The Growth Playbook

"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.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 "I never lose. I either win or I learn." - Nelson Mandela. As humans, we aren't limited in our capacity to learn, grow, and develop. But many of us don't make the most of this. After all, learning new things can be challenging. And if we have a routine that works, why change it? This week, Luigi considers the value of viewing every single day as an opportunity to learn and improve–no matter how long you've been the industry. 🔗 LINKS Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

In the last three episodes we've been focusing on the power of mindset as a strategic differentiator for sales professionals. To round out your mindset foundation for the year ahead, we're pulling this episode from Craig Ballantyne back up to the top of your list. Originally recorded in September 2020, it's essential listening if you're wanting to win in 2022. Join Craig and Luigi as they explore managing anxiety, barriers to success, balancing your work and home life, splitting your identity from what you do, and Craig's formula for success.🔗 LINKSConnect with Craig on LinkedIn, at his website, on Instagram, or via email. Find his books 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.

"I accumulated small, but consistent habits that ultimately led to results that were unimaginable when I started." - James Clear, Author of Atomic HabitsLike a path worn in the grass over time, daily habits can seem like they aren't having much impact until you view them over time. And reversed, for huge goals that you generally view over time (like an annual quota) it can seem that daily habits aren't as important as the milestone wins. This week, Luigi is talking about the power of consistency in de-risking our big goals, and how the small choices we make are the foundation of our competitive advantage. 🔗 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.

Change is constant in both business and in life, yet it's commonly associated with powerlessness and fear. But what if, like COVID and the QR code, change holds a powerful opportunity to thrive that we should be anticipating and embracing? In this episode, Luigi speaks with Meredith Elliot Powell, author of Thrive: Strategies to Turn Uncertainty to Competitive Advantage. An idea that struck her pre-COVID, Meridith has researched and considered approaches for businesses and sellers to use change to pivot them towards success. ✏️ The SCEPTIC tool (used to evaluate potential change)SocietyCompetitionEconomicsPoliticsTechnologyIndustryCustomers.🔗 LINKSConnect with Meridith on LinkedIn, or at ValueSpeaker.com, and find her book 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.

"When you run into a wall don't stop and give up. Figure out how to climb it." - Michael Jordan. Elite athletes can seem like a superhumans. A seperate race with innate abilities that propel them to achieve at levels the rest of us can only dream of. But a study by the University of Portsmouth and the University of Bath examining common traits of super-elite athletes found seven commonalities that are surprisingly accessible to all humans.From goal setting to confidence, in this episode Luigi breaks down how you can apply these seven superhuman traits in be the best you can be both in your sales career, and your life in general.🔗 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.

Imagine clawing your way back from a career rock-bottom to being #1 Enterprise AE at SalesForce in on year, closing $6 million solo. Or tripling your income in five years but still being in the kitchen with your young family by 6pm every night? Not possible, right? This episode's guest Ian Koniak has done both of these things, and he shares his best anti-hustle hacks with Luigi. Follow the path he took to transform both his sales performance, and his life.LINKS 🔗Find Ian on LinkedIn, YouTube, or 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.