The Growth Playbook

The worst call is the call you don't make. - Luigi PrestinenziHigh Performing Sales Professionals can be summed up with one word. Choice. They choose to be proactive and focus their time on high payoff activities. And a major focus of those activities is prospecting. The relentless focus on making sure their pipeline is robust and active. One thing we learnt over the past 18 months is the phone is still the number 1 way for sellers to self generate pipeline. During this episode we are joined by Cold Calling Expert Steve Richard who has spent his career self creating opportunities for himself using the phone. Connect with Steve https://www.linkedin.com/in/saleskickoffspeaker/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.

'I am not what happened to me. I am what I choose to become' - Carl Jung.Each day we are presented with various problems to solve—some easier than others. Sometimes we experience problems we can't solve, and those problems can negatively impact us...And this is where the opportunity for growth is born. Each challenge, each problem presents us with a choice. The choice to try and problem solve and learn from it. Or to allow the situation to impact us negatively.How we choose to look at things can ultimately turn a problem into an opportunity. To develop resilience, we must put ourselves into situations that are challenging. Those are somewhat uncomfortable to deal with. It's these situations that allow us to create the blocks that help build our fortress of solitude.**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 when you don't hit your number? For most sales professionals, missing target is something all sales people will experience. Sometimes it can be quite stressful. Working in sales is all about delivering results and when those results aren't achieved the spotlight can be on you. Working in sales can be the best profession in the world. It can also be one of the most challenging. On this week's episode we are joined by Eduardo Baez who works at Gartner who is a high performing sales professional selling into large enterprise. However it always hasn't been smooth sailing for Eddie. Early in his career, Eddie struggled to make sales. It became a difficult stage of his career, but was one of the most important stages of his career and during this episode Eddie discusses how he turned a negative situation into a career defining moment. Connect with Eddie https://www.linkedin.com/in/ebaezsales/ 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.

Whatever you vividly imagine, ardently desire, sincerely believe, and enthusiastically act upon, MUST inevitably come to pass. - Paul J MeyerSelling is the best profession in the world. But it can be a difficult profession. Some days the actions we take can deliver a certain outcome. Other days it can deliver a completely different outcome. When selling, rejection is part of the process. Being ghosted is part of the process. Yes there are things that can help reduce this from happening but experiencing rejection is always going to happen when working in sales. Manifesting an outcome. Visualising a future state is a key ingredient when working towards a goal. Not just visualising your own success. But putting positive energy into the world to others. **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.

Fear is a reaction. Courage is a decision. – Sir Winston ChurchillHave you ever attended a child's first day of school? Some children are scared and don't want their parents to leave them, others run with enthusiasm and don't look back. However, one constant for children starting school is they all have a dream. When you ask what do want to be when you grow up, you hear.....astronaut...doctor, fireman....hairdresser....police officer....football player.As time goes on, the vision or dream changes. Some don't know what they want to do. Some change their mind because of what experience and hear. What is inspiring about children is they have a creative mindset of anything is possible. Until the world conditions them, they often have no limits... When 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, conditioning and our external factors can impact the decisions we make, it may impact our ability to keep trying to achieve our dreams. This week it's all about courage. Courage to break the shackles of fear. 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.

You are working long hours. Hustling and grinding to build your pipeline. Have limited money in the bank. Questioning if you will be able to build a business and make it happen. Then a few years later, private equity knocks on your door and says..."Here is $30M dollars to help scale your company". What do you do?In this episode, G - the CEO and Founder of Lemlist discusses why he turned down $30M in funding by bootstrapping his way to becoming a unicorn, in a category where there are some big players with deep pockets. Tune in as G talks about his journey so far and how he used his marketing capability and cold email to create a $100M company. But don't be fooled, his journey hasn't all been smooth sailing, so turn up the volume on this great episode with lots of learning for every sales professional who is trying to master the art of selling and be the best they can be. Connect with G. https://www.linkedin.com/in/-g-/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.

"Only those who have the courage to take the penalty miss them" - Roberto BaggioThe sky is blue today. And it will be for some time. The mighty Azzurri won the football (soccer) European Cup. Against all the odds. Not just in the game against England, but leading up to the tournament no one said they would progress. For one side it was pure ecstasy. For the other - tears of disbelief. What made it so hard for the losing team is the three champions who missed critical shots to keep their team in the game. Sports and sales share so many similarities. Even the best athletes in the world miss crucial opportunities. Missing a critical chance is not failure. The work required to get in a position to take the shot means you have already achieved success. So many fail to get to the start line because they fear making the wrong call. Sending the wrong email. Not nailing the proposal. But in order to convert an opportunity you have to get yourself out there. Don't let the fear of failure stop you from achieving your goals. 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 develop the right habits? We're all Professional Salespeople who know our strengths and weaknesses, right? And in the quest for continuous improvement, we all know we can improve some of those negative habits.... During this episode Luigi talks with RJ Singh, Host of the Ultra Habits Podcast about the mindset required to create the right habits. As well as being the host of his own podcast, RJ has also achieved incredible success as a sales professional, being one of the countries top performers in his industry. RJ lives a very disciplined lifestyle, with heath and fitness at the core of what he does. He pushes himself outside of his comfort-zone by running in marathons, trail runs and is always trying to challenge himself to be the best he can be.RJ's journey hasn't always been smooth sailing. Earlier in his career, RJ allowed his bad habits dictate his lifestyle and it wasn't a pretty picture.... This is a great episode for anyone looking for ways to improve, looking for ways to be the best they can be.Connect with RJ https://www.linkedin.com/in/rj-singh/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 greatest discovery of all time is that a person can change his future by merely changing his attitude - Oprah Winfrey. When the economy changes and you find yourself in a period of uncertainty, what do you do? Over the past 18 months many around the world have been faced with this difficult dilemma. Over night, the world changed. Is this the first time the world experienced a period of uncertainty? Will this be the last? Looking back at the history books, we can see the world has experienced many moments of uncertainty, one thing you can bet on - change and uncertainty is always going to occur. For some, the change will be hard to work through and for others, change represents great opportunity!This weeks podcast is dedicated to the book Thrive, by Meridith Elliot Powell, in which she talks about turning the uncertainty into opportunity. Luigi's excited, it's right up his alley - having that proactive mindset helping you to be the best you can be....it's critical to chasing the opportunity!Connect with Meridith https://www.linkedin.com/in/meridithelliottpowell/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.

Surround yourself with people who talk about visions and ideas not people. Anonymous.Fear is an incredible emotion. It can ignite us to take action and it can stop us from moving forward. We live in a world where social media has created a need to be accepted, a need to be liked and a need to be followed. This desire to be see and heard can create a barrier. An imaginary barrier off allowing what others think to stop us from being the best we can be. In this episode, Luigi talks about why we must not allow the opinions of others impact what we do. 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.