"The only impossible journey is the one you never begin." -Tony Robbins Taking a look around the post-Freedom Day gym this week, Luigi saw a lot of different people on a lot of different journeys. The one similarity? That in that moment they were all doing exactly the same thing: taking action to be the best they can be. Today's social media bubbles make it incredibly easy play the comparison game and disqualify yourself before you're even out of the gate. This week, rather than comparing paths,...
Nov 29, 2021•6 min
If you're new to sales or not feeling on your game right now, this episode is essential listening. At only 18 months into his first sales role, Ellis Abrahams hit 185% of his quota last quarter. Find out how he set himself up for fast success (hint: it all starts with the right mindset). In this episode, he shares with Luigi: • What prospects attribute his unique cut-through to. • Two things we can all keep at the front of our mind to lift our mindset. • The specifics of his cadence (we knew you...
Nov 17, 2021•28 min
" Excellence is not an art. It's the habit of practice." - Aristotle This podcast recently hit a milestone 150 episodes. Reflecting on our back catalogue got Luigi thinking. There's almost limitless of content available today to those who want to learn. But humans are finite. There's only so much any one person can apply in their day, week, month, year, and lifetime. When there's always a shiny new thought to be following, does it take more discipline now than ever before to do the work to maste...
Nov 15, 2021•6 min
When Luigi started, he had one goal in mind: help sellers to become the very best they can be. Each guest on this podcast has given us valuable insights, advice and perspectives that they've earned over their careers. In this, our 150th episodes, we take a look back at some of our favourite moments to help you #bethebestyoucanbe. 🔗 LINKS Connect with Luigi on LinkedIn . **About This Podcast** How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offeri...
Nov 10, 2021•40 min
"Whatever we expect with confidence becomes our own self fulfilling prophecy." - Brian Tracy. Let's be clear: being in a good frame of mind won't change whether someone picks up the phone or not. But it will change how you interact with those who do. And if you've been getting increasingly dejected and frustrated with each voicemailed call, there's no way the next prospect who answers will be getting you at the best you can be. This is because our mindset can drip into every interaction. Our ton...
Nov 08, 2021•5 min
Sales enablement is likely something your company drives for you. But if you want to be at the top of your profession, is there danger in assuming what they are providing is all you need to be absorbing? Time and time again, self-enabled growth is what sets apart that top 1% of performers. And right now, an opportunity like never before is presenting itself–to adapt and evolve as a top sales professional in the next normal. On this episode, Luigi is joined by Roderick Jefferson. A founding fathe...
Nov 03, 2021•37 min
This episode is a rebroadcast of one of the most popular Mindset Monday episodes (#74). "They may forget what you said - but they will never forget how you made them feel" – Maya Angelou. Seth Godin's famous 'drill bit' is analogy is all about zooming out. About zooming out and not stopping until you get to the true source of your prospect's motivation. That means shifting your focus past what you're selling, past the immediate need, even past the apparent reason for that need. You keep drilling...
Nov 01, 2021•6 min
At the start of the pandemic, things shifted hard and fast. Businesses who had been resistant to adapting sales tech found themselves needing to quickly catch up, sometimes reaping unexpected benefits. But now the world is emerging from the pandemic, are these changes here to stay? Or will they become redundant as quickly as they became critical? In this episode, Luigi is joined by Tiffani Bova, Global Growth and Innovation Evangelist at Salesforce. She is a change maker whose thought-provoking ...
Nov 01, 2021•43 min
This episode is a rebroadcast of the most popular Mindset Monday episodes (#125). "Fear is a reaction. Courage is a decision." – Sir Winston Churchill When a baby learns to walk, they will fall hundreds of times and get back up. They don't stop trying because they didn't achieve their goal. As adults, the fear of failure, comparison, adversity, and judgement constantly has us getting in our own way. This episode is all about having the courage to push past the fear. Because on the other side of ...
Oct 26, 2021•4 min
Siloed, competitive, potentially feuding. This was the traditional marketing/sales relationship. But lines are blurring, both on paper, and in practice. And when yocu look at it, it makes sense. Bringing people from a point of pre-contemplation to contemplation, to consideration and then decision–it's what both marketing and sales do. So, is this evolution creating space for sellers to grow into? This week Luigi speaks to Robert Tadros, founder of Impressive Digital (a 2021 LinkedIn Top Australi...
Oct 22, 2021•32 min
The best thing about the basics is also what makes them underrated–their simplicity. It's because we like to think sales is harder than it is. And because no one remembers that time a right-on-schedule follow up closed the deal. But the thing we hear time and time again from top performing sellers and leaders, is that fundamental skills like note taking and following up are absolutely critical to success. So this week, don't over engineer it. Make your notes, don't snooze your follow ups. Deep d...
Oct 19, 2021•6 min
We've all had that feeling. A prospect call is due but they unexpectedly haven't answered your last few calls. And now it's taking everything you have to not push them to next week. What do you do to keep your head in the game? To flip your mindset and find the right response, based on reality, rather than following your inference and perceptions. In the episode Luigi is joined by Catherine Brown, author of How Good Humans Sell. With over 20 years experience in sales, Catherine has earned incred...
Oct 18, 2021•35 min
How can you level-up on value creation if you don't have a sales leader showing you the way? What about building your commercial acumen? Or sharpening your outbound calls? With all of the tech available today, self-coaching is a more accessible and powerful tool than ever. All you need is to define what "quality" looks like and take the time to reflect. This week Luigi is joined by David Pearson who started his career at Miller Heiman. These days he is CEO at Level Five Selling, and a sales coac...
Oct 11, 2021•31 min
When we set big goals it's incredibly exciting and motivating. But the challenge with big goals is the scale of them. At the end of each day it's hard to feel as though you've made any real impact. That can make you feel demotivated, which is dangerous when you hit a setback. Getting 8 hours sleep every single night doesn't sound like it would add up to a big goal, does it? But for elite athletes, checking that box can be the difference between qualifying and not. Placing and not. Winning and no...
Oct 05, 2021•5 min
In a world everyone where everyone is now virtual how do you deepen the relationship with prospects and customers? Sales might have evolved over the years but one thing has remained constant. That buyers must trust sellers in order to buy from them. Recent studies have show that there is a major trust gap between buyers and sellers. Email open rates are dropping. Prospects are being bombarded with marketing messages every where they go. So how do you stand out from the rest and also build strong...
Oct 04, 2021•32 min
So what do you do when the world goes digital? You do the opposite and start a business that sends stuff to people....in the mail!! That's exactly what this weeks guest decided to do. Working as an Account Executive one day then the next, Kris Rudeegraap created an online sending platform. 5 Years later this wild idea is now worth over $650M and the Sendoso sending platform is now being used by thousands of sellers. What makes this episode so incredible is that Kris is not a tech expert! Kris is...
Sep 27, 2021•35 min
In March 2020 the world changed and over night everyone went virtual. Sales professionals all over the world needed to pivot. Outside sellers became inside sellers. Everyone jumped online searching for video conferencing equipment. For most people the remote working model was thought to be a short one. Now almost 18 months in, the remote working model is here to stay. Yes some are heading back into the office but for many the remote working model is here to stay. Selling virtually is a skill and...
Sep 20, 2021•32 min
One of the things that can hold us back in sales is not our competition, the environment, or the market, it's ourselves. In the pursuit of perfection, we actually hold ourselves back from executing! We need to realise, no matter how good our message is, it's never going to be perfect - people are so different - if we take care and we craft our message with our buyer persona in mind - even the best message is not going to work for everyone - so let's think about flipping the mindset from perfecti...
Sep 14, 2021•6 min
What does it take to be a successful Sales Professional? Is it the ability to say the right things at the right time? Is it the ability to prospect and create net-new opps? Or is it the ability to build meaningful relationships? A successful Sales Professional is one who does....yep, you guessed it, ALL of the above. Some sellers find certain parts of the role easier than others. When you think about sales, one could argue it hasn't changed at all. Prospects have problems, a need, sellers have p...
Sep 10, 2021•39 min
The capacity to learn is a gift. The ability to learn is a skill. The willingness to learn is a choice - Brian Herbert. Working in sales the only thing you can guarantee, is that you will hear the word NO more than hearing the word yes! But is hearing NO or YES the outcome we seek when working in sales? The one main metric a seller is judged on is the sales number that is generated. However the outcome is far greater than the amount of sales one can make. Every day working in sales is a gift. As...
Sep 08, 2021•6 min
What do you do when things go horribly wrong? And you find yourself in a position where you have to start again? That's what this week's guest had to do. Neil Twa was building something incredible and then sh@t hit the fan and the next thing - he was filing for bankruptcy and had to reinvent himself. Neil Twa is the CEO of High Voltage Marketing Media company that helps Amazon brand owners (and those who want to become brand owners!) create successful brands on Amazon. Neil used his experiences ...
Aug 30, 2021•34 min
A goal without a plan is just a dream - Brian Tracy To be successful in sales. The target matters. Regardless on how you view selling, sales professionals are paid to deliver an outcome and that outcome is a sales number. However, what do you do when you are struggling to hit target? Do you focus on the number you need to hit? Hitting target doesn't happen as a result of being lucky. We create our own luck by putting in the required effort. And the effort required? The plan you put in place firs...
Aug 29, 2021•5 min
Be gentle with yourself. You are doing the best you can - Anonymous Sometimes the best way to move forward is to take a step back. Take some time to chill and relax. Play some xbox, watch some netflix, each some chocolate. Rest is important. Be kind to yourself and allow yourself time to recharge to be the best you can be. **About This Podcast** How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimi...
Aug 23, 2021•5 min
"We do not need magic to transform our world. We carry all the power we need inside ourselves already." - JK Rowling. Uncertainty can create anxiety. Fear can creep in. It can challenge our thinking and drive us to make decisions we usually don't make it. Affirmations can play a powerful role in helping us move away from a negative state and enable us to find the positive from within. The words we tell ourselves can impact us. Both negative and positive. During this episode Luigi talks about the...
Aug 13, 2021•5 min
The worst call is the call you don't make. - Luigi Prestinenzi High Performing Sales Professionals can be summed up with one word. Choice. They choose to be proactive and focus their time on high payoff activities. And a major focus of those activities is prospecting. The relentless focus on making sure their pipeline is robust and active. One thing we learnt over the past 18 months is the phone is still the number 1 way for sellers to self generate pipeline. During this episode we are joined by...
Aug 06, 2021•39 min
'I am not what happened to me. I am what I choose to become' - Carl Jung. Each day we are presented with various problems to solve—some easier than others. Sometimes we experience problems we can't solve, and those problems can negatively impact us... And this is where the opportunity for growth is born. Each challenge, each problem presents us with a choice. The choice to try and problem solve and learn from it. Or to allow the situation to impact us negatively. How we choose to look at things ...
Aug 03, 2021•5 min
So what do you when you don't hit your number? For most sales professionals, missing target is something all sales people will experience. Sometimes it can be quite stressful. Working in sales is all about delivering results and when those results aren't achieved the spotlight can be on you. Working in sales can be the best profession in the world. It can also be one of the most challenging. On this week's episode we are joined by Eduardo Baez who works at Gartner who is a high performing sales ...
Jul 31, 2021•32 min
Whatever you vividly imagine, ardently desire, sincerely believe, and enthusiastically act upon, MUST inevitably come to pass. - Paul J Meyer Selling is the best profession in the world. But it can be a difficult profession. Some days the actions we take can deliver a certain outcome. Other days it can deliver a completely different outcome. When selling, rejection is part of the process. Being ghosted is part of the process. Yes there are things that can help reduce this from happening but expe...
Jul 28, 2021•5 min
Fear is a reaction. Courage is a decision. – Sir Winston Churchill Have you ever attended a child's first day of school? Some children are scared and don't want their parents to leave them, others run with enthusiasm and don't look back. However, one constant for children starting school is they all have a dream. When you ask what do want to be when you grow up, you hear.....astronaut...doctor, fireman....hairdresser....police officer....football player. As time goes on, the vision or dream chan...
Jul 21, 2021•4 min
You are working long hours. Hustling and grinding to build your pipeline. Have limited money in the bank. Questioning if you will be able to build a business and make it happen. Then a few years later, private equity knocks on your door and says..."Here is $30M dollars to help scale your company". What do you do? In this episode, G - the CEO and Founder of Lemlist discusses why he turned down $30M in funding by bootstrapping his way to becoming a unicorn, in a category where there are some big p...
Jul 14, 2021•32 min
