Revenue Leaders

Discovering what a buyer needs is not just about sellers learning about their potential customers, it's also about the buyers learning about what the seller can offer them. In this week's episode of our sales podcast, we sat down with sales Practitioner Kyle Asay to discuss the importance of the discovery stage in the sales process. Kyle shared his tried-and-true tactics and strategies for effecti...

How often when prospecting, do you hear a NO or receive an email saying not interested and then you mark as closed lost and move on. During this weeks episode, Ryan will help you think about what a NO means and why you should be taking all feedback from your prospects as a learning to help develop the next outreach step within your target accounts.

Show em you know em has become a famous quote in sales. This week we are privileged to welcome Samantha Mckenna founder of #samsales who joins us to share insights and ideas on what sellers can do to differentiate in a crowded marketplace. https://www.linkedin.com/in/samsalesli/ **About This Podcast** How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting,...

2022 has been a difficult year for many sellers. Companies reducing head count, economic uncertainty causing deals to slip. And the amount companies are spending on inbound has dropped. So how do you thrive during uncertain times. Creating a predictable outbound sales framework. Even though outreach is becoming harder it is still the number 1 method to self generate pipeline. During this episode M...

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 Sales is a complex industry, so leaning on the wisdom of others is essential to avoid potholes and succeed more efficiently. Let's get started. In this episode Luigi is joined by Nicholas Thickett, Managing Partner at Alignd, and Co-Host of the B2B Power Hour Podcast. First they explore the hazards of t...

Bad news: Many common sales tactics create friction against the natural buying cycle. Good news: this episode is here to save you from yourself.  This week Luigi is joined by David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, author, lecturer, and ex-scientist. Join them to discover the two keys to selling the way you buy, the power emotion plays in buying, precisely how to targ...

Sales pros come from all walks of life. In this episode, you'll find our how an ex-Linguistics professor became an influential thought leader, making a permanent impact on our industry.  Luigi is joined by Brent Adamson, researcher, academic, author of The Challenger Sale and The Challenger Customer, and Global Head of Research and Communities at Ecosystems.  They explore why how you sell is the d...

A champion is one of your deal's biggest assets, selling change in the places you aren't allowed. But is one champion enough?  In this episode, Luigi is joined by Nate Nasralla, Founder at Fluint.io.  They discuss where to go to deeply but quickly understand your customer's shop, the value of establishing a problem statement early, why you need to understanding the personal metrics of your stakeho...

Building trust in the virtual world can be challenging, especially when you're prospecting. One single prospecting practice can build trust, pattern interrupt, and make you more memorable. So, why isn't everyone doing it? In this episode, Luigi is joined by video prospecting extraordinaire Melissa Gaglione, who is an Account Executive with LivePerson. They do a step-by-step teardown of how to beco...

Outreach. It's one of the more painful parts of sales but, done right, it floods your pipeline with that 30% of the market who aren't actively investigating a solution to their problem, but would take a call about it.  So, let's find out how to take out some of the sting, as Luigi is joined by Ricky Pearl, CEO at Pointer to explore the staples of a high-converting outreach strategy. Learn the six...

With uncertain economic times on the horizon, now is the time to get your groundwork right. In this episode Luigi takes you through his six essential steps that will help you thrive in any selling environment.  **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 B2...

Imagine you've lined up one of the largest deals of your career. What's your first move?  In this episode Luigi is joined by Jamal Reimer, Sales Coach and Author of Mega Sales Secrets. Luigi and Jamal discuss how to navigate a challenging selling environment, why you should be a 'heliskier' not a 'mountaineer,' and the two abilities critical to closing mega deals.  🔗 LINKS Connect with Jamal on L...

Constantly changing environments and the unknown can impact your mindset. But there's a secret to thriving through all that, and it's as simple as being faithful to the basics.  In this episode, Luigi is joined by Anna Weigandt, an athlete turned Account Executive at BetterUp. Luigi and Anna consider how seemingly simple behaviours like practicing, failing, using routines, and having an openness t...

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. **About This Podcast** How To Sell is a podcast dedicated to helping listeners master th...

By putting buyers at the centre of your sales process, you morph from professional salesperson into trusted advisor. But what happens if your process is built around you?  In this episode, Luigi is joined by Charlotte Lloyd who is Global Director of Partnerships at Investment Monitor. In this unfiltered episode, they dive into what Charlotte selected sales as her career of choice, what she learned...

In this episode, we've remixed Luigi's recent appearance on the Inside Inside Sales podcast, so you can sit back and enjoy getting to know Darryl, his expansive revenue knowledge, and his show. Luigi and Darryl spend the time exploring how to work smarter, not harder, to optimise your sales outcomes.  🔗 LINKS Connect with Darryl on LinkedIn .  Connect with Luigi on LinkedIn . **About This Podcast...

The age of information parity has triggered an evolution for the sales professional. Reaching out at the right time (before it's needed), trading essential knowledge as equals, and teaching your buyers how to buy are just some tactics that can help you be valued as a trusted advisor rather than a seller.  In this episode Luigi is joined the indomitable Anthony Iannarino, in the first repeat appear...

In this episode, Luigi is joined by transparency nerd and sales historian Todd Caponi. By centring your mindset and values around being upfront with your prospects, Todd says you'll see payback in spades. Even if it means sacrificing that first deal on the table.  🔗 LINKS Connect with Todd at his website Connect with Luigi on LinkedIn .  **About This Podcast** How To Sell is a podcast dedicated t...

In sales, your learning and development is never done. But the foundation you build will not only accelerate your progress, but be something you refer back to throughout your entire career. So, where do you start?  In this episode, Luigi is joined by Andrew Palummo. A fresh face at Qualtrics in March 2021, he went on to win SDR of the Year for the Asia Pacific & Japan region. Join Luigi as he...

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 The trust gap between buyers and sellers is getting worse. Some reports show that over 80% of buyers don't trust sellers. So, how do you connect with buyers in a meaningful way without coming across sales-y? Andy Paul best selling author and Host of the Sales Enablement Podcast shares his framework that...

If you're in need of a sales strategy geek-out, this one is for you. Luigi's guest this week is Jen Allen, Chief Evangelist at Challenger. A renowned method for B2B deals, and based in research, it's about taking ownership of your sales process.  In the episode, Luigi and Jen examine the why, what, and how of Challenger Sales. Jen tells us why it's so impactful, how it fits in an evolving sales en...

When you think of words like authentic and natural, trust is never far behind. And in sales, trust = a running start.  So, it's logical that when we're building our sales processes, making them a fit for our personality, product, brand, and prospects should be non-negotiable. But how often do we truly feel empowered to break free from the status quo?  Our guest this week is Dale Dupree, founder of...

"The definition of insanity is doing the same thing over and over again, and expecting a different result." - Albert Einstein. We've all got a vague idea of how well we're doing at our day-to-day activities, right? But is that enough to make you the best you can be – or to even hold your current performance?  Without regularly reflecting on how things went according to your best practice, it's muc...

Prospecting. Crucial for building a healthy pipeline, but more often a dreaded task than the highlight of our day. But does it have to be this way?  This week, Luigi is joined by Kevin Hopp, an outbound specialist who believes prospecting 'doesn't have to suck so much.'  His solution? Leveraging tech and process to create a bespoke outbound strategy that gels with our strengths.  Spinning your pro...

Prospecting isn't always sunshine and roses, but a strong strategy is absolutely essential to pipeline creation. So how do you construct a hyper-effective outbound strategy that ensures the pain is worth the gain?  In this episode, Luigi is joined by Jeff Swan of Outbound SOS. This episode is packed full of strategic advice to fill the top of your funnel and ensure a healthy pipeline.  🔗 LINKS Co...