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. 🔗 LINKSConnect 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. 🔗 LINKSConnect 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.

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. 🔗 LINKSConnect 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. 🔗 LINKSConnect 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. 🔗 LINKSConnect 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. 🔗 LINKSConnect with Todd at his websiteConnect 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. 🔗 LINKSConnect 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.🔗 LINKSJen 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.