The Growth Playbook

Get the fundamentals down and everything you do will rise. Michael Jordan. Why is it that sellers today, focus on tactics and techniques versus relationships and network? Is it that tactics and techniques are more important than building relationships? The changing sales landscape is making it harder for sales professionals. Not that selling has changed, but the impact of technology and social platforms has changed the way sellers behave. What can't be missed, is the need to develop meaningful relationships! The relationship funnel is so important, meaning the focus needs to shift away from the transaction. Away from the contract. Away from the deal. The mindset sellers must exhibit needs to shift, and focusing on the basics is key to make that shift occur. In this episode Luigi talks about why relationships are key to success for sellers to BeTheBestTheyCanBe. 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.

Technology has changed the way sellers interact with buyers. Sales structures have changed to allow sellers to only focus on certain stages of the sales process, helping sellers to really target specific parts of the pipeline. However, some reports suggest that sellers are spending less than 40% of their time actually selling. So how do you meet your sales objectives in a world where sales is becoming more complex? This week, Luigi is joined by Jeff Ignacio, Head of Revenue Operations at fast growing tech company UpKeep. Jeff shares his story in sales and how he helps sellers improve their process and conversions by looking at the sales process from a macro perspective. Tune into this episode to learn how you can bring an operational focus to your role and help you close more deals. Connect with JeffConnect with Luigi**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.

Never overlook the power of simplicity - Robin SharmaBeing busy and being productive are two different things and being busy does't mean you are productive. This week, Luigi talks about how he has de-cluttered his day and removed the daily tasks that don't move the needle in a positive direction. Focusing on too many things can sometimes limit focus and reduce the amount of energy that one can apply. Make this week the week of making things simple. #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.

Action is the foundational key to all success - Pablo PicassoFear is a powerful emotion. It can compel us to take action and it can stop us from moving forward. In this week's Monday Mindset, Luigi talks about the circle of control, and focusing on what sits within his control instead of letting outside influences stop him from taking action. Taking action can be a challenge especially when fear creeps in. But the impact of taking action and breaking through that barrier can be the best feeling in the world. Make this week the week of action #bethebestyoucanbeConnect with Luigi**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 global pandemic has changed the way we interact with prospects and customers. What we learned through the pandemic is how important human connection is. Technology is playing a more significant role in our lives and being connected and engaged in the community is more important than ever before. This week, Luigi is joined by Jared Robin, Co-Founder of RevGenius, a community that has grown to be one of the largest sales professional communities. Jared discusses why every sales professional needs to build a community and why selling is more than just a transaction. Sellers who focus on just making sales will often find while they may make make a sale, they are not creating a customer. Customers are those who buy more than once and often become advocates for what you do. Tune into this episode to learn how Jared went from 0 to 12,000 members in under twelve months. Connect with Jared  Connect with Luigi**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.

"There is no elevator to success, you have to take the stairs." - Zig ZiglarForming habits can be the best and worst thing in the world, and trying to break bad habits can be very challenging. So why are we focusing on our habits? Focusing on the activities we do?Instead of focusing on your habits and the activities you need to do each day, try focusing on who you are...the values that sit within, and watch as your habits start to reflect the inner you and how they align to your core. See how much easier it is to make good new habits...and break the bad habits.During this episode, Luigi talks about creating an environment that works for you and the stage of life you are in. Getting up at 4 am, as great as that is for some, might not work for you, so it's important to find a routine that allows you to be the best you can be. Your habits must be aligned to your values, to what's important to you. Connect with Luigi **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 Being positive and staying that way takes a lot of effort. Sometimes we end up having negative thoughts...sometimes, regardless of how much effort we put in, we don't meet the outcomes we work so hard trying to achieve. The emotional ride of sales can be tough. It's easy to punch the air and feel great when you are winning, but there is incredible learning that occurs when you have your back to the wall and feel like sh@t. Being outside of your emotional comfort zone is an opportunity to grow, find something you didn't know about yourself and build a level of resilience you didn't know existed. Embrace the negative patches in sales. It's what creates the opportunity to grow and learn to be the best you can be. So next time you hit that low point. Ask yourself. How can I grow from this experience? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Sales is a profession designed around performance and targets, taking you on a journey that can be both incredible and be the most challenging. It's a profession where anything is possible. However, what can be a highly motivating profession, can create a tremendous amount of stress. So how do you regulate the emotional ride of selling? This week Luigi talks to Michelle Hecht, a career Sales Professional who has spent over 20 years in various sales roles, some months exceeding her targets and being the superstar, other months having to hustle and grind to find a way to meet those targets. So plug in your earphones and get ready to try some of the strategies Michelle uses during the highs and lows and to get through that point of burnout...and still be a superstar! Connect with Michelle https://www.linkedin.com/in/michellehecht/ Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Much has changed in the world of selling, especially the technology available and segmenting of the funnel - with SDRs working the top and AEs owning qualified opps. During this episode, Luigi talks to Sarah Brazier, Account Executive at Gong, who nailed it as an SDR and is successfully transitioning to the role of AE, on track to crush her quota in her first year. A real stand-out is Sarah's relentless focus on learning and development and self-improvement. Six months before her leap to AE, Sarah determined her weaknesses in the sales process and set about developing them into her strengths. Tune in as Sarah shares how defining her buyer persona and aligning her solution to their challenges, along with her driven mindset, has been the foundation for her success. So many nuggets of gold for every sales professional, looking to crush quota and be the best they can be. Find us here: https://www.linkedin.com/in/sjbrazier/ (Sarah Brazier) https://www.linkedin.com/in/luigiprestinenzi/ (Luigi) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 You know those times when your mindset goes down below the line? That's when it's critcial to move past that negativity and set yourself up for success, by developing the right mindset. In sales, we can't control all situations, and at the end of the day....you have to believe in yourself and understand what defines you, is how you feel about the journey you are on. Every day is a new opportunity to reboot, to progress and build resilience until you hit your targets. Don't stop believing. You have it in you to succeed. You're on the journey to be the best you can be. Connect with https://www.linkedin.com/in/luigiprestinenzi/ (Luigi) This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30