The Growth Playbook

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 We're excited to announce the launching of our band new podcast https://feeds.captivate.fm/revenue-engine/ (The Revenue Engine Podcast) hosted by the incredible Rosalyn Santa Elena. Rosalyn is the Head of Revenue Operations for tech RevOps company Clari. In this episode, we share the first episode of The Revenue Engine Podcast. Tune in as Rosalyn chats with the CEO of Outreach — Manny Medina. Outreach help sales professionals automate and scale sales engagment. Despite facing a dire situation in it's formative years, they have they grown like crazy! They had to pivot and change operations, and now they are worth over $1 billion! So plug in your headphones, turn up the volume, and listen to this great chat between Rosalyn and Manny Medina. Don't forget to subscribe to https://feeds.captivate.fm/revenue-engine/ (The Revenue Engine Podcast). Connect with us on LinkedIn: https://www.linkedin.com/in/luigiprestinenzi/ (Luigi Prestinenzi) https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena ) https://www.linkedin.com/in/medinism/ (Manny Medina) 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 Despite having more ways to reach your prospect, engaging with prospects is becoming harder and harder. Why? Because you are competing with a whole lot of noise, interactions, competitors, platforms, and anything else they're focusing on in their personal life as they work from home. So ask yourself, what can I lead with that's actually going to help this person? 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 In this week's Mindset Monday, Luigi explains the importance of looking after yourself and how to avoid the burnout that many high-performing professions (like sales) can create. Remember, sales is about helping others achieve a better outcome and in order to do that, you must take the time to invest in yourself. 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 Denis Champagne integrates his ‘Old School’ sales success education and training and combines it with new methods/approaches using and leveraging technology to optimize scalability for salespeople and teams. Denis has built his 30+ years' of sales experience by delivering sustainable sales growth. Denis talks to us today about the power of voice tone, pitch, and speed in building trusting, genuine relationships with our sales prospects. So sit back, chuck on those headphones and enjoy this week's episode. Timestamps: 00:22 - Introducing this week's episode hosted by https://www.vidyard.com/ (Vidyard) 02:56 - Launching two new podcasts "https://open.spotify.com/show/7MZFeTxBpMq56EZUsI3E2H?si=erdNykwZTYioy9C6abUGqQ (Revenue Engine)" and "Revenue Architect" 03:40 - Welcoming Denis Champagne to the show 05:50 - Facing challenges and changing tactics 09:05 - The importance of tonality and intonation 11:26 - Strategies to build trust through voice 16:53 - How to practice the skill of delivering verbal messages 17:55 - Ditch the sales intensity, adapt your style but remain authentic 20:15 - Positive body language and voice 22:49 - Cold calling and the 11-second rule 25:31 - Recapping what we have learned so far 28:38 - The influence of Zig Ziglar 31:15 - Connecting and engaging with Denis 32:37 - Thank you for listening to this week's episode! Connect with Denis: LinkedIn: https://www.linkedin.com/in/denis-champagne-47419a2/ (https://www.linkedin.com/in/denis-champagne-47419a2/) Twitter: https://twitter.com/Sprinter14 (https://twitter.com/Sprinter14) Website: https://lotuscomm.com/ (https://lotuscomm.com/) 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 "The only bad outreach attempt is the attempt you never make." Sometimes the actions we DON'T take come from trying to craft the perfect message, the perfect email, the perfect narrative, the perfect discovery or call the perfect proposal. Striving for perfection is great — but not if it is detrimental to your goals. Understand the power of taking action. 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 Ravi Rajani helps leaders, sales professionals, and sales teams speak with confidence and become revenue-winning storytellers by delivering engaging, impactful, and signature virtual presentations. Ravi Rajani Coaching and Consulting helps clients from around the world share their unique messages and stories in a way in which customers opt-in without being pushy, sleazy, or inauthentic. Ravi believes that the key to unlocking sales opportunities every time you communicate lies in crafting a signature presentation that connects, impacts and positions your offer as the only solution to solve your ideal client's problem. In this week’s episode, Ravi shares how we can deliver engaging and powerful video presentations and overcome "Zoom fatigue". Connect with Ravi: LinkedIn: https://www.linkedin.com/in/ravirajani/?originalSubdomain=uk (https://www.linkedin.com/in/ravirajani/?originalSubdomain=uk) Timestamps 00:20 – Lui introduces this week’s episode sponsored by Vidyard 03:58 – Ravi tells us how he began in the world of sales 06:07 – Presenting virtually is now the norm. Are you set up for invisible selling? 10:30 – Zoom fatigue and other The challenges salespeople experience with virtual selling 15:02 – How sales leaders can help their teams think about how the present 18:07 – Actions you need to take to create better experiences for your prospects 23:14 – Great selling is about unlocking incredible buying experiences 25:56 – “When you speak to the lens of your webcam, picture the eyes of a friend” 29:50 – ABS “Always Be Smiling” 30:40 – Connect with Ravi Rajani 31:04 – Thank you for listening! 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 Yesterday was of course Super Bowl Sunday and in this episode of Mindset Monday Lui gives advice on how to beat your competition, grind out results and ultimately crush your goals. It all comes down to doing the basics and having the determination to do the one thing your competition is probably NOT doing — following up on follow-ups. 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 Chris Walker is the CEO at Refine Labs – a B2B Revenue Operations and Growth Marketing company based in Boston, United States. Chris and the team at Refine Labs are on a mission to help organizations optimize their revenue models with their unique product “Revenue Engine Optimization” which is a blend of Revenue Operations, Growth Marketing, and Buyer Enablement. Chris has spent the last 6 years perfecting the process of growing early- and growth-stage companies rapidly. Chris has many areas of expertise which include, Go-To-Market Strategy Design, Marketing Strategy, Demand Generation, Revenue Operations, Customer Acquisition, and more. We think you’re going to get a great amount of value out of this week’s podcast (we certainly did). So, whether you’re in the car, at home, at the office, or at the gym (for all those lucky enough to not be in lockdown) turn the volume up and treat your ears to this week’s episode. Timestamps 00:16 – Lui Introduces This Week’s Podcast Ft. Chris Walker, Hosted by Vidyard 00:48 – Why it’s Important for Sales Professionals to Become Marketers 04:10 – Chris Explains How He Got Into the World of Sales and Marketing 08:13 – Listening to the Response of Prospects is Imperative to Success 11:15 – The Importance of Marketing and Demand Generation in Sales 13:48 – Chris’s Advice for Sales People That Feel Left Behind 16:23 – Don’t Sell to the Masses, Build a Community 19:02 – Marketers Should be Incentivized on Conversion Not Just Leads 25:15 – Creating Content to Generate Demand Requires a Strategy 32:12 – Reduce the Junk – Focus on Quality and Insightful Content 36:35 – Is Sales an Art or a Science? 39:40 – Connect with Chris Walker 40:40 – Thank You for Joining Us! 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 As we head into February, the opportunity for success is sitting right there in the palm of your hand. You must be unwavering in earning the right to be successful in helping more buyers go through the buying process and to choose you. In today's episode of Mindset Monday, Luigi aims to inspire you to achieve the sales numbers that you work so hard for. 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 On this week's podcast, we are joined by Leslie Venetz who shares with us her insights into procurement and the challenges she has experienced. TIMESTAMPS 00:20 – Lui Introduces This Week’s Podcast Hosted by Vidyard 04:43 – Leslie Venetz Tells Us How She Began in the World of Sales 05:56 – Biggest Lessons Learned So Far in the Industry 08:21 – Helping People Achieve Their Personal Goals and the Goal of Freedom 10:59 – The Importance of Motivation with Sales Professionals 16:16 – The Challenges of Procurement 19:13 – Cynic vs Cynic Blockers 21:44 – Strategies for a Customized Greeting 23:26 – Learning from Lost Opportunities 32:23 – The Art of the Cold Call 35:14 – The Philosophy of Sales Remain the Same 39:14 – Connect with Leslie Venetz 40:15 – Thank You for Joining Us! This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30