The Growth Playbook

💰 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.

💰 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 #223 of the How To Sell podcast. In this episode, Luigi Prestinenzi, and Dave Fastuca sit down with Georgia Watson from IBM, a leader in Sales Enablement, Growth, and Innovation. Diving deep into the world of enterprise sales, Georgia offers a unique lens into the complexities, strategies, and nuances of selling to giants like IBM, drawing from her vast experience across four continents.In this episode, Georgia shares her journey from marketing to sales enablement, detailing the intricacies of selling across different cultures and regions. From the varying lengths of the selling process to the decision-making intricacies within IBM, Georgia pulls back the curtain to reveal what really goes into these high-stakes deals. The second half pivots to the significance of the buyer's experience, with Georgia underscoring the importance of a salesperson's approach, persistence, and adaptability. Through anecdotes and personal experiences, Georgia presents a case for relationship-building, emotional intelligence, and understanding the buyer's journey as key components for success in enterprise sales.Wrapping up, hosts Luigi and Dave distill their key takeaways and reflect on the challenges and strategies of selling to large-scale enterprises. If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYGeorgia Watson- https://www.linkedin.com/in/georgiawatson/**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 #221 of the How To Sell podcast. In this episode, Luigi Prestinenzi, and Dave Fastuca sit down with Steve Gledden, Managing Partner at Straight Bat Private Equity. Steve is a seasoned Venture Capital and Private Equity investor, a scale-up entrepreneur, and a business owner with an impressive track record in the world of startups and investments.In this episode, we delve deep into the world of sales and investment, offering insights and strategies to transform your approach to complex deals. We explore the critical role of emotional intelligence and empathy in achieving sales success. Discover how connecting with your clients on a profound level and understanding their needs can be the linchpin of your sales strategy. We also venture into the multifaceted world of decision-making influencers and effective navigation of these dynamics. We demystify the concept of an "anti-sponsor" in a deal and shed light on the potential consequences of type two errors – those costly moments when you say 'no' instead of 'yes.'In the second part of our discussion, we uncover strategies for selling complex deals, focusing on empowering the buyer, asking the right questions, and understanding the potential roadblocks in the decision-making process. We also walk you through the process of structuring deals from the customer's perspective, ensuring that your approach aligns seamlessly with their unique needs and objectives.If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8- Apple: https://shorturl.at/oEI58- LinkedIn:Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYSteve Gledden- https://www.linkedin.com/in/sgledden/**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 episode #221 of the How To Sell podcast where we explore the art sales and entrepreneurship.  In this episode, Dave Fastuca and Luigi Prestinenzi sit down with Rebecca Veksler.Rebecaa is the Co-Founder of Four Rooms, Founder of SoL Products and is currently building a AI driven Software Solution within the Health Tech space, specifically for Functional Medicine and Naturopathic modalities.Rebecca shares her journey, from taking the reins of a gym at the age of 17 to building a global empire, including the successful launch of SoL Cups. We delve into her experiences in hospitality, sustainability, ecommerce, and health industries, exploring her expertise in B2B, retail, and global business development. To wrap things up, Dave shares his insights on the world of technology investments. marketing decisions and the importance of solutions-focused thinking while building a business from the ground up. We look back at Rebecca’s entrepreneurial journey as we explore the emotional side of entrepreneurship and the unique challenges entrepreneurs face every day.We also dive deep into the world of technology investments and marketing decisions. Dave shares his valuable experiences, from family business acumen to quick decision-making and the importance of solutions-focused thinking. Together, we explore the emotional side of entrepreneurship, discussing the unique qualities required and the challenges entrepreneurs face.Join us as we unravel the secrets of personalized sales, audience engagement, and the entrepreneurial spirit. If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8- Apple: https://shorturl.at/oEI58- LinkedIn:Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYRebecca Veksler- https://www.linkedin.com/in/rebecca-veksler-82778765/**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.

Welcome to episode #220 of the How To Sell podcast. In this episode, your hosts, Luigi Prestinenzi and Dave Fastuca, dive into the art of effective outreach and nurturing relationships with potential clients. We kick things off by explaining our unique approach to sales. We then discuss the trigger event that led us to reach out to Tim, who had recently started a new role at Lusha. We elaborate on our research process, highlighting the value of thorough research before making contact.We also delve into the multi-channel outreach strategy we employ, including LinkedIn, email, and phone calls. We provide a glimpse into our initial messages and the soft call-to-action we use to engage Tim effectively.To wrap things up, we share insights on nurturing prospects over time, the role of giving value before asking for anything, and how patience and confidence play a vital role in successful prospecting. We emphasize the benefits of building relationships that extend beyond immediate deals, showcasing the long-term value of these connections in the world of sales.If you're seeking actionable strategies to improve your prospecting game and build lasting client relationships, this episode is a must-listen.If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.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.

Welcome to episode #219 of the How To Sell podcast with your hosts, Luigi Prestinenzi and Dave Fastuca. In this episode we have a special guest joining us, Tim Stansky, the Director of Global Sales Enablement and Training at Lusha, a true expert in the field of sales. Tim shares his remarkable journey from a traditional media contributor to a HubSpot partner. Tim's journey is nothing short of incredible, and we start by diving into his experiences handling sensitive customer queries and the incredible value of sales technology. Tim guides us through how he built a successful sales event and program for Lusha, drawing from his vast experience at Oracle. We also touch on the need to reconsider vendor relationships and updating sales technologies. Tim's also shares practical advice on tactfully comparing products to incumbents and the importance of recognising buyer needs.To round up the episode, we delve into the intricacies of sales enablement. Tim will share his wisdom on the importance of researching a potential customer's profile before the first contact, understanding their transition journey from large to small organisations, and the power of persistence. If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYTim Stanksy - https://www.linkedin.com/in/timstansky**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.