Stay ConnectedReal conversations with leaders building predictable, profitable revenue. Learn how to generate more pipeline, close bigger deals, and grow without burning out your team.
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AI for sales is everywhere right now, but most of it is noise. This episode is about what actually works: AI sales coaching that lives inside a rep's daily workflow instead of sitting unused in a Google Drive.
After 18 months of building, Dave, Luigi and Regan officially launch CoachPilot on this episode of Revenue Leaders. It's the AI coaching layer that sits on top of your CRM and coaches every rep on every deal, live.
The three of them have spent decades in sales, built hundreds of playbooks, and onboarded over 200 SDRs for companies like Stripe. They kept hitting the same wall: even the best playbook fails because it never lives in the rep's daily workflow. CoachPilot is their answer.
What you'll learn:
→ Why the number one problem in every sales org is adherence to the sales process, not talent
→ The playbook problem: why even great playbooks end up sitting unused
→ What a day in the life with CoachPilot looks like: morning briefings, live call coaching, post-call CRM updates
→ The live coaching sidebar that prompts you on objections, pacing, and talk ratio mid-call
→ Why they built their own call recorder instead of integrating with existing tools
→ The four IP layers: forecast score, coaching score, deal score, and methodology score
→ Gartner's 2.8x revenue stat: why action-based AI paired with humans beats AI alone
→ Why AI can't replace sellers in complex, multi-stakeholder deals
→ The 50% unapproved AI usage problem inside sales teams and why governance matters
→ Who CoachPilot is NOT for: the honest ICP conversation most founders avoid
Whether you're a founder, sales leader, or rep, this is a rare inside look at why three sales veterans killed their own consulting business model to build a product.
⭐ Learn more about CoachPilot: https://coachpilot.com
Follow us:
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https://www.linkedin.com/in/luigiprestinenzi/
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💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth. New episodes every Thursday.
Most outbound motions are built the same way: build a big list, blast everyone, hope something converts. It doesn't work anymore — and Regan and Luigibreak down exactly why.
In this episode, they unpack the modern outbound motion they're building at CoachPilot — how they monitor 2,200 companies in real time, narrow their active prospect list down to 292 trigger-based targets, and why a cold call with no meeting booked is never actually a failed attempt.
This is one of the most tactical episodes Revenue Leaders has recorded — no frameworks, no theory, just the exact system they're running right now.
What you'll learn:
→ Why blasting your full ICP list is the fastest way to destroy your conversion rate
→ How to use firmographic and technographic filters to find your top 50 in-market prospects
→ The trigger-based prospecting system that monitors 2,200 companies and surfaces 292 active targets
→ Why a failed cold call is still a win — and how to extract value from every touch
→ The relationship funnel that runs parallel to your outbound motion and closes deals before the first call
→ The human-nonhuman touch framework that builds trust invisibly over months
→ Why AI-generated outreach is getting easier to spot — and the one tell that kills credibility instantly
→ The manual step you should never automate no matter how good your tools get
→ Why outbound will always be the dominant lead channel even in a world of inbound and events
→ How to build a trigger waterfall specific to your industry and ICP
If you're an AE, BDR, or sales leader and your outbound isn't converting — this is the episode that changes how you prospect.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
According to Salesforce, 60% of a sales rep's time is not spent selling. If you've got someone on $200K, a significant portion of that salary is going to admin — not revenue.
In this episode, Dave and Regan dig into the most offensive stat in sales right now, where that time is actually going, and the exact steps sales leaders can take to get admin time down to 5% — without buying another tool.
What you'll learn:
→ Where the 60% of lost selling time actually goes — the breakdown will surprise you
→ Why 5% admin time is the real goal and what a rep's week looks like when you get there
→ How to treat your revenue operations like an F1 car — always looking for 1% improvements
→ The difference between what a high performer does vs a low performer and what it tells you about admin
→ Why reps default to data entry when they don't know their next step
→ The internal bureaucracy silently killing your team's selling time
→ How AI cold outreach and personalized list-building is changing what's possible for sales teams
→ The one thing you can do right now without buying another tool
→ Why sales enablement starts with removing noise — not adding more tools
If you manage a sales team and you're pushing activity metrics instead of fixing the system — this episode is for you.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
How do you sell software to an industry where Google Maps and Sales Navigator don't even work?
Freddy Galindo built Sprint Suite, a SaaS platform for mining contractors, after watching his family's mining services business get buried in spreadsheets and manila folders. Today he breaks down how to scale a SaaS business in a vertical that doesn't operate like tech at all — including why his team drives around taking photos of companies just to find them.
What you'll learn:
→ Why Freddy's team prospects by driving around taking photos of companies (no websites, no digital footprint)
→ The discovery process that works when your buyer has never used SaaS before
→ Why flying SDRs to mine sites changed their entire sales motion
→ How AI made development a commodity — and where Freddy is reinvesting instead
→ Why "stop managing the process, start managing the business" is the real value proposition
→ The hard lesson about saying yes to every opportunity in the early days
→ Why being coachable is the one trait Freddy looks for above all else
→ What expanding into the Canadian market taught him about adapting a sales motion
If you sell into an industry that doesn't operate like tech — this conversation will change how you think about your go-to-market.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
You've been posting. Building followers. Showing up consistently. Then LinkedIn changes the algorithm — and overnight, your reach drops to nothing.
In this episode, Dave and Regan expose the uncomfortable truth about building your brand on a platform you don't own — and the real strategy that's still generating booked calls, inbound leads, and pipeline in 2026.
What you'll learn:→ Why LinkedIn stripped Dave of his Blue Tick (and what it reveals about the platform)→ The algorithm change killing reach for people with 10K, 25K, even 100K+ followers→ Why building on someone else's platform is the biggest hidden risk in sales→ The "manual connection ritual" generating real inbound without paid ads→ How to train AI to write content that sounds like YOU — not generic slop→ Why your best prospects never like your posts but are still watching and buying→ The one message 99% of reps never send after connecting on LinkedIn→ The Alex Hormozi consistency lesson every salesperson needs to hear→ Why quitting after 2 weeks is the #1 reason LinkedIn never works for you
If you've ever wondered whether LinkedIn is actually worth it — this episode gives you the honest answer.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.com/vault
Follow us:https://www.instagram.com/davidfastuca/https://www.linkedin.com/in/luigiprestinenzi/https://www.linkedin.com/in/reganbarker/https://www.linkedin.com/in/davidfastuca/
💬 About Revenue LeadersA podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
"Let me think about it." Every salesperson has heard it. Most accept it. Almost none of them know what it actually means.
In this episode, Dave and Regan break down the most feared phrase in sales — why it almost always signals something you did wrong earlier in the conversation, and the one vulnerable move that turns a dead deal back into a live one.
What you'll learn:
→ What buyers actually mean when they say "let me think about it" in 3 different scenarios
→ Why this phrase almost always means you asked the wrong questions upfront
→ The deal size caveat — when it's actually okay to hear it
→ Gong data: this phrase extends your deal cycle by 173%
→ The calendar trick that forces a decision without pressuring the buyer
→ The one phone call 99% of reps never make — and why it closes more deals than any script
→ Why vulnerability and authenticity beat every objection handling technique
→ The "marbles in a jar" trust framework that turns stalled deals into closed ones
→ What never to do after you hear it (most reps do this immediately)
If you've ever ended a call feeling like you blew it — this episode changes how you handle every deal from here.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
80% of deals require at least 5 follow ups. 44% of salespeople quit after the first attempt.
That gap is where your pipeline is bleeding — and most reps don't even know it's happening.
In this episode, Dave and Regan break down the follow up epidemic, why sequences die after touch two, and the exact multi-channel framework that closes deals other reps have already abandoned.
What you'll learn:
→ Why following up once already puts you ahead of 44% of your competitors
→ The 18-touch multi-channel sequence that gets responses (email + LinkedIn + call + SMS)
→ Why the "7-minute deal" in your CRM is actually a 12-month relationship in disguise
→ How to build a follow up cadence that doesn't feel like a template to the buyer
→ The two parallel tracks top sellers run — outreach cadence AND relationship building
→ How to follow up on a live deal without creating scarcity or desperation
→ The jab jab hook follow up ratio that mirrors how social media serves content
→ How to write a breakup email that actually keeps the door open
→ Why a weak pipeline is the real reason reps push deals too hard too fast
If you're an AE or BDR and your follow ups are going silent after touch two or three — this conversation is for you.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
Ever been on the receiving end of a terrible sales pitch?
Dave and Regan have — and in this episode, they're calling all of it out.
As buyers who get sold to constantly, they rate the sales tactics that give them the ick, break down exactly why each one doesn't work, and give the remedy for every single one.
The icks they cover:
→ "Just following up" — the laziest email in sales and what to send instead
→ The pitch slap — accepting a LinkedIn connection and getting sold to 3 seconds later
→ Automated email cadences with zero personalization — and why they're killing your domain reputation
→ Outreach without insight — product flogging with no relevance, no value, no reason to reply
→ Jumping straight to demo without understanding who you're selling to
→ End of quarter pressure tactics — "sign by Monday for a discount" and why it backfires every time
→ The post-sale drop-off — why the best sellers never stop selling after the close
Plus the outreach that actually worked on them — and won the job.
Whether you're a founder, sales leader, or account executive — if any of these tactics sound familiar, this episode is your wake-up call.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
Most salespeople are still asking "why" questions. Buyers are getting defensive before the conversation even starts — and deals are dying because of it.
In this episode, Dave and Regan break down the exact discovery call framework that top B2B closers use to open buyers up, extend conversations naturally, and close without ever feeling like an interrogation.
What you'll learn:
→ Why "why" questions put buyers on the defensive instantly (and what to replace them with)
→ How AI has changed what buyers already know before your first call — and how to meet them there
→ The past, present, and future question framework that predicts exactly how a buyer will make decisions
→ Why 5 questions beats a 20-question checklist every single time
→ How drill-down questions double the information you get from one answer
→ The one question to open every discovery call with (the Louis special)
→ The one question to close every discovery call with — turns 30-minute meetings into 60
→ Why curiosity beats clinical qualification in every sales conversation
If your discovery calls feel like interrogations, your proposals are stalling, or buyers go quiet after the first meeting — this episode will change how you sell.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
Should salespeople have targets? One LinkedIn post divided thousands of sales professionals — and we finally break down who's right.
In this episode, Dave, Regan, and Luigi tackle one of the most controversial topics in modern sales management: whether removing revenue targets and replacing them with a personal success blueprint actually builds a higher-performing team — or whether it's just feel-good theory that falls apart in execution.
What you'll learn:
→ Why Parkinson's Law means hard ceilings are quietly killing your best performers
→ The real reason top reps sandbag deals at the end of the quarter
→ Why team-based targets let average performers hide behind good ones
→ How psychological safety actually increases sales output (and the data behind it)
→ The case for quarterly KPIs over annual targets in a fast-moving market
→ Which activity KPIs are completely pointless — and what to replace them with
→ The middle ground that gives reps a floor, removes the ceiling, and still drives revenue
Whether you're a founder setting your first sales hire's number, a sales leader rebuilding your comp structure, or a rep who's ever hit quota and coasted — this episode will change how you think about targets forever.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
📺 Watch on YouTube: https://www.youtube.com/@revenueleaders
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
Most companies think they've nailed sales onboarding. They haven't.
Research shows SaaS onboarding takes 5.7 months on average — not 3. For complex sales like professional services or financial services, add another 40% on top of that. Most businesses are ramping their salespeople wrong, and the invisible costs are massive.
In this episode, Dave, Regan, and Luigi break down what world-class sales onboarding actually looks like — and why most companies get it dangerously wrong.
What you'll learn:
→ Why onboarding is broken before day one (it starts at recruitment)
→ The two interview questions that predict a new hire's performance 3 months later
→ Red flags in the first two weeks that tell you someone won't make it
→ Why you should onboard salespeople customer-first, not product-first
→ The real cost of a bad onboarding (it's not just salary — it's opportunity cost, trainer time, and churn)
→ How to build a 30/60/90 day onboarding map that actually produces results
→ Why role-play in a safe environment is the most underrated onboarding tool
→ The difference between compliance training and development — and why confusing them kills ramp time
→ How a company handbook eliminates the "thousand questions to the buddy" problem
Whether you're a founder making your first sales hire, a sales leader rebuilding your onboarding process, or a revenue operator trying to reduce ramp time — this episode gives you the exact framework to get your salespeople producing faster.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
📺 Watch on YouTube: https://www.youtube.com/@revenueleaders
📲 Follow: https://www.instagram.com/davidfastuca/
🎧 New weekly episodes on B2B sales strategy, revenue leadership, GTM execution, and pipeline growth.
Most B2B sales teams are fishing in the same pond with the same tools as every competitor. The difference between winning and losing isn't the tech — it's the system.
In this mini series wrap-up, Dave, Regan, and Luigi reunite in the room to break down the complete client acquisition system they're building inside Coach Pilot — and what it actually takes to go from knowing your ICP to building repeatable, scalable revenue.
This isn't theory. It's the real work: ride-alongs with customers, deep ICP research, pipeline infrastructure, and
the system that connects it all.
What you'll hear in this episode:— Why leaders misread their CRM — and why going into the field changes everything
— How deep ICP research (not just a nice playbook page) drives faster sales velocity
— Why a wide target audience creates a top-heavy, broken pipeline
— What triggers really mean for both inbound and outbound
— and why most reps ignore them
— The real problem with noisy, unpersonalized LinkedIn outreach (and what not to do)
— Why only 57% of sellers are actually compliant to their own sales process
— The fishing analogy that explains why your competitors close deals faster
— How to go from founder-led sales to a scalable GTM system without it breaking
— When to pressure test, systemize, and then automate your acquisition process
This episode is for:
B2B founders, revenue leaders, account executives, sales managers, and anyone building or fixing a client acquisition system from the ground up.
🔗 Free templates, frameworks & prompts: https://coachpilot.beehiiv.com/
📺 Watch on YouTube: https://www.youtube.com/@revenueleaders
📲 Follow: https://www.instagram.com/davidfastuca/
🎧 New weekly episodes on B2B sales strategy, revenue leadership, GTM execution, and pipeline growth.
Most sales teams don't lose deals because they lack talent.They lose because there's no real system connecting ICP, outreach, discovery, and close.
In this special mini series recap, we pulled the best moments from all five episodes of our client acquisition series — giving you the complete playbook in one place.
From defining who you actually sell to, all the way through to closing with confidence and delivering on the promise.
You'll hear from five experts on what actually moves the needle in modern B2B sales — and what's quietly killing pipelines everywhere.
Inside this episode:
⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube: https://www.youtube.com/@revenueleadersFollow us: https://www.instagram.com/davidfastuca/
🎧 New weekly episodes on Revenue Leadership, B2B Sales Strategy, GTM Execution, and Pipeline Growth.
This episode is especially useful for:account executives B2B founders sales leaders consultants professional services firms anyone building or fixing a client acquisition system from the ground up
If you've been following the mini series this is your complete recap. If you're just finding us — this is the best place to start.
Most B2B sales pipelines don’t fail because of weak leads.
They fail because sales teams qualify the wrong opportunities too late.
In this episode, we break down the exact sales qualification framework top closers use to identify real buyers early, avoid pipeline inflation, and run stronger discovery conversations without chasing deals that never close.
You’ll learn how experienced revenue teams separate interest from intent, spot red flags faster, and build a smaller but higher-quality pipeline that converts consistently.
Inside this episode:
• why a full calendar does NOT mean a healthy pipeline
• the red flags that signal a weak sales opportunity early
• the green flags that indicate real buyer intent
• how to structure better discovery conversations
• why timeline, budget, and stakeholders change qualification outcomes
• how top closers confidently disqualify the wrong prospects
• how emotional detachment improves sales performance
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:
https://www.youtube.com/@revenueleaders
Follow us:
https://www.instagram.com/davidfastuca/
🎧 New weekly episodes on Revenue Leadership, B2B Sales Strategy, GTM Execution, and Pipeline Growth.
This episode is especially useful for:
account executives
B2B founders
sales leaders
consultants
professional services firms
anyone responsible for qualifying pipeline and closing high-ticket deals
If your pipeline looks full but conversion stays low, this episode will help you qualify faster, protect your time, and focus only on deals that actually close.
Most high ticket B2B sales don’t fail because of price.
They fail because the conversation structure breaks down early.
In this episode, we break down a practical 3-stage framework for high ticket sales that improves your sales discovery call, strengthens qualification, and makes objection handling easier before the closing stage.
You’ll learn how strong sales psychology and structured conversations help teams run more effective B2B sales processes without relying on pressure tactics.
Inside this episode:
• how to structure a better sales discovery call
• why qualification improves high ticket sales outcomes
• how objection handling becomes easier earlier in the conversation
• how sales psychology builds trust with buyers
• how to close high ticket sales more consistently
• how professional teams approach complex B2B sales conversations
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
This episode is especially useful for:
consultants
founders
sales leaders
professional services firms
account executives
anyone responsible for closing high ticket B2B deals
If you want a repeatable structure for running better sales conversations and improving conversion across your pipeline, this framework gives you a clear starting point. 🚀
Most outreach fails before a real conversation even begins.
In Episode 3 of the How to Get Clients mini-series, Georgia Watson explains why traditional outreach strategies are no longer effective — and what high-performing sellers do differently to get responses from busy buyers.
Instead of relying on volume, today’s outreach needs personalization, insight, and relevance to stand out in crowded inboxes.
In this short preview, you’ll hear:
• why spray-and-pray outreach no longer works
• what buyers actually respond to today
• how personalization increases reply rates
• the role of insight-led messaging in modern sales
Listen to the full episode here:
https://open.spotify.com/episode/1BuCi6GrI2GyWJthi2pjDv?si=mDzh9-hWT7KqtVALUr-zAA
old outreach emails don’t work the way they used to.
Most cold email outreach today gets ignored because buyers receive hundreds of messages that all sound the same. The problem isn’t outreach itself — it’s how cold outreach is being done.
In Episode 3 of the How to Get Clients mini-series, Georgia Watson explains what separates effective cold outreach emails from the ones that never get opened or answered.
Instead of relying on volume, high-performing sellers use personalization, insight-led messaging, and relevance to start meaningful conversations earlier in the buying journey.
In this episode, you’ll learn:
• why most cold outreach emails fail before the conversation starts
• how to structure cold email outreach that gets responses
• what buyers actually expect from modern cold outreach
• how personalization improves reply rates in cold outreach campaigns
• why insight-led messaging performs better than product-led outreach
• how to build credibility through cold outreach without sounding pushy
If you work in B2B sales, SaaS, professional services, or revenue leadership, this episode will challenge common sales assumptions and help you build a more effective sales process.
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
If you’re sending cold outreach emails and not getting replies — or building pipeline through outbound is becoming harder — this episode explains what needs to change.
This conversation is especially useful for:
sales leaders
B2B founders
consultants
professional services teams
account executives
and anyone responsible for pipeline generation through cold email outreach
Listen now to improve how your cold outreach emails start conversations and create opportunities.
Most businesses struggle with growth not because they lack effort — but because they lack focus.
When you try to serve everyone, your messaging becomes generic, your positioning weakens, and your sales conversations lose impact.
In this episode, we break down why defining a clear ideal customer profile (ICP) is one of the most important decisions you can make, and how narrowing your focus actually creates more opportunities — not less.
We also explore:
Why broad targeting leads to weak messaging
How to think about your ideal client in a practical way
The difference between activity and real progress in sales
Why focus improves both confidence and conversion
This is Episode 2 of the How To Get More Clients mini-series.
If you work in B2B sales, SaaS, professional services, or revenue leadership, this episode will challenge common sales assumptions and help you build a more effective sales process.
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
In this episode of the Revenue Leaders Podcast, we break down how to build a client acquisition system that helps businesses generate predictable revenue and consistently win new clients.
Many companies struggle with sales not because their product is weak, but because they lack a structured client acquisition strategy. Without a clear system, teams rely on guesswork instead of a repeatable process for attracting and converting the right customers.
In this episode, we discuss:
• Why most businesses struggle with client acquisition
• How defining your ideal customer profile (ICP) changes your sales outcomes
• The key components of a client acquisition system
• How to align your sales process with the buyer journey
• Why trying to sell to everyone damages your pipeline
• How to build a sales system that creates predictable growth
This episode kicks off our 6-part Client Acquisition Series, where we break down the frameworks sales leaders and founders can use to design a scalable client acquisition engine.
If you're a founder, sales leader, or revenue operator looking to get more clients consistently, this episode will help you rethink how your sales system should work.
Subscribe to the Revenue Leaders Podcast for more insights on B2B sales strategy, revenue leadership, and building predictable growth systems.
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
Sales is full of advice — but most teams only learn the real lessons the hard way.
In this special episode of Revenue Leaders, we break down 5 brutal sales lessons most teams learn too late — from cold calling myths to sales conversations, proposals, and building systems that actually win clients.
You’ll hear practical insights on:
• Why cold calling isn’t actually dead
• How organizations start winning more clients consistently
• Why most sales conversations fail before they begin
• How teams leave money on the table after winning an account
• What separates average proposals from winning deals
If you work in B2B sales, SaaS, professional services, or revenue leadership, this episode will challenge common sales assumptions and help you build a more effective sales process.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:
https://www.youtube.com/@revenueleaders
Follow us:
https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
By the time you submit a proposal, you’ve already invested significant time and resources.
So why do so many proposals still fail?
In this episode of Revenue Leaders, we break down what makes a winning proposal — from clearly articulating the problem statement to mapping current state, future state, and enabling buyers to move forward confidently.
You’ll learn:
Why proposals often stall at the final stage
How to structure a proposal that wins
The importance of personalization
How to reduce friction in the buying process
Why buyer enablement increases win rates
If you work in B2B sales, SaaS, professional services, or revenue leadership, this episode will help you close more deals with better proposals.
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
Most sales meetings don’t turn into real opportunities.
They stay surface-level.
In this episode of Revenue Leaders, we break down how to turn conversations into deals by structuring discussions properly and creating qualified opportunities instead of casual meetings.
You’ll learn:
Why most sales meetings go nowhere
How to create qualified opportunities
How to move from conversation to commitment
The structure behind effective sales discussions
If you're in B2B sales or revenue leadership and wan
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
Winning new customers is exciting.
But real revenue growth often comes from expanding the accounts you already have.
In this episode of Revenue Leaders, we break down how to stop leaving money on the table by using a land and expand strategy to grow revenue from existing customers.
You’ll learn:
How to think about account expansion
Why retention and expansion outperform constant prospecting
How to build a simple account plan
What revenue leaders get wrong about growth
If you work in B2B sales, SaaS, account management, or revenue leadership, this episode is for you.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
Most companies don’t fail to win clients because of their product.
They fail because they don’t have a system.
In this episode of Revenue Leaders, we break down how organizations win more clients by building a clear, repeatable sales and go-to-market process.
You’ll learn:
Why reactive selling kills client acquisition
How a simple sales system improves consistency
What winning more clients actually looks like
How to guide buyers from conversation to decision
Why process beats tactics in B2B sales
If you’re in B2B sales, professional services, or leading revenue growth, this episode is for you.
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
Most revenue leaders chase numbers they can’t actually control.
The best ones build systems that compound.
In this episode of Revenue Leaders, we break down why revenue is a lagging indicator — and how partnerships and ecosystems are becoming the most reliable way to drive predictable B2B growth.
Our guest, Brian Williams, shares real-world lessons from building and scaling partner ecosystems, including what worked, what failed, and why most companies misunderstand partnerships completely.
You’ll learn:
Why you can’t control revenue — and what you can control instead
How partner ecosystems drive pipeline, retention, and larger deals
Why partnerships fail when treated like a short-term sales channel
How revenue leaders should think about 12–18 month growth strategies
How founders, CROs, and sales leaders can build a partner-led GTM motion
This episode is for founders, CROs, revenue leaders, sales managers, and RevOps teams who want to stop chasing short-term wins and start building durable, scalable growth engines.
If you sell complex or B2B deals, manage sales teams, or lead go-to-market strategy, this episode is for you.
⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
🎧 New episodes weekly on Revenue Leadership, Sales Strategy, GTM, and B2B Growth.
Most deals aren’t lost because of price.
They’re lost because sellers rush discovery.
In this episode of Revenue Leaders, we break down a real deal win where deep discovery, buying-group alignment, and a slower sales process beat larger, more established competitors.
You’ll learn:
Why deep discovery creates confidence in buying decisions
How involving multiple stakeholders reduces deal risk
Why surface-level discovery kills deals
How to slow down the sales process and win more consistently
Why it’s not what you sell — it’s how you sell
If you sell complex or B2B deals, manage sales teams, or lead go-to-market strategy, this episode is for you.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:https://www.youtube.com/@revenueleaders
Follow us:https://www.instagram.com/davidfastuca/
💬 About Revenue LeadersA podcast for founders, sales managers, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.
New episodes every Thursday at 3:00 AM Melbourne time.
Most sellers don’t miss their targets because of effort.
They miss them because they don’t plan the work behind the number.
In this episode of Revenue Leaders, we break down how top sellers and sales leaders reverse-engineer their year, map activity to targets, and remove guesswork from execution.
You’ll learn:
Why targets alone don’t drive sales performance
How to reverse-engineer your sales year into daily activity
What to do when deals slip and results fall behind
Why controlling activity matters more than controlling outcomes
How top sellers plan for pressure instead of reacting to it
If you sell complex or B2B deals, manage sales teams, or want more consistent performance, this episode is for you.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on YouTube:
https://www.youtube.com/@revenueleaders
Follow us:
https://www.instagram.com/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.
New episodes every Thursday at 3:00 AM Melbourne time.
Most sales teams don’t have a training problem.
They have a performance decision problem.
In this episode of Revenue Leaders, we break down whether sales leaders should invest in underperforming reps, when training actually works, and when it’s a waste of time.
You’ll learn:
Why training only works for willing reps
The difference between skill gaps and mindset problems
When underperformance is a leadership issue
How top teams invest in performance the right way
If you manage sales teams or run a GTM function and struggle with inconsistent performance, this episode is for you.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch Full Episode on Youtube:
https://youtu.be/wi-ij14-1RY
🎧 Listen on Spotify:
https://open.spotify.com/episode/1HXn...
Follow us:
https://www.instagram.com/davidfastuca/
David Fastuca (@davidfastuca) | TikTok
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.
New episodes every Thursday at 3:00 AM Melbourne time.
Most deals don’t die at the start.
They die after the proposal is sent.
In this episode of Revenue Leaders, we break down why qualified deals stall, why buyers get overwhelmed, and what sellers must do differently once a proposal is on the table.
You’ll learn:
If you sell complex or B2B deals and struggle with stalled opportunities, this episode is for you.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch on YouTube: https://youtu.be/lNDtAB7td6Y
Follow us:
https://www.instagram.com/davidfastuca/ https://www.tiktok.com/@davidfastuca
💬 About Revenue Leaders:
A podcast for founders, sales managers, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.New episodes every Thursday at 3:00 AM Melbourne time.
Most sales reps are told the same thing every year:“Cold calling is dead.”
But the truth is more uncomfortable — cold calling still works in 2026, if you understand timing, relevance, and buyer psychology.
In this episode of Revenue Leaders, we break down the reality of modern cold outreach and why most reps fail before the conversation even starts
.You’ll learn:
This isn’t about scripts or hacks.It’s about understanding why buyers say yes — and why they push you to “next year.”
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch on YouTube: https://www.youtube.com/@revenueleaders
Follow us:
https://www.instagram.com/davidfastuca/
https://www.tiktok.com/@davidfastuca
💬 About Revenue Leaders:
A podcast for founders, sales managers, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.New episodes every Thursday at 3:00 AM Melbourne time.
Most reps think buyers ignore them because “the market is quiet” or “it’s December.”
In reality, buyers don’t respond because your message has no clear purpose, no relevance, and no reason to care right now.
In this episode, we break down:
The #1 reason buyers ignore your emails, calls and LinkedIn messages
Why generic outreach is killing your reply rates
How top reps create urgency and context in under 30 seconds
What would actually make you take a meeting right now (and how to use that)
Why December is a hidden advantage for serious reps, not a dead month
How to use intent, timing and personalization to book more meetings with big orgs
Simple messaging shifts that turn “no reply” into real pipeline
This isn’t another fluffy list of “sales tips.”
It’s a real conversation about buyer psychology, cold outreach, and what high-performing B2B sales teams do differently to win meetings.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.beehiiv.com/
Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.
Watch on YouTube: https://www.youtube.com/@revenueleaders
💬 About Revenue Leaders
A podcast for founders, sales managers, SDRs, AEs, revenue operators, and GTM leaders who want to build a predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.
New episodes every Thursday at 3:00 AM Melbourne time.
Most sales teams think they have a strategy problem — but what they really have is a targeting problem, a culture problem, and a misalignment problem that quietly kills pipeline long before a rep picks up the phone.
In this episode, we break down:
• Why your ICP is unclear (even if you think it’s fine)
• How high-performing teams build a 10-year roadmap• Why most above-the-line campaigns fail
• What sales transformation actually requires• How to fix internal resistance and create momentum
• The biggest mistakes leaders make in GTM execution
• And the $100M analogy you’ll never forget.
This isn’t another “tips & tricks” sales conversation.This is the real blueprint behind culture, alignment, and strategic execution in modern revenue teams.
💬 About Revenue Leaders:
A podcast for founders, sales managers, revenue operators, and GTM leaders who want to build predictable pipeline, increase close rates, and run teams that operate with clarity, intention, and force.New episodes every Thursday at 3:00 AM Melbourne time.
In this episode, we sit down with Michael , Chief Sales Officer at NHP Electrical Engineering, to explore why the way you sell is as important—if not more so—than what you’re offering.
Drawing from his own journey from engineering to sales leadership, Michael sheds light on approaching customers with genuine value, the difference between transactional and professional selling, and how his engineering mindset influenced his sales approach.
In this episode, we sit down with Michael , Chief Sales Officer at NHP Electrical Engineering, to explore why the way you sell is as important—if not more so—than what you’re offering.
Drawing from his own journey from engineering to sales leadership, Michael sheds light on approaching customers with genuine value, the difference between transactional and professional selling, and how his engineering mindset influenced his sales approach.
Part 2: Ever wondered what it really takes to go from humble beginnings to becoming a professional athlete—and then reinvent yourself for success after life on the field?
In our latest episode, we sit down with Naum Sekolovski, whose inspiring journey from a soccer-obsessed kid to an A-League footballer (and now trailblazer in tech and business) will leave you motivated and ready to take on your own dreams!
Ever wondered what it really takes to go from humble beginnings to becoming a professional athlete—and then reinvent yourself for success after life on the field?
In our latest episode, we sit down with Naum Sekolovski, whose inspiring journey from a soccer-obsessed kid to an A-League footballer (and now trailblazer in tech and business) will leave you motivated and ready to take on your own dreams!
To get your hands on the Mega-AI-Prompt outlined in this episode, visit: https://growthforum.io/growthai
To get your hands on the Mega-AI-Prompt outlined in this episode, visit: https://growthforum.io/growthai
To get your hands on the Mega-AI-Prompt outlined in this episode, visit: https://growthforum.io/growthai
To get your hands on the Mega-AI-Prompt outlined in this episode, visit: https://growthforum.io/growthai
What if you could predict your competitors' next moves before they make them? In this game-changing episode, we reveal the AI-powered competitive intelligence system that's helping B2B companies increase win rates by 28-35% against entrenched competitors.
To get your hands on the Mega-AI-Prompt outlined in this episode, visit: https://growthforum.io/growthai
Stop wasting money on shiny AI tools that don't deliver. In this no-holds-barred conversation, David and Luigi break down the exact AI tech stack that's delivering 35-43% efficiency gains for B2B teams right now.
You'll get the step-by-step evaluation framework they use with GrowthForum clients to cut through the hype and identify tools that actually drive revenue.
Copy these battle-tested B2B strategies you can plug straight into your business. Luigi and David unpack the winning moves behind today's fastest-growing B2B teams.
P.S. Click here to get free daily lessons on how to grow like the best
Copy these battle-tested B2B strategies you can plug straight into your business. Luigi and David unpack the winning moves behind today's fastest-growing B2B teams.
P.S. Click here to get free daily lessons on how to grow like the best
Copy these battle-tested B2B strategies you can plug straight into your business. Luigi and David unpack the winning moves behind today's fastest-growing B2B teams.
P.S. Click here to get free daily lessons on how to grow like the best
Copy these battle-tested B2B strategies you can plug straight into your business. Luigi and David unpack the winning moves behind today's fastest-growing B2B teams.
P.S. Click here to get free daily lessons on how to grow like the best
Copy these battle-tested B2B strategies you can plug straight into your business. Luigi and David unpack the winning moves behind today's fastest-growing B2B teams.
P.S. Click here to get free daily lessons on how to grow like the best
Special Guest: Hannah Conkey, CEO of Mindpilot
Copy these battle-tested B2B strategies you can plug straight into your business. Luigi and David unpack the winning moves behind today's fastest-growing B2B teams.
P.S. Click here to get free daily lessons on how to grow like the best
Special Guest: Leigh Jasper, Co-CEO of Firmable
Copy these battle-tested B2B strategies you can plug straight into your business. Luigi and David unpack the winning moves behind today's fastest-growing B2B teams.
P.S. Click here to get free daily lessons on how to grow like the best:.
Copy these battle-tested B2B strategies you can plug straight into your business.
Luigi and David unpack the winning moves behind today's fastest-growing B2B teams.
P.S. Get free daily lessons on grow like the best: https://growthforum.io/newsletter
Get free daily lessons on How to Scale to $100M: https://growthforum.io/newsletter
Copy these sales and marketing tactics to reach $100M in sales and beyond. Each week, Luigi Prestinenzi and David Fastuca sit down to share the strategies and tactics the best in B2B use to grow their company to $100M and beyond. If you want to get ahead, this show is for you.
Get free daily lessons on How to Scale to $100M: https://growthforum.io/newsletter
Copy these sales and marketing tactics to reach $100M in sales and beyond. Each week, Luigi Prestinenzi and David Fastuca sit down to share the strategies and tactics the best in B2B use to grow their company to $100M and beyond. If you want to get ahead, this show is for you.
Get free daily lessons on How to Scale to $100M: https://growthforum.io/newsletter
Copy these sales and marketing tactics to reach $100M in sales and beyond. Each week, Luigi Prestinenzi and David Fastuca sit down to share the strategies and tactics the best in B2B use to grow their company to $100M and beyond. If you want to get ahead, this show is for you.
Get free daily lessons on How to Scale to $100M: https://growthforum.io/newsletter
Copy these sales and marketing tactics to reach $100M in sales and beyond. Each week, Luigi Prestinenzi and David Fastuca sit down to share the strategies and tactics the best in B2B use to grow their company to $100M and beyond. If you want to get ahead, this show is for you.
Click here to "Scale to 10m" with our daily growth lessons.
Connect on LinkedIn:Luigi Prestinenzi -David Fastuca
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Click here to "Scale to 10m" with our daily growth lessons.
Connect on LinkedIn:Luigi Prestinenzi -David Fastuca
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Click here to "Scale to 10m" with our daily growth lessons.
Connect on LinkedIn:Luigi Prestinenzi -David Fastuca
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Click here to "Scale to 10m" with our daily growth lessons.
Connect on LinkedIn: Luigi Prestinenzi - David Fastuca
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Click here to "Scale to 10m" with our daily growth lessons.
Connect with your hosts on LinkedIn: Luigi Prestinenzi - David Fastuca
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Click here to "Scale to 10m" with our daily growth lessons
Connect with your hosts:
Luigi Prestinenzi on Linkedin
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Click here to "Scale to 10m" with our daily growth lessons
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
Here are 3 key takeaways you don’t want to miss:
🔑 Demonstrate Product Usage: Ensure you understand how the buyer would use your product if given free access today. Avoid a mere product tour by focusing 80% on primary differentiators that provide specific value to the customer.
🔑 Address Trust Issues Early: Buyers often distrust that reps understand their industry or role. Build credibility by starting your discovery with a well-researched hypothesis of value specific to the buyer’s role and industry.
🔑 Empower the "No": Create a non-pressure environment by asking if continuing the discussion is worthwhile, emphasizing mutual fit. This honest approach builds trust by showing you are invested in meaningful deals only.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Welcome back to another episode of the "How To Sell" podcast! In this episode we dive deep into the importance of building a solid sales plan for 2025.
With the year's end fast approaching, it's crucial for sales professionals to reflect on the past year, identify what worked and what didn't, and set actionable goals for the upcoming year.
Luigi and David emphasize the necessity of planning ahead, particularly given the unique challenges presented by the holiday season in both B2B and B2C markets.
They offer insights into the critical components of a successful sales plan, including setting clear targets, breaking down activity metrics, and establishing an operating rhythm.
Plus, they introduce valuable resources like a one-page sales plan template and a sales forecasting calculator.
Whether you've had an exceptional year or faced some hurdles, this episode is packed with practical advice to help you make 2025 your best year yet.
So grab your notepad and get ready to take your sales strategy to the next level!
Summary
In this episode, Luigi and the Growth Forum discuss the changing landscape of outbound prospecting and its impact on brand perception. They emphasize the importance of effective outreach, the role of AI in sales, and the necessity of a mindset shift from selling to helping. The discussion highlights that successful prospecting requires genuine effort, research, and personalization to avoid damaging one's brand while achieving sales goals.
Takeaways
Sound Bites
"The old way of doing outbound is dead."
"Sales is like being a detective."
"Do the work to drive results in 2025."
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
In this episode, we're diving into the art of crafting a sales strategy that doesn't rely on pricing.
Discover why having a defined sales process and creating a memorable buying experience is crucial, especially as AI technology accelerates in sales.
We share insights from a real case study and provide actionable tips for immediate implementation.
Say goodbye to selling on price; say hello to value-driven sales! Tune in now.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
5 Keys You’ll Learn:
Fun Fact from the Episode: Did you know that a simple bump email can sometimes get more replies than your initial personalized pitch? It’s fascinating how persistence and subtle follow-ups can work magic in sales.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
5 Keys You'll Learn from this Episode:
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. What is social selling
2. Why it's important
3. How to master social selling
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Empathy and building connections through understanding the customer journey are important.
2. The timing of engagement matters greatly, as engaging with potential customers early in their buying journey.
3. The power of using the right tools like SparkToro to gain valuable insights into customer behaviour and preferences.
Resources referenced:
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
Here are 3 key takeaways you don’t want to miss:
🔑 Demonstrate Product Usage: Ensure you understand how the buyer would use your product if given free access today. Avoid a mere product tour by focusing 80% on primary differentiators that provide specific value to the customer.
🔑 Address Trust Issues Early: Buyers often distrust that reps understand their industry or role. Build credibility by starting your discovery with a well-researched hypothesis of value specific to the buyer’s role and industry.
🔑 Empower the "No": Create a non-pressure environment by asking if continuing the discussion is worthwhile, emphasizing mutual fit. This honest approach builds trust by showing you are invested in meaningful deals only.
Connect with your hosts:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
In our latest podcast episode, Kevin Hopp connects with Luigi Prestinenzi to discuss the art and science of effective sales prospecting. Kevin dives deep into various strategies to streamline the effort between starting line and success, making sure your outreach efforts are not just productive but enjoyable.
Connect with your hosts:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
Sales can sometimes feel like trying to solve a giant jigsaw puzzle.
You have all these pieces—clients, products, services, and strategies—and you need to figure out how they all fit together.
In this episode of "How To Sell," hosts Luigi Prestinenzi and David Fastuca break down the art of asking the right questions in sales.
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**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
In this episode, you're going to learn the importance of;
Chris Muddle’s journey from banking to becoming a top performer in sales is a story of overcoming fears, embracing failures, and finding balance.
By incorporating simple habits, staying grounded, and focusing on personal connections, Chris has unlocked the secrets to success.
Follow his example, and you too can become a high-performing sales professional.
Connect with your hosts:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
In this episode, you're going to learn the importance of;
1) Reflect on Past Successes: Analyzing successful interactions and deals can be more impactful than seeking new training. Understand what worked and why, to replicate those strategies in future sales efforts.
2) Define Clear Outcomes: Before going into demos and meetings, be clear about what you want to achieve. Whether it's motivating a purchase or identifying pain points, having well-defined outcomes leads to more productive sales conversations.
3) Create Your Own Goals: In sales, intrinsic motivation is key. Set personal goals and find what truly drives you. This isn't just about hitting quotas; it's about aligning your career with your personal aspirations to maintain your energy and commitment.
Connect with your hosts:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
In this episode, you're going to learn the importance of;
1) Why do you need to take control of the sales process
2) Why you need to be an expert.
3) Why you need to become a facilitator versus a salesperson.
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**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
In this episode, we're diving into a crucial topic: why the "one size fits all" approach doesn't work in sales.
We'll explore the importance of understanding your buyer's level of education, the dangers of feature dumping, and how to truly add value during the sales process.
Drawing from a recent buying experience of ours, we'll uncover key lessons that can transform your approach to selling.
Plus, we'll share insights from industry expert Jen Allen on tailoring your pitch to meet your buyer's specific needs.
Connect with your hosts:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brands
In this episode, we’re diving deep into a crucial topic: the pitfalls of over-relying on sales automation.
We'll share why cutting corners with automation can harm your prospects, the importance of personalization, and why hard work still plays a vital role in successful sales.
Get ready for some real-world horror stories and actionable tactics to keep your sales game authentic and effective.
Connect with your hosts:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
In this episode, Luigi is joined by Paul Reilly to dissect the traits needed to be a prospecting great in both boom times and turbulent times.
Join them as they cover:
💙 Their ongoing passion for selling this deep into their careers.
🎮 Two things you can do to take back control of your pipeline in a turbulent marketplace.
💁 Doubling down on serving our prospects and customers.
🌊 Differentiating yourself in a sea of sameness.
🤝 Why prospects will meet with you and what they want to know you know.
🚰 What you can do to ensure you are constantly filling your pipe.
🔗 LINKS
Connect with Paul on LinkedIn, at his website, and find more information about his book Selling Through Tough Times here.
You can listen to Paul's episode on Mike Weinberg's Sales Management Simplified podcast here.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Discovery is not dead. Conversely, running the right first meeting can help power your deal through the entire buying journey.
In this episode, Luigi is solo and providing you with a micro masterclass on running the perfect first meeting. Find out his six key steps, why they're critical, and how to nail them.
Connect with your hosts:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode of "How to Sell," we dive deep into supercharging your sales cadence.
We covered how customizing your inbound and outbound campaigns can skyrocket conversions, the critical role AI plays in personalizing communication, and actionable insights to break through the sea of sameness.
Whether you’re refining your message for big-ticket deals or fine-tuning it for quicker sales, the right cadence will amplify your impact.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
The evolution of information parity has reshaped the role of the sales professional.
Connecting at the right moment, sharing knowledge as peers, and guiding buyers are key tactics to becoming a trusted advisor instead of a seller.
In this episode, Luigi is joined by the insightful Anthony Iannarino, marking the first repeat appearance of a guest on the podcast.
Prepare to take notes - this episode is packed with insights on the evolving responsibilities and opportunities for modern sales professionals.
🔗 LINKS
Connect with Anthony on LinkedIn.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Key Takeaways:
🔍 Macro Mindset in Prospecting: Embrace a broader industry perspective and leverage marketing tactics to enrich your sales prospecting efforts.
💡 Focus on Customer Problems: Prioritize understanding and addressing customer issues over showcasing product knowledge. This approach builds trust and relevance.
📞 Personalized Multichannel Approach: Utilize a blend of cold calls and social selling, while ensuring your messages are always tailored and authentic to your audience.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Key Takeaways:
1. Personalization Techniques that Build Immediate Trust: Learn how to personalize your approach to each cold lead, creating a tailored experience that resonates with their unique pain points and needs, ultimately transforming skepticism into trust.
2. Proven Psychological Strategies for Overcoming Initial Resistance: Discover key psychological principles and strategies that break down barriers and address the root causes of skepticism, making it easier to build rapport and establish credibility with even the most resistant prospects.
3. Step-by-Step Guide to Crafting Persuasive and Trustworthy Messaging: Gain insights into crafting compelling and trustworthy messaging that effectively communicates value, addresses concerns, and fosters a genuine connection, turning cold leads into warm, trusting prospects.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, Rachel Fox delves into cost-effective sales strategies tailored for startups operating on tight budgets. She shares a range of successful techniques that have aided her in generating more leads and boosting her conversion rates.
Key Takeaways:
- Cold calling isn't always the best method for lead generation. Rachel prefers cold emailing, which she finds more enjoyable and effective.
- Social media platforms like LinkedIn offer valuable outreach opportunities. Rachel leverages both her personal brand and her company's page for content distribution and to generate buzz.
- Tools like HubSpot can track engagement data to help prioritize leads, optimizing limited time and resources.
- When crafting email sequences, Rachel advises targeting specific industries and personas and integrating industry-specific articles and third-party content. She emphasizes that emails should be concise and engaging, capturing attention quickly.
- Rachel provides invaluable tips for mastering sales, underscoring the importance of building strong customer relationships and truly understanding their needs.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Modern sales and marketing methods
2. Crafting problem-focused messages
3. Effective communication channels
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Economic downturn's impact on sales
2. Developing a consistent daily routine
3. Adaptive strategies for changing personas
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. How many touches is too much in your outreach campaign?
2. The Number that might surprise you
3. How you should plan your outreach campaign for success
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. The Significance of Sales Fundamentals
2. The Role of Insight and Intuition
3. Building Credibility and Personalization
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About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Why you should stop using sales scripts
2. How to overcome the fear of reluctance
3. Why cold calling is the secret ingredient to building your pipeline
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
Ever wondered what it takes to sell with not just skill, but with heart? 💖✨ In our latest episode, we dive deep into the transformative power of passionate and ethical selling.
From challenging early career hurdles to mastering the art of empathetic selling, this episode is packed with insights guaranteed to reshape your view of the sales process.
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About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
The reasons that your target shouldn’t be to meet a quota of ‘yes’… But rather to get up to 15 No’s… Crazy right???
Make sure you have your pen and paper ready as we explore the ideology behind ‘going for the no’.
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About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Mastering the Sales Mindset for Exceptional Success
2. High-Impact Sales Techniques from a Salesforce Top Performer
3. The Importance of Self-Education and Coaching in Sales Excellence
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Involvement of a wider team in decision-making
2. Role of the buying committee in the buying process
3. Authentic engagement in the sales process
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Implementing insights from early to late stages to engage and persuade stakeholders
2. Importance of not making assumptions about the client's knowledge
3. The strategy of revisiting insights to create urgency for the decision
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. The Misconceptions About Introverts
2. Helping Introverts Thrive in Sales
3. Mindset and Energy Management for Introverts
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Why you need to stop handling objections.
2. What an objection actually is
3. The importance of not responding when hearing an objection.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. The power of reflection and why that's important to your own coaching success
2. Why you need to take responsibility for coaching yourself.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Why you need to nurture deals that are not ready to buy today
2. Simple strategies to help you educate and nurture your pipeline,
3. Why calls to action are not always required when reaching out to your prospects.
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
1. Empathy and building connections through understanding the customer journey are important.
2. The timing of engagement matters greatly, as engaging with potential customers early in their buying journey.
3. The power of using the right tools like SparkToro to gain valuable insights into customer behaviour and preferences.
Resources referenced:
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Are you ready to elevate your business to epic heights?
This episode is a treasure trove of insights on how successful partnerships can catapult your company into the limelight – and we’re thrilled to share these golden nuggets with you!
Learn from the crème de la crème of the business world, including stories from the trenches with brands like Apple, Google, and Afterpay.
Discover how partnerships can provide more than just a boost – they can redefine your business landscape.
Take Some Action:
About This Podcast:
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
Resources referenced:
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:
Connect with your hosts:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, hosts David Fastuca and Luigi Prestinenzi are joined by guest Lloyd Thompson to delve into the art of coaching in sales.
They explore the GROW coaching model and emphasize the importance of empowering team members to think for themselves.
The conversation covers strategies for coaching sales teams and essential frameworks for providing effective feedback.
Whether you're a business owner, sales manager, or individual contributor, this episode offers valuable insights to help you navigate the challenges of coaching and empowering your team.
Take Some Action:
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're gonna learn how to shorten the sales cycle by creating a buyer's journey that's based on educating and nurturing through insight.
Tune in to discover this episode's valuable insights and actionable B2B sales advice!
#HowToSell #SalesTips #PipelinePerformance
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, we dive into the importance of preparation in prospecting, time blocking, and building a routine to boost pipeline performance.
Here are the key takeaways:
1️⃣ Preparation is key: Proactive preparation the day before sets the foundation for a productive day. Define key tasks and ensure they're baked into your schedule to avoid a reactive mindset and increase productivity.
2️⃣ Time blocking for prospecting: Allocate specific blocks of time for prospecting, research, list-building, and reaching out to prospects. Structuring your day around these blocks enhances efficiency and maximizes output.
3️⃣ Consistency breeds reliability: Be consistent and reliable in your approach, treating prospecting time like a non-negotiable meeting with your most important client. This mindset cultivates a rhythm in your operational schedule, driving performance and reducing stress.
Tune in to the full episode to gain actionable insights that will help you sell more and achieve greater control over your sales week!
#HowToSell #SalesTips #PipelinePerformance
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In today's episode, we explore the art of cold calling and the importance of intonation, relationship tension, and preparation.
Hosts David Fastuca and Luigi Prestinenzi break down the anatomy of a cold call, sharing practical tips on how to structure your approach, match the prospect's tone, face resistance, and secure a follow-up appointment.
You'll gain valuable insights on how to navigate cold calls, engage prospects effectively, and build meaningful connections in the world of sales.
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Brought to you by Growth Forum - Sales OS Program
In this episode, we dive into the importance of building buyer personas and understanding the buyer's journey.
Our guest, Mike Maynard, shares valuable insights on why it's crucial to build personas, the key elements that make up a buyer persona, and how to use personas to create effective buying journeys.
Mike, an expert in PR and marketing, brings a wealth of experience and expertise to the discussion, shedding light on the impact of personas on sales and marketing efforts.
Offering practical advice, he reveals the significance of understanding customer pain points and the outcomes they seek, emphasizing the need to align marketing and sales efforts with the buyer's journey.
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, we dive deep into the key to successful B2B sales goal setting.
Packed with actionable insights on why New Year's resolutions fail and what to do instead.
They share a goal-setting framework and a habit tracker to help you make 2024 your best year yet.
Tune in to learn the importance of setting specific, measurable, attainable, realistic, and time-framed (SMART) goals, as well as the benefits of visualizing success and overcoming potential obstacles.
Get ready to level up your B2B sales game and achieve your sales targets by implementing the strategies discussed in this episode.
Resources Referenced
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, our hosts, David Fastuca and Luigi Prestinenzi, sit down with negotiation expert Brian Will to discuss the art of negotiation.
Brian shares valuable insights on removing emotion from the negotiation process, the importance of understanding the psychology of negotiation, and the significance of thorough research and preparation before entering a negotiation.
He also emphasizes the value of building a strong sales pipeline to be confident to walk away from a deal.
Join us as we uncover key takeaways that will empower you to negotiate more effectively and confidently close deals.
For more insights on sales training and coaching, be sure to visit growthforum.io
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
[FREE DOWNLOAD] Copy the Sales Calculator Template
In this episode of 'How To Sell' David and Luigi spill the beans on how to design an epic sales plan and tame that anxiety monster lurking around sales targets.
Top Secrets Unveiled in this Episode:
1. Write It Down:
David and Luigi stressed the importance of putting pen to paper and creating a solid sales plan.
It's not enough to say, "Yeah, I've got a plan" – you've gotta have something written in concrete (paper will do).
Having a written plan is like having a treasure map to guide you to sales success.
2. Focus on What You Can Control:
They emphasized the need to concentrate on the things we can influence.
Sales targets might seem daunting, but we can take control and kick anxiety to the curb by focusing on actionable steps.
3. Say Hello to the Sales Calculator:
This nifty tool lets you punch in your sales metrics and determine the activities you need to crush those sales targets.
It's like having a secret weapon in your sales arsenal (as football fans, it pains us to write that word down).
4. Break Down Your Pipeline:
David and Luigi highlighted the importance of analyzing your sales pipeline stage by stage.
You can fine-tune your approach and maximize your sales game by understanding where your pipeline might lagging.
For more on how Dave and Luigi can help you hit your sales target click here to find out more.
About This Podcast
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Trying to boost your sales figures?
Imagine having access not just to winning strategies, but those proven to work by thorough research, kind of like holding the sales world's secret recipe.
True, it sounds as extraordinary as finding ancient treasure - yet, here we are, about to unveil five of such hidden gems.
Every year, around 5.7 million new businesses are launched globally, transforming the business landscape into a fiercely competitive jungle - survival and success depend on strategies that are not just good but gold standards.
And yes, precisely what you'll discover here are five proven outbound sales strategies backed by in-depth research.
Strategies that have effectively turned prospective customers into loyal patrons - just like transforming copper into gold.
Want us to review your sales process? Click here to book a free strategy call.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In today's episode, we dive into reducing tension when closing deals, creating urgency, and the best closing techniques.
We emphasized the importance of a solid discovery process in driving the business case and discussed how to use options to give buyers control.
Plus, we explored the different closing styles based on personalities and the keys to creating urgency by tying the timeline to the project.
Ultimately, we revealed the best closing technique [you must listen to find out what that is].
Be sure to subscribe for more actionable insights, and sign up for our newsletter to receive weekly nuggets from each episode.
Resources Referenced:
- Previous Episode on Crafting the Perfect Business Case
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this tactical episode, our hosts, Luigi Prestinenzi and David Fastuca, tackle the common objection that arises at the end of every year: "Let's push this off until next year."
They discuss how to manage objections without appearing pushy, the importance of the discovery process in handling objections, and the challenges of selling during the holiday season.
Tune in as they share their insights and strategies for selling ethically and effectively in the B2B space.
Let's dive in!
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode of "How To Sell," we're diving into the world of complex sales processes and mastering the art of being a trusted advisor.
Our guest, James Fielding from Findex, shares his insights on prospecting, building relationships, and navigating the intricacies of buying journeys.
Join us as we explore the power of research, effective communication, and creating value in selling.
Whether you're a seasoned sales professional or just starting out, this episode will provide valuable tips and strategies to help you succeed in the ever-evolving world of sales.
So grab your headphones and get ready for another informative episode of "How To Sell" with James Fielding!
Ready to 2x your sales in 30 days? Click here to book a free strategy call.
Join our newsletter with over 11,397 Learning B2B Sales tactics, creating $7.5B in deals.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
Welcome to #225 of the How To Sell podcast. We got a solo pod today with your hosts, Luigi Prestinenzi and Dave Fastuca.
In this episode, we tackle the often-overlooked aspect of sales - the business case. We discuss why many deals get stuck in "no man's land" and how a well-facilitated business case can be the key to unlocking decisive action from potential clients.
We also explore the importance of strategic timing and application of a business case in your sales cycle. Luigi answers the burning question of when and for what size of the deal a business case is appropriate, emphasising the importance of viewing the investment from the buyer's perspective.
Be sure to watch till the end as we break down how to align sales strategies with client expectations and the significance of co-creating with prospects to foster commitment and collaboration.
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Welcome to #224 of the How To Sell podcast. In this episode, Luigi Prestinenzi, and Dave Fastuca sit down with John Bevitt - Managing Director at Honeycomb Strategy. Together, we go deep on a discussion surrounding the impact of AI on the market research industry and the challenges faced in its rapid evolution.
In this episode, we dive deep into the intricacies of the evolving AI landscape. John shares his experiences with an AI platform trial at Honeycomb Strategy, shedding light on the reasons behind its discontinuation. John also stresses the importance of understanding industry-specific challenges and how vendors can better align their solutions to fit these needs. We also take you through the critical role of a consistent point of contact in sales and the potential pitfalls of shifting pricing structures.
Luigi and Dave also delve into the often overlooked aspects of sales, drawing analogies to house renovations and emphasizing the need for expertise. John brings forth the importance of seeking a thought leader over just a supplier in business dealings. In conclusion, our hosts reflect on the valuable insights shared by John and shed light on the wider implications in the world of sales, ending with an engaging discussion on understanding the buyer's journey and the emotional aspects tied to decision-making.
If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half 👉 https://growthforum.io/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
Welcome to #223 of the How To Sell podcast. In this episode, Luigi Prestinenzi, and Dave Fastuca sit down with Georgia Watson from IBM, a leader in Sales Enablement, Growth, and Innovation. Diving deep into the world of enterprise sales, Georgia offers a unique lens into the complexities, strategies, and nuances of selling to giants like IBM, drawing from her vast experience across four continents.
In this episode, Georgia shares her journey from marketing to sales enablement, detailing the intricacies of selling across different cultures and regions. From the varying lengths of the selling process to the decision-making intricacies within IBM, Georgia pulls back the curtain to reveal what really goes into these high-stakes deals.
The second half pivots to the significance of the buyer's experience, with Georgia underscoring the importance of a salesperson's approach, persistence, and adaptability. Through anecdotes and personal experiences, Georgia presents a case for relationship-building, emotional intelligence, and understanding the buyer's journey as key components for success in enterprise sales.
Wrapping up, hosts Luigi and Dave distill their key takeaways and reflect on the challenges and strategies of selling to large-scale enterprises.
If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
Georgia Watson- https://www.linkedin.com/in/georgiawatson/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
Welcome to #221 of the How To Sell podcast. In this episode, Luigi Prestinenzi, and Dave Fastuca sit down with Steve Gledden, Managing Partner at Straight Bat Private Equity. Steve is a seasoned Venture Capital and Private Equity investor, a scale-up entrepreneur, and a business owner with an impressive track record in the world of startups and investments.
In this episode, we delve deep into the world of sales and investment, offering insights and strategies to transform your approach to complex deals. We explore the critical role of emotional intelligence and empathy in achieving sales success. Discover how connecting with your clients on a profound level and understanding their needs can be the linchpin of your sales strategy. We also venture into the multifaceted world of decision-making influencers and effective navigation of these dynamics. We demystify the concept of an "anti-sponsor" in a deal and shed light on the potential consequences of type two errors – those costly moments when you say 'no' instead of 'yes.'
In the second part of our discussion, we uncover strategies for selling complex deals, focusing on empowering the buyer, asking the right questions, and understanding the potential roadblocks in the decision-making process. We also walk you through the process of structuring deals from the customer's perspective, ensuring that your approach aligns seamlessly with their unique needs and objectives.
If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.
Socials:
- Spotify: https://shorturl.at/hJPQ8
- Apple: https://shorturl.at/oEI58
- LinkedIn:
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
Steve Gledden- https://www.linkedin.com/in/sgledden/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
Welcome to episode #221 of the How To Sell podcast where we explore the art sales and entrepreneurship. In this episode, Dave Fastuca and Luigi Prestinenzi sit down with Rebecca Veksler.
Rebecaa is the Co-Founder of Four Rooms, Founder of SoL Products and is currently building a AI driven Software Solution within the Health Tech space, specifically for Functional Medicine and Naturopathic modalities.
Rebecca shares her journey, from taking the reins of a gym at the age of 17 to building a global empire, including the successful launch of SoL Cups. We delve into her experiences in hospitality, sustainability, ecommerce, and health industries, exploring her expertise in B2B, retail, and global business development.
To wrap things up, Dave shares his insights on the world of technology investments. marketing decisions and the importance of solutions-focused thinking while building a business from the ground up. We look back at Rebecca’s entrepreneurial journey as we explore the emotional side of entrepreneurship and the unique challenges entrepreneurs face every day.
We also dive deep into the world of technology investments and marketing decisions. Dave shares his valuable experiences, from family business acumen to quick decision-making and the importance of solutions-focused thinking. Together, we explore the emotional side of entrepreneurship, discussing the unique qualities required and the challenges entrepreneurs face.
Join us as we unravel the secrets of personalized sales, audience engagement, and the entrepreneurial spirit.
If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.
Socials:
- Spotify: https://shorturl.at/hJPQ8
- Apple: https://shorturl.at/oEI58
- LinkedIn:
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
Rebecca Veksler- https://www.linkedin.com/in/rebecca-veksler-82778765/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Welcome to episode #220 of the How To Sell podcast. In this episode, your hosts, Luigi Prestinenzi and Dave Fastuca, dive into the art of effective outreach and nurturing relationships with potential clients.
We kick things off by explaining our unique approach to sales. We then discuss the trigger event that led us to reach out to Tim, who had recently started a new role at Lusha. We elaborate on our research process, highlighting the value of thorough research before making contact.
We also delve into the multi-channel outreach strategy we employ, including LinkedIn, email, and phone calls. We provide a glimpse into our initial messages and the soft call-to-action we use to engage Tim effectively.
To wrap things up, we share insights on nurturing prospects over time, the role of giving value before asking for anything, and how patience and confidence play a vital role in successful prospecting. We emphasize the benefits of building relationships that extend beyond immediate deals, showcasing the long-term value of these connections in the world of sales.
If you're seeking actionable strategies to improve your prospecting game and build lasting client relationships, this episode is a must-listen.
If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Welcome to episode #219 of the How To Sell podcast with your hosts, Luigi Prestinenzi and Dave Fastuca. In this episode we have a special guest joining us, Tim Stansky, the Director of Global Sales Enablement and Training at Lusha, a true expert in the field of sales.
Tim shares his remarkable journey from a traditional media contributor to a HubSpot partner. Tim's journey is nothing short of incredible, and we start by diving into his experiences handling sensitive customer queries and the incredible value of sales technology.
Tim guides us through how he built a successful sales event and program for Lusha, drawing from his vast experience at Oracle. We also touch on the need to reconsider vendor relationships and updating sales technologies. Tim's also shares practical advice on tactfully comparing products to incumbents and the importance of recognising buyer needs.
To round up the episode, we delve into the intricacies of sales enablement. Tim will share his wisdom on the importance of researching a potential customer's profile before the first contact, understanding their transition journey from large to small organisations, and the power of persistence.
If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
Tim Stanksy - https://www.linkedin.com/in/timstansky
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
In episode #218 of the How To Sell Podcast, your hosts Luigi Prestinenzi and Dave Fastuca are joined by Katie Swick, Global Sales Enablement Lead for Stripe and a passionate sales executive. Katie's extensive experience in sales, sales enablement, and revenue operations has made her a driving force in the realm of sales transformations.
In this episode, Katie unveils the innovative 'teach back' model at Stripe, providing insights into how Account Executives can foster a culture of continuous learning and growth.
We explore the intricate world of vendor selection, the psychology influencing buying decisions and the importance of adaptability in challenging sales scenarios. Katie also shares her insights into the significance of scalability when crafting solutions and the impact of your team's reputation on purchasing decisions.
But that's not all – this episode also unveils valuable insights into creating a positive work culture that fosters growth, development, and collaboration. Learn how to invest in people for business success and help your team members achieve their professional goals.
Be sure to watch till the end as Katie shares her remarkable journey and leaves you with actionable tips to excel in the sales domain.
If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.
Socials:
- Spotify: https://shorturl.at/hJPQ8
- Apple: https://shorturl.at/oEI58
- LinkedIn:
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
Katie Swick - https://www.linkedin.com/in/katie-swick/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
In episode #217 of the How to Sell podcast, Luigi Prestinenzi and Dave Fastuca sit down with Marcus Chan, founder of Venli Consulting Group, which has helped more than 11,000 B2B sales professionals to sell more and sell better.
Over the course of his 14-year corporate journey, Marcus secured 10 consecutive promotions within two Fortune 500 companies, consistently ranked among the top performers, and guided teams to collectively generate over $700 million in sales, all while amassing a trove of prestigious awards.
Marcus discusses the pivotal moment when he decided to leave the corporate world to pursue his passion for entrepreneurship. He sheds light on the challenges he encountered and the importance of finding the right tools for customer awareness.
Marcus also delves into how he takes control of the technical buyer's process, emphasising the significance of pre-warm up before sales calls. He reflects on the unexpected success of his first ebook and online course, highlighting the supportive community he's built along the way.
We wrap things up as Marcus emphasises on the importance of building trust with the buying committee and offers insights into impactful social media outreach. He discusses prioritising the purchase outcome over mere demos and provides tips for enriching sales conversations, all while sharing podcast promotion guidance from his own experiences.
Whether you're a seasoned professional or just starting in sales, Marcus's wisdom and experiences will leave you with valuable takeaways and actionable insights.
If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.
Socials:
- Spotify: https://shorturl.at/hJPQ8
- Apple: https://shorturl.at/oEI58
- LinkedIn:
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
Marcus Chan - https://www.linkedin.com/in/marcuschanmba/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
Welcome to episode #216 of the How To Sell podcast where we unlock the secret sauce to perfecting your sales enablement strategies. Join your hosts, Luigi Prestinenzi and Dave Fastuca, as they dive deep into the world of sales with industry expert Regan Barker from Grant Thornton.
In this episode, Regan shares her insights on tailoring your sales approach to your business and clients, providing a game-changing perspective on the buying process from the buyer's point of view.
Regan breaks down which meetings to take and which to pass on, all while approaching purchases with a highly customized mindset. She reveals the art of selling services effectively by understanding how solutions impact different stakeholders within a business, emphasizing the importance of involving multiple decision-makers beyond just the CTO and CMO.
In the final segment we discuss common client communication misunderstandings and how to deal with that in the sales process. Regan's advice on leading with insights that resonate with your customers' challenges will revolutionize your sales strategy, shifting the focus from closing deals to nurturing and educating your clients.
Whether you're seeking to improve your sales enablement strategies or interested in the world of sales, be sure to check out this new episode!
Subscribe, like, and share to stay updated with the latest in the world of sales on the How To Sell podcast.
Luigi Prestinenzi - https://shorturl.at/diwy9
Dave Fastuca - https://shorturl.at/ctvLY
Regan Barker - https://www.linkedin.com/in/reganbarker/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
In episode #215 of the How to Sell podcast, Luigi Prestinenzi and Dave Fastuca sit down with Jacob Muraca, CEO and COO of Bondi Sands, a leading Australian cosmetics company that sells salon-quality self tan, SPF protection, body care and skincare products.
Discover how Bondi Sands conquered new markets, committed to providing affordable, high-quality products, and achieved the impressive feat of becoming a leading skincare and cosmetics brand.
Jacob breaks down the real-life decision making process of a CFO, dismissing the stereotype of a mere "cost-cutter", as he reveals how CFOs are in fact growth strategists on the hunt for incremental benefits in their purchases.
We delve deeper into how the CFO and CMO's experiences can shape ROI metrics as we discuss competition for budgets within departments and how to effectively navigate potential pushbacks.
Lastly, we dish out effective sales strategies across different industries and hierarchies.
Tune in as we offer a fresh look at the CFO's role in growth, budget allocation, and decision making, all integral to the success of a business.
If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
In episode #214 of the How to Sell podcast, Luigi Prestinenzi sits down with Gal Aga, CEO and Co-founder of Aligned, a customer collaboration platform that’s built to give revenue teams a better way to work with prospects and customers.
Join us as we navigate the demanding world of sales all the way to Gal founding his own sales tech company. Together, we uncover the secrets behind effective selling strategies, building strong relationships with champions, and how to reduce friction in the buying process.
We discuss the rise of digital sales rooms, a single, cohesive space that houses content, conversations, and critical decisions. We delve into the power of these digital sales rooms, looking at how they can influence champions and buying teams, identify hidden stakeholders and redefine buyer engagement.
We break down the stigma of cold calls being a thing of the past as we discuss how this traditional approach can still pack a punch when paired with insight sharing over product pitching.
So, brace yourself for a deep-dive into a world where the salesperson is not just a vendor but a provider of knowledge, and where digital sales rooms are the new frontier in fostering stakeholder engagement.
If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.
Luigi Prestinenzi- https://shorturl.at/diwy9
David Fastuca- https://shorturl.at/ctvLY
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter and Click Here 👉 https://www.growthforum.io/newsletter
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
In episode #213 of How to Sell, Luigi and David explore the labyrinth of the buying process, decipher the factors that influence buying decisions, and learn how to drive change within organizations.
The excitement scales new heights as we plan to interview different personas in the industry - from procurement experts to CEOs, founders, to marketers. Leveraging Dave's success of generating a phenomenal $1.45 billion pipeline and Luigi’s rich experience in sales, we're all set to power boost your sales pipeline.
We're also arranging live events with specialist experts to take a deep dive into the world of selling!
We aim to equip you with a comprehensive playbook of strategies and tools essential for your sales success.
If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.
Luigi Prestinenzi- https://shorturl.at/diwy9
Dave Fastuca- https://shorturl.at/ctvLY
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter and Click Here 👉 https://www.growthforum.io/newsletter
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
In episode #212 of How to Sell, Luigi talks about how his recent trip to the US revealed a dynamic shift in the marketplace. CFOs, CBOs, and other decision-makers are tightening their belts and scrutinizing their investments like never before.
As sales professionals, we need to rise to the occasion, but how can we effectively meet the needs of these cautious buyers?
Enter our innovative approach: interviewing the buyers. We're about to get up close and personal with CFOs, CBOs, and other key decision-makers, gaining first-hand insights into their buying processes. What questions are they asking? What throws a wrench in the deal?
We're going to explore these facets and more, enabling you to tailor your sales pitch to align with the real needs of buyers.
If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter and Click Here 👉 https://www.growthforum.io/newsletter
Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/
In episode #122 of How to Sell, we sit down with Michael Miller, the Chief Investment Officer of Crewcial Partners. Michael shares his journey in the investment sector and how he secured a remarkable $500 million account from a client. Drawing from his extensive 23 years of experience, Mike emphasizes the significance of relationship building and trust in the world of sales.
Discover the strategies used by Michael to influence stakeholders and gain consensus. It’s not just about selling a product, but also about educating and providing value to others.
We dive deeper into the concept of recency bias and how trust and rapport play a crucial role in managing emotions during adverse market conditions. Learn why doubling down on growth when the market is turning can be a game-changing strategy.
Throughout the episode, Michael highlights the critical role of belief in sales success and how it fosters a better connection with customers. Ultimately, making them more receptive to your product or service.
If you enjoy this podcast, please leave a 5-star rating on Spotify and a review on Apple podcasts.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Welcome to another enlightening episode of the Skalable Growth Podcast, where we explore the dynamic world of Cold Email and its impact on sales. In an era where sales automation is rampant, research has become a superpower for sales professionals, setting them apart from the competition.
Did you know that a staggering 50% of emails get deleted without even being opened? Today's buyers are more discerning than ever, easily identifying and dismissing cold sales emails without a second thought. But fear not, because in this episode, we equip you with the essential knowledge to master the art of Cold Email and achieve outstanding results.
Here are four key takeaways from this podcast episode that will transform your sales outreach:
1. Unleash the power of personalization and relevance: Say goodbye to generic templates and embrace the value of personalized research. Invest time in understanding your prospects, and avoid relying solely on automation and sequencing tools. Genuine connections make all the difference.
2. Stand out from the email crowd: With half of all emails meeting an early demise, it's crucial to craft emails that don't scream "sales pitch." Instead, focus on earning the right to engage in a conversation by offering value and genuine interest, rather than immediately pushing your solution.
3. Harness triggers and referrals for maximum impact: Discover the immense potential of triggers such as job changes or the first 90 days in a new role. These pivotal moments provide opportunities to initiate meaningful conversations with C-level executives. Additionally, leverage your connections on LinkedIn for valuable referrals that can enhance your subject lines and significantly increase your chances of success.
4. Embrace a structured approach for higher engagement: Unlock higher response rates by implementing a structured framework in your cold emails. Learn the proven techniques that lead to increased engagement and generate more meaningful replies. And stay tuned for future episodes, where we will delve into other prospecting methods such as cold calling and LinkedIn outreach, paving the way for even higher conversion rates.
With these valuable insights and strategies, you'll be equipped to elevate your cold email game and achieve remarkable sales growth. Join us on the Skalable Growth Podcast and unlock the secrets to effective sales outreach that will leave a lasting impression on your prospects.
To watch, How to Break through Buyers Mental Spam Filter with Jen Allen Click Here 👉 Jen Allen Session
Subscribe to the Growth Forum Newsletter Click Here 👉 Email Newsletter
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
In this episode of the Skalable Growth Podcast, Luigi is joined by Dean Mannix, a sales coach with over 25 years of experience and a focus on coaching SMEs and businesses in sales. The topic of the episode centers around coaching and self-reflection in sales, specifically how salespeople can improve their sales performance through self-coaching and analyzing past successes.
Key Takeaways:
Takeaway #1: Sales Coaching is Crucial, But There is Limited Credible Information Available
Dean brings to light the lack of credible sales coaching products or methodologies available in the market. More sales companies sell their own programs than advance the field. The belief that sales coaching is the most crucial factor for success comes from a research study where salespeople and leaders rated it as number one without empirical evidence.
Takeaway #2: Reflect on Past Successes for Powerful Self-Coaching
Dean emphasizes the importance of self-coaching and analyzing past successes. While coaching programs and sales books can be helpful, analyzing past deals and reflecting on what went right can be more powerful in improving sales skills. Mannix also stresses the importance of sales teams doing self-coaching as a group led by a sales leader.
Takeaway #3: Take Responsibility for Your Own Success
Dean highlights the importance of taking personal responsibility for one's success. Rather than blaming others or waiting for help, individuals need to take the initiative and improve themselves. Dean's favorite catchphrase is "No one's coming to save me."
Takeaway #4: Establish a Compelling Agenda to Control the Conversation
Dean emphasizes the importance of delivering a compelling agenda and establishing an audience to control the conversation in sales. The speaker praises the tactic of asking clients to talk about their business as a way of controlling the conversation. Finally, Mannix acknowledges the challenge of being honest about one's effectiveness as a salesman.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
On this episode of Skalable Growth Podcast, we dive into the importance of asking effective questions during the sales process with guest Paul Cherry, the author of "Questions That Sell." During this episode Paul shares the four key questions buyers have in mind, how to tailor a successful sale, and the importance of past, present, and future-oriented questions.
Key Takeaways from this Episode:
1. Understanding a buyer's motivations, such as minimizing risk and gaining an edge, profitability, and simplification, is crucial in tailoring a successful sale.
2. Asking great questions during the sales process can differentiate from competitors, trigger prospects to think more deeply, and create a more exceptional experience for the prospect.
3. Researching prospects before making calls by Googling trends in their industry and referencing them during calls can greatly enhance the effectiveness of sales calls.
4. Being a consultative, strategic partner with unique questions can set salespeople apart and help reveal bigger problems that customers may not have considered on their own.
The conversation also covers the importance of preparation before joint calls, asking strategic goal questions, and the art of quantifying the impact of a problem in monetary terms, or "dollarization."
This session was recorded during a live Growth Forum Community event.
Check out Growth Forum, where you can access sales training, marketing courses and hours of pre-recorded content.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
On this episode of the Skalable Growth Podcast, Luigi sits down with Andy Mowat, GTM leader and founder of Gated, a platform that aims to give users control over their attention. They discuss the importance of relevance in outreach messages and how Gated solves the problem of overwhelming outreach through its filtering process.
The conversation dives into the challenges of building a new platform and the founder's experience working for successful companies such as CultureAmp. The episode also covers the launch of Gated's new product, the "universal gate," which aims to surface the right signals out of noise rather than simply block everything.
The key Takeaways from the Episode:
Connect with Andy Mowat
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Creating more pipeline is the top priority for every sales professional at the moment. On this episode of Skalable Growth, Nate Stolt, Consultant and VP of Sales, shares the five levers to pull to generate more pipeline. Nate shares his preferred method of outreach and offers tips for creating effective cold emails, including timing and proper targeting.
Key Takeways from the Episode:
1. Five levers to pull when building a pipeline for B2B sales: driving to businesses, mailers, phone, email, and LinkedIn. While the three most commonly used levers are phone, email, and LinkedIn, it's better to be awesome at one or a few of these levers than to be mediocre at all three.
2. When it comes to effective cold outreach, timing is crucial, and email can still be a powerful tool. Keeping cold emails under 55 words and using micro case studies and white papers to gather meaningful data for the target audience. Timing is also important, as only 3% to 7% of buyers are considering a solution at any given time.
3. While automation and AI are becoming increasingly advanced in sales, the value created for clients in sales conversations is crucial. Have more conversations and engage in sales is the key to success, and that moving conversations offline can help overcome objections and move deals forward. This emphasizes the importance of building relationships and making personal connections in sales.
Nate also shares his belief that humans need to do the opposite of what AI and systems are doing to be successful in sales.
Tune in to learn more about Nate Stolt's unique approach to pipeline building and how his methods can be applied to a variety of situations.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
The thought of cold calling can send shivers down sales people spines. Yes the phone is still the number 1 method in reaching new prospects and creating new opportunities. So what is the best way to cold call?
During this episode Tom Slocum, founder of the SD Lab and strategic advisor for many fast-growing tech companies, shares his insights on his tactical approach to cold calling.
Here are 3 key takeaways from the episode:
- Understanding the buyer persona and their pain points is crucial. Tom suggests doing exercises to identify top buyers and their goals and pains, in order to create more targeted call flows.
- Research, relevancy, and relatability are the three pillars of successful cold calls and emails.
- Cold calling is about selling the pain and identifying the problem, not necessarily the product or service. The goal is to sell the meeting and focus on diagnosing the problem before trying to sell in two minutes.
If you're looking to improve your cold calling skills, this episode of Skalable Growth is a must-listen.
Connect with Tom
https://linktr.ee/tomslocum
https://www.linkedin.com/in/tomslocum/
My Twitter: @Tommy_Slocum
Company website: https://www.thesdlab.com/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Welcome to this episode of the Skalable Growth podcast, where we dive into the topic of using content to create pipeline with Linkedin Top Voice Morgan Inrgam.
Morgan shares his story as an SDR who used content to to fill his pipeline to now helping companies build their content strategy to drive greater awareness. Morgan emphasizes the importance of authenticity, personal connection, and useful insights when trying to engage with your audience. Morgan shares the Angel Falls method of repurposing content to keep it flowing and how quality is about being thoughtful, not necessarily high production value.
4 Biggest Takeaways:
1. Authenticity and personal connection are highly valued by audiences on LinkedIn. Personal stories and experiences can perform better than more traditional tactical content.
2. Repurposing content is an effective way to keep content flowing and generate new ideas. It also doesn't require high production value.
3. The speaker recommends identifying what you want to be known for and creating five pillars of content to support that overall theme. Documenting process and sharing that content can also be an effective approach to content creation.
4. Generating leads can involve methods such as referrals, hosting a podcast, video, and cold calling. Groundswell prospecting and connecting with sales reps on LinkedIn can also be beneficial when approaching selling into a big company.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Welcome to this episode of the Skalable Growth podcast, where we dive into the topic of email outreach with special guest, Maggie Blume - Inbox Evangelist.
Maggie shares her inspiring journey from accountant to sales and how she learned that being a good listener and being consultative are more important than being an extrovert in sales.
Maggie's expertise lies in turning outreach emails into qualified opportunities and she shares simple tips and tactics to help listeners achieve this.
4 Biggest Takeaways:
- Timeless sales principles
- The importance of email deliverability, setting up the back end to ensure emails hit the inbox
- Creating the right list, segmenting based on firmographic data and triggers
- The effectiveness of using a soft Call To Action.
Whether you're a seasoned sales professional or a budding entrepreneur, Maggie's insights are sure to help you generate more leads and convert them into happy customers. Tune in to learn from the best!
Connect with Maggie on LinkedIn - https://www.linkedin.com/in/maggieblume/
Check out her Podcast - https://mailshake.com/blog/practical-prospecting-podcast/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
Welcome to this week's episode where we discuss the concept of discovery in sales. While some argue that discovery is dead because buyers can find information online, our guest, Karl Ortmanns, Vice President of Sales, disagrees. He believes that good discovery is essential in today's sales process.
Karl talks about the shortcomings of traditional qualification methodologies such as BANT and why they should not be adopted in today's sales process. Instead, he introduces the CHAMP sales framework that he has developed himself. The framework covers Challenge, Authority, Money, Priority, and Technical.
During the episode, Karl shares his insights into what good discovery looks like. He emphasizes the importance of meeting preparation, knowing your audience, and using consultative selling skills during the call. He also highlights the difference between Why and What questions and how they can impact the discovery process.
Join us as we explore the importance of good discovery in sales and learn from Karl's experience as a quota carrier turned VP of Sales. Tune in now to unlock the value of meeting preparation and to improve your discovery skills.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
AI has been the talk of the town, and we're excited to feature Steven Messer, the co-founder of Collective AI and the former co-founder of LinkShare, the very first affiliate marketing company in the world.
Stephen Messer is an accomplished entrepreneur who has successfully grown his businesses from scratch into industry leaders. He shares his valuable experience of starting and scaling LinkShare into the largest affiliate marketing company globally before ultimately selling it. Not only that, but he also offers a glimpse into his current venture, Collective AI, and how it uses AI to help companies improve their sales outcomes.
During this interview, Stephen dives into the challenges of selling during tough times, a topic that's particularly relevant in today's unpredictable business climate. Messer highlights the importance of creating urgency in the buying process and how to approach it from the right mindset.
Here are a few key takeaways from our conversation with Stephen:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
During this weeks episode of the Skalable Growth Podcast, we're getting real about the struggles that hold us back from achieving our goals.
In this episode, Luigi is in the hot seat....and spills the beans on how imposter syndrome stopped him from for over a year launching his podcast, until he discovered the secret to overcoming it.
And who better to interview him than the man, the myth, the Sales Evangelist - Donald C Kelly!
During this episode Luigi talks about how why he started the podcast and how the podcast enabled him to travel the world and meet some amazing people, all while learning some kickass sales skills.
But the best part? Luigi's honesty about the tough moments and the lessons he learned from them. He's proof that with a little grit and determination, you can conquer your fears and make your dreams come true.
So, if you're feeling stuck or like an imposter, this episode is for you. Join us for some real talk, some good vibes, and a reminder that you're not alone in the struggle. Let's do this!
Big thank you to Donald C Kelly for being this weeks host. Connect with Donald and say thanks for being a big part in inspiring Luigi to start his podcast.
https://www.linkedin.com/in/donaldckelly/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
In this episode, Rachel Fox discusses effective sales strategies for startups that have limited budgets. The Rachel shares some of her successful techniques that have helped her generate more leads and increase her conversion rates.
Key Takeaways:
Rachel shares tips and strategies for mastering the art of sales and highlights the importance of building strong relationships with customers and understanding their needs.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
What is like going from High Performing Sales Professional to managing sales professionals? This week on the podcast, Jon Feldman VPP of Customer Acquisition from Absolute Software shares his journey from salesperson to sales manager, discussing the characteristics of high-performing sales teams and practical tips for differentiation.
Jon discusses the characteristics that make up a high performer in sales and shares tips on how sellers can differentiate themselves in 2023.
Key Takeaways from the Podcast:
- 4 things top performers do differently
- Good sales managers are not just coaches but also mentors who take an interest in their team's development.
- Having a strong work ethic and a positive attitude is essential to achieving success in sales.
- The importance of building strong relationships with customers and maintaining those relationships even after the sale is made.
This episode will provide actionable advice and inspiring stories for those looking to improve their sales skills and achieve success in 2023.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
The podcast features Tom Stanfill Founder of Aslan Training, who shares his unique methodology for prospecting and selling. The focus is on changing the traditional approach to selling, which involves dropping the tension between the salesperson and the customer, listening to the customer's needs, and providing ultimate solutions to their problems. Tom emphasize the importance of leading with the customer's interests and needs and treating them as the hero of their own story.
Key takeaways:
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter
In today's rapidly evolving business landscape, technology has become an essential tool for sales professionals. Despite this, some salespeople may still feel intimidated or uncertain about how to effectively use technology in their work.
However, with the right tools and techniques, salespeople can leverage technology to their advantage, creating a level of differentiation in the marketplace and helping them achieve greater success in their sales process. In this episode, we will explore why salespeople should embrace technology and not fear it, and how they can use it to their advantage in the sales process.
This week we are joined by the Director of Sales or Lusha. A tech platform that makes it easier for salespeople to find contact data for their prospects. During this episode, George will share how he started in sales. What changes he has seen and what sellers can do to leverage technology to drive results.
So sit back, relax, and get ready to learn how technology can help you take your sales game to the next level!
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Sales and marketing are two critical components of a successful business, and each plays a unique role in generating revenue. While sales focuses on closing deals and making transactions, marketing is responsible for creating awareness and building the brand. However, salespeople who also think like marketers have a distinct advantage in today's competitive landscape. By incorporating marketing tactics into their approach, salespeople can differentiate their offerings, build trust and credibility with prospects, and create a compelling value proposition. This allows them to better understand the customer's needs, anticipate objections, and provide relevant solutions that meet those needs. A salesperson who thinks like a marketer is better equipped to leverage content and digital marketing tools to engage prospects, generate leads, and close more deals. During this interview with Chip House, CMO of CRM and Marketing Platform Insightly, Chip shares a number of different strategies that sellers need to consider when creating awareness. Connect with Chip https://www.linkedin.com/in/chiphouse/ This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/
Discovering what a buyer needs is not just about sellers learning about their potential customers, it's also about the buyers learning about what the seller can offer them. In this week's episode of our sales podcast, we sat down with sales Practitioner Kyle Asay to discuss the importance of the discovery stage in the sales process. Kyle shared his tried-and-true tactics and strategies for effectively guiding prospects from their initial conversation all the way to closing the deal. It's a must-listen for anyone looking to take their sales game to the next level! Connect with Kyle https://www.linkedin.com/in/kyleasay/ This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/
How often when prospecting, do you hear a NO or receive an email saying not interested and then you mark as closed lost and move on. During this weeks episode, Ryan will help you think about what a NO means and why you should be taking all feedback from your prospects as a learning to help develop the next outreach step within your target accounts.
Show em you know em has become a famous quote in sales. This week we are privileged to welcome Samantha Mckenna founder of #samsales who joins us to share insights and ideas on what sellers can do to differentiate in a crowded marketplace.
https://www.linkedin.com/in/samsalesli/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
2022 has been a difficult year for many sellers. Companies reducing head count, economic uncertainty causing deals to slip. And the amount companies are spending on inbound has dropped.
So how do you thrive during uncertain times. Creating a predictable outbound sales framework. Even though outreach is becoming harder it is still the number 1 method to self generate pipeline. During this episode Michael Hanson will break down his outreach process.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Sales is a complex industry, so leaning on the wisdom of others is essential to avoid potholes and succeed more efficiently. Let's get started. In this episode Luigi is joined by Nicholas Thickett, Managing Partner at Alignd, and Co-Host of the B2B Power Hour Podcast. First they explore the hazards of the industry (burnout, economic conditions) and the unexpected opportunities you can discover within them. Then they switch into tactical mode to cover taping into your buyer's vision using insight, why you should be multi-threading, how to determine what you should research, and using GIFs to help make you human. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Bad news: Many common sales tactics create friction against the natural buying cycle. Good news: this episode is here to save you from yourself.
This week Luigi is joined by David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, author, lecturer, and ex-scientist. Join them to discover the two keys to selling the way you buy, the power emotion plays in buying, precisely how to target it (including a before/after messaging example), and why your mindset can be a self-fulfilling prophecy.
🔗 LINKS
Connect with David on LinkedIn or at the Cerebral Selling website (where you'll also find links to his Facebook Group and YouTube channel). Find his book Sell The Way You Buy on Amazon here.
Find The Knowing-Doing Gap on Amazon here.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Sales pros come from all walks of life. In this episode, you'll find our how an ex-Linguistics professor became an influential thought leader, making a permanent impact on our industry.
Luigi is joined by Brent Adamson, researcher, academic, author of The Challenger Sale and The Challenger Customer, and Global Head of Research and Communities at Ecosystems.
They explore why how you sell is the differentiator that matters most, sense making and its growing importance, what's more important to your customer than information, and aspiring in your career to have a material impact on people's quality of life.
🔗 LINKS
Connect with Brent on LinkedIn or at the Ecosystems website (where you'll also find the customer value community). Brent's books are The Challenger Sale, and The Challenger Customer.
You'll find Cialdini's book Influence here.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
A champion is one of your deal's biggest assets, selling change in the places you aren't allowed. But is one champion enough?
In this episode, Luigi is joined by Nate Nasralla, Founder at Fluint.io.
They discuss where to go to deeply but quickly understand your customer's shop, the value of establishing a problem statement early, why you need to understanding the personal metrics of your stakeholders, how to add more champions without insulting your first, and 3 easy mistakes to avoid with a deal champion.
🔗 LINKS
Connect with Nate on LinkedIn. Find the Fluint.io blog here.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Building trust in the virtual world can be challenging, especially when you're prospecting. One single prospecting practice can build trust, pattern interrupt, and make you more memorable. So, why isn't everyone doing it?
In this episode, Luigi is joined by video prospecting extraordinaire Melissa Gaglione, who is an Account Executive with LivePerson. They do a step-by-step teardown of how to become a video prospecting pro, discuss how you can make skills from previous jobs your point of difference in sales, and how the tailored outreach gives all stakeholders the chance to be the hero.
🔗 LINKS
Connect with Melissa on LinkedIn.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Outreach. It's one of the more painful parts of sales but, done right, it floods your pipeline with that 30% of the market who aren't actively investigating a solution to their problem, but would take a call about it.
So, let's find out how to take out some of the sting, as Luigi is joined by Ricky Pearl, CEO at Pointer to explore the staples of a high-converting outreach strategy. Learn the six essential steps you need to follow in setting up outreach, how you can win in sales with any personality, and why you should never skip testing.
🔗 LINKS
Connect with Ricky on LinkedIn.
Connect with Luigi on LinkedIn.
Get the Mindset eBook here.
Check on your mail deliverability at MailTester, Mailgenius, or MailMeteor.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
With uncertain economic times on the horizon, now is the time to get your groundwork right.
In this episode Luigi takes you through his six essential steps that will help you thrive in any selling environment.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Imagine you've lined up one of the largest deals of your career. What's your first move?
In this episode Luigi is joined by Jamal Reimer, Sales Coach and Author of Mega Sales Secrets. Luigi and Jamal discuss how to navigate a challenging selling environment, why you should be a 'heliskier' not a 'mountaineer,' and the two abilities critical to closing mega deals.
🔗 LINKS
Connect with Jamal on LinkedIn. Find his book Mega Sales Secrets here. His website is here.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Constantly changing environments and the unknown can impact your mindset. But there's a secret to thriving through all that, and it's as simple as being faithful to the basics.
In this episode, Luigi is joined by Anna Weigandt, an athlete turned Account Executive at BetterUp. Luigi and Anna consider how seemingly simple behaviours like practicing, failing, using routines, and having an openness to learn, will always give you a jump start on success.
🔗 LINKS
Connect with Anna on LinkedIn, and find out more about BetterUp here.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Discovery is not dead. Conversely, running the right first meeting can help power your deal through the entire buying journey.
In this episode, Luigi is solo and providing you with a micro masterclass on running the perfect first meeting. Find out his six key steps, why they're critical, and how to nail them.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
By putting buyers at the centre of your sales process, you morph from professional salesperson into trusted advisor. But what happens if your process is built around you?
In this episode, Luigi is joined by Charlotte Lloyd who is Global Director of Partnerships at Investment Monitor. In this unfiltered episode, they dive into what Charlotte selected sales as her career of choice, what she learned working in a commission only role, and why planning and reflection are cornerstone skills for professional salespeople.
🔗 LINKS
Connect with Charlotte on LinkedIn.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
In this episode, we've remixed Luigi's recent appearance on the Inside Inside Sales podcast, so you can sit back and enjoy getting to know Darryl, his expansive revenue knowledge, and his show. Luigi and Darryl spend the time exploring how to work smarter, not harder, to optimise your sales outcomes.
🔗 LINKS
Connect with Darryl on LinkedIn.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
The age of information parity has triggered an evolution for the sales professional. Reaching out at the right time (before it's needed), trading essential knowledge as equals, and teaching your buyers how to buy are just some tactics that can help you be valued as a trusted advisor rather than a seller.
In this episode Luigi is joined the indomitable Anthony Iannarino, in the first repeat appearance of any guest on the Podcast. Prepare to take notes - this episode is filled to the brim with insights on the responsibilities and opportunities for the latest iteration of the professional salesperson.
🔗 LINKS
Connect with Anthony at on LinkedIn. You'll find his latest book Elite Sales Strategies here, and his daily blog here.
Find out more about Outbound sales conference here.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
In this episode, Luigi is joined by transparency nerd and sales historian Todd Caponi. By centring your mindset and values around being upfront with your prospects, Todd says you'll see payback in spades. Even if it means sacrificing that first deal on the table.
🔗 LINKS
Connect with Todd at his website
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
In sales, your learning and development is never done. But the foundation you build will not only accelerate your progress, but be something you refer back to throughout your entire career. So, where do you start?
In this episode, Luigi is joined by Andrew Palummo. A fresh face at Qualtrics in March 2021, he went on to win SDR of the Year for the Asia Pacific & Japan region. Join Luigi as he finds out exactly what Andrew's ramping journey looked like.
🔗 LINKS
Connect with Andrew on LinkedIn.
You'll find Luigi on LinkedIn too.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 The trust gap between buyers and sellers is getting worse. Some reports show that over 80% of buyers don't trust sellers. So, how do you connect with buyers in a meaningful way without coming across sales-y? Andy Paul best selling author and Host of the Sales Enablement Podcast shares his framework that will help you deepen the relationships with your buyers and build long term sustainable relationships. 🔗 LINKS Connect with Andy on https://www.linkedin.com/in/realandypaul/ (LinkedIn). Luigi https://www.linkedin.com/in/luigiprestinenzi/ (is there too). This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
If you're in need of a sales strategy geek-out, this one is for you. Luigi's guest this week is Jen Allen, Chief Evangelist at Challenger. A renowned method for B2B deals, and based in research, it's about taking ownership of your sales process.
In the episode, Luigi and Jen examine the why, what, and how of Challenger Sales. Jen tells us why it's so impactful, how it fits in an evolving sales environment, and her favourite ways to apply it.
🔗 LINKS
Jen is most active on LinkedIn, and is co-host of the podcast Winning The Challenger Sale.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
When you think of words like authentic and natural, trust is never far behind. And in sales, trust = a running start.
So, it's logical that when we're building our sales processes, making them a fit for our personality, product, brand, and prospects should be non-negotiable. But how often do we truly feel empowered to break free from the status quo?
Our guest this week is Dale Dupree, founder of The Sales Rebellion. His mission is to help sellers be intentional in how they engage throughout the funnel. A great passion of Luigi's too, they explore ways to maximise the authenticity in your selling, and the bountiful rewards that brings.
🔗 LINKS
Connect with Dale on LinkedIn, or find the Sales Rebellion on LinkedIn, Twitter, Instagram, or at their website. His podcast is Selling Local.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"The definition of insanity is doing the same thing over and over again, and expecting a different result." - Albert Einstein.
We've all got a vague idea of how well we're doing at our day-to-day activities, right? But is that enough to make you the best you can be – or to even hold your current performance?
Without regularly reflecting on how things went according to your best practice, it's much more likely that small misses will become habits, then snowball into big limitations.
This week, Luigi talks about the power of reflection. An high-impact investment you can easily slip into your routine (with a little discipline) that will pay you back in spades.
🔗 LINKS
Find Luigi on LinkedIn
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Prospecting. Crucial for building a healthy pipeline, but more often a dreaded task than the highlight of our day. But does it have to be this way?
This week, Luigi is joined by Kevin Hopp, an outbound specialist who believes prospecting 'doesn't have to suck so much.'
His solution? Leveraging tech and process to create a bespoke outbound strategy that gels with our strengths.
Spinning your prospecting around to a more positive and exciting experience can help everyone enjoy prospecting a little more–and maybe even learn to love it.
🔗 LINKS
Connect with Kevin on LinkedIn, Twitter, or at the Hopp Consulting Group website. You can find his podcast, The Sales Career Podcast, here.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Prospecting isn't always sunshine and roses, but a strong strategy is absolutely essential to pipeline creation. So how do you construct a hyper-effective outbound strategy that ensures the pain is worth the gain?
In this episode, Luigi is joined by Jeff Swan of Outbound SOS. This episode is packed full of strategic advice to fill the top of your funnel and ensure a healthy pipeline.
🔗 LINKS
Connect with Jeff on LinkedIn or at Outbound SOS.
Find Luigi on LinkedIn. You can find that LinkedIn post he mentioned here.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"A person who never made a mistake never tried anything new." - Albert Einstein.
It's instinctual to be deflated when a deal drops differently to how you were expecting, especially if followed your passion into sales.
But as professional salespeople, we know that losing a percentage of deals is just a fact of life. It doesn't define us, and it's not a negative. We need to pick up and keep moving.
But what if every lost deal conceals a powerful hidden benefit? Join Luigi this week as he looks at the benefits of a lost deal, and how react right so you can bounce back better than ever.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Something covered often on in this episode is the importance of genuinely wanting to help your prospects, and believing that you can solve a problem for them.
Luigi's guest this week is Jason Marc Campbell, podcast host and author of Selling With Love. In his book he covers the five loves of selling. His #1 love? Loving the impact of your transaction.
Join Luigi and Jason as the cover the importance of both prospecting and selling with love, and the many forms that can take.
🔗 LINKS
Connect with Jason on LinkedIn (just don't leave that note field empty!), find his book on Amazon, and his podcast Selling With Love here.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"You must take personal responsibility. You cannot change the circumstances, the seasons or the wind, but you can change yourself. That is something you have charge of." - Jim Rohn.
Over the last two years we've seen significant and permanent changes to selling: remote work, reliance on tech, the evolution of the sales process. And guaranteed there will be more changes area ahead over the next 3, 5, 10 years.
To thrive, or even just survive, professional salespeople need to grow, adapt and evolve. So, are you getting what you need to adapt, grow and overcome these challenges and #BeTheBestYouCanBe? If not, it's time to take ownership and drive your own development. After all, no one will be impacted more significantly by your success or failure than you.
Join Luigi in this weeks episode where he asks the question that should be on everyone's mind about the course of their development journey: if not you, then who?
🔗 LINKS
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
In this episode, Luigi is joined by Paul Reilly to dissect the traits needed to be a prospecting great in both boom times and turbulent times.
Join them as they cover:
💙 Their ongoing passion for selling this deep into their careers.
🎮 Two things you can do to take back control of your pipeline in a turbulent marketplace.
💁 Doubling down on serving our prospects and customers.
🌊 Differentiating yourself in a sea of sameness.
🤝 Why prospects will meet with you and what they want to know you know.
🚰 What you can do to ensure you are constantly filling your pipe.
🔗 LINKS
Connect with Paul on LinkedIn, at his website, and find more information about his book Selling Through Tough Times here.
You can listen to Paul's episode on Mike Weinberg's Sales Management Simplified podcast here.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 "I never lose. I either win or I learn." - Nelson Mandela. As humans, we aren't limited in our capacity to learn, grow, and develop. But many of us don't make the most of this. After all, learning new things can be challenging. And if we have a routine that works, why change it? This week, Luigi considers the value of viewing every single day as an opportunity to learn and improve–no matter how long you've been the industry. 🔗 LINKS Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
In the last three episodes we've been focusing on the power of mindset as a strategic differentiator for sales professionals. To round out your mindset foundation for the year ahead, we're pulling this episode from Craig Ballantyne back up to the top of your list. Originally recorded in September 2020, it's essential listening if you're wanting to win in 2022.
Join Craig and Luigi as they explore managing anxiety, barriers to success, balancing your work and home life, splitting your identity from what you do, and Craig's formula for success.
🔗 LINKS
Connect with Craig on LinkedIn, at his website, on Instagram, or via email. Find his books here.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"I accumulated small, but consistent habits that ultimately led to results that were unimaginable when I started." - James Clear, Author of Atomic Habits
Like a path worn in the grass over time, daily habits can seem like they aren't having much impact until you view them over time. And reversed, for huge goals that you generally view over time (like an annual quota) it can seem that daily habits aren't as important as the milestone wins.
This week, Luigi is talking about the power of consistency in de-risking our big goals, and how the small choices we make are the foundation of our competitive advantage.
🔗 LINKS
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Change is constant in both business and in life, yet it's commonly associated with powerlessness and fear. But what if, like COVID and the QR code, change holds a powerful opportunity to thrive that we should be anticipating and embracing?
In this episode, Luigi speaks with Meredith Elliot Powell, author of Thrive: Strategies to Turn Uncertainty to Competitive Advantage. An idea that struck her pre-COVID, Meridith has researched and considered approaches for businesses and sellers to use change to pivot them towards success.
✏️ The SCEPTIC tool (used to evaluate potential change)
Society
Competition
Economics
Politics
Technology
Industry
Customers.
🔗 LINKS
Connect with Meridith on LinkedIn, or at ValueSpeaker.com, and find her book here.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"When you run into a wall don't stop and give up. Figure out how to climb it." - Michael Jordan.
Elite athletes can seem like a superhumans. A seperate race with innate abilities that propel them to achieve at levels the rest of us can only dream of.
But a study by the University of Portsmouth and the University of Bath examining common traits of super-elite athletes found seven commonalities that are surprisingly accessible to all humans.
From goal setting to confidence, in this episode Luigi breaks down how you can apply these seven superhuman traits in be the best you can be both in your sales career, and your life in general.
🔗 LINKS
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Imagine clawing your way back from a career rock-bottom to being #1 Enterprise AE at SalesForce in on year, closing $6 million solo. Or tripling your income in five years but still being in the kitchen with your young family by 6pm every night? Not possible, right?
This episode's guest Ian Koniak has done both of these things, and he shares his best anti-hustle hacks with Luigi. Follow the path he took to transform both his sales performance, and his life.
LINKS 🔗
Find Ian on LinkedIn, YouTube, or at his website.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
If you've got back-to-the-grind blues, this energy-packed episode could be the most important 35 minutes you invest all year. Join Larry Long Jr and Luigi as they put you on the right path for making 2022 your best year yet. Even if you've already let your resolutions slip.
They dip into:
LINKS 🔗
Find Larry on LinkedIn and or at his website.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"I once cried because I had no shoes to play football with my friends, but one day I saw a man with no feet and I realized how rich I am." -Zinedane Zidane.
The turn of the year is the world's favourite opportunity to look at things with a fresh perspective.
We take a moment to pause and reflect on what's working, what isn't, where we want to be this time next year, how we're going to get there, and why we're doing it all in the first place.
In the last episode for 2021, let Luigi help you supercharge your mindset, so you can be the best you can be in 2022.
🔗 LINKS
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Having broken the $1 million commission barrier year-on-year-on-year, Brandon Fluharty knows exactly where your focus needs to be to build a successful sales career. And it's not where you might expect.
In this episode, Brandon Fluharty shares the secret to his career with Luigi including:
LINKS 🔗
Find Brandon on LinkedIn and or at his website.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"Nothing is impossible, the word itself says I'm possible" -Audrey Hepburn.
Motivation wanes. You might be full of fire one day, but a week later back in the same old slump. The responsibility for keeping motivated isn't something we can outsource, and sales is a game where mental resilience is critical. So how do you keep that fire kindled?
This week, Luigi talks through the power of filling your physical environment with triggers keep your mindset and motivation up all year long.
🔗 LINKS
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"We do not learn from our experiences. We learn by reflecting on our experiences" -John Dewey.
As the year (and quarter) draws to a close, many of our minds have already turned to what's up next: 2022. To be the best you can be in 2022, Luigi has two things for you to reflect on this week.
The first is to really really reflect hard on 2021. Remember, there's opportunities for growth to be found in both wins and losses. Make sure you caught the important ones so you use them to level up in 2022.
The second is to start planning for 2022 now, don't leave it until the year has already started. Think about yourself this time next year, reflecting on your year again. What have you achieved that means you can't wipe the smile off your face? Make sure that's where your goals are setting you up to go.
🔗 LINKS
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Outbound email. An already a noisy channel, made deafening over the last 24 months. The latest email statistics show outbound email volumes up 120-150% and reply rates down 40% since the start of the pandemic. If you haven't levelled-up your email game lately, you're probably feeling that heat.
In this episode, Luigi is joined by the man with the Lavender heart, Will Allred. As Co-Founder of email-assistant tool Lavender, Will sees bulk data of what actually works. He shares with Luigi:
LINKS 🔗
Find Will on LinkedIn and Lavender at their website.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"The only impossible journey is the one you never begin." -Tony Robbins
Taking a look around the post-Freedom Day gym this week, Luigi saw a lot of different people on a lot of different journeys. The one similarity? That in that moment they were all doing exactly the same thing: taking action to be the best they can be.
Today's social media bubbles make it incredibly easy play the comparison game and disqualify yourself before you're even out of the gate.
This week, rather than comparing paths, zoom in just on your path. Reflect on the ways in which you're already a better you than you used to be, and focus on those next steps that will empower the future you to be better again. Then keep moving.
🔗 LINKS
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
If you're new to sales or not feeling on your game right now, this episode is essential listening. At only 18 months into his first sales role, Ellis Abrahams hit 185% of his quota last quarter. Find out how he set himself up for fast success (hint: it all starts with the right mindset).
In this episode, he shares with Luigi:
• What prospects attribute his unique cut-through to.
• Two things we can all keep at the front of our mind to lift our mindset.
• The specifics of his cadence (we knew you'd want it).
• His surprising must-have sequencing tool (and the reason it's his favourite).
• How he's sidestepped pitfalls like leading with closing notes and 'spray and pray.'
• How to get the most out of training and development.
LINKS 🔗
Find Ellis on LinkedIn.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"Excellence is not an art. It's the habit of practice." - Aristotle
This podcast recently hit a milestone 150 episodes.
Reflecting on our back catalogue got Luigi thinking.
There's almost limitless of content available today to those who want to learn.
But humans are finite.
There's only so much any one person can apply in their day, week, month, year, and lifetime.
When there's always a shiny new thought to be following, does it take more discipline now than ever before to do the work to master the foundations of our craft?
🔗 LINKS
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
When Luigi started, he had one goal in mind: help sellers to become the very best they can be. Each guest on this podcast has given us valuable insights, advice and perspectives that they've earned over their careers.
In this, our 150th episodes, we take a look back at some of our favourite moments to help you #bethebestyoucanbe.
🔗 LINKS
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"Whatever we expect with confidence becomes our own self fulfilling prophecy." - Brian Tracy.
Let's be clear: being in a good frame of mind won't change whether someone picks up the phone or not. But it will change how you interact with those who do. And if you've been getting increasingly dejected and frustrated with each voicemailed call, there's no way the next prospect who answers will be getting you at the best you can be.
This is because our mindset can drip into every interaction. Our tone of voice, the words we use, what we say with them, and non-verbal cues can all tank as our mindset does. But the right mindset can keep you in the right place, so you're ready when you reach that next opportunity.
This week, rather than thinking 'great, another voicemail,' try 'great, another voicemail closer to a conversation.' It's a self-fulfilling prophecy for success.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Sales enablement is likely something your company drives for you. But if you want to be at the top of your profession, is there danger in assuming what they are providing is all you need to be absorbing?
Time and time again, self-enabled growth is what sets apart that top 1% of performers. And right now, an opportunity like never before is presenting itself–to adapt and evolve as a top sales professional in the next normal.
On this episode, Luigi is joined by Roderick Jefferson. A founding father of the Sales Enablement movement, best-selling author, keynote speaker, and current Vice President of Field Enablement at Netskope, Roderick fills this episode with unmissable insights.
Find Roderick on LinkedIn, Instagram, Twitter, and check out his new book Sales Enablement 3.0.
Follow Luigi on LinkedIn.
RingDNA is a recognized Gartner cool vendor that makes rev ops possible. Find them at ringDNA.com
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
This episode is a rebroadcast of one of the most popular Mindset Monday episodes (#74).
"They may forget what you said - but they will never forget how you made them feel" – Maya Angelou.
Seth Godin's famous 'drill bit' is analogy is all about zooming out.
About zooming out and not stopping until you get to the true source of your prospect's motivation.
That means shifting your focus past what you're selling, past the immediate need, even past the apparent reason for that need.
You keep drilling each deeper with each "why" until you hit the true motivating force for your buyer: how they want to feel.
By understanding exactly how your prospect wants to feel, and why, you are going to be better positioned to give them the right experience.
And let you be the best you can be.
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
At the start of the pandemic, things shifted hard and fast. Businesses who had been resistant to adapting sales tech found themselves needing to quickly catch up, sometimes reaping unexpected benefits. But now the world is emerging from the pandemic, are these changes here to stay? Or will they become redundant as quickly as they became critical?
In this episode, Luigi is joined by Tiffani Bova, Global Growth and Innovation Evangelist at Salesforce. She is a change maker whose thought-provoking and forward-thinking insights have made her a guest and contributor for esteemed sources including Bloomberg, BNN, Harvard Business Review, and Forbes.
Find out what Tiffani sees as the sales relationship ahead, and the one most important thing to consider when choosing your path forward.
Connect with Tiffani on LinkedIn.
Find our more about her book here: Growth IQ Get Smarter About the Choices that Will Make or Break Your Business
Connect with Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
This episode is a rebroadcast of the most popular Mindset Monday episodes (#125).
"Fear is a reaction. Courage is a decision." – Sir Winston Churchill
When a baby learns to walk, they will fall hundreds of times and get back up. They don't stop trying because they didn't achieve their goal. As adults, the fear of failure, comparison, adversity, and judgement constantly has us getting in our own way.
This episode is all about having the courage to push past the fear. Because on the other side of fear is greatness. Pushing past the fear lets you be the best you can be.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Siloed, competitive, potentially feuding. This was the traditional marketing/sales relationship. But lines are blurring, both on paper, and in practice. And when yocu look at it, it makes sense. Bringing people from a point of pre-contemplation to contemplation, to consideration and then decision–it's what both marketing and sales do. So, is this evolution creating space for sellers to grow into?
This week Luigi speaks to Robert Tadros, founder of Impressive Digital (a 2021 LinkedIn Top Australian Startup) about the increasing amalgamation of marketing and sales functions within companies. They define how cross-skilling and collaboration can help both camps perform better, and the next-steps.
Check out Impressive Digital at their website or on their podcast Growth Masters.
Connect with Robert on LinkedIn or Instagram.
Find Luigi on LinkedIn.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
The best thing about the basics is also what makes them underrated–their simplicity. It's because we like to think sales is harder than it is. And because no one remembers that time a right-on-schedule follow up closed the deal.
But the thing we hear time and time again from top performing sellers and leaders, is that fundamental skills like note taking and following up are absolutely critical to success.
So this week, don't over engineer it. Make your notes, don't snooze your follow ups. Deep down, you know that no matter what bells and whistles you build on top, you can't #bethebestyoucanbe without a solid foundation. One built out of the basics.
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
We've all had that feeling. A prospect call is due but they unexpectedly haven't answered your last few calls. And now it's taking everything you have to not push them to next week.
What do you do to keep your head in the game? To flip your mindset and find the right response, based on reality, rather than following your inference and perceptions.
In the episode Luigi is joined by Catherine Brown, author of How Good Humans Sell. With over 20 years experience in sales, Catherine has earned incredible insights into what to do when things don't go to plan. It's all about looking right at the person you're selling to.
Connect with Catherine on LinkedIn or at extraboldsales.com. Her book can be found on Amazon.
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
How can you level-up on value creation if you don't have a sales leader showing you the way? What about building your commercial acumen? Or sharpening your outbound calls?
With all of the tech available today, self-coaching is a more accessible and powerful tool than ever. All you need is to define what "quality" looks like and take the time to reflect.
This week Luigi is joined by David Pearson who started his career at Miller Heiman. These days he is CEO at Level Five Selling, and a sales coaching evangelist.
Luigi and David chat about the opportunity that reflection creates at every stage of your career, whether you have a coach, are a coach, or are flying solo.
Connect with David on LinkedIn https://www.linkedin.com/in/davidpearson72/ or by phone +1 630 808 6516. The Level Five Selling book trilogy can be found on Amazon.
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
When we set big goals it's incredibly exciting and motivating. But the challenge with big goals is the scale of them. At the end of each day it's hard to feel as though you've made any real impact. That can make you feel demotivated, which is dangerous when you hit a setback.
Getting 8 hours sleep every single night doesn't sound like it would add up to a big goal, does it? But for elite athletes, checking that box can be the difference between qualifying and not. Placing and not. Winning and not.
Every big goal is made up of micro-steps–there's no 0 to 100 option. So what I need you to do is to flip your mindset. Start celebrating every micro-step. Start celebrating each milestones, even if they're not a win. Remember that every 'no' you hear is getting you one step closer to your next 'yes.'
By making your plan and sticking faithfully to the micro-steps, you're winning. Celebrating each step is guaranteed to help you #bethebestyoucanbe
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
In a world everyone where everyone is now virtual how do you deepen the relationship with prospects and customers?
Sales might have evolved over the years but one thing has remained constant. That buyers must trust sellers in order to buy from them.
Recent studies have show that there is a major trust gap between buyers and sellers. Email open rates are dropping. Prospects are being bombarded with marketing messages every where they go.
So how do you stand out from the rest and also build strong relationships with your prospects and buyers?
This week Luigi is joined by Laura Jade Harries, better known as LJ who has spent years working as a sales professional leading sales teams and now enabling sales teams to sell more through relationships.
During this episode, Luigi and LJ discuss how to develop a relationship in a social environment and move offline.
Connect with LJ https://www.linkedin.com/in/ljeqsales
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
So what do you do when the world goes digital? You do the opposite and start a business that sends stuff to people....in the mail!!
That's exactly what this weeks guest decided to do. Working as an Account Executive one day then the next, Kris Rudeegraap created an online sending platform. 5 Years later this wild idea is now worth over $650M and the Sendoso sending platform is now being used by thousands of sellers.
What makes this episode so incredible is that Kris is not a tech expert! Kris is a sales professional who decided to take action and create a whole new category.
During this episode Luigi and Kris talk about what inspired Kris to start Sendoso and the early challenges he worked through when first taking Sendoso to market.
Connect with Kris https://www.linkedin.com/in/rudeegraap/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
Check out Sendoso https://sendoso.com/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
In March 2020 the world changed and over night everyone went virtual. Sales professionals all over the world needed to pivot. Outside sellers became inside sellers. Everyone jumped online searching for video conferencing equipment.
For most people the remote working model was thought to be a short one. Now almost 18 months in, the remote working model is here to stay. Yes some are heading back into the office but for many the remote working model is here to stay.
Selling virtually is a skill and this weeks Julie Hansen joins the Sales IQ podcast to share insight and techniques on how to sell virtually. Julie is an expert when it comes to selling virtually and has trained thousands on how to present to camera. Julie has spent a number of years teaching sales professionals, how to master the art of presenting and selling in a virtual environment.
It doesn't matter how long we sell, how long we've been in our role. We've always got an opportunity to improve and enhance what we do.
Tune in to this terrific episode - it's for all sellers impacted in these crazy times trying to get more out of the sales process in the virtual environment.
Connect with Julie https://www.linkedin.com/in/juliehansensalestraining/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
Thanks to RingDNA for sponsoring this episode. https://www.ringdna.com/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
One of the things that can hold us back in sales is not our competition, the environment, or the market, it's ourselves. In the pursuit of perfection, we actually hold ourselves back from executing!
We need to realise, no matter how good our message is, it's never going to be perfect - people are so different - if we take care and we craft our message with our buyer persona in mind - even the best message is not going to work for everyone - so let's think about flipping the mindset from perfection to progress and continuous improvement! There's always opportunity to learn and do things better, but if we aim for perfection - you'll never be ready to go to market.
So, sometimes, you just have to go out there and get it with what you have. Lean into the mindset that we are there to learn and #bethebestyoucanbe...strike that balance between perfection and progress.
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
What does it take to be a successful Sales Professional? Is it the ability to say the right things at the right time? Is it the ability to prospect and create net-new opps? Or is it the ability to build meaningful relationships?
A successful Sales Professional is one who does....yep, you guessed it, ALL of the above. Some sellers find certain parts of the role easier than others. When you think about sales, one could argue it hasn't changed at all. Prospects have problems, a need, sellers have products or services that fix the problem. Buyer and seller interact, buyer sees value and BOOM, transaction takes place.
The concept of sales hasn't really changed. What has changed is the way buyers and sellers communicate, and the functions of the sales roles.
This week we are joined by Warren Zenna, a Chief Revenue Officer expert who shares his journey. From being fired early in his career, becoming an actor, then to sales, before moving into a leadership role.
Connect with Warren https://www.linkedin.com/in/warrenz/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
The capacity to learn is a gift. The ability to learn is a skill. The willingness to learn is a choice - Brian Herbert.
Working in sales the only thing you can guarantee, is that you will hear the word NO more than hearing the word yes!
But is hearing NO or YES the outcome we seek when working in sales?
The one main metric a seller is judged on is the sales number that is generated. However the outcome is far greater than the amount of sales one can make.
Every day working in sales is a gift. As everyday there is an opportunity to learn and grow. And when we embrace the fact, that there are so many things that fall outside of our control. We open ourselves to an opportunity to grow. This growth comes in a form of learning.
But in order to grow we must invite and accept that opportunity.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
What do you do when things go horribly wrong? And you find yourself in a position where you have to start again?
That's what this week's guest had to do. Neil Twa was building something incredible and then sh@t hit the fan and the next thing - he was filing for bankruptcy and had to reinvent himself.
Neil Twa is the CEO of High Voltage Marketing Media company that helps Amazon brand owners (and those who want to become brand owners!) create successful brands on Amazon.
Neil used his experiences to fuel his success and build an incredible business.
This episode is one every seller will resonate with, jump into this episode and feelthe emotional ride that occurs in selling.
Connect with Neil https://www.linkedin.com/in/neiltwa/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
A goal without a plan is just a dream - Brian Tracy
To be successful in sales. The target matters. Regardless on how you view selling, sales professionals are paid to deliver an outcome and that outcome is a sales number.
However, what do you do when you are struggling to hit target? Do you focus on the number you need to hit?
Hitting target doesn't happen as a result of being lucky. We create our own luck by putting in the required effort. And the effort required? The plan you put in place first. This is more important that the target you are trying to achieve.
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Be gentle with yourself. You are doing the best you can - Anonymous
Sometimes the best way to move forward is to take a step back. Take some time to chill and relax. Play some xbox, watch some netflix, each some chocolate.
Rest is important. Be kind to yourself and allow yourself time to recharge to be the best you can be.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"We do not need magic to transform our world. We carry all the power we need inside ourselves already." - JK Rowling.
Uncertainty can create anxiety. Fear can creep in. It can challenge our thinking and drive us to make decisions we usually don't make it.
Affirmations can play a powerful role in helping us move away from a negative state and enable us to find the positive from within.
The words we tell ourselves can impact us. Both negative and positive.
During this episode Luigi talks about the power of affirmations.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
The worst call is the call you don't make. - Luigi Prestinenzi
High Performing Sales Professionals can be summed up with one word. Choice. They choose to be proactive and focus their time on high payoff activities.
And a major focus of those activities is prospecting. The relentless focus on making sure their pipeline is robust and active. One thing we learnt over the past 18 months is the phone is still the number 1 way for sellers to self generate pipeline.
During this episode we are joined by Cold Calling Expert Steve Richard who has spent his career self creating opportunities for himself using the phone.
Connect with Steve https://www.linkedin.com/in/saleskickoffspeaker/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
'I am not what happened to me. I am what I choose to become' - Carl Jung.
Each day we are presented with various problems to solve—some easier than others. Sometimes we experience problems we can't solve, and those problems can negatively impact us...
And this is where the opportunity for growth is born. Each challenge, each problem presents us with a choice. The choice to try and problem solve and learn from it. Or to allow the situation to impact us negatively.
How we choose to look at things can ultimately turn a problem into an opportunity.
To develop resilience, we must put ourselves into situations that are challenging. Those are somewhat uncomfortable to deal with. It's these situations that allow us to create the blocks that help build our fortress of solitude.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
So what do you when you don't hit your number? For most sales professionals, missing target is something all sales people will experience. Sometimes it can be quite stressful.
Working in sales is all about delivering results and when those results aren't achieved the spotlight can be on you. Working in sales can be the best profession in the world. It can also be one of the most challenging.
On this week's episode we are joined by Eduardo Baez who works at Gartner who is a high performing sales professional selling into large enterprise.
However it always hasn't been smooth sailing for Eddie. Early in his career, Eddie struggled to make sales. It became a difficult stage of his career, but was one of the most important stages of his career and during this episode Eddie discusses how he turned a negative situation into a career defining moment.
Connect with Eddie https://www.linkedin.com/in/ebaezsales/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Whatever you vividly imagine, ardently desire, sincerely believe, and enthusiastically act upon, MUST inevitably come to pass. - Paul J Meyer
Selling is the best profession in the world. But it can be a difficult profession. Some days the actions we take can deliver a certain outcome.
Other days it can deliver a completely different outcome. When selling, rejection is part of the process. Being ghosted is part of the process. Yes there are things that can help reduce this from happening but experiencing rejection is always going to happen when working in sales.
Manifesting an outcome. Visualising a future state is a key ingredient when working towards a goal. Not just visualising your own success. But putting positive energy into the world to others.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Fear is a reaction. Courage is a decision. – Sir Winston Churchill
Have you ever attended a child's first day of school? Some children are scared and don't want their parents to leave them, others run with enthusiasm and don't look back.
However, one constant for children starting school is they all have a dream. When you ask what do want to be when you grow up, you hear.....astronaut...doctor, fireman....hairdresser....police officer....football player.
As time goes on, the vision or dream changes. Some don't know what they want to do. Some change their mind because of what experience and hear.
What is inspiring about children is they have a creative mindset of anything is possible. Until the world conditions them, they often have no limits...
When a baby learns to walk, they will fall hundreds of times and get back up. They don't stop trying because they didn't achieve their goal.
As adults, conditioning and our external factors can impact the decisions we make, it may impact our ability to keep trying to achieve our dreams.
This week it's all about courage. Courage to break the shackles of fear.
To be the best you can be.
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
You are working long hours. Hustling and grinding to build your pipeline. Have limited money in the bank. Questioning if you will be able to build a business and make it happen. Then a few years later, private equity knocks on your door and says..."Here is $30M dollars to help scale your company". What do you do?
In this episode, G - the CEO and Founder of Lemlist discusses why he turned down $30M in funding by bootstrapping his way to becoming a unicorn, in a category where there are some big players with deep pockets.
Tune in as G talks about his journey so far and how he used his marketing capability and cold email to create a $100M company. But don't be fooled, his journey hasn't all been smooth sailing, so turn up the volume on this great episode with lots of learning for every sales professional who is trying to master the art of selling and be the best they can be.
Connect with G. https://www.linkedin.com/in/-g-/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"Only those who have the courage to take the penalty miss them" - Roberto Baggio
The sky is blue today. And it will be for some time. The mighty Azzurri won the football (soccer) European Cup. Against all the odds. Not just in the game against England, but leading up to the tournament no one said they would progress.
For one side it was pure ecstasy. For the other - tears of disbelief. What made it so hard for the losing team is the three champions who missed critical shots to keep their team in the game.
Sports and sales share so many similarities. Even the best athletes in the world miss crucial opportunities. Missing a critical chance is not failure. The work required to get in a position to take the shot means you have already achieved success.
So many fail to get to the start line because they fear making the wrong call. Sending the wrong email. Not nailing the proposal. But in order to convert an opportunity you have to get yourself out there.
Don't let the fear of failure stop you from achieving your goals.
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
What does it take to develop the right habits? We're all Professional Salespeople who know our strengths and weaknesses, right? And in the quest for continuous improvement, we all know we can improve some of those negative habits.... During this episode Luigi talks with RJ Singh, Host of the Ultra Habits Podcast about the mindset required to create the right habits.
As well as being the host of his own podcast, RJ has also achieved incredible success as a sales professional, being one of the countries top performers in his industry. RJ lives a very disciplined lifestyle, with heath and fitness at the core of what he does.
He pushes himself outside of his comfort-zone by running in marathons, trail runs and is always trying to challenge himself to be the best he can be.
RJ's journey hasn't always been smooth sailing. Earlier in his career, RJ allowed his bad habits dictate his lifestyle and it wasn't a pretty picture....
This is a great episode for anyone looking for ways to improve, looking for ways to be the best they can be.
Connect with RJ https://www.linkedin.com/in/rj-singh/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
The greatest discovery of all time is that a person can change his future by merely changing his attitude - Oprah Winfrey.
When the economy changes and you find yourself in a period of uncertainty, what do you do?
Over the past 18 months many around the world have been faced with this difficult dilemma. Over night, the world changed. Is this the first time the world experienced a period of uncertainty? Will this be the last?
Looking back at the history books, we can see the world has experienced many moments of uncertainty, one thing you can bet on - change and uncertainty is always going to occur. For some, the change will be hard to work through and for others, change represents great opportunity!
This weeks podcast is dedicated to the book Thrive, by Meridith Elliot Powell, in which she talks about turning the uncertainty into opportunity. Luigi's excited, it's right up his alley - having that proactive mindset helping you to be the best you can be....it's critical to chasing the opportunity!
Connect with Meridith https://www.linkedin.com/in/meridithelliottpowell/
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Surround yourself with people who talk about visions and ideas not people. Anonymous.
Fear is an incredible emotion. It can ignite us to take action and it can stop us from moving forward. We live in a world where social media has created a need to be accepted, a need to be liked and a need to be followed. This desire to be see and heard can create a barrier. An imaginary barrier off allowing what others think to stop us from being the best we can be.
In this episode, Luigi talks about why we must not allow the opinions of others impact what we do.
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Get the fundamentals down and everything you do will rise. Michael Jordan.
Why is it that sellers today, focus on tactics and techniques versus relationships and network? Is it that tactics and techniques are more important than building relationships?
The changing sales landscape is making it harder for sales professionals. Not that selling has changed, but the impact of technology and social platforms has changed the way sellers behave. What can't be missed, is the need to develop meaningful relationships!
The relationship funnel is so important, meaning the focus needs to shift away from the transaction. Away from the contract. Away from the deal. The mindset sellers must exhibit needs to shift, and focusing on the basics is key to make that shift occur.
In this episode Luigi talks about why relationships are key to success for sellers to BeTheBestTheyCanBe.
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Technology has changed the way sellers interact with buyers. Sales structures have changed to allow sellers to only focus on certain stages of the sales process, helping sellers to really target specific parts of the pipeline.
However, some reports suggest that sellers are spending less than 40% of their time actually selling.
So how do you meet your sales objectives in a world where sales is becoming more complex?
This week, Luigi is joined by Jeff Ignacio, Head of Revenue Operations at fast growing tech company UpKeep. Jeff shares his story in sales and how he helps sellers improve their process and conversions by looking at the sales process from a macro perspective.
Tune into this episode to learn how you can bring an operational focus to your role and help you close more deals.
Connect with Jeff
Connect with Luigi
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Never overlook the power of simplicity - Robin Sharma
Being busy and being productive are two different things and being busy does't mean you are productive. This week, Luigi talks about how he has de-cluttered his day and removed the daily tasks that don't move the needle in a positive direction.
Focusing on too many things can sometimes limit focus and reduce the amount of energy that one can apply.
Make this week the week of making things simple.
#bethebestyoucanbe
Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
Action is the foundational key to all success - Pablo Picasso
Fear is a powerful emotion. It can compel us to take action and it can stop us from moving forward. In this week's Monday Mindset, Luigi talks about the circle of control, and focusing on what sits within his control instead of letting outside influences stop him from taking action.
Taking action can be a challenge especially when fear creeps in. But the impact of taking action and breaking through that barrier can be the best feeling in the world.
Make this week the week of action
Connect with Luigi
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
The global pandemic has changed the way we interact with prospects and customers.
What we learned through the pandemic is how important human connection is. Technology is playing a more significant role in our lives and being connected and engaged in the community is more important than ever before.
This week, Luigi is joined by Jared Robin, Co-Founder of RevGenius, a community that has grown to be one of the largest sales professional communities.
Jared discusses why every sales professional needs to build a community and why selling is more than just a transaction. Sellers who focus on just making sales will often find while they may make make a sale, they are not creating a customer. Customers are those who buy more than once and often become advocates for what you do.
Tune into this episode to learn how Jared went from 0 to 12,000 members in under twelve months.
Connect with Jared
Connect with Luigi
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
"There is no elevator to success, you have to take the stairs." - Zig Ziglar
Forming habits can be the best and worst thing in the world, and trying to break bad habits can be very challenging. So why are we focusing on our habits? Focusing on the activities we do?
Instead of focusing on your habits and the activities you need to do each day, try focusing on who you are...the values that sit within, and watch as your habits start to reflect the inner you and how they align to your core. See how much easier it is to make good new habits...and break the bad habits.
During this episode, Luigi talks about creating an environment that works for you and the stage of life you are in. Getting up at 4 am, as great as that is for some, might not work for you, so it's important to find a routine that allows you to be the best you can be. Your habits must be aligned to your values, to what's important to you.
Connect with Luigi
**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Being positive and staying that way takes a lot of effort. Sometimes we end up having negative thoughts...sometimes, regardless of how much effort we put in, we don't meet the outcomes we work so hard trying to achieve. The emotional ride of sales can be tough. It's easy to punch the air and feel great when you are winning, but there is incredible learning that occurs when you have your back to the wall and feel like sh@t. Being outside of your emotional comfort zone is an opportunity to grow, find something you didn't know about yourself and build a level of resilience you didn't know existed. Embrace the negative patches in sales. It's what creates the opportunity to grow and learn to be the best you can be. So next time you hit that low point. Ask yourself. How can I grow from this experience? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Sales is a profession designed around performance and targets, taking you on a journey that can be both incredible and be the most challenging. It's a profession where anything is possible. However, what can be a highly motivating profession, can create a tremendous amount of stress. So how do you regulate the emotional ride of selling? This week Luigi talks to Michelle Hecht, a career Sales Professional who has spent over 20 years in various sales roles, some months exceeding her targets and being the superstar, other months having to hustle and grind to find a way to meet those targets. So plug in your earphones and get ready to try some of the strategies Michelle uses during the highs and lows and to get through that point of burnout...and still be a superstar! Connect with Michelle https://www.linkedin.com/in/michellehecht/ Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Much has changed in the world of selling, especially the technology available and segmenting of the funnel - with SDRs working the top and AEs owning qualified opps. During this episode, Luigi talks to Sarah Brazier, Account Executive at Gong, who nailed it as an SDR and is successfully transitioning to the role of AE, on track to crush her quota in her first year. A real stand-out is Sarah's relentless focus on learning and development and self-improvement. Six months before her leap to AE, Sarah determined her weaknesses in the sales process and set about developing them into her strengths. Tune in as Sarah shares how defining her buyer persona and aligning her solution to their challenges, along with her driven mindset, has been the foundation for her success. So many nuggets of gold for every sales professional, looking to crush quota and be the best they can be. Find us here: https://www.linkedin.com/in/sjbrazier/ (Sarah Brazier) https://www.linkedin.com/in/luigiprestinenzi/ (Luigi) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 You know those times when your mindset goes down below the line? That's when it's critcial to move past that negativity and set yourself up for success, by developing the right mindset. In sales, we can't control all situations, and at the end of the day....you have to believe in yourself and understand what defines you, is how you feel about the journey you are on. Every day is a new opportunity to reboot, to progress and build resilience until you hit your targets. Don't stop believing. You have it in you to succeed. You're on the journey to be the best you can be. Connect with https://www.linkedin.com/in/luigiprestinenzi/ (Luigi) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Do you ever wake up feeling flat? Lacking motivation and drive, to jump out of bed to chase your dreams? Finding motivation each and every day can be challenging. When we are motivated and energetic it's fantastic, we can get so much done. Yet, there is an opportunity when we don't want to do things, when we are lacking motivation. Why is there an opportunity? Because we can learn from the process, we can experience the lows and how to move through it, and add the learning to our Belt of Resilience. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Join us in the latest episode as Luigi talks with Howard Brown, the founder and CEO of Ring DNA about the art and science of selling, bringing a business success, and how psychology and selling go hand in hand. So plug in your headphones, turn up the volume, and get ready for this cracking episode with Luigi and Howard Brown. Timestamps: 00:21 - Luigi introduces why this podcast is a fantastic episode 01:10 - Howard as a serial entrepreneur and how to be a true entrepreneur 01:37 - Message from our sponsor https://www.vidyard.com/ (www.vidyard.com) 02:43 - Announcing The Architect Revenue Podcast, hosted by Jeff Ignacio 03:46 - Howard breaks out of his shell and starts in the world of selling 04:41 - Introduced to the idea of a work ethic by his father at an early age 05:38 - The perfect sidekick to his father, Howard is greatly influenced in interest in politics and civic duty 06:40 - A critical foundation of sales success, helping people see a better version of themselves 08:08 - Transitioning from Psychology, to running his own company helping thousands of people 13:38 - The importance of understanding the target market, the persona and designing a buying experience 17:15 - The inspiration for Howard to start RingDNA 19:02 - How to integrate sales tools that empower sales and offer a better process 21:51 - Howard shares how to become more productive and efficient 25:25 - Challenges Howard experienced in building the business 30:40 - Howard's definition of selling Connect with https://www.linkedin.com/in/howardbrown/ (Howard Brown) Connect with https://www.linkedin.com/in/luigiprestinenzi/ (Luigi Prestinenzi) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 "Focusing is about saying NO" - Steve Jobs Being busy doesn't mean you are being productive. Sometimes in order to do more, we must do less. The Pareto Principle specifies that 80% of results come from 20% of the activities. So sometimes the best way to get more done is simply saying NO and reducing the amount of tasks you do each day. During this episode, Luigi talks about the Power of Focus and why being focused on less, actually helps you deliver more. So next time you find yourself 'busy', stop and ask yourself, 'Am I being busy or am I being productive?'. Connect with Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/ ) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 How do you land your dream accounts? What process do you follow to meet and exceed your sales targets? There is no magic formula to win in sales. Sometimes, the process you use works, and sometimes, it doesn't deliver results. The single part of the sales process you can control, is how you show up. How you prepare and create your luck. During this episode, Luigi talks about the process he uses to land dream accounts. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 The Sales Professionals of today, have an abundance of content to help them be the best they can be. There are podcasts, YouTube videos, and LinkedIn content from incredible thought leaders every day. During this episode, Luigi delves deep into how Daniel Lefebvre, an inspiring sales professional puts together incredible 6 and 7 figure deals selling complex software solutions, and how you can emulate his success. So get a pen and popcorn, as this episode delivers sensational value and will help you close more deals and brings you a special opportunity 00:26 - Luigi introduces why this podcast is so unique 01:33 - Message about our sponsor https://www.vidyard.com (www.vidyard.com) 02:56 – How Daniel Lefebvre started in the world of selling and what he believes selling is truly about 05:19 - Daniel deals and how it takes a team of professionals to help customers achieve their goals 07:43 - A day in the life of a high performing sales professional 09:15 – The right mindset helps mundane administration thrive 11:25 - Ingredients high performing sales professionals require 14:17 - Constructing deals worth millions and why Daniel owns the prospecting part of the process 17:20 - Why trust is the most important part of the process 20:45 - The need for consensus in the buying process 22:18 - Pipe is life, why we need to develop a healthy and robust pipeline 26:19 - The extra ingredient to enable further success Connect with https://www.linkedin.com/in/lefebvre-daniel/ (Daniel) Connect with https://www.linkedin.com/in/luigiprestinenzi/ (Luigi) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Finding motivation each and every day can be tough…it’s too easy to snooze the alarm to get an extra 15-minutes of sleep, or justify why a task we know must be done today, is okay to do tomorrow… In this motivating episode of mindset monday, Luigi talks about the power of an accountability buddy and why everyone needs someone to help them to stay motivated. So instead of being hard on yourself for not doing something. Ask yourself, who do I trust that can help push me when I need that extra motivation? Yes, it’s tough when things might not be going the way you want them to, but that doesn't mean your goal should change – it’s about putting the right support in place to achieve your goal. An accountability buddy could be just the right way to keep you motivated and stay on track. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Selling is the best profession in the world. However, it can be the hardest job in the world. There are so many things when selling you simply cannot control, but what you can control is the learning that can occur through the process. During this episode, Luigi talks about the power of change and the impact that change can have. So ask yourself next time you need to struggle to overcome an obstacle. What change can I make that will help me be the very best sales professional I can be? The journey and learning are priceless and worth more than any commission check you will receive from making a transaction. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Just because you get rejected doesn't mean you are a failure. In sales, hearing NO is something that you should embrace. During this episode you will hear how Luigi did not achieve the outcome he was looking for on a live cold call challenge and why sales professionals cannot let rejection define them. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Being the best you can be doesn't happen just by luck. It's the environment you create that will help you elevate yourself to be the best version you can be. Sometimes we find ourselves in situations where negative people can impact how we feel and act. The environment you create for yourself is crucial in helping you develop the winning mindset. If you can't find people to engage within your work then find them elsewhere. Listen to podcasts, engage with positive like-minded people on social. Limit the interaction you have with negative people and create an environment that will elevate you to be the best you can be. There are many things that fall outside of your control but there are many things that fall in your control. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this episode we are joined by Meghann Misiak — Sales Coach and Founder of https://www.pathtopresidentsclub.com/ (The Path to President's Club). Meghann shares with us her story and how she helps salespeople and sales leaders achieve their goals. If you are a hungry and eager sales professional that want so achieve the President's Club in your first year or a sales leader looking to achieve $100M in revenue — you're going to get a lot of value out of this episode with Meghann. Timestamps: 00:21 - The Revenue Engine Podcast promo 01:42 - Introducing this week's podcast with Meghann Misiak sponsored by https://www.vidyard.com/ (Vidyard) 02:58 - Meghann explains how she got into the world of sales 04:06 - Hitting President's Club in the first year 04:56 - The impact President's Club has had on helping others and being empathetic 06:36 - The power of understanding the role of sales from first hand experience 07:43 - Identifying the pitfalls and challenges: The Sandler Training experience 10:00 - Sales enablement platforms need to have practical applications 12:43 - How to unlock better buying experiences for your prospects and the power of yourself "Why?" 16:04 - 'Doing' is better than searching for perfection with no action 17:14 - Seek failure 20:11 - Addressing the capability gap — do more than what is asked 24:44 - How mindset helped Meghann hit President's Club 29:48 - How to connect and geek out with Meghann Connect with Meghann: https://www.linkedin.com/in/meghannmisiak/ (Connect on LinkedIn) https://calendly.com/megmisiak/virtual-coffee-with-meghann?month=2021-03 (Book a virtual coffee and geek out) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 We're excited to announce the launching of our band new podcast https://feeds.captivate.fm/revenue-engine/ (The Revenue Engine Podcast) hosted by the incredible Rosalyn Santa Elena. Rosalyn is the Head of Revenue Operations for tech RevOps company Clari. In this episode, we share the first episode of The Revenue Engine Podcast. Tune in as Rosalyn chats with the CEO of Outreach — Manny Medina. Outreach help sales professionals automate and scale sales engagment. Despite facing a dire situation in it's formative years, they have they grown like crazy! They had to pivot and change operations, and now they are worth over $1 billion! So plug in your headphones, turn up the volume, and listen to this great chat between Rosalyn and Manny Medina. Don't forget to subscribe to https://feeds.captivate.fm/revenue-engine/ (The Revenue Engine Podcast). Connect with us on LinkedIn: https://www.linkedin.com/in/luigiprestinenzi/ (Luigi Prestinenzi) https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena ) https://www.linkedin.com/in/medinism/ (Manny Medina) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Despite having more ways to reach your prospect, engaging with prospects is becoming harder and harder. Why? Because you are competing with a whole lot of noise, interactions, competitors, platforms, and anything else they're focusing on in their personal life as they work from home. So ask yourself, what can I lead with that's actually going to help this person? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday, Luigi explains the importance of looking after yourself and how to avoid the burnout that many high-performing professions (like sales) can create. Remember, sales is about helping others achieve a better outcome and in order to do that, you must take the time to invest in yourself. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Denis Champagne integrates his ‘Old School’ sales success education and training and combines it with new methods/approaches using and leveraging technology to optimize scalability for salespeople and teams. Denis has built his 30+ years' of sales experience by delivering sustainable sales growth. Denis talks to us today about the power of voice tone, pitch, and speed in building trusting, genuine relationships with our sales prospects. So sit back, chuck on those headphones and enjoy this week's episode. Timestamps: 00:22 - Introducing this week's episode hosted by https://www.vidyard.com/ (Vidyard) 02:56 - Launching two new podcasts "https://open.spotify.com/show/7MZFeTxBpMq56EZUsI3E2H?si=erdNykwZTYioy9C6abUGqQ (Revenue Engine)" and "Revenue Architect" 03:40 - Welcoming Denis Champagne to the show 05:50 - Facing challenges and changing tactics 09:05 - The importance of tonality and intonation 11:26 - Strategies to build trust through voice 16:53 - How to practice the skill of delivering verbal messages 17:55 - Ditch the sales intensity, adapt your style but remain authentic 20:15 - Positive body language and voice 22:49 - Cold calling and the 11-second rule 25:31 - Recapping what we have learned so far 28:38 - The influence of Zig Ziglar 31:15 - Connecting and engaging with Denis 32:37 - Thank you for listening to this week's episode! Connect with Denis: LinkedIn: https://www.linkedin.com/in/denis-champagne-47419a2/ (https://www.linkedin.com/in/denis-champagne-47419a2/) Twitter: https://twitter.com/Sprinter14 (https://twitter.com/Sprinter14) Website: https://lotuscomm.com/ (https://lotuscomm.com/) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 "The only bad outreach attempt is the attempt you never make." Sometimes the actions we DON'T take come from trying to craft the perfect message, the perfect email, the perfect narrative, the perfect discovery or call the perfect proposal. Striving for perfection is great — but not if it is detrimental to your goals. Understand the power of taking action. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Ravi Rajani helps leaders, sales professionals, and sales teams speak with confidence and become revenue-winning storytellers by delivering engaging, impactful, and signature virtual presentations. Ravi Rajani Coaching and Consulting helps clients from around the world share their unique messages and stories in a way in which customers opt-in without being pushy, sleazy, or inauthentic. Ravi believes that the key to unlocking sales opportunities every time you communicate lies in crafting a signature presentation that connects, impacts and positions your offer as the only solution to solve your ideal client's problem. In this week’s episode, Ravi shares how we can deliver engaging and powerful video presentations and overcome "Zoom fatigue". Connect with Ravi: LinkedIn: https://www.linkedin.com/in/ravirajani/?originalSubdomain=uk (https://www.linkedin.com/in/ravirajani/?originalSubdomain=uk) Timestamps 00:20 – Lui introduces this week’s episode sponsored by Vidyard 03:58 – Ravi tells us how he began in the world of sales 06:07 – Presenting virtually is now the norm. Are you set up for invisible selling? 10:30 – Zoom fatigue and other The challenges salespeople experience with virtual selling 15:02 – How sales leaders can help their teams think about how the present 18:07 – Actions you need to take to create better experiences for your prospects 23:14 – Great selling is about unlocking incredible buying experiences 25:56 – “When you speak to the lens of your webcam, picture the eyes of a friend” 29:50 – ABS “Always Be Smiling” 30:40 – Connect with Ravi Rajani 31:04 – Thank you for listening! This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Yesterday was of course Super Bowl Sunday and in this episode of Mindset Monday Lui gives advice on how to beat your competition, grind out results and ultimately crush your goals. It all comes down to doing the basics and having the determination to do the one thing your competition is probably NOT doing — following up on follow-ups. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Chris Walker is the CEO at Refine Labs – a B2B Revenue Operations and Growth Marketing company based in Boston, United States. Chris and the team at Refine Labs are on a mission to help organizations optimize their revenue models with their unique product “Revenue Engine Optimization” which is a blend of Revenue Operations, Growth Marketing, and Buyer Enablement. Chris has spent the last 6 years perfecting the process of growing early- and growth-stage companies rapidly. Chris has many areas of expertise which include, Go-To-Market Strategy Design, Marketing Strategy, Demand Generation, Revenue Operations, Customer Acquisition, and more. We think you’re going to get a great amount of value out of this week’s podcast (we certainly did). So, whether you’re in the car, at home, at the office, or at the gym (for all those lucky enough to not be in lockdown) turn the volume up and treat your ears to this week’s episode. Timestamps 00:16 – Lui Introduces This Week’s Podcast Ft. Chris Walker, Hosted by Vidyard 00:48 – Why it’s Important for Sales Professionals to Become Marketers 04:10 – Chris Explains How He Got Into the World of Sales and Marketing 08:13 – Listening to the Response of Prospects is Imperative to Success 11:15 – The Importance of Marketing and Demand Generation in Sales 13:48 – Chris’s Advice for Sales People That Feel Left Behind 16:23 – Don’t Sell to the Masses, Build a Community 19:02 – Marketers Should be Incentivized on Conversion Not Just Leads 25:15 – Creating Content to Generate Demand Requires a Strategy 32:12 – Reduce the Junk – Focus on Quality and Insightful Content 36:35 – Is Sales an Art or a Science? 39:40 – Connect with Chris Walker 40:40 – Thank You for Joining Us! This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 As we head into February, the opportunity for success is sitting right there in the palm of your hand. You must be unwavering in earning the right to be successful in helping more buyers go through the buying process and to choose you. In today's episode of Mindset Monday, Luigi aims to inspire you to achieve the sales numbers that you work so hard for. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 On this week's podcast, we are joined by Leslie Venetz who shares with us her insights into procurement and the challenges she has experienced. TIMESTAMPS 00:20 – Lui Introduces This Week’s Podcast Hosted by Vidyard 04:43 – Leslie Venetz Tells Us How She Began in the World of Sales 05:56 – Biggest Lessons Learned So Far in the Industry 08:21 – Helping People Achieve Their Personal Goals and the Goal of Freedom 10:59 – The Importance of Motivation with Sales Professionals 16:16 – The Challenges of Procurement 19:13 – Cynic vs Cynic Blockers 21:44 – Strategies for a Customized Greeting 23:26 – Learning from Lost Opportunities 32:23 – The Art of the Cold Call 35:14 – The Philosophy of Sales Remain the Same 39:14 – Connect with Leslie Venetz 40:15 – Thank You for Joining Us! This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Our first Monday Mindset episode of 2021! Last year was a year like no other, it was tough and chaotic for all of us but for some, they grew. That’s why we’re pumped to break into the New Year that promises new opportunities and new potential for growth. In today’s episode Luigi emphasizes the importance of setting the foundations for a successful year ahead. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Aaron Sansoni is a best-selling author, international speaker, investor, global mentor, and Australian Of The Year and Enrepreneur Of The Year nominee. Aaron features in over 20 publications globally and runs a successful venture capital company with interests in events, media, technology, retail, and real estate. Aaron has inspired the lives of over 2 million people around the world in over 100 industries and has shared the stage with business icons such as Sir Richard Branson, Arnold Schwarzenegger and world-leading speakers sucha s Tony Robbins, Gary Vaynerchuk, Tim Ferriss and Dr. Eric Thomas. Sit back, enjoy, and get inspired with our first podcast of 2021 featuring Aaron Sansoni. WHERE YOU CAN FIND AARON: https://www.linkedin.com/in/aaronsansoni/ (https://www.linkedin.com/in/aaronsansoni/) https://aaronsansoni.com/ (https://aaronsansoni.com/) TIMESTAMPS: 00.20 - Lui Sets the Scene for 2021 03:56 - Introducing Aaron Sansoni 06:15 - Aaron explains Switching to a Weird Sales Creature 08:59 - Moments of Challenge 12:12 - Learning in the Pandemic 14:49 - Crisis Doesn't Occur Once 16:26 - Having Elon Musk as a Business Partner at SpaceX 18:12 - We're All Experiencing the Same Thing During Covid 19:57 - Growth or Fixed Mindset 23:38 - How to Make Change Happen 27:59 - The Importance of Meditation 31:10 - Aaron's Short Courses 33:26 - Thanks for Listening This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome special guest Chris Muddell to the podcast, Chris is a sales expert who has spent the last 7 years building his skills and developing his sales knowledge. Having been the top seller in his company for multiple years Chris has developed an amazing approach to selling and is here today to share with us how you can become the #1 seller in your business. Where you can find Chris: www.linkedin.com/in/chrismuddell/ Timestamps: [04:35] - Chris' Journey into the world of sales [05:36] - The accolades Chris has earned through his 7 years of selling [08:10] - The challenges that are specific to sales [09:20] - The motivation for taking that leap into the sales world [11:20]- Turning Sales Into a winnable game [13:40] - Chris' rhythm for sales success [16:20] - Working through rejection while achieving success [18:40] - The reason why sales hasn't changed. [28:50] - The impact of reducing your sales time [31:20] - Maintaining the motivation to be the #1 performer [34:40] - Biggest influence in Chris' career [37:00] - Sales: Science or Art? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Nigel Green to the podcast. Nigel is a sales expert who understands the sales process and how we can succeed as sales professionals. In this week's episode, Luigi and Nigel discuss the need for salespeople to plan out their week and the importance of preparation when it comes to the sales process. Make sure you have your notepads ready because this week's episode has a heap of nuggets for you to take in so that you can improve your sales skills and take another step towards becoming a master seller. Where you can find Nigel: https://nigelgreen.co TheRevenueHarvest.com https://www.linkedin.com/in/revenueharvest/ Timestamp: [04:12] - Nigel's journey into the world of selling [05:05] - Understanding your success style [08:15] - Understanding the characteristics of a high performer [10:50] - Creating the environment to lift your team to the next level [13:30] - Are we setting up our salespeople for failure? [16:00] - Is there something broken in the sales process? [18:05] - Taking that first step when building a sales plan [22:00] - the importance of creating a weekly plan as a sales professional [25:30] - The need for salespeople to take a moment and reflect after an opportunity [28:50] - The need for preparation when it comes to the sales process [33:50] - The unexpected answer to if sales is a science or art This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's episode of Mindset Monday Luigi discusses the importance of committing yourself to being successful and making sure that you are always keeping a growth mindset so that you can continue to enhance your craft and become a master of your profession This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Andy Paul to the podcast. Andy is a sales expert who has a key focus on sales development and coaching, hosting his own podcast 'Sales Enablement Podcast with Andy Paul' he has developed his understanding and sales skills to an extremely high level. This week Luigi and Andy discuss coaching and how you can focus on self-improvement so that you can continue on your journey as a high-level sales professional. Where you can find Andy: https://www.linkedin.com/in/realandypaul/ https://www.ringdna.com/sales-enablement-podcast-with-andy-paul https://podcasts.apple.com/au/podcast/sales-enablement-podcast-with-andy-paul/id1046045197 Timestamps: [05:45] - Andrews Journey into the world of selling [10:30] - The key to developing great Sales Coaches [18:30] - Your mission as a sales professional [24:20] - The steps leading to self improvement [29:15] - Learning to accept feedback [32:50] - Developing a coaches perspective [43:20] - Sales: Art or Science? [45:20] - Biggest influence in Andy's career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome special guest Kayla Cytron-Thaler to the podcast! Kayla is a sales gun who has what it takes to compete with the best sellers around the world. With a modern approach to social selling Kayla has learnt how to stand above the average salesman and book those meeting. In this episode Kalya and Luigi discuss the importance of video and how you can also set yourself up for success. Where you can find Kayla: https://www.linkedin.com/in/kaylacytron-thaler/ Timestamps: [00:50] - A message from our new sponsor Vidyard [05:15] - Kayla's journey into the world of selling [07:30] - The skills that Kayla has found to be the most important [08:45] - Grabbing a prospect attention in a different way [12:20] - Starting the video journey [15:00] - Asking the right people for feedback [16:30] - Don’t use your feedback meeting to sell [18:20] - The truth about creating video [21:35] - Slow it down and make things personal [26:00] - The need for a real human connection [29:00] - Kayla challenges Luigi [33:00] - Is sales an Art or Science? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this weeks episode of Mindset Monday Luigi discusses the idea of self education and how you can improve your learning to drive performance. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday Luigi discusses the importance of enjoying the journey and planning for success in the future. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week, we talk to special guest Michael Chang about how you can be developing your social skills to form relationships with your prospects. This episode is packed full of juicy information and tips on how you can be selling more! Where you can find Marcus: https://www.marcuschan.io/tips-22 https://www.linkedin.com/in/marcuschanmba/ Timestamps: [04:20] - Marcus’ journey into the world of sales [08:50] - Marcus’ career now and how he impacts the world of selling [12:50] - Developing meaningful relationships on social platforms [19:20] - Why Marcus sends sends personalised messages through his social channels [24:00] - The reasons you want to be producing content [31:50] - Tips to engaging with your customers [35:30] - Sales: Art or science? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday Luigi discusses the power of being curious and how you can approach each day to #bethebestyoucanbe This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday Luigi discusses the need to push forward and focus on the final quarter of 2020 and the 2021 rather than focusing on your previous quarter regardless of success or failure. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday Luigi discusses the importance of putting your prospects' needs before your own as a sales professional This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday Luigi discusses the idea of going the distance and how you are making an incredible impact on your prospects to help them achieve success. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome special guest Art Sobczak to the podcast. Art is a sales genius who has developed the brilliant ‘Smart Calling’ methodology. In this episode, Luigi and Art explore ‘Smart Calling’ and what you should be doing to improve your sales ability so that you can help people to be the best they can be. Where you can find Art: http://smartcalling.com/ (smartcalling.com) https://www.linkedin.com/in/artsob/ Free Template: Phonescripts.com Timestamps: [05:30] - Art’s journey into the world of selling [09:40] - The difference between a salesperson and a sales professional [11:35] - Tips for improving your calling abilities [18:10] - Overcoming call reluctance [22:30] - Staying positive while facing rejection [24:20] - Breaking down the smart calling script [37:50] - Recapping the steps in the smart calling script [39:50] - Sales: Science or Art? [41:00] - What Art would have done differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday Luigi tells us why we need to stop selling and start creating a unique buying experience which will help you provide value to your buyers and not just lead another transaction. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's episode of Mindset Monday Luigi discusses the importance of having a good network and what you should be doing to build a network which will help you to be the best you can be . This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome David Brier to the podcast. David is a branding genius who knows how to break through the clutter and grab your attention. This week David and Luigi dive deep into branding and why it is important for you as a salesperson to be developing your own personal brand and to #bethebestyoucanbe. Where you can find David: https://www.linkedin.com/in/davidbrier/ twitter.com/davidbrier https://www.risingabovethenoise.com/about/ Timestamps: [05:20] - David’s journey into business and branding [07:20] - The decision to help people [10:20] - David’s definition of branding [12:40] - Breaking through the clutter and developing a brand [17:20] - Where companies go wrong with their branding [23:10] - Defining your personal brand [36:50] - Understanding and developing your brand This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Craig Ballantyne. Craig is a sales coach with an amazing attiude and ability to help others to find success. This week Craig and Luigi dive into what you should be doing to make the most of every day and take your business to the next level. Where you can find Craig: https://www.craigballantyne.com https://www.instagram.com/realcraigballantyne/ Freeperfectdaybook.com beunstoppablebook.com Timestamps: [05:50] - Craig Ballantyne's journey into the world of selling [07:15] - Facing and overcoming anxiety [12:00] - Craig Ballantyne's formula for success [19:10] - The barrier to success [21:30] - Creating a more balanced approach to work and life [27:40] - Tying your identity to who you are This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday Luigi discusses the need for you to embrace challenge and to flip the narrative so you are compelled to act and succeed. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday Luigi discusses the importance of selling with good intentions and focusing on your clients. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Ashleigh Alsadie. Ashleigh is the ‘Cold Calling Queen’ and she is here today to tell you all that cold calling isn’t dead and to give you all the tips and tricks you need to succeed in the sales industry. This week has a heap of great advice for you and your team so I recommend you have your notepads ready! Where you can find Ashleigh: https://www.linkedin.com/in/ashleighhoultthepromodonna/?originalSubdomain=au Timestamps: [03:50] - Ashleigh's journey into the wacky world of sales [07:00] - The industry Ashleigh targets [09:20] - The impact of social on Ashleighs business [14:50] - What Ashleigh would have done differently [16:50] - The social style of great cold callers [19:30] - What the ideal caller looks like [23:20] - Coming across to your prospects as a voice of authority [27:40] - Time for you to get back to the basics [35:00] - Sales: art or science This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week Luigi discusses the importance of feedback and what you should be doing to drown the negative out of your life and push yourself to achieve success This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Justin Michael. Justin is a genius when it comes to understanding technological quota and this week Luigi and Justin discuss TQ and how you can leverage technology to drive your sales success. Where you can find Justin: https://www.linkedin.com/in/michaeljustin/ https://twitter.com/adtechmartech Timestamps: [07:30] - We know about IQ and EQ…. But do you know about TQ? [12:00] - Justin Michaels journey into the world of sales [16:45] - Where you can start when it comes to TQ [21:40] - Luigi and Justin discuss what is missing in the sales industry [27:50] - Who should be in charge of building your sequence [30:30] - How many channels should you be using [35:40] - Is Sales a science or art? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's Mindset Monday' Luigi discusses the power of commitment and the issues you can have when you aren't fully committed to completing your tasks. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we are joined by Mark Wright. Mike is a sales genius and the owner of 'Climb Online' A results-driven digital marketing agency. This week Mark and Luigi discuss all things sales and offer you some times on what to do when facing a pandemic and ensuring that your business continues to grow. Where you can find Mark: https://climb-online.co.uk (https://climb-online.co.uk) https://www.linkedin.com/in/mark-wright-1658925a/ (https://www.linkedin.com/in/mark-wright-1658925a/) Timestamps: [04:45] - Mark's journey into the world of selling [10:30] - Building a business with Lord Sugar [13:20] - The model used to run Mark's business [17:30] - Ensuring growth throughout the pandemic [23:20] - The importance of an omni-channel approach [27:20] - Advice for you to #bethebestyoucanbe [32:10] - Biggest influence in Mark's career [33:30] - A strategy you should use for success This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 On this week's Mindset Monday Luigi discusses the importance of preparation and what your key focus should be to achieve success This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Waldo Waldman. Waldo is an Ex-fighter pilot for the US Airforce. In his career Waldo has faced adversity, challenges and high pressure situations. This week Waldo is here to help coach you on different way's that you can push forward under high pressure situations and #bethebestyoucanbe Where you can find Waldo: https://www.linkedin.com/in/waldowaldman/ Yourwingman.com Free E-book: Yourwingman.com/nfs/ Timestamps: [04:20] - Waldo’s journey from pilot to business professional [07:10] - Overcoming the mindset which holds you back [09:33] - Strategies to build resilience [12:50] - Dealing with feeling unprepared [14:45] - Managing emotion in a high pressure situation [17:00] - The most difficult part of Waldo’s career and the steps you should take to overcome fear [28:05] - Waldo’s adaption to the COVID pandemic [33:20] - The most common thing that holds people back from being able to #bethebestyoucanbe [37:05] - Biggest influence in Waldo’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week Luigi covers what you should be doing when facing rejection and how you can keep a positive mindset. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Michael Nichols. Michael is a marine veteran who created the famous F45. Having spent over a decade serving his country Michael knows what it's like to face struggle and hardship… This week we unpack the key learnings he gained from serving in the military and how that can help you to achieve success as a salesperson. Where you can find Michael: F45vip.com https://www.youtube.com/user/SDISSGTNICHOLS (https://www.youtube.com/user/SDISSGTNICHOLS) Timestamps: [04:40] - Michael’s journey into the world of selling [06:45] - Michael’s role in the military [08:11] - Developing a high performance mindset [11:40] - The first speech you hear in the american military [13:30] - Was this mindset always there or was it something that Michael built up through his experiences [16:40] - Keeping you mindset in a combat situation and pushing yourself to succeed [18:40] - Prior planning in sales [21:15] - Digging deep to push through difficult parts of your life [26:15] - The importance of passion [31:35] - Biggest influence in Michael’s career [33:00] - Sales: Science or Art? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this Mindset Monday Luigi discusses the need for persistence This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome the one and only Cian Mcloughlin. Cian is the CEO of Trinity Perspectives, a sales training and consulting company specialising in Win Loss Analysis. In this episode Luigi and Cian Dive deep into the reasons why people do and don’t buy your products or services. Where you can find Cian: https://www.linkedin.com/in/cianmcloughlin?originalSubdomain=au (https://www.linkedin.com/in/cianmcloughlin?originalSubdomain=au) https://www.trinityperspectives.com.au (https://www.trinityperspectives.com.au) : Timestamps: [05:00] - How Cian fell into the world of sales [08:20] - Breaking the stereotype of salespeople around the world [11:40] - Cian’s role at Trinity and his focus when it comes to selling [21:20] - The reality of sales and and accepting feedback [23:50] - What you can do to self analyse and approach your next prospect differently [26:05] - The key reasons companies don't buy from organisations [31:50] - Focusing on the next step of the process [35:25] - Cian shares a real life experience [37:20] - Learning to deal changes in your customers [41:15] - Biggest influence [43:00] - Sales: art or science This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this week's 'Mindset Monday' Luigi discusses how you can master your craft and #bethebestyoucanbe This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Darryl Praill. Daryl is a marketing genius who has devoted his time to the brand VanillaSoft. “A sales engagement platform like no other!” In this episode Luigi and Darryl explore the facts and statistics gathered by VanillaSoft and the ways in which you can increase your engagement with marketing qualified leads. Where you can find Darryl Praill: https://www.vanillasoft.com (https://www.vanillasoft.com) http://www.linkedin.com/in/darrylpraill (www.linkedin.com/in/darrylpraill) Timestamps: [04:30] - Daryl’s journey into the world of selling [08:20] - The key quotas that Daryl has to meet [11:15] - Marketing qualified leads vs Sales qualified leads [17:30] - The length of time it takes to engage with your leads [22:30] - How many leads should be inbound vs outbound? [25:00] - The amount of leads it takes to engage with your prospect [28:30] - Understanding how to communicate with your leads [33:25] - What you should be doing to improve your engagement with your leads [39:30] - Sales: Art or Science? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Jason Bay. Jason is a sales mastermind who helped to develop Blissful prospecting, a sales training company designed to help sales teams by providing the systems, coaching, and accountability to grow their outbound sales. This week we dive into Cold Outreach and what you should be doing to cut through the clutter to reach your prospects. Where you can find Jason: https://blissfulprospecting.com (https://blissfulprospecting.com) https://www.linkedin.com/in/jasondbay/ (https://www.linkedin.com/in/jasondbay/) The REPLY Methodology: https://blissfulprospecting.com/luigi (https://blissfulprospecting.com/luigi) Timestamps: [04:05] - Jason’s journey into the world of sales [06:35] - The early learnings Jason took which he still uses today [09:10] - Developing content from a cadence perspective [13:50] - The importance of understanding your buyer persona and doing your homework [18:20] - The REPLY Methodology [29:40] - Tips on starting cold outreach [31:30] - Using an account based or lead based approach [33:15] - The importance of building a cadence when doing cold outreach [37:15] - Would you get stuck in a sea of sameness [42:10] - Sales: Science or Art [43:15] - Biggest influence in Jason’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we invite Kyle Coleman. Kyle is an expert who has spent most of his life in the sales industry and is here today to offer some of his tips and tricks when it comes to sending killer emails to your prospects and how you can improve your email open rates. Where you can find Kyle: https://www.linkedin.com/in/kyletcoleman/ https://www.sdrdefenders.com Timestamps: [03:30]- Kyle's journey into the world of sales [05:30] - The key learnings Kyle had at his startup company [08:50] - Kyle's to-do list before talking to his prospects [15:30] - What a great email should look like [20:05] - The performance metric you should aim to achieve on open rate [22:25] - The channels you should be using to reach your prospect [26:40] - How many calls you should be making a week to drive pipeline velocity [31:35] - What a high quality emails should look like [37:50] - Sales: an art or science [39:30] - Biggest influence in Kyle’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome special guest Lee Rozins. Born and raised in New York Lee now lives in San Fransico working as the head of sales for Cheetah, the leading e-commerce solution for Small-Medium Business supplies. Lee has an astounding sales career and has done some incredible things ranging from being the #1 highest performing salesperson company-wide at Singleplatform to scaling his sales to by 11X from 4 to 45 people and their revenue by 10X to about 170 million in annualised sales. This week we talk about the mindset and the mentality that Lee discovered enabling him to become a master of his craft and how you can go about implementing this mentality in your own life to achieve success and take the next step in your career. Where you can find Lee: https://www.linkedin.com/in/lee-rozins-40275723/ (https://www.linkedin.com/in/lee-rozins-40275723/) Timestamps: [04:30] - How Lee entered into the world of sales [08:20] - Understanding the need for self improvement [10:10] - The struggle of not meeting personal expectations [11:45] - Lee’s current role at Cheetah [14:50] - The mindset you should implement in your life to achieve success [18:20] - What Lee looks for in an employee [23:30] - The data behind why you should be calling people more than once [28:20] - The biggest influence in Lee’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Jake Dunlap! Jake is a B2B leader with more than 7 years of sales leadership experience Jake has developed an incredible theory around outbound selling and how you can increase your ability to sell effectively using Linkedin. Where you can find Jake: https://www.linkedin.com/in/jakedunlap/ Email: Jakes@skaled.com Timestamps: [2:30] - How Jake started in the world of sales [4:10] - The leap from consistent income to the world of consulting [5:35] - the key areas Jake helps business with [7:30] - The strategies Jake uses to help his clients modernize their selling process [14:20] - The steps you should develop in your cadence for LinkedIn [22:30] - The importance of mindset compared to the tactical component [27:40] - Implement your training! [28:40] - The Calls to action you need to be using [30:20] - The reasons you should be posting on LinkedIn and how you should start [36:25] - How would Jake would start a business today This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Sarah Davidson. Sarah is the host of the ‘Seize the Yay’ podcast and an expert on the entrepreneurial lifestyle. This week we are exploring the things you need to know before you start your next passion project and how you could be one idea away from success. Where you can find Sarah: https://www.linkedin.com/in/sarah-davidson-8276899a/?originalSubdomain=au (https://www.linkedin.com/in/sarah-davidson-8276899a/) Timestamps: [3:05] - Sarah Davids journey into the world of Business and entrepreneurship [8:40] - Advice for starting your next passion project [17:50] - The challenges of starting an entrepreneurial business [21:30] - Why social profiles are not accurate [25:10 - Finding your core support group [30:00] - The most important lesson that Sarah learnt moving from a corporate mindset to an entrepreneurial one [34:50] - The biggest influence in Sarah’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Rana Kordahi! Rana is a sales coach and mentor alongside being the genius behind ‘The Reverse Marketing Strategy.’ With so much knowledge on the sales and marketing process. This episode is action packed and full of small takeaways which will help you during this difficult time. Where you can find Rana: http://www.linkedin.com/in/ranakordahi (www.linkedin.com/in/ranakordahi) Timestamps: [03:20] - Rana’s journey into the world of sales [06:30] - Rana’s thoughts on Sales [08:00] - Working for Employment Services. [11:30] - How having an understanding of acting and drama helps with sales [12:30] - The Reverse Marketing Strategy [15:15] - Rana’s sales methodology [17:25] - The biggest barriers sales people have that stop them from taking action [19:30] - Where sales people struggle in the sales process [20:30] - The characteristics of high performers [24:00] - The times that Rana has found it difficult to sell [27:10] - You need to make outreach a habit [28:40] - Taking that first step after realising you aren’t achieving your goals [33:40] - Sales: Art or Science? [34:20] - What Rana would do differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Brad Lea! Brad is the leading authority on web-based training. With 25 years of sales management and web-based training experience Brad understands the value of a growth mindset and has helped guide some of today’s most effective and productive sales professionals worldwide. With his new book ‘The hard way’ being released soon Brad is the perfect guest to help guide us through the current struggles faced by sales professionals around the world… This week we delve into Brad’s mindset and what you should be doing right now to be successful in the world of sales. Where you can find Brad: https://www.bradlea.com/real (https://www.bradlea.com/real) https://www.linkedin.com/in/bradlea (https://www.linkedin.com/in/bradlea) Timestamps: [04:20] - Brad’s journey into the world of sales [06:20] - Brad’s motivation for starting a technology business during the dotcom crash [14:30] - What you should be doing to sell during a downturn [17:02] - The million-dollar morning philosophy [22:50] - The guide to driving intensity and performance [25:30] - The power of a growth mindset [27:50] - The ultimate strategy for continued growth [33:10] - The biggest influence in Brad’s career [35:40] - Brad’s take on whether sales is a science or art. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we bring in a new type of podcast episode to help kickstart your Monday! We would love to know your thoughts so please leave us a like and comment with your opinions! This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Bob Burg! Bob is a true legend when it comes to the personal and professional development industry. Alongside hosting the Go-Giver podcast, Bob wrote the amazing book ‘Endless Referrals’ and co-authored ‘The Go-Giver’. This week we explore the Go-Giver theory alongside the differences between authenticity and transparency... Make sure you have your notepads ready because this episode is full of information you can use to enhance your own selling ability. Where you can find Bob: https://thegogiver.com (https://thegogiver.com) burg.com [03:50] - Bob Burg's journey into selling [04:30] - Books that had a massive impact on Luigi and Bob [07:50] - Opening for Zig Ziglar [12:20] - Bob's belief in the truth of is selling [14:20] - The Go-Giver theory [19:20] - The importance of being authentic [23:20] - Authenticity vs transparency [28:20] - When leading with value goes wrong [30:55] - The times where Bob has been really challenged in business [34:10] - The biggest influence in Bob’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Alice Heiman! Founder and Chief Sales Officer at ‘Alice Heiman LLC’, Alice has over 20 years of experience in the sales industry with skills ranging from sales training to public speaking, Alice certainly knows her stuff. This week we explore with Alice what you should be doing right now to continue to reach your targets and sell during the current crisis. Where you can find Alice: https://www.linkedin.com/in/aliceheiman (https://www.linkedin.com/in/aliceheiman) https://aliceheiman.com (https://aliceheiman.com) Timestamps: [04:15] - Alice's journeyinto the sales industry [05:34] - “How do I keep my kids glued to that screen?” (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/ (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/)) [07:00] - Growing up in a family of sales pros [08:30] - Has selling changed? Sure, but the key principles are still the same! [11:30] - Prospecting in a pandemic: The obligations you have as sales professional [14:30] - The importance of the ICP (Ideal Customer Profile) and the effects that a global pandemic has on your customers! [17:20] - The messages and process that work and gets people connected and talking to you [22:00] - Social…just a means to an end or is there something more to it? [24:30] - Overcoming the problems prospects have so you can get that first meeting [30:40] - The biggest influence on Alice’s sales career [32:20] - Sales: science or an art? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Aaron Ross! From working in Salesforce to being the Co-CEO of Predictable Revenue™ Inc. In addition to his work in Sales Aaron is also a top rated author having written multiple books which we highly recommend you read! This week we discuss the predictable revenue model and the steps you should be taking to either create or meet the model that you have in place at your own organisation. Where you can find Aaron: https://fromimpossible.com (https://fromimpossible.com) https://predictablerevenue.com (https://predictablerevenue.com) https://www.linkedin.com/in/aaronross/ (https://www.linkedin.com/in/aaronross/) Timestamps: [05:10] - How Aaron got into the world of sales [08:30] - The learnings from moving from being a CEO to a junior sales position [12:20] - Following the sales methodology in everything that you do [14:20] - An important sales tip [16:02] - The passion for predictable revenue options [19:15] - The steps to building a successful and predictable revenue model [23:15] - The different steps a business with channel partners has to take to build their model [25:50] - Where the predictable model “falls over” and doesn't meet expectations [36:20] - The biggest influence in Aarons career [39:50] - One thing that Aaron would do differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Chris Murray. Chris is the author of the amazing sales book ‘Selling with EASE’. If it’s not on your shelf already you'll be buying it after this episode! Chris is a genius when it comes to the EASE Sales Cycle and this week we aim to unpack and explore how you can use this process to increase your own sales ability. This week we are proudly brought to you by VanillaSoft. Where you can find Chris: https://www.linkedin.com/in/vardakreuz/?originalSubdomain=uk (https://www.linkedin.com/in/vardakreuz) https://twitter.com/VardaKreuz?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor (https://twitter.com/VardaKreuz) Timestamps: [02:50] - Chris Murray introduces himself and how he got into the world of selling [06:55] - What makes Chris’ company different [09:30] - Making the complex simple [11:40] - The motivation for the ease sales process [14:15] - Breaking down the ease sales cycle [22:10] - Increasing conversions with ease [27:40] - Where is the SDR model getting it wrong? [29:35] - The positive things a prospect will remember [31:25] - Should you tell your prospects the effort you go to for them [33:05] - A quick recap on customer attraction [36:00] - Your sales gold for the day [37:20] - Incorporating different methods of sales to build your pipeline [43:40] - What you should be focusing on in the sales process? [50:28] - Sales: Science or Art [51:45] - One thing Chris would have done differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome sales guru Ronell Richards to the podcast. Ronell is a genius who was born selling, having spent his whole life in the field Ronell knows how to succeed in the world of selling. With the difficulties we are all facing due to COVID-19. Ronell’s story and mindset can help inspire you to #bethebestyoucanbe. This week we are proudly brought to you by Vanillasoft Where you can find Ronell: https://www.linkedin.com/in/ronnellrichards/ (https://www.linkedin.com/in/ronnellrichards/) http://www.ronnellrichards.com (http://www.ronnellrichards.com) Timestamps: [03:10] - How Ronell Richards got into the world of sales [07:30] - In Ronell Richards' experience growing up were there any tough times selling [09:30] - The makings of an entrepreneur [15:40] - The difference between leadership and management [16:50] - Developing the next generation of salespeople [20:10] - If you're struggling with coaching or being led, what can you do? [29:20] - The behaviours and attributes of high performers [35:50] - maintaining a positive mindset [39:50] - Sales: an art or science [42:35] - Biggest influence in Ronell’s career [45:30] - where you can find Ronell This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome the record-breaking legend Ali Reda to the podcast. Having recently broken Joe Girard's record of the most cars sold in a year, Ali's incredible feat is due to his astounding mindset and belief in being the best you can be. Grab your notepads guys because this week we are exploring this mindset and how you can implement it in your own career. This week we are proudly brought to you by Vanillasoft. Timestamps: [04:10] - How Ali Reda entered the world of sales [05:55] - How Ali broke through the limiting belief of his target 07:50] - What Ali attributes to his success [09:35] - The defining moment in Ali’s career [12:20] - Breaking the beliefs on sales people [19:00] - The impact on Ali from breaking Joe Girard's record [27:00] - Advice for new sales professionals on building a successful career [29:30] - Biggest influences in Ali’s career [30:55] - What Ali would do differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome author and marketing legend Seth Godin to the podcast. Seth is an expert in sales and marketing and understands what it means to #bethebestyoucanbe. Seth has written multiple books on sales and marketing including works such as 'The Purple Cow' and 'What to Do When It's Your Turn (And it's Always Your Turn). With all his experiences you can bet that there is a vast amount of knowledge to be gained from listening to this episode. Where you can find Seth: https://www.sethgodin.com https://seths.blog twitter.com/ThisIsSethsBlog Timestamps: [03:30] - How Seth got into Marketing and Business [05:05] - Why Zig Zigglar is Seth’s hero [07:00] - Were there times where sales was particularly challenging?? [09:20] - The importance of a mindset and empathy [10:50] - The importance of putting the customer first [13:20] - The balance between asking for referrals and providing the customer with the perfect experience [15:35] - The importance of identifying the problem [19:00] - The inspiration for Seth’s books [23:15] - How Seth gets the inspiration to create new content every day [25:40] - Is sales an art or science? [26:55] - Was intuition a big part of Seth’s success? [28:10] - Is there anything that Seth would do differently [29:20] - The next big thing [30:40] - Advice for upcoming Marketers This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome the man, the myth, the king... Jeffrey Gitomer to the podcast. Jeffery is one of the best sales professionals in the business and he how to #bethebestyoucanbe. There is so much you can learn from Jeffery so make sure your fingers are warm because there are so many nuggets of information you will be wanting to write down! This episode is proudly brought to you buy the #1 sales engagement software Vanillasoft. Where you can find Jeffery Gitomer: https://www.linkedin.com/in/jeffreygitomer (https://www.linkedin.com/in/jeffreygitomer) https://www.gitomer.com (https://www.gitomer.com) twitter.com/gitomer Timestamps: [03:30] - Jeffrey Gitomer introduces himself and how he got into sales [05:10] - The concept and importance of spaced repetition [06:50] - The need for sales experts who don’t focus on money [08:15] - The inspiration for the sale manifesto [11:00] - Has the fundamentals of selling changed? [16:40] - Why are so many sales people avoiding avenues of growth? [17:50] - What you can do to change your habits [18:30] - An unsponsored message about apple devices [20:40] - Do sales people go straight to price because they have a scarcity mindset instead of a mindset of abundance [23:20] - Does Jeffrey have challenges where he struggles to maintain his mindset [26:25] - The people who helped geoffry to develop his mindset [28:00] - The steps to changing your mindset [30:05] - The need for continual growth and learning [32:20] - The biggest piece of advice Jeffery Gitomer has for you [33:15] - What does selling mean to Jeff? [35:20] - Sales: Art or Science [36:00] - The biggest influence on Jeffrey’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome author, sales expert and all round great guy James Muir to the podcast. James is an expert seller who knows what it means to close a sale. This week we are going to explore what it means to close and what you should be doing to #bethebestyoucanbe. Grab your pens, guys and girls, because this episode is Fantastic! So many key learnings for you to take away… so that you can strive towards being the best salesperson you can be. This episode is brought to you by the #1 Sales Engagement software Vanillasoft. Where you can find James: Puremuir.com Timestamps: [03:10] - How James Muir accidentally became a salesperson [06:10] - Jame’s definition of closing [09:20] - Why people have a negative association with closing [12:08] - The truth about closing [18:45] - The non-negotiables you must do to get to a close [24:10] - The first step to the perfect Sale [32:20] - The next step to the perfect close [38:45] - Sales: Science or art? [40:20] - Biggest influence in James Muir This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 45-days free This week we welcome Kerwin Rae to the podcast. When it comes to personal development and high-performance Kerwin is the man you want to talk to. With over 10 years of sales and marketing experience in 11 different countries, Kerwin is Australia’s leading business strategist and high-performance specialist. Through all his experiences and the knowledge he has gained, Kerwin definitely knows what it means to #Bethebestyoucanbe. This week we discuss Kerwin’s inspirations and journey in sales, what high performance looks like and how to both tolerate and overcome your fears. Make sure you have your notepads ready because there are some great lessons that you can take from this episode and apply to not just your sales career but everyday life as well. Where you can find Kerwin: www.kerwinrae.com http://www.linkedin.com/in/kerwinrae (www.linkedin.com/in/kerwinrae) www.twitter.com/kerwinrae https://www.facebook.com/kerwinrae/ (www.facebook.com/kerwinrae/) Timestamps: [00:25] - Luigi Introduces Kerwin Rae and the themes of this episode [02:20] - Kerwin’s journey into the world of sales and personal development [07:50] - Kerwin’s inspiration for helping people develop their skills [12:00] - Overcoming a difficult situation with a growth mindset [16:20] - Some simple steps to push you to #bethebestyoucanbe [17:20] - Kerwin’s definition of high-performance [18:35] - Learning to tolerate fear [26:00] - What’s next for Kerwin? [30:20] - Biggest influence in Kerwin’s career [32:15] - The importance of Tension [34:50] - Skills that separate great salespeople from everyone else This episode is brought to you by Growth Forum - sign up for 45-days free
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Gabe Larsen. Gabe is THE person you want to talk to and should be following on social if you want to learn about Sales Cadence and using it effectively in your career. This week we dive deep into Sales Cadence and what you should be doing to enhance your ability and sell effectively in your industry. There is tons of information here for you to unpack so we hope you are ready to take it all in. We are loving the feedback so please keep it coming, tell us your sales stories, we want to hear how you have improved your skills and taken the next step in your sales journey. Where you can find Gabe: https://www.linkedin.com/in/gabelarsen/ (https://www.linkedin.com/in/gabelarsen/) https://podcasts.apple.com/au/podcast/sales-secrets/id1119915980 (https://podcasts.apple.com/au/podcast/sales-secrets/id1119915980) https://www.xant.ai (https://www.xant.ai) [03:15] - How Gabe got into sales [07:30] - The definition of Sales Cadence [10:50] - The 5 pillars of sales cadence [12:30] - The importance of cadence and the need for marketing and sales to work together [15:05] - The best outreach attempt Luigi had… and it didn't have a call to action!! [16:25] - Why you should be using video despite what the statistics tell you [20:30] - The secrets behind making an expert video to open a dialogue [32:00] - Tips for using text to enhance your sales experience [40:50] - Salespeople; are they born or made? [43:00] - Sales; a science or art? [45:30] - The biggest influence in Gabe's career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome special guest Justin Dry to the podcast! Justin – not only a dead set legend, is the co-founder and joint CEO of Vinofomo, an e-commerce premium wine retailer. From Vinomofo inception to disruption of the wine industry, Justin shares an immense wealth of knowledge and how a positive mindset helped him achieve his success. Grab out your pens guys… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week on the Podcast we are excited to have John Barrows join us to discuss all things Sales. This week we have an interesting theme… and that theme is SDR Selling. John is one of the top salespeople in the world and he shares so much of his knowledge that we… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome the one and only Jeff Bajorek to the show. Jeff is the host of the why and the buy podcast and he brings a lot of information to the table… This week we discuss the principles that great sales professionals follow and what has led Jeff to thinking these principles are… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we are joined by Founder and chairman of ActionCOACH Brad Sugars to discuss coaching for sales results and what you should be doing right now to improve your own sales abilities. There is a heap of useful information in this weeks episode about what makes a great sales professional and what you can… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week is all about Mindset… and who better to discuss this topic than special guess Jennifer Gluckow of the Sell or Die Podcast. Jennifer is an avid believer in having a positive mindset throughout all aspects of your life and you can see that throughout the episode. This week we want to do something… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Kevin Dixon to the podcast. Kevin is the founder of ‘Boxxstep.’ A brilliant software that adds a buyer-centric approach to your CRM. In this episode Kevin and Luigi have an in depth discussion about buyer enablement and the points in the sales industry which could be improved upon. There is a… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we are joined by Bernadette McClelland as we delve into the mystery and “psychology of the sale.” There are a lot of good nuggets for you to take from this episode and incorporate into your own work… especially about mindset and high-performance culture. Bernadette is ‘The Sales Psychologist…’ equipped with an expert knowledge… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week Andrea Waltz joins the podcast to discuss the reasons that your target shouldn’t be to meet a quota of yes’… But rather to get up to 15 No’s… Crazy right??? Make sure you have your pen and paper ready as we explore the ideology behind ‘going for the no’ and help you look… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Hope you guys are ready for another awesome episode of the podcast. Man what an episode! so many nuggets right there for you to extract. This week we welcome Deb Calvert to the podcast as we discuss the different ways that you can “Stop Selling and Start Leading.” Pay close attention to what… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Strap yourselves in for an awesome episode featuring special guest, CEO and founder of Membrain.com – George Brontén!! This week Luigi and George discuss the creation of Membrain as well the key learnings from his time in Sales. Get your pens ready because there are a heap of nuggets in this episode for you to discover. … This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Sales isn’t just about making a transaction… It’s about you helping a person to achieve success through their company. This week Luigi and special guest Anita Neilson tackle the topic of automation in the workplace and what you should be doing to ‘beat the bots’ and continue to have a successful career in sales.… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome the sensational Anna Liotta to the podcast. Anna is an expert in generational dynamics of the business world and how an understanding of these dynamics can impact relationships with your customers and help with generational selling. This understanding comes from 20 years of research and consulting with clients ranging from… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week’s guest is a little controversial with some of what he says not going down too well with a few people in our industry, but with so much knowledge and experience there is a lot of value Jim Keenan gives us Sales Professionals. Author of Gap Selling and Not Taught, Keenan is the founder… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 We all know it, it’s a key #SalesTruth: being a Sales Professional requires hard work, because there are no shortcuts to having the right mindset and being a leader in your industry. This week we talk to Mike Weinberg, author of best sellers ‘#SalesTruth’ and ‘Sales Management. Simplified’. Mike and Luigi are both avid believers that… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 If you’ve engaged with any of my content or undertaken our training and coaching, you will have seen how passionate I am about getting your mindset right to succeed in Sales. It all starts with self and in order to be a high performing sales professional, you need to get the fundamentals right. If you’ve… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Smashing your outreach and achieving a high conversion is the dream of every sales team on the planet. Thinking you can achieve this without a formal cadence process is ludicrous! Joining us on this episode is Mark Kosoglow, VP of Sales at Outreach. Mark discuss how you can increase your conversion rates and take a step towards that dream… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Donald C. Kelly is THE Sales Evangelist. As one of the leading figures in the sales industry, a sales coach and the host of his own podcast “The $ales Evangelist”, Donald has spent 5 years both learning and discussing the different ways in which our industry has changed, in addition to the experiences of different… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 With the constant change our customers face daily, the increased uptake of technology and busy being the new norm, we must continue to evolve our strategies to ensure that we are reaching our prospects and increasing our conversion rates. This week Mario Martinez Jr. joins the podcast to discuss omni-channel prospecting, what it is and… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 How to Recruit the Right Sales Talent When hiring an SDR, it is important you hire someone who is going to not only be effective in your team, but also has the right mindset and fits the culture of your organisation. This week, Jeremy Donovan of SalesLoft joins the podcast to discuss what he looks… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Increasing your pipeline velocity is critical in your sales role as it allows you to power through and close more deals. This week Shawn Finder, author of the B2B Sales handbook and renowned sales entrepreneur joins the podcast to discuss the most important things you can be doing right now to increase your lead generation… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week Tamara Schenk joins the podcast. She is an author, keynote speaker and Sales Enablement Evangelist who has a strong belief in helping everyone to become the best salespeople they can be (yes…just like us!). This week we discuss some of the reports which Tamara has created and the impact her research will have… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Attitude: The secret weapon of a sales professional One of a sales professional’s most valuable tools is the attitude they bring to the table. Having a positive attitude and a buyer’s mindset allows for you to sell more effectively, learn from your mistakes and move to the next level of selling while those around you… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Jack’s Guide to social selling In today’s sales industry, Social Selling has become a massive part of a sales professional’s career and yet so many people do not know how to use it effectively to enhance their sales ability. This week, the leading social expert for sales and marketing Jack Kosakowski joins the podcast to… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Habits you need to drive Sales Success This week renowned author Carson Heady joins the podcast to discuss the habits a Sales Professional needs to be successful in the today’s world of sales. Working at Microsoft, one of the most prestigious companies in the world, Carson knows what drives success and from his experience he… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 The secret to successful outreach This week, Linkedin’s top voice of 2018 Morgan J Ingram joins the podcast to discuss SDR outreach and how to master calling your prospects and booking those meetings. Being both a keynote speaker and the host of the SDR Chronicles podcast, Morgan has spent a lot time learning the best ways to get through to his prospects and with the knowledge he shares… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 The first 7 – 8 seconds of your first call are so critical – they are the difference between opening the door to give you the opportunity to start building a relationship or another lead dropping out of your pipeline. And once you’ve opened the door, if you are not building rapport and directly showing a prospect how you can provide value - they are not going to be interested in meeting you to further the conversation on what you can do for them. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Understanding your company’s target market is vital to a sales professional and the best way to do this is to create ideal buyer personas for your organisation. Knowing the personas is key to opening your funnel, increasing your pipelines flow and having a healthy relationship with both your prospects and clients. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 The sales process that you use directly affects your ability to sell to people in your industry. So it is interesting to see how unnecessarily complicated companies make this process. This week the international speaker Victor Antonio joins the podcast and helps us break down this process into 3 easy to remember steps... EMPATHIZE ... EDUCATE... EMPOWER. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Increasing your pipeline is the goal of ever Sales professional... but are you doing it the right way? This week we look back at some of the most important advice that each of our guest have given us so that we can push forward on our journey to becoming the best sales professionals we can be. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 “The purpose of selling is to build profitable relationships. Without relationships there are only transactions and every day is just as hard as the one before it. With stronger sales relationships every day will be easier, more profitable and more fun!” – Jim Cathcart Relationships are a vital part in all aspects of life, whether… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 “The best stories a sales manager can tell are stories where they messed up, not their success stories – it’s actually stories where they failed. Those build the strongest connection because we connect more with failure then we do success because most of us feel we are not where we want to be.” – Mareo… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 “If you deliver the right message, what will they think as alerts ding away on their cell phone…. Go beyond social selling and think digital selling. Harness all the tools available combined with your own value narrative and Wile. E Coyote determination and cunning.” – Tony Hughes, Combo Prospecting, page 53-54 Prospecting Prospecting is a… This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 No matter what you are selling your customer will go through a buying process. As a sales professional, it is our job to understand this buying process and the ways in which we approach customers to ensure we are doing everything we can to successfully help them through this process. Joining us this week is Anthony Iannarino. Regarded as the number one thought leader globally in B2B sales and having written three best sellers, Anthony has shown he knows his stuff. Today he shares with us his knowledge on the buying process and how to successfully close more clients. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 As Daniel says, Social Selling is simply using social media to sell. With all the discussion around cold calling vs social selling, we need a better understanding of how to utilize social channels to engage with our prospects and provide value early in the relationship. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Larry Levine doesn’t just talk the talk, using his real-world experience in B2B sales and learning by trial and error how to maximise social platforms, Larry walks the walk and has a genuine aspiration to help sales people sell more. International best-selling author of Selling From the Heart and co-host of the Selling From the Heart Podcast, Larry joins us to share how authenticity is vital for a sales professional, setting you apart from the “empty suit sales person” and helping you become a sales professional who is as a leader in the workplace and industry. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we speak to Mark Hunter, one of the key influencers within the sales industry about his views on prospecting. Being both an author and award-winning key note speaker, the Sales Hunter has both the experience and knowledge to help us as salespeople achieve more and strive to be the best sales professionals we can be. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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