The Growth Playbook

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. 🔗 LINKSConnect 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. 🔗 LINKSConnect 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. 🔗 LINKSConnect 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.🔗 LINKSConnect 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. 🔗 LINKSConnect 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. 🔗 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.