In this episode of the Stronger Sales Teams podcast, Ben Wright speaks with Ingrid Maynard, founder of The Sales Doctor, about the evolving world of B2B sales leadership. They explore how customer service has shifted post-COVID and how leaders can adapt to build high-performing, customer-centric teams. Ingrid shares insights on what defines great service today, emphasising curiosity, communication, and strong relationships. The episode also covers hiring the right people and creating a culture that supports growth—offering valuable takeaways for any sales leader.

About the Guest:

Ingrid Maynard is the founder of The Sales Doctor and host of the Sales Revolution podcast. With more than 25 years of experience, Ingrid is a seasoned expert in transforming business performance through strategic sales improvement. Renowned for her dynamic speaking style and thought leadership, Ingrid has been featured in prominent publications and has worked with some of the most iconic brands across Australia and New Zealand. Her approach centres on cultivating customer-centric, commercially astute cultures that drive lasting results. Ingrid recently released her first book, The Sales Revolution, a reflection of her deep expertise and forward-thinking perspective on modern sales leadership.

Key Takeaways:

• Genuine curiosity, communication, and connection are essential for excellent customer service.
• The onset of COVID-19 altered service delivery, leading to a mixed impact on customer experience.
• Effective customer service involves setting, meeting, and exceeding customer expectations.
• Selecting the right people and nurturing their growth and skills is crucial in building strong sales teams.
• The transition to virtual meetings has blurred professional standards; maintaining professionalism is vital.

Time Stamps:

0:00 Intro

1:25 Guest Introduction

3:05 About the Guest

4:37 Customer Service In The Modern World

7:21 Service In The Modern World That Isn't Successful

10:20 Expectations

13:29 Delivery Better Service To Customers

16:10 Growing The Service Development

22:17 Guest Socials

22:55 Outro

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams, Ben Wright engages in an insightful conversation with Glenn Poulos. Together, they examine the rapidly evolving sales landscape, with Glenn highlighting a growing overreliance on technology at the expense of genuine, face-to-face client interactions. He underscores the importance of robust onboarding processes, meaningful metrics, and well-structured compensation plans in driving team performance. Emphasising accountability, Glenn details how consistent check-ins and clear expectations are essential to creating disciplined, results-driven sales teams.

About the Guest:

Glenn Poulos is a highly experienced entrepreneur and sales executive, boasting more than four decades in the sales arena. He currently serves as President of ProgUSA, a leading distributor in the electrical testing and measurement equipment industry. Throughout his career, Glenn has built and successfully exited businesses valued in the eight figures. He is also the author of Never Sit in the Lobby, a practical guide offering actionable strategies for sales professionals to close more deals and sidestep common missteps. As a respected speaker, podcast host, and LinkedIn Top Voice, Glenn is widely regarded for his forthright and insightful approach to cultivating high-performing sales teams.

Key Takeaways:

• Sales teams must balance virtual selling with face-to-face meetings to understand customer challenges and competitors.
• Clear onboarding programs and consistent metrics are essential for setting salespeople up for success.
• Align compensation with company values to motivate the right behaviours and drive business goals.
• Implement clear expectations, public goals, and disciplined check-ins to maintain accountability within the team.
• Simplify offerings, clear out non-real deals, and double prospecting efforts to ensure growth and hit targets.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

2:41 About Glenn Poulos

6:59 The Most Common Mistakes Sales People Make

11:15 How High Performing Sales Teams Are Built

17:14 Building Accountability In The Sales Process

21:55 Supercharging Growth Of The Business

25:40 Guest Socials

26:22 Outro

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, drawing from years of hands-on experience, Ben addresses the common challenge of sluggish deal pipelines and presents practical strategies to boost close rates and refine the overall sales process. He underscores the significance of a consistent, repeatable sales framework to eliminate bottlenecks and accelerate deal progression. A key message is the importance of being “chosen early and often,” as Ben urges teams to prioritise strong initial connections and a clear understanding of client needs and opportunities.

Key Takeaways:

• Prioritise building strong initial relationships to be “chosen early and often” by potential clients, which can simplify the sales process.
• Devise a structured sales process that the majority of the team can consistently follow to create predictability in closing deals.
• Employ careful preparation and research to engage clients effectively, using common ground like shared interests in sports or hobbies.
• Implement actionable checklists during client meetings to establish clear pathways for deal progression and closure.
• Regularly assess stuck deals by re-engaging customers with direct check-in sessions to understand remaining barriers and find resolutions.

Time Stamps:

0:00 Intro

2:20 Increasing Close Rates

3:30 How To Stop Slowing Down The Deal Pipeline

4:55 Going Back To The Process

6:07 Getting Things Right Early

8:35 Greeting the Customer

10:45 Setting Up The Outcome

13:25 Asking Questions

14:40 Creating Checklist

19:00 Being Clear On The Role Of People

19:56 Setting Time Frames

20:55 Making Sure That We Are The Choice

21:53 Recap

23:02 Outro

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, Ben Wright welcomes special guest Lasada Pippen, blending the precision of engineering with the art of motivational speaking. Lasada shares his compelling journey from a background in computer engineering to inspiring audiences across the United States, underscoring the vital importance of purpose, resilience, and impactful communication in sales leadership. Together, they unpack the essence of purpose-driven leadership and its critical role in cultivating resilient sales teams ready to thrive in today’s complex global landscape.

About the Guest:

Lasada Pippen is a highly regarded motivational speaker and leadership coach, celebrated for his dynamic and impactful approach to professional development. With a background in computer engineering and over a decade of experience in the tech industry, Lasada made a transformative shift to focus on inspiring and equipping others through speaking and coaching. He is widely recognised for his signature keynote series, The Climb, and for his unique ability to engage and resonate with diverse audiences. A bilingual STEM professional and university graduate, Lasada specialises in guiding leaders towards purpose-driven leadership, helping individuals and teams tap into resilience, clarity, and direction on their professional journey.

Key Takeaways:

• Purpose-driven leadership involves leading from a place of understanding one’s unique gifts and applying purpose and strategy in their role.
• Building resilience in teams begins with establishing a framework for clear, concise, compelling, and confident communication (C4).
• Bringing team members together across new and diverse connections can foster collaboration and innovation through team-building activities.
• For effective sales growth, the principle of “Simplicity Sells, Complexity Fails” should be emphasised to streamline processes and enhance product appeal.
• Leveraging individual strengths and applying a GPS (Gifts, Purpose, Strategy) approach can lead to heightened productivity and job satisfaction.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

2:48 The Lasada Pippen Journey

5:43 Purpose Driven Leadership

7:20 Resilience

8:58 From Liking to Loving Your Role

12:29 Building Resilience Into The Team

15:00 Team Building Activities

19:46 Where To Start To Drive Revenue Growth

23:36 Recap

24:43 Guest Socials

25:00 Update on the Road To Cairns

26:16 Outro

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, Ben Wright sits down with renowned negotiation consultant and author Saad A. Saad to explore the complexities of B2B sales negotiation. Together, they unpack how sharpening negotiation skills can empower sales teams to consistently secure high-impact outcomes. Saad underscores the importance of thorough preparation and cautions against the tendency to be overly accommodating at the negotiation table. He stresses that effective negotiation starts from day one of the sales process and challenges sales professionals to align their efforts with their boldest commercial goals. The discussion delves into critical themes, including the subtle balance between striving for win-win outcomes and maximising results.

Key Takeaways:

• Thorough preparation is vital for achieving the best outcomes in negotiations. Understand your optimal goals, support them with compelling evidence, and be ready to communicate these effectively.

• Shift the focus from merely reaching win-win deals to achieving the most optimal outcomes while maintaining healthy negotiation dynamics.

• Utilize AI in the preparation stage to enhance thought patterns and extend perspective, but rely on human skills for the actual negotiation process.

• Embrace a certain level of friction in negotiations as a healthy sign, ensuring your conviction and value are clearly communicated.

• Reduce tension through empathy, active listening, and ensuring all parties feel heard to facilitate effective communication and negotiation resolutions.

Time Stamps:

0:00 Intro

1:11 Guest Introduction

2:49 Saad's World of Negotiation

4:56 Negotiation

6:45 Win Versus Best Outcome

8:17 Negotiation Strategy For Best Outcomes

10:35 Framework To Negotiation

11:32 Roll of AI in Negotiation

14:43 Managing Through Heated Situations

16:53 Dealing Better With The Friction

18:07 Preparing To Deal With Friction

19:32 Introducing Tension

22:23 Guest Socials

23:27 Outro

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of the Stronger Sales Teams, Ben Wright explores the profound impact artificial intelligence (AI) is having on sales teams across the globe. As professionals navigate the fast-paced adoption of AI tools, Ben highlights essential entry points for harnessing technology with purpose and precision. Acknowledging the anxiety and hesitation that often accompany such shifts, he underscores the pressing need for sales teams to develop AI fluency in order to stay ahead of the curve. Ben offers a comprehensive perspective on integrating AI throughout the sales lifecycle — from prospect research and preparation to training and client engagement.

Key Takeaways:

• Embrace AI for research and preparation as it significantly uplifts sales teams’ productivity. Tools like ChatGPT and Grok can enhance customer insights.
• Rely on AI for ideation, but be wary of using it for full content creation as it may lack personalisation and authenticity.
• Use AI tools for phone-based teams to provide call coaching and analysis, maximising performance insights and coaching efficiency.
• Maintain human involvement in critical areas like strategy formulation and contract negotiation to ensure effectiveness and personal engagement.
• Start integrating AI now in minor tasks to build adaptability and keep pace with evolving technological advances in sales operations.

Time Stamps:

0:00 Intro

1:12 Where To Start Using A.I.

5:30 10 Activities On Whether To Use A.I. Or Not

6:13 Research and Preparation For Team Meetings

8:13 Outreach

9:40 Sales Decks and Sales Pitches

12:37 Strategy and Ideation

13:55 Training and Coaching Implementation

17:27 Content Creation

18:48 Admin

21:51 Contract Negotiations

23:10 Long Term Customer Relationships

24:17 Recap

24:55 Road to Cairns

25:57 Outro

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, Ben Wright is joined by Robyn Djelassi – a dynamic, strategically focused HR leader with a wealth of experience spanning multiple industries. Robyn shares her insights into the art of building high-performing sales teams, underscoring the value of diversity and complementary skill sets over the tendency to hire in one’s own likeness. The conversation offers practical, actionable advice for leaders looking to shape resilient and effective sales teams.

About the Guest:

Robyn Djelassi is a seasoned HR professional and the founder of Impact People Solutions. With two decades of experience across a diverse range of industries – including banking, finance, gaming, and entertainment – Robyn is recognised for her forward-thinking approach to Human Resources. She brings a unique ability to balance strategic insight with hands-on execution and is deeply committed to aligning individual performance with broader organisational goals. Her work reflects a passion for creating impactful, people-driven outcomes that support long-term business success.

Key Takeaways:

• Avoid hiring clones of yourself; aim for a mix of experiences, thoughts, and backgrounds to meet diverse client needs.

• Hire those who genuinely believe in your product and care about customers over merely chasing numbers.

• In tougher economic climates, early and honest communication is crucial for managing team morale and transitions.

• Foster a working relationship with HR as a valuable ally, not just a regulatory entity.

• Implement processes to consistently check in with team members to understand their evolving needs and motivations.

Time Stamps:

0:00 Intro

1:15 Guest Introduction

3:23 What Makes Robyn Tick

4:20 Key Mistakes Leaders Make When Growing Teams

6:15 How To Build Out Teams

7:05 How To Assess If Candidates Actually Care

9:27 How To Make Sure That Interviewees Actually Care

11:55 Getting The Most Out Of A Diverse Team

15:32 Managing The Restructuring

18:27 Building Relationship With The HR Department

20:11 Guest Socials

20:40 Road to Cairns

21:52 Outro

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Stronger Sales Teams, host Ben Wright chats with top sales consultant Don Lazzari about building high-performing B2B sales teams. Don shares his proven “sales vital signs” framework, offering practical tips on driving consistency, lead conversion, and team accountability. They unpack smart hiring, strategic resourcing, and the role of strong leadership in keeping sales momentum alive. Whether you're scaling a start-up or leading a mature team, this episode is packed with sharp insights to boost performance and drive growth.

About the Guest:

Don Lazzari is President of Delivering Value, a leading sales performance consultancy helping businesses and entrepreneurs fast-track growth. With over 15 years' experience across sales strategy, training, and consulting, Don has worked extensively in sectors including software, manufacturing, logistics, and healthcare. He’s also the author of Entrepreneur Sales Secrets Revealed and holds an MBA from the University of Pittsburgh, blending deep practical know-how with strong academic grounding.

Key Takeaways:

• Focus on five key sales metrics: New to funnel, new to pipeline, pipeline value, performance to quota, and exceeding quotas.
• Align sales hires with pipeline pressure rather than initial growth targets. Consider support staff over additional sales personnel to boost top-of-funnel activities.
• Effective sales management requires understanding the unique drivers for each team member and adapting coaching styles accordingly.
• Emphasise the benefits of AI-driven call coaching to free up time for deeper, personalised coaching discussions.
• Foster a competitive, high-performance culture that rewards meeting and exceeding sales targets, strengthening team cohesion, and motivation.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

3:01 Delivering Value

4:58 Building A Team For A Solopreneur

6:32 Metrics

8:36 Qualified Leads

11:49 Growing The Team And The Volume of Sales

14:56 How To Build Momentum On The Team

19:13 Revving The Growth Tap

24:47 Guest Socials

25:03 Four Words From The Guest

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.