The Growth Playbook

"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.

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.