What you'll learn:
→ Why 80% of partners who switch firms fail to build their book within 18 months
→ The real reason: no referral network, no go-to-market training, and a 12-24 month wait before they can even contact old clients
→ Why "know your ideal client" beats trying to serve everyone, and how to actually define it
→ The Neil Cook method: consultative selling built on curiosity, not pitching your CV
→ Why firms, not just individuals, need to own the responsibility when a new partner's book doesn't grow
→ Why business development should be reframed entirely, it's not "dirty," it's a skill humans have used since childhood
→ The "avoid the avoidance" rule: doing the scary outreach first, every single day
→ Why client experience is becoming the real differentiator as trust erodes at the top end of the industry

This is a practical, honest conversation about the mental and structural barriers to business development in professional services, not just theory.

⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
🎧 Listen on Spotify:
https://open.spotify.com/show/6FHHzpJk0Kdt0ewEFVBeFP

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.
New episodes every Thursday.

Travis is VP of Commercial at DP World, moving roughly 10% of global trade through its ports, warehouses, and transport assets. In this episode, Luigi and Regan sit down with him to unpack what actually separates sellers who thrive in chaos from sellers who freeze.

What you'll learn:

→ Why relationships aren't built when times are good — they're built in the furnace of when things go wrong

→ Why "transactional" doesn't survive in today's market, and what partnership actually looks like instead

→ The real difference between price and value, and why both matter equally

→ Why the best commercial operators combine relationship skills with the ability to present hard numbers

→ How Travis uses AI as an "equalizer" for his old-school, relationship-led sellers

→ Why he cares more about outputs than inputs, and what that means for how he manages a team

→ How to find "quick wins" to build trust and momentum inside a struggling team

→ What he actually looks for when hiring "deal makers" versus sellers who just talk a good game

→ Why he believes there's no such thing as a truly lost deal, only deals that come back later

This is a real conversation about sales leadership under pressure, not theory. If you lead a commercial team through any kind of disruption, this one's 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.

Watch on YouTube: https://www.youtube.com/@revenueleaders

In episode three of this mini-series, Luigi and Regan break down how to deliver a discovery call brief that actually moves deals forward — not just documents the conversation.

What you'll learn:

→ Why a raw meeting summary leaves the buyer to do all the interpreting — and why that's backwards

→ The exact structure: executive summary, problem statement, current state, future state

→ Why sharing the brief as an editable document (not a static PDF) drives real collaboration

→ How the brief becomes the foundation for your proposal and internal buy-in with the buying committee

→ Why adding real metrics (not made-up ones) is what separates a "nice to have" from a must-fix

→ The trust-building reason you won't get commercial data in the first meeting — and how the brief earns it over time

→ A real example of how one rep's discovery brief process led directly to a dramatically higher win rate from proposal to close

→ The warning about letting an LLM invent numbers in your brief — and why you always double-check it

This is a practical, tactical breakdown of the follow-up step most reps skip entirely. Stick around to the end for free templates and access to the Growth Forum community.

🎧 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.

In episode two of this mini-series, Luigi and Regan break down the art of the discovery call question: which ones build trust, which ones create defensiveness, and why the single most common question type sellers reach for is the one to avoid.

What you'll learn:

→ Why "why" questions create tension and put buyers on the defensive

→ The difference between closed, open, and "thoughtful" trigger-verb questions

→ Why 80% of sales questions are current-based, and why that's the wrong focus

→ How to build your discovery call questions around past, current, and future buying stages

→ How to figure out where a prospect really is in their buying journey

→ Why identifying the buying committee changes your entire discovery call question list

→ How updating your discovery brief after every touchpoint keeps your problem statement sharp

This is a practical, tactical episode built on real call examples, not theory. Stick around to the end for access to the CoachPilot community with live coaching and a free template covering dozens of discovery call questions across past, current, and future stages.

🎧 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.

In this episode, Luigi and Regan launch a new mini-series breaking down the exact process from initial meeting to signed contract. This episode covers the first meeting structure that determines whether a deal progresses or dies before it even gets going.

What you'll learn:

→ Why 80-90% of prospects research you before the call, and what that means for your personal brand

→ The give before you extract principle and why it triggers the law of reciprocity

→ Why leading with this is what I do kills momentum in the first meeting

→ The stage zero research that changes the entire dynamic of a call

→ How to structure a first meeting: research, intro, discovery or insight, social proof, next steps

→ Why qualifying someone out in the first meeting is a win, not a loss

→ How to avoid the interrogation feeling that kills trust in discovery calls

→ The exact next-step framework that keeps deals moving instead of going cold

This is a practical, tactical episode built on real call examples, not theory. Stick around to the end for access to the CoachPilot community with live coaching and templates that build directly on this episode.

🎧 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.

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:

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. New episodes every Thursday.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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:

• why knowing your ICP changes everything downstream
• how to build a warm pipeline before you ever reach out
• why 68% of prospects see zero difference between sellers
• the data → insight → question framework for outreach that gets replies
• the biggest mistake salespeople make on discovery calls
• why chasing kills deals and what to do instead
• red flags and green flags in qualification
• why disqualifying is not losing — it's winning smarter

⭐ 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.

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

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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:

• Why post-proposal is the most expensive stage of the deal
• How information overload kills momentum-Why champions struggle to get internal buy in
• How to guide buyers instead of “just following up”

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.

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:

• Why cold calling still works (and when it doesn’t)
• What actually triggers buyers to take a meeting now
• How relevance and urgency beat volume every time
• Why generic email cadences are getting ignored
• How top reps use December to get a head start on next year’s pipeline
• The real difference between random outreach and strategic outreach

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.

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.

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.

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.

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 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!

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!

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.

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.

⁠⁠⁠⁠⁠P.S. Click here to get free daily lessons on how to grow like the best

⁠⁠⁠⁠⁠P.S. Click here to get free daily lessons on how to grow like the best

⁠⁠⁠⁠P.S. Click here to get free daily lessons on how to grow like the best

⁠⁠⁠P.S. Click here to get free daily lessons on how to grow like the best

⁠⁠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:.

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

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.

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.

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.

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.

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.

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.

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.

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.

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.

Connect with your hosts:

⁠⁠⁠⁠Luigi Prestinenzi on Linkedin⁠⁠⁠⁠⁠⁠⁠⁠

David Fastuca 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.

Connect with your hosts:

• Connect with ⁠⁠Luigi Prestinenzi on Linkedin⁠⁠
• Connect with ⁠⁠David Fastuca 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.

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:

• Connect with ⁠Luigi Prestinenzi on Linkedin⁠
• Connect with ⁠David Fastuca 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.

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!

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

• Outbound prospecting is evolving and must adapt for success.
• Effective outreach requires research and personalization.
• AI tools can assist but cannot replace genuine effort.
• Sales professionals must shift from selling to helping.
• Understanding the buyer's needs is crucial for effective outreach.
• Generic messaging can harm your brand's reputation.
• Smaller, targeted lists yield better results than mass outreach.
• Sales is akin to detective work; curiosity is key.
• Providing value in outreach builds trust and engagement.
• Doing the work is essential to avoid damaging your brand.

Sound Bites

"The old way of doing outbound is dead."

"Sales is like being a detective."

"Do the work to drive results in 2025."

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

5 Keys You’ll Learn:

1. Mindset Matters: Building belief in your product and understanding its impact can transform your sales approach.
2. Detach from Outcomes: Learn how letting go of the need for immediate success can actually improve your results.
3. Effective Cold Calling Techniques: Discover the art of leading with curiosity and asking probing questions.
4. Crafting Powerful Email Cadences: Michael shares a 30-touch cadence framework to engage prospects through multi-channel outreach effectively.
5. Omnichannel Strategy: Understand how to leverage different platforms such as LinkedIn, WhatsApp, and even video content to stand out.

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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

5 Keys You'll Learn from this Episode:

1. Why SMS is critical for your sales strategy: Understand the unique advantages of SMS and why it should be in your sales toolkit.
2. Effective strategies to get your buyers' attention: Learn how to craft the perfect SMS that gets read and answered immediately.
3. SMS engagement tips for enterprise accounts: Yes, you can text senior leadership at multibillion-dollar companies! We’ll show you how.
4. Follow-up techniques that close deals faster: Discover how a quick text can revive stalled deals and keep the momentum going.
5. Integrating SMS seamlessly into your CRM: Find out how to use SMS within your existing sales systems to streamline communication.

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, you're going to learn:
  1. The Commitment to Change:
     • Learn how to transform client interest into genuine willingness to change.
     • Understand the milestones necessary to keep clients engaged and aligned with your solutions.
  2. Avoiding Common Pitfalls:
     • Identify common mistakes that derail sales processes and learn how to avoid them.
     • Master the transition from discovery to presentation with actionable tips.
  3. Collaborative Solution Creation:
     • Discover how inviting clients to co-create solutions enhances buy-in and secures long-term commitment.
     • Real-world examples and case studies for practical application.
  4. Managing Client Expectations:
     • Strategic questioning techniques to uncover and address client concerns early.
     • Techniques for realistic opportunity qualification and pipeline management.
  5. Building Trust and Overcoming Stereotypes:
     • Overcome negative stereotypes by positioning yourself as a trusted advisor.
     • Strategies to create long-lasting client relationships based on trust and value.

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, you're going to learn:

• Importance of authenticity and sincerity in sales
• How to articulate value propositions and have clear business conversations
• Building and maintaining a relationship funnel for long-term success
• Strategies for being strategic and valuable on social media

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, 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.

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 Rand on Linkedin
• Try Sparktoro for free here

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with Kevin Hopp on Linkedin
• Connect with David Fastuca 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 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. 

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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.

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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'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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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’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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

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.

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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

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.

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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, you're going to learn:
                

1. Modern sales and marketing methods

2. Crafting problem-focused messages

3. Effective communication channels

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, you're going to learn:
                

1. The Significance of Sales Fundamentals
2. The Role of Insight and Intuition
3. Building Credibility and Personalization

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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.

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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’.

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, 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 Rand on Linkedin
• Try Sparktoro for free here

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

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:

1. Book your free sales clarity call with us
2. Connect with David Fastuca on Linkedin
3. Follow Growth Forum 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, you're going to learn:

1. The difference between a story and a narrative
2. How to create a narrative to influence the buying committee
3. and where AI fits into the whole sales process.

Resources referenced:

• Connect with Micahel Margolis on Linkedin
• Visit storiedinc.com
• Check out the book 10x Storied
• Maven Course: Narrative Change

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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, you're going to learn:

1. Why you need to slow the sales process.
2. Stop selling and start educating.
3. Why closing techniques don't close the sale.

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca 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.

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:

1. Book your free sales clarity call with us
2. Connect with Luigi Prestinenzi on Linkedin
3. Connect with David Fastuca on Linkedin
4. Follow Growth Forum 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.

Tune in to discover this episode's valuable insights and actionable B2B sales advice!

#HowToSell #SalesTips #PipelinePerformance

• Book your free sales clarity call with us
• 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.

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

• Book your free sales clarity call with us
• 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.

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. 

• Luigi Prestinenzi
• David Fastuca
• Hyperbound.AI

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.

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.

• Mike Maynard
• 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.

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

• Habit Tracker Template
• Goal Setting Worksheet
• Motion Calendar Tool

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, 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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

• (00:00) - Preview and Introduction
• (03:42) - Sales Enablement Strategies
• (08:32) - Managing Client Communications Effectively
• (13:34) - Importance of Stakeholder Relationships
• (18:20) - Key to Vendor Selection Process
• (23:55) - The Importance of Collaboration in Sales
• (30:23) - Educating Your Clients
• (34:15) - What is Sales Enablement
• (43:44) - Sales Enablement Strategies

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.

• Luigi Prestinenzi - https://shorturl.at/diwy9
• Dave Fastuca -  https://shorturl.at/ctvLY
• Jacob Muraca - https://au.linkedin.com/in/jacob-muraca-04763470

**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 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.

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.

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.

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.

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.

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.

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.

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:

1. The importance in understanding your target market 
2. Why relevance is more important than personalization when reaching out to prospects 
3. The importance of human connection

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.

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.

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.

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.

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.

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.

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:

• The importance of understanding the market paradigm shift: Having a clear understanding of how the market has changed is crucial to staying ahead of the curve. He explains that the rise of digital technology has disrupted traditional sales channels and made it harder for companies to sell their products. However, he also emphasizes that this shift has opened up new opportunities for those who are willing to adapt.
• The power of AI in improving sales outcomes: Stephen's current company, Collective AI, uses artificial intelligence to help companies improve their sales outcomes. He explains how their platform works and how it can help businesses better understand their customers' needs and preferences. Messer emphasizes that education is a critical component of their service, and they work closely with their clients to help them understand how AI can benefit their sales processes.
• The importance of mindset in selling: Stephen emphasizes that having the right mindset is crucial to successful selling, especially during tough times. He encourages salespeople to focus on what they can control and to approach their work with a positive attitude. He also stresses the importance of being empathetic and understanding the challenges that customers are facing.

**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.

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.

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:

• Cold calling is not always the most effective way to generate leads. The speaker prefers cold emailing, which she finds more enjoyable and has seen success with.
• Social media platforms like LinkedIn can be valuable tools for outreach. The speaker leverages her personal brand to generate excitement around her company, but also utilizes her company's page for content distribution.
• Using tools like HubSpot to track engagement data can help prioritize leads and make the most of limited time and resources.
• When creating email sequences, the speaker recommends targeting specific industries and personas, and incorporating industry-specific articles and third-party content. Emails should be short and engaging, as most people only read the first few sentences.

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.

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.

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:

• Customers are overwhelmed with information and resistant to salespeople, so sales reps need to change their mindset to put the customer first.
• Salespeople should focus on understanding the customer's interests and needs to capture their attention and provide ultimate solutions to their problems.
• Sales reps should drop the tension between themselves and the customer and communicate honestly about the value of their product to reduce buyer resistance.

**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 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.

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.

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 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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

🔗 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.

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.

🔗 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 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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

They dip into:

• What sets elite performers apart 
• How to drive our likelihood of success using our environment
• What sales and soccer have in common
• Where you should focus first, starting today.

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.

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.

In this episode, Brandon Fluharty shares the secret to his career with Luigi including:

• How focusing on the micro (your day) means the macro (your goal) will deliver itself. 
• The key elements of his PREP principle and why it works. 
• His key end-of-day hack that supercharges your rest time.
• The ways to step out of a vicious cycle.
• Why a balanced personal operating system is essential to performing at an elite level long term. 

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.

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.

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.

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: 

• How Lavender let demand shape their product.
• How prospects scan their inbox to categorise, not comprehend. 
• If you should prioritise mobile-friendly formatting.
• The power of binary for response rates.
• What Lavender's email outbound cadence looks like. 
• Why short and simple should be your default setting. 

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.

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.

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.

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.

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.

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.

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.

"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.

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.

"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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.