the Customer’s Needs
10:46 Getting Contacts Out to Customers
12:21 Getting Involved in DIY Project
14:11 Education
15:22 Getting the Product or Service in Hand
16:10 Case Studies and Examples of Product in Use
17:57 Social Media
19:15 Cross Threading
20:50 Referral and Common Connections
21:35 Confirming the Meeting in Advance
25:10 Health and Fitness Tip
26:52 Outro
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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. -
In this episode of Stronger Sales Teams, host Ben Wright delves deeper into 'personal branding' alongside business and career coach Johnathan Maltby. Building upon last week's episode, Ben and Johnathan explore practical strategies for crafting a compelling personal brand. Their discussion not only aims to bolster individual career trajectories but also seeks to produce favourable outcomes for sales teams and Customer.
In today's bustling marketplace, personal branding plays a vital role in setting oneself apart. Johnathan outlines his "six pillars of professional identity," aimed at guiding individuals in discovering their unique values and skills. This process entails identifying what you call yourself, understanding the problems you solve, knowing your capabilities, specialising in a particular area, recognising your value, and setting clear goals. When implemented thoughtfully, these steps provide a solid framework for building a strong personal brand that resonates with both clients and colleagues.
About the Guest:
Johnathan Maltby is an experienced career coach, business mentor, and expert in personal branding, boasting over a decade of knowledge. His professional voyage encompasses stints in recruitment, sales, marketing, and even education. Johnathan has a solid history of aiding individuals, teams, and businesses in refining their personal brands to attain heightened success. Renowned for his knack in translating intricate concepts into actionable plans, he empowers clients to unleash their full capabilities. Johnathan extends his expertise through his business coaching services and his fresh platform, CareerMasteryClass.com.
See also: https://johnmaltby.com.au/
Key Takeaways:
Johnathan presents a robust framework for personal branding, emphasising the importance of knowing what you call yourself, what problems you solve, your capabilities, specialisation, value, and goals.Creating and managing one's personal brand involves influencing how others perceive you to ensure alignment with your goals.Effective sales leaders set the example and create environments where teams can build and leverage personal brands.Success stems from understanding and investing in the individual drivers and motivators of each team member.Building a personal brand is not just about professional success but also about creating meaningful personal and career fulfilment.Time Stamps:
0:00 Intro
0:58 Guest Introduction
4:03 The Importance of Creating a Personal Brand
5:52 Creating a Brand For Yourself and the Team
6:55 A Framework for Building a Brand
15:13 Creating an Environment for the Team
20:41 Guest Socials
21:44 Outro
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In this episode of Stronger Sales Teams, host Ben Wright chats with Johnathan Maltby. The conversation dives into the intricate world of personal branding. With a career spanning several fields, Johnathan shares his insights on how personal branding goes beyond mere business benefits—it drives purpose, adds value, and can significantly influence customer outcomes. Emphasising the importance of being conscious of one's brand, he breaks down the core elements that constitute a strong personal brand: value creation, credibility, and visibility.
The episode walks listeners through the crucial elements of crafting an effective personal brand. Johnathan and Ben chat about how value creation isn't just about the features or perks of a product but the tangible outcomes it brings to customers. They also delve into the importance of credibility and how influence can be strengthened through demonstrated expertise and genuine social proof. Lastly, they highlight the importance of visibility, not just for personal satisfaction but to allow others to gain from one's expertise and know-how. The engaging conversation sets the stage for an upcoming session focused on practical steps for constructing and bolstering personal brands.
About the Guest:
Johnathan Maltby is an experienced career coach, business mentor, and expert in personal branding, boasting over a decade of knowledge. His professional voyage encompasses stints in recruitment, sales, marketing, and even education. Johnathan has a solid history of aiding individuals, teams, and businesses in refining their personal brands to attain heightened success. Renowned for his knack in translating intricate concepts into actionable plans, he empowers clients to unleash their full capabilities. Johnathan extends his expertise through his business coaching services and his fresh platform, CareerMasteryClass.com.
See also: https://johnmaltby.com.au/
Key Takeaways:
Personal brands should focus on delivering real-world outcomes that connect deeply with customer needs and enhance their lives or businesses.Building a personal brand is about substantiating claims with tangible evidence of past successes, skills, and experiences.Effective personal branding necessitates being seen in the right places, whether it be on social media, in meetings, or at networking events.How you make customers feel can be just as important as the functional value you provide, creating lasting connections and loyalty.Strategic positioning and timing can dramatically improve the effectiveness of your personal branding efforts.Time Stamps:
0:00 Intro
0:58 Guest Introduction
2:52 Guest’s Journey
4:13 Personal Brand
5:55 Making a Strong and Effective Personal Brand
8:26 Creating Value with Personal Brand
11:25 Credibility in Personal Brand
13:59 Visibility in Personal Brand
16:19 Proximity Factor
20:19 Guest Socials
21:04 Outro
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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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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
Rate, Review, & FollowIf 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. - Visa fler
