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.

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. 🔗 LINKSConnect 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. 🔗 LINKSFind 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. 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. 🔗 LINKSConnect 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. 🔗 LINKSConnect 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.

Something covered often on in this episode is the importance of genuinely wanting to help your prospects, and believing that you can solve a problem for them. Luigi's guest this week is Jason Marc Campbell, podcast host and author of Selling With Love. In his book he covers the five loves of selling. His #1 love? Loving the impact of your transaction. Join Luigi and Jason as the cover the importance of both prospecting and selling with love, and the many forms that can take. 🔗 LINKSConnect with Jason on LinkedIn (just don't leave that note field empty!), find his book on Amazon, and his podcast Selling With Love 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.

"You must take personal responsibility. You cannot change the circumstances, the seasons or the wind, but you can change yourself. That is something you have charge of." - Jim Rohn.Over the last two years we've seen significant and permanent changes to selling: remote work, reliance on tech, the evolution of the sales process. And guaranteed there will be more changes area ahead over the next 3, 5, 10 years. To thrive, or even just survive, professional salespeople need to grow, adapt and evolve. So, are you getting what you need to adapt, grow and overcome these challenges and #BeTheBestYouCanBe? If not, it's time to take ownership and drive your own development. After all, no one will be impacted more significantly by your success or failure than you. Join Luigi in this weeks episode where he asks the question that should be on everyone's mind about the course of their development journey: if not you, then who? 🔗 LINKSFind 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 Paul Reilly to dissect the traits needed to be a prospecting great in both boom times and turbulent times. Join them as they cover: 💙 Their ongoing passion for selling this deep into their careers.🎮 Two things you can do to take back control of your pipeline in a turbulent marketplace.💁 Doubling down on serving our prospects and customers.🌊 Differentiating yourself in a sea of sameness.🤝 Why prospects will meet with you and what they want to know you know. 🚰 What you can do to ensure you are constantly filling your pipe.🔗 LINKSConnect with Paul on LinkedIn, at his website, and find more information about his book Selling Through Tough Times here. You can listen to Paul's episode on Mike Weinberg's Sales Management Simplified 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.