Subscribe to the Growth Forum Newsletter and Click Here 👉 https://www.growthforum.io/newsletter Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/ In episode #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 differ...
Aug 14, 2023•12 min
Subscribe to the Growth Forum Newsletter and Click Here 👉 https://www.growthforum.io/newsletter Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/ In episode #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 profession...
Aug 08, 2023•10 min
Subscribe to the Growth Forum Newsletter and Click Here 👉 https://www.growthforum.io/newsletter Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/ In episode #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 ...
Aug 01, 2023•26 min
Welcome to another enlightening episode of the Skalable Growth Podcast, where we explore the dynamic world of Cold Email and its impact on sales. In an era where sales automation is rampant, research has become a superpower for sales professionals, setting them apart from the competition. 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. Bu...
Jul 02, 2023•20 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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: Sa...
Jun 25, 2023•36 min
On this episode of Skalable Growth Podcast, we dive into the importance of asking effective questions during the sales process with guest Paul Cherry, the author of "Questions That Sell." During this episode Paul shares the four key questions buyers have in mind, how to tailor a successful sale, and the importance of past, present, and future-oriented questions. Key Takeaways from this Episode: 1. Understanding a buyer's motivations, such as minimizing risk and gaining an edge, profitability, an...
Jun 14, 2023•52 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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...
Jun 03, 2023•35 min
Creating more pipeline is the top priority for every sales professional at the moment. On this episode of Skalable Growth, Nate Stolt, Consultant and VP of Sales, shares the five levers to pull to generate more pipeline. Nate shares his preferred method of outreach and offers tips for creating effective cold emails, including timing and proper targeting. Key Takeways from the Episode: 1. Five levers to pull when building a pipeline for B2B sales: driving to businesses, mailers, phone, email, and...
May 28, 2023•33 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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 takeaw...
May 17, 2023•35 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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...
May 11, 2023•56 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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 o...
May 03, 2023•36 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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 shou...
Apr 22, 2023•40 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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 th...
Apr 12, 2023•33 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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 Evan...
Apr 04, 2023•40 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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 wit...
Mar 21, 2023•37 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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 sal...
Mar 02, 2023•36 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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 custome...
Feb 23, 2023•32 min
Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter 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...
Feb 09, 2023•37 min
Sales and marketing are two critical components of a successful business, and each plays a unique role in generating revenue. While sales focuses on closing deals and making transactions, marketing is responsible for creating awareness and building the brand. However, salespeople who also think like marketers have a distinct advantage in today's competitive landscape. By incorporating marketing tactics into their approach, salespeople can differentiate their offerings, build trust and credibilit...
Jan 30, 2023•35 min
Discovering what a buyer needs is not just about sellers learning about their potential customers, it's also about the buyers learning about what the seller can offer them. In this week's episode of our sales podcast, we sat down with sales Practitioner Kyle Asay to discuss the importance of the discovery stage in the sales process. Kyle shared his tried-and-true tactics and strategies for effectively guiding prospects from their initial conversation all the way to closing the deal. It's a must-...
Jan 19, 2023•35 min
How often when prospecting, do you hear a NO or receive an email saying not interested and then you mark as closed lost and move on. During this weeks episode, Ryan will help you think about what a NO means and why you should be taking all feedback from your prospects as a learning to help develop the next outreach step within your target accounts.
Jan 07, 2023•43 min
Show em you know em has become a famous quote in sales. This week we are privileged to welcome Samantha Mckenna founder of #samsales who joins us to share insights and ideas on what sellers can do to differentiate in a crowded marketplace. 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 whi...
Dec 21, 2022•40 min
2022 has been a difficult year for many sellers. Companies reducing head count, economic uncertainty causing deals to slip. And the amount companies are spending on inbound has dropped. 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 ...
Dec 09, 2022•32 min
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Sales is a complex industry, so leaning on the wisdom of others is essential to avoid potholes and succeed more efficiently. Let's get started. In this episode Luigi is joined by Nicholas Thickett, Managing Partner at Alignd, and Co-Host of the B2B Power Hour Podcast. First they explore the hazards of the industry (burnout, economic conditions) and the unexpected opportunities you can discover within ...
Oct 07, 2022•33 min
Bad news: Many common sales tactics create friction against the natural buying cycle. Good news: this episode is here to save you from yourself. 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 pro...
Sep 14, 2022•33 min
Sales pros come from all walks of life. In this episode, you'll find our how an ex-Linguistics professor became an influential thought leader, making a permanent impact on our industry. 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 you...
Aug 10, 2022•38 min
A champion is one of your deal's biggest assets, selling change in the places you aren't allowed. But is one champion enough? 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 dea...
Aug 03, 2022•36 min
Building trust in the virtual world can be challenging, especially when you're prospecting. One single prospecting practice can build trust, pattern interrupt, and make you more memorable. So, why isn't everyone doing it? 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 differe...
Jul 20, 2022•35 min
Outreach. It's one of the more painful parts of sales but, done right, it floods your pipeline with that 30% of the market who aren't actively investigating a solution to their problem, but would take a call about it. 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 personal...
Jul 06, 2022•38 min
With uncertain economic times on the horizon, now is the time to get your groundwork right. 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, a...
Jun 22, 2022•21 min
