The Growth Playbook

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.

One of the things that can hold us back in sales is not our competition, the environment, or the market, it's ourselves. In the pursuit of perfection, we actually hold ourselves back from executing!We need to realise, no matter how good our message is, it's never going to be perfect - people are so different - if we take care and we craft our message with our buyer persona in mind - even the best message is not going to work for everyone - so let's think about flipping the mindset from perfection to progress and continuous improvement! There's always opportunity to learn and do things better, but if we aim for perfection - you'll never be ready to go to market. So, sometimes, you just have to go out there and get it with what you have. Lean into the mindset that we are there to learn and #bethebestyoucanbe...strike that balance between perfection and progress.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.

What does it take to be a successful Sales Professional? Is it the ability to say the right things at the right time? Is it the ability to prospect and create net-new opps? Or is it the ability to build meaningful relationships? A successful Sales Professional is one who does....yep, you guessed it, ALL of the above. Some sellers find certain parts of the role easier than others. When you think about sales, one could argue it hasn't changed at all. Prospects have problems, a need, sellers have products or services that fix the problem. Buyer and seller interact, buyer sees value and BOOM, transaction takes place. The concept of sales hasn't really changed. What has changed is the way buyers and sellers communicate, and the functions of the sales roles. This week we are joined by Warren Zenna, a Chief Revenue Officer expert who shares his journey. From being fired early in his career, becoming an actor, then to sales, before moving into a leadership role. Connect with Warren https://www.linkedin.com/in/warrenz/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.

The capacity to learn is a gift. The ability to learn is a skill. The willingness to learn is a choice - Brian Herbert.Working in sales the only thing you can guarantee, is that you will hear the word NO more than hearing the word yes!But is hearing NO or YES the outcome we seek when working in sales?The one main metric a seller is judged on is the sales number that is generated. However the outcome is far greater than the amount of sales one can make. Every day working in sales is a gift. As everyday there is an opportunity to learn and grow. And when we embrace the fact, that there are so many things that fall outside of our control. We open ourselves to an opportunity to grow. This growth comes in a form of learning. But in order to grow we must invite and accept that opportunity. **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.

What do you do when things go horribly wrong? And you find yourself in a position where you have to start again?That's what this week's guest had to do. Neil Twa was building something incredible and then sh@t hit the fan and the next thing - he was filing for bankruptcy and had to reinvent himself. Neil Twa is the CEO of High Voltage Marketing Media company that helps Amazon brand owners (and those who want to become brand owners!) create successful brands on Amazon. Neil used his experiences to fuel his success and build an incredible business. This episode is one every seller will resonate with, jump into this episode and feelthe emotional ride that occurs in selling. Connect with Neil https://www.linkedin.com/in/neiltwa/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.

A goal without a plan is just a dream - Brian TracyTo be successful in sales. The target matters. Regardless on how you view selling, sales professionals are paid to deliver an outcome and that outcome is a sales number. However, what do you do when you are struggling to hit target? Do you focus on the number you need to hit? Hitting target doesn't happen as a result of being lucky. We create our own luck by putting in the required effort. And the effort required? The plan you put in place first. This is more important that the target you are trying to achieve. 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.

Be gentle with yourself. You are doing the best you can - Anonymous Sometimes the best way to move forward is to take a step back. Take some time to chill and relax. Play some xbox, watch some netflix, each some chocolate. Rest is important. Be kind to yourself and allow yourself time to recharge to 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.

"We do not need magic to transform our world. We carry all the power we need inside ourselves already." - JK Rowling. Uncertainty can create anxiety. Fear can creep in. It can challenge our thinking and drive us to make decisions we usually don't make it. Affirmations can play a powerful role in helping us move away from a negative state and enable us to find the positive from within. The words we tell ourselves can impact us. Both negative and positive. During this episode Luigi talks about the power of affirmations. **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.