At the start of the pandemic, things shifted hard and fast. Businesses who had been resistant to adapting sales tech found themselves needing to quickly catch up, sometimes reaping unexpected benefits. But now the world is emerging from the pandemic, are these changes here to stay? Or will they become redundant as quickly as they became critical? In this episode, Luigi is joined by Tiffani Bova, Global Growth and Innovation Evangelist at Salesforce. She is a change maker whose thought-provoking and forward-thinking insights have made her a guest and contributor for esteemed sources including Bloomberg, BNN, Harvard Business Review, and Forbes. Find out what Tiffani sees as the sales relationship ahead, and the one most important thing to consider when choosing your path forward. Connect with Tiffani on LinkedIn. Find our more about her book here: Growth IQ Get Smarter About the Choices that Will Make or Break Your Business 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.

This episode is a rebroadcast of the most popular Mindset Monday episodes (#125). "Fear is a reaction. Courage is a decision." – Sir Winston ChurchillWhen a baby learns to walk, they will fall hundreds of times and get back up. They don't stop trying because they didn't achieve their goal. As adults, the fear of failure, comparison, adversity, and judgement constantly has us getting in our own way. This episode is all about having the courage to push past the fear. Because on the other side of fear is greatness. Pushing past the fear lets you be the best you can be. **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.

Siloed, competitive, potentially feuding. This was the traditional marketing/sales relationship. But lines are blurring, both on paper, and in practice. And when yocu look at it, it makes sense. Bringing people from a point of pre-contemplation to contemplation, to consideration and then decision–it's what both marketing and sales do. So, is this evolution creating space for sellers to grow into? This week Luigi speaks to Robert Tadros, founder of Impressive Digital (a 2021 LinkedIn Top Australian Startup) about the increasing amalgamation of marketing and sales functions within companies. They define how cross-skilling and collaboration can help both camps perform better, and the next-steps. Check out Impressive Digital at their website or on their podcast Growth Masters. Connect with Robert on LinkedIn or Instagram. 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 best thing about the basics is also what makes them underrated–their simplicity. It's because we like to think sales is harder than it is. And because no one remembers that time a right-on-schedule follow up closed the deal. But the thing we hear time and time again from top performing sellers and leaders, is that fundamental skills like note taking and following up are absolutely critical to success. So this week, don't over engineer it. Make your notes, don't snooze your follow ups. Deep down, you know that no matter what bells and whistles you build on top, you can't #bethebestyoucanbe without a solid foundation. One built out of the basics. Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/**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've all had that feeling. A prospect call is due but they unexpectedly haven't answered your last few calls. And now it's taking everything you have to not push them to next week. What do you do to keep your head in the game? To flip your mindset and find the right response, based on reality, rather than following your inference and perceptions. In the episode Luigi is joined by Catherine Brown, author of How Good Humans Sell. With over 20 years experience in sales, Catherine has earned incredible insights into what to do when things don't go to plan. It's all about looking right at the person you're selling to. Connect with Catherine on LinkedIn or at extraboldsales.com. Her book can be found on Amazon. Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/**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.

How can you level-up on value creation if you don't have a sales leader showing you the way? What about building your commercial acumen? Or sharpening your outbound calls? With all of the tech available today, self-coaching is a more accessible and powerful tool than ever. All you need is to define what "quality" looks like and take the time to reflect. This week Luigi is joined by David Pearson who started his career at Miller Heiman. These days he is CEO at Level Five Selling, and a sales coaching evangelist. Luigi and David chat about the opportunity that reflection creates at every stage of your career, whether you have a coach, are a coach, or are flying solo.Connect with David on LinkedIn https://www.linkedin.com/in/davidpearson72/ or by phone +1 630 808 6516. The Level Five Selling book trilogy can be found on Amazon.Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/**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 we set big goals it's incredibly exciting and motivating. But the challenge with big goals is the scale of them. At the end of each day it's hard to feel as though you've made any real impact. That can make you feel demotivated, which is dangerous when you hit a setback. Getting 8 hours sleep every single night doesn't sound like it would add up to a big goal, does it? But for elite athletes, checking that box can be the difference between qualifying and not. Placing and not. Winning and not. Every big goal is made up of micro-steps–there's no 0 to 100 option. So what I need you to do is to flip your mindset. Start celebrating every micro-step. Start celebrating each milestones, even if they're not a win. Remember that every 'no' you hear is getting you one step closer to your next 'yes.' By making your plan and sticking faithfully to the micro-steps, you're winning. Celebrating each step is guaranteed to help you #bethebestyoucanbeConnect with Luigi https://www.linkedin.com/in/luigiprestinenzi/**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 a world everyone where everyone is now virtual how do you deepen the relationship with prospects and customers? Sales might have evolved over the years but one thing has remained constant. That buyers must trust sellers in order to buy from them. Recent studies have show that there is a major trust gap between buyers and sellers. Email open rates are dropping. Prospects are being bombarded with marketing messages every where they go. So how do you stand out from the rest and also build strong relationships with your prospects and buyers?This week Luigi is joined by Laura Jade Harries, better known as LJ who has spent years working as a sales professional leading sales teams and now enabling sales teams to sell more through relationships. During this episode, Luigi and LJ discuss how to develop a relationship in a social environment and move offline.Connect with LJ https://www.linkedin.com/in/ljeqsalesConnect with Luigi https://www.linkedin.com/in/luigiprestinenzi/**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.

So what do you do when the world goes digital? You do the opposite and start a business that sends stuff to people....in the mail!!That's exactly what this weeks guest decided to do. Working as an Account Executive one day then the next, Kris Rudeegraap created an online sending platform. 5 Years later this wild idea is now worth over $650M and the Sendoso sending platform is now being used by thousands of sellers. What makes this episode so incredible is that Kris is not a tech expert! Kris is a sales professional who decided to take action and create a whole new category. During this episode Luigi and Kris talk about what inspired Kris to start Sendoso and the early challenges he worked through when first taking Sendoso to market. Connect with Kris https://www.linkedin.com/in/rudeegraap/Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/Check out Sendoso https://sendoso.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.

In March 2020 the world changed and over night everyone went virtual. Sales professionals all over the world needed to pivot. Outside sellers became inside sellers. Everyone jumped online searching for video conferencing equipment. For most people the remote working model was thought to be a short one. Now almost 18 months in, the remote working model is here to stay. Yes some are heading back into the office but for many the remote working model is here to stay. Selling virtually is a skill and this weeks Julie Hansen joins the Sales IQ podcast to share insight and techniques on how to sell virtually. Julie is an expert when it comes to selling virtually and has trained thousands on how to present to camera. Julie has spent a number of years teaching sales professionals, how to master the art of presenting and selling in a virtual environment. It doesn't matter how long we sell, how long we've been in our role. We've always got an opportunity to improve and enhance what we do. Tune in to this terrific episode - it's for all sellers impacted in these crazy times trying to get more out of the sales process in the virtual environment.Connect with Julie https://www.linkedin.com/in/juliehansensalestraining/Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/Thanks to RingDNA for sponsoring this episode. https://www.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.