The Growth Playbook

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterIn this episode of the Skalable Growth Podcast, Luigi is joined by Dean Mannix, a sales coach with over 25 years of experience and a focus on coaching SMEs and businesses in sales. The topic of the episode centers around coaching and self-reflection in sales, specifically how salespeople can improve their sales performance through self-coaching and analyzing past successes.Key Takeaways:Takeaway #1: Sales Coaching is Crucial, But There is Limited Credible Information AvailableDean  brings to light the lack of credible sales coaching products or methodologies available in the market. More sales companies sell their own programs than advance the field. The belief that sales coaching is the most crucial factor for success comes from a research study where salespeople and leaders rated it as number one without empirical evidence.Takeaway #2: Reflect on Past Successes for Powerful Self-CoachingDean emphasizes the importance of self-coaching and analyzing past successes. While coaching programs and sales books can be helpful, analyzing past deals and reflecting on what went right can be more powerful in improving sales skills. Mannix also stresses the importance of sales teams doing self-coaching as a group led by a sales leader.Takeaway #3: Take Responsibility for Your Own SuccessDean highlights the importance of taking personal responsibility for one's success. Rather than blaming others or waiting for help, individuals need to take the initiative and improve themselves. Dean's favorite catchphrase is "No one's coming to save me."Takeaway #4: Establish a Compelling Agenda to Control the ConversationDean emphasizes the importance of delivering a compelling agenda and establishing an audience to control the conversation in sales. The speaker praises the tactic of asking clients to talk about their business as a way of controlling the conversation. Finally, Mannix acknowledges the challenge of being honest about one's effectiveness as a salesman.**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.

On this episode of Skalable Growth Podcast, we dive into the importance of asking effective questions during the sales process with guest Paul Cherry, the author of "Questions That Sell." During this episode Paul shares the four key questions buyers have in mind, how to tailor a successful sale, and the importance of past, present, and future-oriented questions. Key Takeaways from this Episode:1. Understanding a buyer's motivations, such as minimizing risk and gaining an edge, profitability, and simplification, is crucial in tailoring a successful sale.2. Asking great questions during the sales process can differentiate from competitors, trigger prospects to think more deeply, and create a more exceptional experience for the prospect.3. Researching prospects before making calls by Googling trends in their industry and referencing them during calls can greatly enhance the effectiveness of sales calls.4. Being a consultative, strategic partner with unique questions can set salespeople apart and help reveal bigger problems that customers may not have considered on their own.The conversation also covers the importance of preparation before joint calls, asking strategic goal questions, and the art of quantifying the impact of a problem in monetary terms, or "dollarization." This session was recorded during a live Growth Forum Community event. Check out Growth Forum, where you can access sales training, marketing courses and hours of pre-recorded content. **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.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterOn this episode of the Skalable Growth Podcast, Luigi sits down with Andy Mowat, GTM leader and founder of Gated, a platform that aims to give users control over their attention. They discuss the importance of relevance in outreach messages and how Gated solves the problem of overwhelming outreach through its filtering process. The conversation dives into the challenges of building a new platform and the founder's experience working for successful companies such as CultureAmp. The episode also covers the launch of Gated's new product, the "universal gate," which aims to surface the right signals out of noise rather than simply block everything.The key Takeaways from the Episode:The importance in understanding your target market Why relevance is more important than personalization when reaching out to prospects The importance of human connectionConnect with Andy Mowat**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.

Creating more pipeline is the top priority for every sales professional at the moment. On this episode of Skalable Growth, Nate Stolt, Consultant and VP of Sales, shares the five levers to pull to generate more pipeline. Nate shares his preferred method of outreach and offers tips for creating effective cold emails, including timing and proper targeting. Key Takeways from the Episode:1. Five levers to pull when building a pipeline for B2B sales: driving to businesses, mailers, phone, email, and LinkedIn. While the three most commonly used levers are phone, email, and LinkedIn, it's better to be awesome at one or a few of these levers than to be mediocre at all three.2. When it comes to effective cold outreach, timing is crucial, and email can still be a powerful tool. Keeping cold emails under 55 words and using micro case studies and white papers to gather meaningful data for the target audience. Timing is also important, as only 3% to 7% of buyers are considering a solution at any given time.3. While automation and AI are becoming increasingly advanced in sales, the value created for clients in sales conversations is crucial. Have more conversations and engage in sales is the key to success, and that moving conversations offline can help overcome objections and move deals forward. This emphasizes the importance of building relationships and making personal connections in sales.Nate also shares his belief that humans need to do the opposite of what AI and systems are doing to be successful in sales. Tune in to learn more about Nate Stolt's unique approach to pipeline building and how his methods can be applied to a variety of situations.**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.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterThe thought of cold calling can send shivers down sales people spines. Yes the phone is still the number 1 method in reaching new prospects and creating new opportunities. So what is the best way to cold call? During this episode Tom Slocum, founder of the SD Lab and strategic advisor for many fast-growing tech companies, shares his insights on his tactical approach to cold calling. Here are 3 key takeaways from the episode:- Understanding the buyer persona and their pain points is crucial. Tom suggests doing exercises to identify top buyers and their goals and pains, in order to create more targeted call flows.- Research, relevancy, and relatability are the three pillars of successful cold calls and emails.- Cold calling is about selling the pain and identifying the problem, not necessarily the product or service. The goal is to sell the meeting and focus on diagnosing the problem before trying to sell in two minutes.If you're looking to improve your cold calling skills, this episode of Skalable Growth is a must-listen.Connect with Tom https://linktr.ee/tomslocumhttps://www.linkedin.com/in/tomslocum/My Twitter: @Tommy_SlocumCompany website: https://www.thesdlab.com/**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.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterWelcome to this episode of the Skalable Growth podcast, where we dive into the topic of using content to create pipeline with Linkedin Top Voice Morgan Inrgam.Morgan shares his story as an SDR who used content to to fill his pipeline to now helping companies build their content strategy to drive greater awareness. Morgan emphasizes the importance of authenticity, personal connection, and useful insights when trying to engage with your audience. Morgan shares the Angel Falls method of repurposing content to keep it flowing and how quality is about being thoughtful, not necessarily high production value. 4 Biggest Takeaways:1. Authenticity and personal connection are highly valued by audiences on LinkedIn. Personal stories and experiences can perform better than more traditional tactical content.2. Repurposing content is an effective way to keep content flowing and generate new ideas. It also doesn't require high production value.3. The speaker recommends identifying what you want to be known for and creating five pillars of content to support that overall theme. Documenting process and sharing that content can also be an effective approach to content creation.4. Generating leads can involve methods such as referrals, hosting a podcast, video, and cold calling. Groundswell prospecting and connecting with sales reps on LinkedIn can also be beneficial when approaching selling into a big company.**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.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterWelcome to this episode of the Skalable Growth podcast, where we dive into the topic of email outreach with special guest, Maggie Blume - Inbox Evangelist.Maggie shares her inspiring journey from accountant to sales and how she learned that being a good listener and being consultative are more important than being an extrovert in sales.Maggie's expertise lies in turning outreach emails into qualified opportunities and she shares simple tips and tactics to help listeners achieve this.4 Biggest Takeaways:- Timeless sales principles- The importance of email deliverability, setting up the back end to ensure emails hit the inbox- Creating the right list, segmenting based on firmographic data and triggers- The effectiveness of using a soft Call To Action.Whether you're a seasoned sales professional or a budding entrepreneur, Maggie's insights are sure to help you generate more leads and convert them into happy customers. Tune in to learn from the best!Connect with Maggie on LinkedIn - https://www.linkedin.com/in/maggieblume/Check out her Podcast - https://mailshake.com/blog/practical-prospecting-podcast/**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.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterWelcome to this week's episode where we discuss the concept of discovery in sales. While some argue that discovery is dead because buyers can find information online, our guest, Karl Ortmanns, Vice President of Sales, disagrees. He believes that good discovery is essential in today's sales process.Karl talks about the shortcomings of traditional qualification methodologies such as BANT and why they should not be adopted in today's sales process. Instead, he introduces the CHAMP sales framework that he has developed himself. The framework covers Challenge, Authority, Money, Priority, and Technical.During the episode, Karl shares his insights into what good discovery looks like. He emphasizes the importance of meeting preparation, knowing your audience, and using consultative selling skills during the call. He also highlights the difference between Why and What questions and how they can impact the discovery process.Join us as we explore the importance of good discovery in sales and learn from Karl's experience as a quota carrier turned VP of Sales. Tune in now to unlock the value of meeting preparation and to improve your discovery skills. **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.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterAI has been the talk of the town, and we're excited to feature Steven Messer, the co-founder of Collective AI and the former co-founder of LinkShare, the very first affiliate marketing company in the world.Stephen Messer is an accomplished entrepreneur who has successfully grown his businesses from scratch into industry leaders. He shares his valuable experience of starting and scaling LinkShare into the largest affiliate marketing company globally before ultimately selling it. Not only that, but he also offers a glimpse into his current venture, Collective AI, and how it uses AI to help companies improve their sales outcomes.During this interview, Stephen dives into the challenges of selling during tough times, a topic that's particularly relevant in today's unpredictable business climate. Messer highlights the importance of creating urgency in the buying process and how to approach it from the right mindset.Here are a few key takeaways from our conversation with Stephen:The importance of understanding the market paradigm shift: Having a clear understanding of how the market has changed is crucial to staying ahead of the curve. He explains that the rise of digital technology has disrupted traditional sales channels and made it harder for companies to sell their products. However, he also emphasizes that this shift has opened up new opportunities for those who are willing to adapt.The power of AI in improving sales outcomes: Stephen's current company, Collective AI, uses artificial intelligence to help companies improve their sales outcomes. He explains how their platform works and how it can help businesses better understand their customers' needs and preferences. Messer emphasizes that education is a critical component of their service, and they work closely with their clients to help them understand how AI can benefit their sales processes.The importance of mindset in selling: Stephen emphasizes that having the right mindset is crucial to successful selling, especially during tough times. He encourages salespeople to focus on what they can control and to approach their work with a positive attitude. He also stresses the importance of being empathetic and understanding the challenges that customers are facing.**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.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterDuring this weeks episode of the Skalable Growth Podcast, we're getting real about the struggles that hold us back from achieving our goals.In this episode, Luigi is in the hot seat....and spills the beans on how imposter syndrome stopped him from for over a year launching his podcast, until he discovered the secret to overcoming it.And who better to interview him than the man, the myth, the Sales Evangelist - Donald C Kelly!During this episode Luigi talks about how why he started the podcast and how the podcast enabled him to travel the world and meet some amazing people, all while learning some kickass sales skills.But the best part? Luigi's honesty about the tough moments and the lessons he learned from them. He's proof that with a little grit and determination, you can conquer your fears and make your dreams come true.So, if you're feeling stuck or like an imposter, this episode is for you. Join us for some real talk, some good vibes, and a reminder that you're not alone in the struggle. Let's do this!Big thank you to Donald C Kelly for being this weeks host. Connect with Donald and say thanks for being a big part in inspiring Luigi to start his podcast.https://www.linkedin.com/in/donaldckelly/ **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.