💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 ins...
Mar 18, 2024•19 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 helpin...
Mar 11, 2024•14 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 Spar...
Mar 04, 2024•30 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 jus...
Feb 29, 2024•1 hr 2 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In this episode, you're going to learn: The difference between a story and a narrative How to create a narrative to influence the buying committee 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 Davi...
Feb 27, 2024•48 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In this episode, you're going to learn: Why you need to slow the sales process. Stop selling and start educating. 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, reve...
Feb 20, 2024•19 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In this episode, hosts David Fastuca and Luigi Prestinenzi are joined by guest Lloyd Thompson to delve into the art of coaching in sales. 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 i...
Feb 12, 2024•25 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In this episode, you're gonna learn how to shorten the sales cycle by creating a buyer's journey that's based on educating and nurturing through insight. 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 liste...
Feb 06, 2024•20 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In this episode, we dive into the importance of preparation in prospecting, time blocking, and building a routine to boost pipeline performance. 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: ...
Jan 30, 2024•15 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In today's episode, we explore the art of cold calling and the importance of intonation, relationship tension, and preparation. 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 ef...
Jan 22, 2024•22 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 a...
Jan 15, 2024•27 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In this episode, we dive deep into the key to successful B2B sales goal setting. 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...
Jan 08, 2024•19 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 ...
Jan 01, 2024•25 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands [FREE DOWNLOAD] Copy the Sales Calculator Template 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...
Dec 19, 2023•18 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands Trying to boost your sales figures? 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 f...
Dec 11, 2023•24 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In today's episode, we dive into reducing tension when closing deals, creating urgency, and the best closing techniques. 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 reveal...
Dec 04, 2023•17 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In this tactical episode, our hosts, Luigi Prestinenzi and David Fastuca, tackle the common objection that arises at the end of every year: "Let's push this off until next year." 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 ...
Nov 27, 2023•18 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands In this episode of "How To Sell," we're diving into the world of complex sales processes and mastering the art of being a trusted advisor. 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 profe...
Nov 17, 2023•37 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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...
Nov 06, 2023•21 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 d...
Oct 31, 2023•31 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 complexitie...
Oct 23, 2023•45 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 ...
Oct 16, 2023•37 min
💰 Get FREE access to the tactics used by the fastest-growing b2b brands 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 dri...
Oct 09, 2023•46 min
Welcome to episode #220 of the How To Sell podcast. In this episode, your hosts, Luigi Prestinenzi and Dave Fastuca , dive into the art of effective outreach and nurturing relationships with potential clients. 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 d...
Oct 02, 2023•28 min
Welcome to episode #219 of the How To Sell podcast with your hosts, Luigi Prestinenzi and Dave Fastuca . In this episode we have a special guest joining us, Tim Stansky , the Director of Global Sales Enablement and Training at Lusha, a true expert in the field of sales. 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 in...
Sep 25, 2023•51 min
Subscribe to the Growth Forum Newsletter 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 #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 operati...
Sep 18, 2023•40 min
Subscribe to the Growth Forum Newsletter 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 #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 corpor...
Sep 11, 2023•45 min
Subscribe to the Growth Forum Newsletter 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/ 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 G...
Sep 04, 2023•49 min
Subscribe to the Growth Forum Newsletter 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 #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 ...
Aug 28, 2023•45 min
Subscribe to the Growth Forum Newsletter 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 #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 de...
Aug 22, 2023•36 min
