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Episode 119: The Must Do Fundamentals to Build a Salesteam, with Don Lazarri
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In this episode of Stronger Sales Teams, host Ben Wright chats with top sales consultant Don Lazarri 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 Lazarri 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.
- Emphasize the benefits of AI-driven call coaching to free up time for deeper, personalized 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
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