"Nothing is impossible, the word itself says I'm possible" -Audrey Hepburn.Motivation wanes. You might be full of fire one day, but a week later back in the same old slump. The responsibility for keeping motivated isn't something we can outsource, and sales is a game where mental resilience is critical. So how do you keep that fire kindled? This week, Luigi talks through the power of filling your physical environment with triggers keep your mindset and motivation up all year long.🔗 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.

"We do not learn from our experiences. We learn by reflecting on our experiences" -John Dewey.As the year (and quarter) draws to a close, many of our minds have already turned to what's up next: 2022. To be the best you can be in 2022, Luigi has two things for you to reflect on this week. The first is to really really reflect hard on 2021. Remember, there's opportunities for growth to be found in both wins and losses. Make sure you caught the important ones so you use them to level up in 2022.The second is to start planning for 2022 now, don't leave it until the year has already started. Think about yourself this time next year, reflecting on your year again. What have you achieved that means you can't wipe the smile off your face? Make sure that's where your goals are setting you up to go. 🔗 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.

Outbound email. An already a noisy channel, made deafening over the last 24 months. The latest email statistics show outbound email volumes up 120-150% and reply rates down 40% since the start of the pandemic. If you haven't levelled-up your email game lately, you're probably feeling that heat. In this episode, Luigi is joined by the man with the Lavender heart, Will Allred. As Co-Founder of email-assistant tool Lavender, Will sees bulk data of what actually works. He shares with Luigi: How Lavender let demand shape their product.How prospects scan their inbox to categorise, not comprehend. If you should prioritise mobile-friendly formatting.The power of binary for response rates.What Lavender's email outbound cadence looks like. Why short and simple should be your default setting. LINKS 🔗Find Will on LinkedIn and Lavender at their 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.

"The only impossible journey is the one you never begin." -Tony RobbinsTaking a look around the post-Freedom Day gym this week, Luigi saw a lot of different people on a lot of different journeys. The one similarity? That in that moment they were all doing exactly the same thing: taking action to be the best they can be. Today's social media bubbles make it incredibly easy play the comparison game and disqualify yourself before you're even out of the gate. This week, rather than comparing paths, zoom in just on your path. Reflect on the ways in which you're already a better you than you used to be, and focus on those next steps that will empower the future you to be better again. Then keep moving. 🔗 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.

If you're new to sales or not feeling on your game right now, this episode is essential listening. At only 18 months into his first sales role, Ellis Abrahams hit 185% of his quota last quarter. Find out how he set himself up for fast success (hint: it all starts with the right mindset). In this episode, he shares with Luigi:• What prospects attribute his unique cut-through to.• Two things we can all keep at the front of our mind to lift our mindset.• The specifics of his cadence (we knew you'd want it).• His surprising must-have sequencing tool (and the reason it's his favourite).• How he's sidestepped pitfalls like leading with closing notes and 'spray and pray.'• How to get the most out of training and development.LINKS 🔗Find Ellis 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.

"Excellence is not an art. It's the habit of practice." - AristotleThis podcast recently hit a milestone 150 episodes. Reflecting on our back catalogue got Luigi thinking. There's almost limitless of content available today to those who want to learn. But humans are finite. There's only so much any one person can apply in their day, week, month, year, and lifetime.When there's always a shiny new thought to be following, does it take more discipline now than ever before to do the work to master the foundations of our craft? 🔗 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.

When Luigi started, he had one goal in mind: help sellers to become the very best they can be. Each guest on this podcast has given us valuable insights, advice and perspectives that they've earned over their careers. In this, our 150th episodes, we take a look back at some of our favourite moments to help you #bethebestyoucanbe.🔗 LINKSConnect 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.

"Whatever we expect with confidence becomes our own self fulfilling prophecy." - Brian Tracy.Let's be clear: being in a good frame of mind won't change whether someone picks up the phone or not. But it will change how you interact with those who do. And if you've been getting increasingly dejected and frustrated with each voicemailed call, there's no way the next prospect who answers will be getting you at the best you can be. This is because our mindset can drip into every interaction. Our tone of voice, the words we use, what we say with them, and non-verbal cues can all tank as our mindset does. But the right mindset can keep you in the right place, so you're ready when you reach that next opportunity. This week, rather than thinking 'great, another voicemail,' try 'great, another voicemail closer to a conversation.' It's a self-fulfilling prophecy for success. 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 enablement is likely something your company drives for you. But if you want to be at the top of your profession, is there danger in assuming what they are providing is all you need to be absorbing?Time and time again, self-enabled growth is what sets apart that top 1% of performers. And right now, an opportunity like never before is presenting itself–to adapt and evolve as a top sales professional in the next normal. On this episode, Luigi is joined by Roderick Jefferson. A founding father of the Sales Enablement movement, best-selling author, keynote speaker, and current Vice President of Field Enablement at Netskope, Roderick fills this episode with unmissable insights. Find Roderick on LinkedIn, Instagram, Twitter, and check out his new book Sales Enablement 3.0. Follow Luigi on LinkedIn. RingDNA is a recognized Gartner cool vendor that makes rev ops possible. Find them at ringDNA.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.

This episode is a rebroadcast of one of the most popular Mindset Monday episodes (#74). "They may forget what you said - but they will never forget how you made them feel" – Maya Angelou.Seth Godin's famous 'drill bit' is analogy is all about zooming out. About zooming out and not stopping until you get to the true source of your prospect's motivation. That means shifting your focus past what you're selling, past the immediate need, even past the apparent reason for that need. You keep drilling each deeper with each "why" until you hit the true motivating force for your buyer: how they want to feel. By understanding exactly how your prospect wants to feel, and why, you are going to be better positioned to give them the right experience.And let you be the best you can be. 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.