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Welcome back to another episode of the "How To Sell" podcast! In this episode we dive deep into the importance of building a solid sales plan for 2025.
With the year's end fast approaching, it's crucial for sales professionals to reflect on the past year, identify what worked and what didn't, and set actionable goals for the upcoming year.
Luigi and David emphasize the necessity of planning ahead, particularly given the unique challenges presented by the holiday season in both B2B and B2C markets.
They offer insights into the critical components of a successful sales plan, including setting clear targets, breaking down activity metrics, and establishing an operating rhythm.
Plus, they introduce valuable resources like a one-page sales plan template and a sales forecasting calculator.
Whether you've had an exceptional year or faced some hurdles, this episode is packed with practical advice to help you make 2025 your best year yet.
So grab your notepad and get ready to take your sales strategy to the next level!
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Summary
In this episode, Luigi and the Growth Forum discuss the changing landscape of outbound prospecting and its impact on brand perception. They emphasize the importance of effective outreach, the role of AI in sales, and the necessity of a mindset shift from selling to helping. The discussion highlights that successful prospecting requires genuine effort, research, and personalization to avoid damaging one's brand while achieving sales goals.
Takeaways
Outbound prospecting is evolving and must adapt for success. Effective outreach requires research and personalization. AI tools can assist but cannot replace genuine effort. Sales professionals must shift from selling to helping. Understanding the buyer's needs is crucial for effective outreach. Generic messaging can harm your brand's reputation. Smaller, targeted lists yield better results than mass outreach. Sales is akin to detective work; curiosity is key. Providing value in outreach builds trust and engagement. Doing the work is essential to avoid damaging your brand.Sound Bites
"The old way of doing outbound is dead."
"Sales is like being a detective."
"Do the work to drive results in 2025."
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💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Connect with your hosts:
Connect with Luigi Prestinenzi on Linkedin Connect 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.
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In this episode, we're diving into the art of crafting a sales strategy that doesn't rely on pricing.
Discover why having a defined sales process and creating a memorable buying experience is crucial, especially as AI technology accelerates in sales.
We share insights from a real case study and provide actionable tips for immediate implementation.
Say goodbye to selling on price; say hello to value-driven sales! Tune in now.
💰 Get FREE access to the tactics used by the fastest-growing b2b brands
Connect with your hosts:
Connect with Luigi Prestinenzi on Linkedin Connect 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
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
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
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. -
💰 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. - Visa fler
