Imagine you've lined up one of the largest deals of your career. What's your first move? In this episode Luigi is joined by Jamal Reimer, Sales Coach and Author of Mega Sales Secrets. Luigi and Jamal discuss how to navigate a challenging selling environment, why you should be a 'heliskier' not a 'mountaineer,' and the two abilities critical to closing mega deals. 🔗 LINKS Connect with Jamal on LinkedIn . Find his book Mega Sales Secrets here . His website is here . Connect with Luigi on LinkedIn...
Jun 15, 2022•31 min
Constantly changing environments and the unknown can impact your mindset. But there's a secret to thriving through all that, and it's as simple as being faithful to the basics. In this episode, Luigi is joined by Anna Weigandt, an athlete turned Account Executive at BetterUp. Luigi and Anna consider how seemingly simple behaviours like practicing, failing, using routines, and having an openness to learn, will always give you a jump start on success. 🔗 LINKS Connect with Anna on LinkedIn , and f...
Jun 08, 2022•33 min
Discovery is not dead. Conversely, running the right first meeting can help power your deal through the entire buying journey. In this episode, Luigi is solo and providing you with a micro masterclass on running the perfect first meeting. Find out his six key steps, why they're critical, and how to nail them. **About This Podcast** How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2...
Jun 01, 2022•19 min
By putting buyers at the centre of your sales process, you morph from professional salesperson into trusted advisor. But what happens if your process is built around you? In this episode, Luigi is joined by Charlotte Lloyd who is Global Director of Partnerships at Investment Monitor. In this unfiltered episode, they dive into what Charlotte selected sales as her career of choice, what she learned working in a commission only role, and why planning and reflection are cornerstone skills for profes...
May 18, 2022•28 min
In this episode, we've remixed Luigi's recent appearance on the Inside Inside Sales podcast, so you can sit back and enjoy getting to know Darryl, his expansive revenue knowledge, and his show. Luigi and Darryl spend the time exploring how to work smarter, not harder, to optimise your sales outcomes. 🔗 LINKS Connect with Darryl on LinkedIn . Connect with Luigi on LinkedIn . **About This Podcast** How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, of...
May 04, 2022•27 min
The age of information parity has triggered an evolution for the sales professional. Reaching out at the right time (before it's needed), trading essential knowledge as equals, and teaching your buyers how to buy are just some tactics that can help you be valued as a trusted advisor rather than a seller. In this episode Luigi is joined the indomitable Anthony Iannarino, in the first repeat appearance of any guest on the Podcast. Prepare to take notes - this episode is filled to the brim with ins...
Apr 20, 2022•39 min
In this episode, Luigi is joined by transparency nerd and sales historian Todd Caponi. By centring your mindset and values around being upfront with your prospects, Todd says you'll see payback in spades. Even if it means sacrificing that first deal on the table. 🔗 LINKS Connect with Todd at his website Connect with Luigi on LinkedIn . **About This Podcast** How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, ...
Apr 13, 2022•44 min
In sales, your learning and development is never done. But the foundation you build will not only accelerate your progress, but be something you refer back to throughout your entire career. So, where do you start? In this episode, Luigi is joined by Andrew Palummo. A fresh face at Qualtrics in March 2021, he went on to win SDR of the Year for the Asia Pacific & Japan region. Join Luigi as he finds out exactly what Andrew's ramping journey looked like. 🔗 LINKS Connect with Andrew on LinkedIn...
Apr 06, 2022•28 min
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 The trust gap between buyers and sellers is getting worse. Some reports show that over 80% of buyers don't trust sellers. So, how do you connect with buyers in a meaningful way without coming across sales-y? Andy Paul best selling author and Host of the Sales Enablement Podcast shares his framework that will help you deepen the relationships with your buyers and build long term sustainable relationshi...
Mar 23, 2022•14 min
If you're in need of a sales strategy geek-out, this one is for you. Luigi's guest this week is Jen Allen, Chief Evangelist at Challenger. A renowned method for B2B deals, and based in research, it's about taking ownership of your sales process. In the episode, Luigi and Jen examine the why, what, and how of Challenger Sales. Jen tells us why it's so impactful, how it fits in an evolving sales environment, and her favourite ways to apply it. 🔗 LINKS Jen is most active on LinkedIn , and is co-ho...
Mar 09, 2022•37 min
When you think of words like authentic and natural, trust is never far behind. And in sales, trust = a running start. So, it's logical that when we're building our sales processes, making them a fit for our personality, product, brand, and prospects should be non-negotiable. But how often do we truly feel empowered to break free from the status quo? Our guest this week is Dale Dupree, founder of The Sales Rebellion. His mission is to help sellers be intentional in how they engage throughout the ...
Mar 02, 2022•41 min
"The definition of insanity is doing the same thing over and over again, and expecting a different result." - Albert Einstein. We've all got a vague idea of how well we're doing at our day-to-day activities, right? But is that enough to make you the best you can be – or to even hold your current performance? Without regularly reflecting on how things went according to your best practice, it's much more likely that small misses will become habits, then snowball into big limitations. This week, Lu...
Feb 28, 2022•5 min
Prospecting. Crucial for building a healthy pipeline, but more often a dreaded task than the highlight of our day. But does it have to be this way? This week, Luigi is joined by Kevin Hopp, an outbound specialist who believes prospecting 'doesn't have to suck so much.' His solution? Leveraging tech and process to create a bespoke outbound strategy that gels with our strengths. Spinning your prospecting around to a more positive and exciting experience can help everyone enjoy prospecting a little...
Feb 23, 2022•35 min
Prospecting isn't always sunshine and roses, but a strong strategy is absolutely essential to pipeline creation. So how do you construct a hyper-effective outbound strategy that ensures the pain is worth the gain? In this episode, Luigi is joined by Jeff Swan of Outbound SOS. This episode is packed full of strategic advice to fill the top of your funnel and ensure a healthy pipeline. 🔗 LINKS Connect with Jeff on LinkedIn or at Outbound SOS . Find Luigi on LinkedIn . You can find that LinkedIn p...
Feb 16, 2022•34 min
" A person who never made a mistake never tried anything new." - Albert Einstein. It's instinctual to be deflated when a deal drops differently to how you were expecting, especially if followed your passion into sales. But as professional salespeople, we know that losing a percentage of deals is just a fact of life. It doesn't define us, and it's not a negative. We need to pick up and keep moving. But what if every lost deal conceals a powerful hidden benefit? Join Luigi this week as he looks at...
Feb 14, 2022•5 min
Something covered often on in this episode is the importance of genuinely wanting to help your prospects, and believing that you can solve a problem for them. Luigi's guest this week is Jason Marc Campbell, podcast host and author of Selling With Love . In his book he covers the five loves of selling. His #1 love? Loving the impact of your transaction. Join Luigi and Jason as the cover the importance of both prospecting and selling with love, and the many forms that can take. 🔗 LINKS Connect wi...
Feb 09, 2022•35 min
"You must take personal responsibility. You cannot change the circumstances, the seasons or the wind, but you can change yourself. That is something you have charge of." - Jim Rohn. Over the last two years we've seen significant and permanent changes to selling: remote work, reliance on tech, the evolution of the sales process. And guaranteed there will be more changes area ahead over the next 3, 5, 10 years. To thrive, or even just survive, professional salespeople need to grow, adapt and evolv...
Feb 07, 2022•5 min
In this episode, Luigi is joined by Paul Reilly to dissect the traits needed to be a prospecting great in both boom times and turbulent times. Join them as they cover: 💙 Their ongoing passion for selling this deep into their careers. 🎮 Two things you can do to take back control of your pipeline in a turbulent marketplace. 💁 Doubling down on serving our prospects and customers. 🌊 Differentiating yourself in a sea of sameness. 🤝 Why prospects will meet with you and what they want to know you ...
Feb 02, 2022•33 min
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 "I never lose. I either win or I learn." - Nelson Mandela. As humans, we aren't limited in our capacity to learn, grow, and develop. But many of us don't make the most of this. After all, learning new things can be challenging. And if we have a routine that works, why change it? This week, Luigi considers the value of viewing every single day as an opportunity to learn and improve–no matter how long y...
Jan 31, 2022•6 min
In the last three episodes we've been focusing on the power of mindset as a strategic differentiator for sales professionals. To round out your mindset foundation for the year ahead, we're pulling this episode from Craig Ballantyne back up to the top of your list. Originally recorded in September 2020, it's essential listening if you're wanting to win in 2022. Join Craig and Luigi as they explore managing anxiety, barriers to success, balancing your work and home life, splitting your identity fr...
Jan 26, 2022•35 min
" I accumulated small, but consistent habits that ultimately led to results that were unimaginable when I started." - James Clear, Author of Atomic Habits Like a path worn in the grass over time, daily habits can seem like they aren't having much impact until you view them over time. And reversed, for huge goals that you generally view over time (like an annual quota) it can seem that daily habits aren't as important as the milestone wins. This week, Luigi is talking about the power of consisten...
Jan 24, 2022•6 min
Change is constant in both business and in life, yet it's commonly associated with powerlessness and fear. But what if, like COVID and the QR code, change holds a powerful opportunity to thrive that we should be anticipating and embracing? In this episode, Luigi speaks with Meredith Elliot Powell, author of Thrive: Strategies to Turn Uncertainty to Competitive Advantage. An idea that struck her pre-COVID, Meridith has researched and considered approaches for businesses and sellers to use change ...
Jan 19, 2022•32 min
" When you run into a wall don't stop and give up. Figure out how to climb it." - Michael Jordan. Elite athletes can seem like a superhumans. A seperate race with innate abilities that propel them to achieve at levels the rest of us can only dream of. But a study by the University of Portsmouth and the University of Bath examining common traits of super-elite athletes found seven commonalities that are surprisingly accessible to all humans. From goal setting to confidence, in this episode Luigi ...
Jan 17, 2022•7 min
Imagine clawing your way back from a career rock-bottom to being #1 Enterprise AE at SalesForce in on year, closing $6 million solo. Or tripling your income in five years but still being in the kitchen with your young family by 6pm every night? Not possible, right? This episode's guest Ian Koniak has done both of these things, and he shares his best anti-hustle hacks with Luigi. Follow the path he took to transform both his sales performance, and his life. LINKS 🔗 Find Ian on LinkedIn , YouTube...
Jan 12, 2022•41 min
If you've got back-to-the-grind blues, this energy-packed episode could be the most important 35 minutes you invest all year. Join Larry Long Jr and Luigi as they put you on the right path for making 2022 your best year yet. Even if you've already let your resolutions slip. They dip into: 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 a...
Jan 05, 2022•35 min
" I once cried because I had no shoes to play football with my friends, but one day I saw a man with no feet and I realized how rich I am." -Zinedane Zidane. The turn of the year is the world's favourite opportunity to look at things with a fresh perspective. We take a moment to pause and reflect on what's working, what isn't, where we want to be this time next year, how we're going to get there, and why we're doing it all in the first place. In the last episode for 2021, let Luigi help you supe...
Dec 31, 2021•11 min
Having broken the $1 million commission barrier year-on-year-on-year, Brandon Fluharty knows exactly where your focus needs to be to build a successful sales career. And it's not where you might expect. In this episode, Brandon Fluharty shares the secret to his career with Luigi including: 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...
Dec 15, 2021•36 min
"Nothing is impossible, the word itself says I'm possible" -Audrey Hepburn. Motivation wanes. You might be full of fire one day, but a week later back in the same old slump. The responsibility for keeping motivated isn't something we can outsource, and sales is a game where mental resilience is critical. So how do you keep that fire kindled? This week, Luigi talks through the power of filling your physical environment with triggers keep your mindset and motivation up all year long. 🔗 LINKS Find...
Dec 13, 2021•8 min
"We do not learn from our experiences. We learn by reflecting on our experiences" -John Dewey. As the year (and quarter) draws to a close, many of our minds have already turned to what's up next: 2022. To be the best you can be in 2022, Luigi has two things for you to reflect on this week. The first is to really really reflect hard on 2021. Remember, there's opportunities for growth to be found in both wins and losses. Make sure you caught the important ones so you use them to level up in 2022. ...
Dec 06, 2021•6 min
Outbound email. An already a noisy channel, made deafening over the last 24 months. The latest email statistics show outbound email volumes up 120-150% and reply rates down 40% since the start of the pandemic. If you haven't levelled-up your email game lately, you're probably feeling that heat. In this episode, Luigi is joined by the man with the Lavender heart, Will Allred. As Co-Founder of email-assistant tool Lavender, Will sees bulk data of what actually works. He shares with Luigi: How Lave...
Dec 01, 2021•40 min
