Episodes
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Mindset Matters: Building belief in your product and understanding its impact can transform your sales approach.Detach from Outcomes: Learn how letting go of the need for immediate success can actually improve your results.Effective Cold Calling Techniques: Discover the art of leading with curiosity and asking probing questions.Crafting Powerful Email Cadences: Michael shares a 30-touch cadence framework to engage prospects through multi-channel outreach effectively.Omnichannel Strategy: Understand how to leverage different platforms such as LinkedIn, WhatsApp, and even video content to stand out.
5 Keys You’ll Learn:Fun Fact from the Episode: Did you know that a simple bump email can sometimes get more replies than your initial personalized pitch? It’s fascinating how persistence and subtle follow-ups can work magic in sales.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout 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 brands
Why SMS is critical for your sales strategy: Understand the unique advantages of SMS and why it should be in your sales toolkit.Effective strategies to get your buyers' attention: Learn how to craft the perfect SMS that gets read and answered immediately.SMS engagement tips for enterprise accounts: Yes, you can text senior leadership at multibillion-dollar companies! We’ll show you how.Follow-up techniques that close deals faster: Discover how a quick text can revive stalled deals and keep the momentum going.Integrating SMS seamlessly into your CRM: Find out how to use SMS within your existing sales systems to streamline communication.
5 Keys You'll Learn from this Episode:Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout 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. -
Missing episodes?
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💰 Get FREE access to the tactics used by the fastest-growing b2b brands
In this episode, you're going to learn:The Commitment to Change:Learn how to transform client interest into genuine willingness to change.Understand the milestones necessary to keep clients engaged and aligned with your solutions.Avoiding Common Pitfalls:Identify common mistakes that derail sales processes and learn how to avoid them.Master the transition from discovery to presentation with actionable tips.Collaborative Solution Creation:Discover how inviting clients to co-create solutions enhances buy-in and secures long-term commitment.Real-world examples and case studies for practical application.Managing Client Expectations:Strategic questioning techniques to uncover and address client concerns early.Techniques for realistic opportunity qualification and pipeline management.Building Trust and Overcoming Stereotypes:Overcome negative stereotypes by positioning yourself as a trusted advisor.Strategies to create long-lasting client relationships based on trust and value.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 brands
Importance of authenticity and sincerity in salesHow to articulate value propositions and have clear business conversationsBuilding and maintaining a relationship funnel for long-term successStrategies for being strategic and valuable on social media
In this episode, you're going to learn: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 brands
In this episode, you're going to learn:1. What is social selling
2. Why it's important
3. How to master social sellingAbout 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 brands
In this episode, you're going to learn:1. Empathy and building connections through understanding the customer journey are important.
2. The timing of engagement matters greatly, as engaging with potential customers early in their buying journey.
3. The power of using the right tools like SparkToro to gain valuable insights into customer behaviour and preferences.Resources referenced:
Connect with Rand on LinkedinTry Sparktoro for free hereConnect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout 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 our 5-part email course used by the fastest-growing b2b brands
Here are 3 key takeaways you don’t want to miss:🔑 Demonstrate Product Usage: Ensure you understand how the buyer would use your product if given free access today. Avoid a mere product tour by focusing 80% on primary differentiators that provide specific value to the customer.
🔑 Address Trust Issues Early: Buyers often distrust that reps understand their industry or role. Build credibility by starting your discovery with a well-researched hypothesis of value specific to the buyer’s role and industry.
🔑 Empower the "No": Create a non-pressure environment by asking if continuing the discussion is worthwhile, emphasizing mutual fit. This honest approach builds trust by showing you are invested in meaningful deals only.Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin
**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 our 5-part email course used by the fastest-growing b2b brands
In our latest podcast episode, Kevin Hopp connects with Luigi Prestinenzi to discuss the art and science of effective sales prospecting. Kevin dives deep into various strategies to streamline the effort between starting line and success, making sure your outreach efforts are not just productive but enjoyable.Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with Kevin Hopp on LinkedinConnect with David Fastuca on Linkedin
**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 our 5-part email course used by the fastest-growing b2b brands
Sales can sometimes feel like trying to solve a giant jigsaw puzzle.You have all these pieces—clients, products, services, and strategies—and you need to figure out how they all fit together.
In this episode of "How To Sell," hosts Luigi Prestinenzi and David Fastuca break down the art of asking the right questions in sales.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin
**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 our 5-part email course used by the fastest-growing b2b brands
In this episode, you're going to learn the importance of;Chris Muddle’s journey from banking to becoming a top performer in sales is a story of overcoming fears, embracing failures, and finding balance.
By incorporating simple habits, staying grounded, and focusing on personal connections, Chris has unlocked the secrets to success.
Follow his example, and you too can become a high-performing sales professional.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin
**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 our 5-part email course used by the fastest-growing b2b brands
In this episode, you're going to learn the importance of;1) Reflect on Past Successes: Analyzing successful interactions and deals can be more impactful than seeking new training. Understand what worked and why, to replicate those strategies in future sales efforts.
2) Define Clear Outcomes: Before going into demos and meetings, be clear about what you want to achieve. Whether it's motivating a purchase or identifying pain points, having well-defined outcomes leads to more productive sales conversations.
3) Create Your Own Goals: In sales, intrinsic motivation is key. Set personal goals and find what truly drives you. This isn't just about hitting quotas; it's about aligning your career with your personal aspirations to maintain your energy and commitment.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin
**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 our 5-part email course used by the fastest-growing b2b brands
In this episode, you're going to learn the importance of;1) Why do you need to take control of the sales process
2) Why you need to be an expert.
3) Why you need to become a facilitator versus a salesperson.Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin
**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 our 5-part email course used by the fastest-growing b2b brands
In this episode, we're diving into a crucial topic: why the "one size fits all" approach doesn't work in sales.We'll explore the importance of understanding your buyer's level of education, the dangers of feature dumping, and how to truly add value during the sales process.
Drawing from a recent buying experience of ours, we'll uncover key lessons that can transform your approach to selling.
Plus, we'll share insights from industry expert Jen Allen on tailoring your pitch to meet your buyer's specific needs.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin
**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 our 5-part email course used by the fastest-growing b2b brands
In this episode, we’re diving deep into a crucial topic: the pitfalls of over-relying on sales automation.We'll share why cutting corners with automation can harm your prospects, the importance of personalization, and why hard work still plays a vital role in successful sales.
Get ready for some real-world horror stories and actionable tactics to keep your sales game authentic and effective.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin
**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. -
In this episode, Luigi is joined by Paul Reilly to dissect the traits needed to be a prospecting great in both boom times and turbulent times.
Join them as they cover:
💙 Their ongoing passion for selling this deep into their careers.
🎮 Two things you can do to take back control of your pipeline in a turbulent marketplace.
💁 Doubling down on serving our prospects and customers.
🌊 Differentiating yourself in a sea of sameness.
🤝 Why prospects will meet with you and what they want to know you know.
🚰 What you can do to ensure you are constantly filling your pipe.
🔗 LINKS
Connect with Paul on LinkedIn, at his website, and find more information about his book Selling Through Tough Times here.
You can listen to Paul's episode on Mike Weinberg's Sales Management Simplified podcast here.
Find Luigi on LinkedIn.
**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 brands
Discovery is not dead. Conversely, running the right first meeting can help power your deal through the entire buying journey.In this episode, Luigi is solo and providing you with a micro masterclass on running the perfect first meeting. Find out his six key steps, why they're critical, and how to nail them.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin
**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 brands
In this episode of "How to Sell," we dive deep into supercharging your sales cadence.We covered how customizing your inbound and outbound campaigns can skyrocket conversions, the critical role AI plays in personalizing communication, and actionable insights to break through the sea of sameness.
Whether you’re refining your message for big-ticket deals or fine-tuning it for quicker sales, the right cadence will amplify your impact.Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout 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 brands
The evolution of information parity has reshaped the role of the sales professional.Connecting at the right moment, sharing knowledge as peers, and guiding buyers are key tactics to becoming a trusted advisor instead of a seller.
In this episode, Luigi is joined by the insightful Anthony Iannarino, marking the first repeat appearance of a guest on the podcast.
Prepare to take notes - this episode is packed with insights on the evolving responsibilities and opportunities for modern sales professionals.
🔗 LINKS
Connect with Anthony on LinkedIn.
Connect with Luigi on LinkedIn.
**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 brands
Key Takeaways:🔍 Macro Mindset in Prospecting: Embrace a broader industry perspective and leverage marketing tactics to enrich your sales prospecting efforts.
💡 Focus on Customer Problems: Prioritize understanding and addressing customer issues over showcasing product knowledge. This approach builds trust and relevance.
📞 Personalized Multichannel Approach: Utilize a blend of cold calls and social selling, while ensuring your messages are always tailored and authentic to your audience.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout 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 brands
Key Takeaways:1. Personalization Techniques that Build Immediate Trust: Learn how to personalize your approach to each cold lead, creating a tailored experience that resonates with their unique pain points and needs, ultimately transforming skepticism into trust.
2. Proven Psychological Strategies for Overcoming Initial Resistance: Discover key psychological principles and strategies that break down barriers and address the root causes of skepticism, making it easier to build rapport and establish credibility with even the most resistant prospects.
3. Step-by-Step Guide to Crafting Persuasive and Trustworthy Messaging: Gain insights into crafting compelling and trustworthy messaging that effectively communicates value, addresses concerns, and fosters a genuine connection, turning cold leads into warm, trusting prospects.
Connect with your hosts:
Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout 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. - Show more
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