In this episode, we sit down with Michael , Chief Sales Officer at NHP Electrical Engineering, to explore why the way you sell is as important—if not more so—than what you’re offering.

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 this episode, we sit down with Michael , Chief Sales Officer at NHP Electrical Engineering, to explore why the way you sell is as important—if not more so—than what you’re offering.

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.

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

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 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.

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. 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.

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: 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.

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, 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.

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 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.

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 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.

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 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.

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 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.

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 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.

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 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.

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

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 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.

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 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.

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 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.

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 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.

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 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.

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 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.

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 credibility with prospects, and create a compelling value proposition. This allows them to better understand the customer's needs, anticipate objections, and provide relevant solutions that meet those needs. A salesperson who thinks like a marketer is better equipped to leverage content and digital marketing tools to engage prospects, generate leads, and close more deals. During this interview with Chip House, CMO of CRM and Marketing Platform Insightly, Chip shares a number of different strategies that sellers need to consider when creating awareness. Connect with Chip https://www.linkedin.com/in/chiphouse/ This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

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-listen for anyone looking to take their sales game to the next level! Connect with Kyle https://www.linkedin.com/in/kyleasay/ This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

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.

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 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.

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

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 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 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 them. Then they switch into tactical mode to cover taping into your buyer's vision using insight, why you should be multi-threading, how to determine what you should research, and using GIFs to help make you human. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

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 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.

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 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.

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 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.

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 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.

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 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.

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, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.

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.

**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.

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 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.

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

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 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.

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 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.

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, 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 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 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.

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, 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 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.

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.

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 relationships. 🔗 LINKS Connect with Andy on https://www.linkedin.com/in/realandypaul/ (LinkedIn). Luigi https://www.linkedin.com/in/luigiprestinenzi/ (is there too). This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

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-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.

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 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.

"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, 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.

Special Guest: Hannah Conkey, CEO of Mindpilot

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

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 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.

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 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.

"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 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.