The Growth Playbook

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.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterSales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #218 of the How To Sell Podcast, your hosts Luigi Prestinenzi and Dave Fastuca are joined by Katie Swick, Global Sales Enablement Lead for Stripe and a passionate sales executive. Katie's extensive experience in sales, sales enablement, and revenue operations has made her a driving force in the realm of sales transformations.In this episode, Katie unveils the innovative 'teach back' model at Stripe, providing insights into how Account Executives can foster a culture of continuous learning and growth.We explore the intricate world of vendor selection, the psychology influencing buying decisions and the importance of adaptability in challenging sales scenarios. Katie also shares her insights into the significance of scalability when crafting solutions and the impact of your team's reputation on purchasing decisions.But that's not all – this episode also unveils valuable insights into creating a positive work culture that fosters growth, development, and collaboration. Learn how to invest in people for business success and help your team members achieve their professional goals.Be sure to watch till the end as Katie shares her remarkable journey and leaves you with actionable tips to excel in the sales domain. 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/ctvLYKatie Swick - https://www.linkedin.com/in/katie-swick/**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/newsletterSales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #217 of the How to Sell podcast, Luigi Prestinenzi and Dave Fastuca sit down with Marcus Chan, founder of Venli Consulting Group, which has helped more than 11,000 B2B sales professionals to sell more and sell better.Over the course of his 14-year corporate journey, Marcus secured 10 consecutive promotions within two Fortune 500 companies, consistently ranked among the top performers, and guided teams to collectively generate over $700 million in sales, all while amassing a trove of prestigious awards.Marcus discusses the pivotal moment when he decided to leave the corporate world to pursue his passion for entrepreneurship. He sheds light on the challenges he encountered and the importance of finding the right tools for customer awareness.Marcus also delves into how he takes control of the technical buyer's process, emphasising the significance of pre-warm up before sales calls. He reflects on the unexpected success of his first ebook and online course, highlighting the supportive community he's built along the way.We wrap things up as Marcus emphasises on the importance of building trust with the buying committee and offers insights into impactful social media outreach. He discusses prioritising the purchase outcome over mere demos and provides tips for enriching sales conversations, all while sharing podcast promotion guidance from his own experiences.Whether you're a seasoned professional or just starting in sales, Marcus's wisdom and experiences will leave you with valuable takeaways and actionable insights.If you enjoy this podcast, please leave 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/ctvLYMarcus Chan - https://www.linkedin.com/in/marcuschanmba/**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/newsletterSales 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 #216 of the How To Sell podcast where we unlock the secret sauce to perfecting your sales enablement strategies. Join your hosts, Luigi Prestinenzi and Dave Fastuca, as they dive deep into the world of sales with industry expert Regan Barker from Grant Thornton.In this episode, Regan shares her insights on tailoring your sales approach to your business and clients, providing a game-changing perspective on the buying process from the buyer's point of view.Regan breaks down which meetings to take and which to pass on, all while approaching purchases with a highly customized mindset. She reveals the art of selling services effectively by understanding how solutions impact different stakeholders within a business, emphasizing the importance of involving multiple decision-makers beyond just the CTO and CMO.In the final segment we discuss common client communication misunderstandings and how to deal with that in the sales process. Regan's advice on leading with insights that resonate with your customers' challenges will revolutionize your sales strategy, shifting the focus from closing deals to nurturing and educating your clients.Whether you're seeking to improve your sales enablement strategies or interested in the world of sales, be sure to check out this new episode! Subscribe, like, and share to stay updated with the latest in the world of sales on the How To Sell podcast. Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYRegan Barker - https://www.linkedin.com/in/reganbarker/**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. (00:00) - Preview and Introduction (03:42) - Sales Enablement Strategies (08:32) - Managing Client Communications Effectively (13:34) - Importance of Stakeholder Relationships (18:20) - Key to Vendor Selection Process (23:55) - The Importance of Collaboration in Sales (30:23) - Educating Your Clients (34:15) - What is Sales Enablement (43:44) - Sales Enablement Strategies

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletterSales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #215 of the How to Sell podcast, Luigi Prestinenzi and Dave Fastuca sit down with Jacob Muraca, CEO and COO of Bondi Sands, a leading Australian cosmetics company that sells salon-quality self tan, SPF protection, body care and skincare products.Discover how Bondi Sands conquered new markets, committed to providing affordable, high-quality products, and achieved the impressive feat of becoming a leading skincare and cosmetics brand.Jacob breaks down the real-life decision making process of a CFO, dismissing the stereotype of a mere "cost-cutter", as he reveals how CFOs are in fact growth strategists on the hunt for incremental benefits in their purchases. We delve deeper into how the CFO and CMO's experiences can shape ROI metrics as we discuss competition for budgets within departments and how to effectively navigate potential pushbacks.Lastly, we dish out effective sales strategies across different industries and hierarchies.Tune in as we offer a fresh look at the CFO's role in growth, budget allocation, and decision making, all integral to the success of a business.If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYJacob Muraca - https://au.linkedin.com/in/jacob-muraca-04763470**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/newsletterSales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #214 of the How to Sell podcast, Luigi Prestinenzi sits down with Gal Aga, CEO and Co-founder of Aligned, a customer collaboration platform that’s built to give revenue teams a better way to work with prospects and customers.Join us as we navigate the demanding world of sales all the way to Gal founding his own sales tech company. Together, we uncover the secrets behind effective selling strategies, building strong relationships with champions, and how to reduce friction in the buying process. We discuss the rise of digital sales rooms, a single, cohesive space that houses content, conversations, and critical decisions. We delve into the power of these digital sales rooms, looking at how they can influence champions and buying teams, identify hidden stakeholders and redefine buyer engagement. We break down the stigma of cold calls being a thing of the past as we discuss how this traditional approach can still pack a punch when paired with insight sharing over product pitching. So, brace yourself for a deep-dive into a world where the salesperson is not just a vendor but a provider of knowledge, and where digital sales rooms are the new frontier in fostering stakeholder engagement. If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.Luigi Prestinenzi- https://shorturl.at/diwy9David 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.

Subscribe to the Growth Forum Newsletter and Click Here 👉 https://www.growthforum.io/newsletterSales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #213 of How to Sell, Luigi and David explore the labyrinth of the buying process, decipher the factors that influence buying decisions, and learn how to drive change within organizations.The excitement scales new heights as we plan to interview different personas in the industry - from procurement experts to CEOs, founders, to marketers. Leveraging Dave's success of generating a phenomenal $1.45 billion pipeline and Luigi’s rich experience in sales, we're all set to power boost your sales pipeline.We're also arranging live events with specialist experts to take a deep dive into the world of selling!We aim to equip you with a comprehensive playbook of strategies and tools essential for your sales success.If you enjoy this podcast, please leave 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.

Subscribe to the Growth Forum Newsletter and Click Here 👉 https://www.growthforum.io/newsletterSales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #212 of How to Sell, Luigi talks about how his recent trip to the US revealed a dynamic shift in the marketplace. CFOs, CBOs, and other decision-makers are tightening their belts and scrutinizing their investments like never before.As sales professionals, we need to rise to the occasion, but how can we effectively meet the needs of these cautious buyers?Enter our innovative approach: interviewing the buyers. We're about to get up close and personal with CFOs, CBOs, and other key decision-makers, gaining first-hand insights into their buying processes. What questions are they asking? What throws a wrench in the deal?We're going to explore these facets and more, enabling you to tailor your sales pitch to align with the real needs of buyers.If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.**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 and Click Here 👉 https://www.growthforum.io/newsletterSales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #122 of How to Sell, we sit down with Michael Miller, the Chief Investment Officer of Crewcial Partners. Michael shares his journey in the investment sector and how he secured a remarkable $500 million account from a client. Drawing from his extensive 23 years of experience, Mike emphasizes the significance of relationship building and trust in the world of sales.Discover the strategies used by Michael to influence stakeholders and gain consensus. It’s not just about selling a product, but also about educating and providing value to others. We dive deeper into the concept of recency bias and how trust and rapport play a crucial role in managing emotions during adverse market conditions. Learn why doubling down on growth when the market is turning can be a game-changing strategy.Throughout the episode, Michael highlights the critical role of belief in sales success and how it fosters a better connection with customers. Ultimately, making them more receptive to your product or service.If you enjoy this podcast, please leave a 5-star rating on Spotify and a review on Apple podcasts.**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.