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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.
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