The Growth Playbook

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 In this Mindset Monday Luigi discusses the need for persistence 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 This week we welcome the one and only Cian Mcloughlin. Cian is the CEO of Trinity Perspectives, a sales training and consulting company specialising in Win Loss Analysis. In this episode Luigi and Cian Dive deep into the reasons why people do and don’t buy your products or services. Where you can find Cian: https://www.linkedin.com/in/cianmcloughlin?originalSubdomain=au (https://www.linkedin.com/in/cianmcloughlin?originalSubdomain=au) https://www.trinityperspectives.com.au (https://www.trinityperspectives.com.au) : Timestamps: [05:00] - How Cian fell into the world of sales [08:20] - Breaking the stereotype of salespeople around the world [11:40] - Cian’s role at Trinity and his focus when it comes to selling [21:20] - The reality of sales and and accepting feedback [23:50] - What you can do to self analyse and approach your next prospect differently [26:05] - The key reasons companies don't buy from organisations [31:50] - Focusing on the next step of the process [35:25] - Cian shares a real life experience [37:20] - Learning to deal changes in your customers [41:15] - Biggest influence [43:00] - Sales: art or science 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 discusses how you can master your craft and #bethebestyoucanbe 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 This week we welcome Darryl Praill. Daryl is a marketing genius who has devoted his time to the brand VanillaSoft. “A sales engagement platform like no other!” In this episode Luigi and Darryl explore the facts and statistics gathered by VanillaSoft and the ways in which you can increase your engagement with marketing qualified leads. Where you can find Darryl Praill: https://www.vanillasoft.com (https://www.vanillasoft.com) http://www.linkedin.com/in/darrylpraill (www.linkedin.com/in/darrylpraill) Timestamps: [04:30] - Daryl’s journey into the world of selling [08:20] - The key quotas that Daryl has to meet [11:15] - Marketing qualified leads vs Sales qualified leads [17:30] - The length of time it takes to engage with your leads [22:30] - How many leads should be inbound vs outbound? [25:00] - The amount of leads it takes to engage with your prospect [28:30] - Understanding how to communicate with your leads [33:25] - What you should be doing to improve your engagement with your leads [39:30] - Sales: Art or Science? 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 This week we welcome Jason Bay. Jason is a sales mastermind who helped to develop Blissful prospecting, a sales training company designed to help sales teams by providing the systems, coaching, and accountability to grow their outbound sales. This week we dive into Cold Outreach and what you should be doing to cut through the clutter to reach your prospects. Where you can find Jason: https://blissfulprospecting.com (https://blissfulprospecting.com) https://www.linkedin.com/in/jasondbay/ (https://www.linkedin.com/in/jasondbay/) The REPLY Methodology: https://blissfulprospecting.com/luigi (https://blissfulprospecting.com/luigi) Timestamps: [04:05] - Jason’s journey into the world of sales [06:35] - The early learnings Jason took which he still uses today [09:10] - Developing content from a cadence perspective [13:50] - The importance of understanding your buyer persona and doing your homework [18:20] - The REPLY Methodology [29:40] - Tips on starting cold outreach [31:30] - Using an account based or lead based approach [33:15] - The importance of building a cadence when doing cold outreach [37:15] - Would you get stuck in a sea of sameness [42:10] - Sales: Science or Art [43:15] - Biggest influence in Jason’s career 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 This week we invite Kyle Coleman. Kyle is an expert who has spent most of his life in the sales industry and is here today to offer some of his tips and tricks when it comes to sending killer emails to your prospects and how you can improve your email open rates. Where you can find Kyle: https://www.linkedin.com/in/kyletcoleman/ https://www.sdrdefenders.com Timestamps: [03:30]- Kyle's journey into the world of sales [05:30] - The key learnings Kyle had at his startup company [08:50] - Kyle's to-do list before talking to his prospects [15:30] - What a great email should look like [20:05] - The performance metric you should aim to achieve on open rate [22:25] - The channels you should be using to reach your prospect [26:40] - How many calls you should be making a week to drive pipeline velocity [31:35] - What a high quality emails should look like [37:50] - Sales: an art or science [39:30] - Biggest influence in Kyle’s career 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 This week we welcome special guest Lee Rozins. Born and raised in New York Lee now lives in San Fransico working as the head of sales for Cheetah, the leading e-commerce solution for Small-Medium Business supplies. Lee has an astounding sales career and has done some incredible things ranging from being the #1 highest performing salesperson company-wide at Singleplatform to scaling his sales to by 11X from 4 to 45 people and their revenue by 10X to about 170 million in annualised sales. This week we talk about the mindset and the mentality that Lee discovered enabling him to become a master of his craft and how you can go about implementing this mentality in your own life to achieve success and take the next step in your career. Where you can find Lee: https://www.linkedin.com/in/lee-rozins-40275723/ (https://www.linkedin.com/in/lee-rozins-40275723/) Timestamps: [04:30] - How Lee entered into the world of sales [08:20] - Understanding the need for self improvement [10:10] - The struggle of not meeting personal expectations [11:45] - Lee’s current role at Cheetah [14:50] - The mindset you should implement in your life to achieve success [18:20] - What Lee looks for in an employee [23:30] - The data behind why you should be calling people more than once [28:20] - The biggest influence in Lee’s career 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 This week we welcome Jake Dunlap! Jake is a B2B leader with more than 7 years of sales leadership experience Jake has developed an incredible theory around outbound selling and how you can increase your ability to sell effectively using Linkedin. Where you can find Jake: https://www.linkedin.com/in/jakedunlap/ Email: Jakes@skaled.com Timestamps: [2:30] - How Jake started in the world of sales [4:10] - The leap from consistent income to the world of consulting [5:35] - the key areas Jake helps business with [7:30] - The strategies Jake uses to help his clients modernize their selling process [14:20] - The steps you should develop in your cadence for LinkedIn [22:30] - The importance of mindset compared to the tactical component [27:40] - Implement your training! [28:40] - The Calls to action you need to be using [30:20] - The reasons you should be posting on LinkedIn and how you should start [36:25] - How would Jake would start a business today 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 This week we welcome Sarah Davidson. Sarah is the host of the ‘Seize the Yay’ podcast and an expert on the entrepreneurial lifestyle. This week we are exploring the things you need to know before you start your next passion project and how you could be one idea away from success. Where you can find Sarah: https://www.linkedin.com/in/sarah-davidson-8276899a/?originalSubdomain=au (https://www.linkedin.com/in/sarah-davidson-8276899a/) Timestamps: [3:05] - Sarah Davids journey into the world of Business and entrepreneurship [8:40] - Advice for starting your next passion project [17:50] - The challenges of starting an entrepreneurial business [21:30] - Why social profiles are not accurate [25:10 - Finding your core support group [30:00] - The most important lesson that Sarah learnt moving from a corporate mindset to an entrepreneurial one [34:50] - The biggest influence in Sarah’s career 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 This week we welcome Rana Kordahi! Rana is a sales coach and mentor alongside being the genius behind ‘The Reverse Marketing Strategy.’ With so much knowledge on the sales and marketing process. This episode is action packed and full of small takeaways which will help you during this difficult time. Where you can find Rana: http://www.linkedin.com/in/ranakordahi (www.linkedin.com/in/ranakordahi) Timestamps: [03:20] - Rana’s journey into the world of sales [06:30] - Rana’s thoughts on Sales [08:00] - Working for Employment Services. [11:30] - How having an understanding of acting and drama helps with sales [12:30] - The Reverse Marketing Strategy [15:15] - Rana’s sales methodology [17:25] - The biggest barriers sales people have that stop them from taking action [19:30] - Where sales people struggle in the sales process [20:30] - The characteristics of high performers [24:00] - The times that Rana has found it difficult to sell [27:10] - You need to make outreach a habit [28:40] - Taking that first step after realising you aren’t achieving your goals [33:40] - Sales: Art or Science? [34:20] - What Rana would do differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30