💰 Get FREE access to the tactics used by the fastest-growing b2b brandsBrought to you by Growth Forum - Sales OS ProgramIn this episode, we dive into the importance of building buyer personas and understanding the buyer's journey. Our guest, Mike Maynard, shares valuable insights on why it's crucial to build personas, the key elements that make up a buyer persona, and how to use personas to create effective buying journeys. Mike, an expert in PR and marketing, brings a wealth of experience and expertise to the discussion, shedding light on the impact of personas on sales and marketing efforts. Offering practical advice, he reveals the significance of understanding customer pain points and the outcomes they seek, emphasizing the need to align marketing and sales efforts with the buyer's journey.Mike MaynardLuigi PrestinenziDavid FastucaAbout This PodcastHow 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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, we dive deep into the key to successful B2B sales goal setting. Packed with actionable insights on why New Year's resolutions fail and what to do instead. They share a goal-setting framework and a habit tracker to help you make 2024 your best year yet. Tune in to learn the importance of setting specific, measurable, attainable, realistic, and time-framed (SMART) goals, as well as the benefits of visualizing success and overcoming potential obstacles. Get ready to level up your B2B sales game and achieve your sales targets by implementing the strategies discussed in this episode.Resources ReferencedHabit Tracker TemplateGoal Setting WorksheetMotion Calendar ToolAbout This PodcastHow 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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, our hosts, David Fastuca and Luigi Prestinenzi, sit down with negotiation expert Brian Will to discuss the art of negotiation. Brian shares valuable insights on removing emotion from the negotiation process, the importance of understanding the psychology of negotiation, and the significance of thorough research and preparation before entering a negotiation. He also emphasizes the value of building a strong sales pipeline to be confident to walk away from a deal. Join us as we uncover key takeaways that will empower you to negotiate more effectively and confidently close deals.For more insights on sales training and coaching, be sure to visit growthforum.ioAbout This PodcastHow 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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brands[FREE DOWNLOAD] Copy the Sales Calculator TemplateIn this episode of 'How To Sell' David and Luigi spill the beans on how to design an epic sales plan and tame that anxiety monster lurking around sales targets. Top Secrets Unveiled in this Episode:1. Write It Down:David and Luigi stressed the importance of putting pen to paper and creating a solid sales plan. It's not enough to say, "Yeah, I've got a plan" – you've gotta have something written in concrete (paper will do). Having a written plan is like having a treasure map to guide you to sales success.2. Focus on What You Can Control: They emphasized the need to concentrate on the things we can influence.Sales targets might seem daunting, but we can take control and kick anxiety to the curb by focusing on actionable steps.3. Say Hello to the Sales Calculator: This nifty tool lets you punch in your sales metrics and determine the activities you need to crush those sales targets. It's like having a secret weapon in your sales arsenal (as football fans, it pains us to write that word down).4. Break Down Your Pipeline:David and Luigi highlighted the importance of analyzing your sales pipeline stage by stage. You can fine-tune your approach and maximize your sales game by understanding where your pipeline might lagging.For more on how Dave and Luigi can help you hit your sales target click here to find out more.About This PodcastHow 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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brandsTrying to boost your sales figures? Imagine having access not just to winning strategies, but those proven to work by thorough research, kind of like holding the sales world's secret recipe. True, it sounds as extraordinary as finding ancient treasure - yet, here we are, about to unveil five of such hidden gems.Every year, around 5.7 million new businesses are launched globally, transforming the business landscape into a fiercely competitive jungle - survival and success depend on strategies that are not just good but gold standards. And yes, precisely what you'll discover here are five proven outbound sales strategies backed by in-depth research. Strategies that have effectively turned prospective customers into loyal patrons - just like transforming copper into gold. Want us to review your sales process? ​Click here to book a free strategy call.​**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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn today's episode, we dive into reducing tension when closing deals, creating urgency, and the best closing techniques.We emphasized the importance of a solid discovery process in driving the business case and discussed how to use options to give buyers control. Plus, we explored the different closing styles based on personalities and the keys to creating urgency by tying the timeline to the project.Ultimately, we revealed the best closing technique [you must listen to find out what that is]. Be sure to subscribe for more actionable insights, and sign up for our newsletter to receive weekly nuggets from each episode.Resources Referenced:- Previous Episode on Crafting the Perfect Business Case**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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this tactical episode, our hosts, Luigi Prestinenzi and David Fastuca, tackle the common objection that arises at the end of every year: "Let's push this off until next year."They discuss how to manage objections without appearing pushy, the importance of the discovery process in handling objections, and the challenges of selling during the holiday season.Tune in as they share their insights and strategies for selling ethically and effectively in the B2B space. Let's dive in!**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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode of "How To Sell," we're diving into the world of complex sales processes and mastering the art of being a trusted advisor.Our guest, James Fielding from Findex, shares his insights on prospecting, building relationships, and navigating the intricacies of buying journeys.Join us as we explore the power of research, effective communication, and creating value in selling.Whether you're a seasoned sales professional or just starting out, this episode will provide valuable tips and strategies to help you succeed in the ever-evolving world of sales.So grab your headphones and get ready for another informative episode of "How To Sell" with James Fielding!Ready to 2x your sales in 30 days? ​Click here to book a free strategy call.​Join our newsletter with over 11,397 Learning B2B Sales tactics, creating $7.5B in deals. **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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brandsSales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/Welcome to #225 of the How To Sell podcast. We got a solo pod today with your hosts, Luigi Prestinenzi and Dave Fastuca. In this episode, we tackle the often-overlooked aspect of sales - the business case. We discuss why many deals get stuck in "no man's land" and how a well-facilitated business case can be the key to unlocking decisive action from potential clients.We also explore the importance of strategic timing and application of a business case in your sales cycle. Luigi answers the burning question of when and for what size of the deal a business case is appropriate, emphasising the importance of viewing the investment from the buyer's perspective. Be sure to watch till the end as we break down how to align sales strategies with client expectations and the significance of co-creating with prospects to foster commitment and collaboration.Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLY**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.

💰 Get FREE access to the tactics used by the fastest-growing b2b brandsSubscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterWelcome to #224 of the How To Sell podcast. In this episode, Luigi Prestinenzi, and Dave Fastuca sit down with John Bevitt - Managing Director at Honeycomb Strategy. Together, we go deep on a  discussion surrounding the impact of AI on the market research industry and the challenges faced in its rapid evolution.In this episode, we dive deep into the intricacies of the evolving AI landscape. John shares his experiences with an AI platform trial at Honeycomb Strategy, shedding light on the reasons behind its discontinuation. John also stresses the importance of understanding industry-specific challenges and how vendors can better align their solutions to fit these needs. We also take you through the critical role of a consistent point of contact in sales and the potential pitfalls of shifting pricing structures.Luigi and Dave also delve into the often overlooked aspects of sales, drawing analogies to house renovations and emphasizing the need for expertise. John brings forth the importance of seeking a thought leader over just a supplier in business dealings. In conclusion, our hosts reflect on the valuable insights shared by John and shed light on the wider implications in the world of sales, ending with an engaging discussion on understanding the buyer's journey and the emotional aspects tied to decision-making.If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half 👉 https://growthforum.io/**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.