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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.
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