Revenue Leaders

Siloed, competitive, potentially feuding. This was the traditional marketing/sales relationship. But lines are blurring, both on paper, and in practice. And when yocu look at it, it makes sense. Bringing people from a point of pre-contemplation to contemplation, to consideration and then decision–it's what both marketing and sales do. So, is this evolution creating space for sellers to grow into? ...

The best thing about the basics is also what makes them underrated–their simplicity. It's because we like to think sales is harder than it is. And because no one remembers that time a right-on-schedule follow up closed the deal.  But the thing we hear time and time again from top performing sellers and leaders, is that fundamental skills like note taking and following up are absolutely critical to...

We've all had that feeling. A prospect call is due but they unexpectedly haven't answered your last few calls. And now it's taking everything you have to not push them to next week.  What do you do to keep your head in the game? To flip your mindset and find the right response, based on reality, rather than following your inference and perceptions.  In the episode Luigi is joined by Catherine Brow...

How can you level-up on value creation if you don't have a sales leader showing you the way? What about building your commercial acumen? Or sharpening your outbound calls?  With all of the tech available today, self-coaching is a more accessible and powerful tool than ever. All you need is to define what "quality" looks like and take the time to reflect.  This week Luigi is joined by David Pearson...

When we set big goals it's incredibly exciting and motivating. But the challenge with big goals is the scale of them. At the end of each day it's hard to feel as though you've made any real impact. That can make you feel demotivated, which is dangerous when you hit a setback.  Getting 8 hours sleep every single night doesn't sound like it would add up to a big goal, does it? But for elite athletes...

In a world everyone where everyone is now virtual how do you deepen the relationship with prospects and customers?  Sales might have evolved over the years but one thing has remained constant. That buyers must trust sellers in order to buy from them.  Recent studies have show that there is a major trust gap between buyers and sellers. Email open rates are dropping. Prospects are being bombarded wi...

So what do you do when the world goes digital? You do the opposite and start a business that sends stuff to people....in the mail!! That's exactly what this weeks guest decided to do. Working as an Account Executive one day then the next, Kris Rudeegraap created an online sending platform. 5 Years later this wild idea is now worth over $650M and the Sendoso sending platform is now being used by th...

In March 2020 the world changed and over night everyone went virtual. Sales professionals all over the world needed to pivot. Outside sellers became inside sellers. Everyone jumped online searching for video conferencing equipment.  For most people the remote working model was thought to be a short one. Now almost 18 months in, the remote working model is here to stay. Yes some are heading back in...

One of the things that can hold us back in sales is not our competition, the environment, or the market, it's ourselves. In the pursuit of perfection, we actually hold ourselves back from executing! We need to realise, no matter how good our message is, it's never going to be perfect - people are so different - if we take care and we craft our message with our buyer persona in mind - even the best...

What does it take to be a successful Sales Professional? Is it the ability to say the right things at the right time? Is it the ability to prospect and create net-new opps? Or is it the ability to build meaningful relationships?  A successful Sales Professional is one who does....yep, you guessed it, ALL of the above. Some sellers find certain parts of the role easier than others. When you think a...

The capacity to learn is a gift. The ability to learn is a skill. The willingness to learn is a choice - Brian Herbert. Working in sales the only thing you can guarantee, is that you will hear the word NO more than hearing the word yes! But is hearing NO or YES the outcome we seek when working in sales? The one main metric a seller is judged on is the sales number that is generated. However the ou...

What do you do when things go horribly wrong? And you find yourself in a position where you have to start again? That's what this week's guest had to do. Neil Twa was building something incredible and then sh@t hit the fan and the next thing - he was filing for bankruptcy and had to reinvent himself.  Neil Twa is the CEO of High Voltage Marketing Media company that helps Amazon brand owners (and t...

A goal without a plan is just a dream - Brian Tracy To be successful in sales. The target matters. Regardless on how you view selling, sales professionals are paid to deliver an outcome and that outcome is a sales number.  However, what do you do when you are struggling to hit target? Do you focus on the number you need to hit?  Hitting target doesn't happen as a result of being lucky. We create o...

Be gentle with yourself. You are doing the best you can - Anonymous  Sometimes the best way to move forward is to take a step back. Take some time to chill and relax. Play some xbox, watch some netflix, each some chocolate.  Rest is important. Be kind to yourself and allow yourself time to recharge to be the best you can be.  **About This Podcast** How To Sell is a podcast dedicated to helping lis...

"We do not need magic to transform our world. We carry all the power we need inside ourselves already." - JK Rowling.  Uncertainty can create anxiety. Fear can creep in. It can challenge our thinking and drive us to make decisions we usually don't make it.  Affirmations can play a powerful role in helping us move away from a negative state and enable us to find the positive from within.  The words...

The worst call is the call you don't make. - Luigi Prestinenzi High Performing Sales Professionals can be summed up with one word. Choice. They choose to be proactive and focus their time on high payoff activities.  And a major focus of those activities is prospecting. The relentless focus on making sure their pipeline is robust and active. One thing we learnt over the past 18 months is the phone...

'I am not what happened to me. I am what I choose to become' - Carl Jung. Each day we are presented with various problems to solve—some easier than others. Sometimes we experience problems we can't solve, and those problems can negatively impact us... And this is where the opportunity for growth is born. Each challenge, each problem presents us with a choice. The choice to try and problem solve an...

So what do you when you don't hit your number? For most sales professionals, missing target is something all sales people will experience. Sometimes it can be quite stressful.  Working in sales is all about delivering results and when those results aren't achieved the spotlight can be on you. Working in sales can be the best profession in the world. It can also be one of the most challenging.  On...

Whatever you vividly imagine, ardently desire, sincerely believe, and enthusiastically act upon, MUST inevitably come to pass. - Paul J Meyer Selling is the best profession in the world. But it can be a difficult profession. Some days the actions we take can deliver a certain outcome.  Other days it can deliver a completely different outcome. When selling, rejection is part of the process. Being g...

Fear is a reaction. Courage is a decision. – Sir Winston Churchill Have you ever attended a child's first day of school? Some children are scared and don't want their parents to leave them, others run with enthusiasm and don't look back.  However, one constant for children starting school is they all have a dream. When you ask what do want to be when you grow up, you hear.....astronaut...doctor, f...

You are working long hours. Hustling and grinding to build your pipeline. Have limited money in the bank. Questioning if you will be able to build a business and make it happen. Then a few years later, private equity knocks on your door and says..."Here is $30M dollars to help scale your company". What do you do? In this episode, G - the CEO and Founder of Lemlist discusses why he turned down $30M...

"Only those who have the courage to take the penalty miss them" - Roberto Baggio The sky is blue today. And it will be for some time. The mighty Azzurri won the football (soccer) European Cup. Against all the odds. Not just in the game against England, but leading up to the tournament no one said they would progress.  For one side it was pure ecstasy. For the other - tears of disbelief. What made...

What does it take to develop the right habits? We're all Professional Salespeople who know our strengths and weaknesses, right? And in the quest for continuous improvement, we all know we can improve some of those negative habits.... During this episode Luigi talks with RJ Singh, Host of the Ultra Habits Podcast about the mindset required to create the right habits.  As well as being the host of h...

The greatest discovery of all time is that a person can change his future by merely changing his attitude - Oprah Winfrey.  When the economy changes and you find yourself in a period of uncertainty, what do you do?  Over the past 18 months many around the world have been faced with this difficult dilemma. Over night, the world changed. Is this the first time the world experienced a period of uncer...

Surround yourself with people who talk about visions and ideas not people. Anonymous. Fear is an incredible emotion. It can ignite us to take action and it can stop us from moving forward. We live in a world where social media has created a need to be accepted, a need to be liked and a need to be followed. This desire to be see and heard can create a barrier. An imaginary barrier off allowing what...