Sales IQ 공개
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Sales IQ

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Sales IQ

Luigi Prestinenzi

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Join Luigi Prestinenzi as he brings you insights from thought leaders from around the globe about the art and science of sales and marketing, personal development and the mindset required to sell more everyday. Listen here or go to our website for more episodes and awesome content focusing on Sales and Marketing.
 
Sales IQ Global has a worldwide audience of sales leaders and professionals operating in B2B environments. Tony Hughes is Co-Founder of Sales IQ Global and a best-selling author. He hosts a live monthly CEO conversation shared with an online audience sharing CEO insights with peers looking to drive sales, and aspiring sellers seeking to better understand how to engage a CEO.
 
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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 un…
 
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 of the Sales IQ Podcast, Luigi is joined by video prospecting extraordinaire Melissa Gaglione, who is an Account…
 
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 …
 
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. 🔗 LINKS Connect with Luigi on LinkedIn. Join us on the Sales IQ Community here. Learn to sell at your best in any buying environment. Explor…
 
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 clos…
 
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 of the Sales IQ Podcast, Luigi is joined by Anna Weigandt, an athlete turned Account Executive at BetterUp. Luigi and Anna consider how seemingly simple beha…
 
Discovery is not dead. Conversely, running the right first meeting can help power your deal through the entire buying journey. In this episode of the Sales IQ Podcast, 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. 🔗 LINKS Connect…
 
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 of the Sales IQ Podcast, Luigi is joined by Charlotte Lloyd who is Global Director of Partnerships at Investment Monitor. In this unfiltered episode, they dive int…
 
Last month, we welcomed the incomparable Darryl Praill and his outstanding podcast Inside Inside Sales to the Sales IQ Network. With 180 episodes in the bank, it is a treasure trove for those not only in sales, but across the wider revenue team. In this episode, we've remixed Luigi's recent appearance on the Inside Inside Sales podcast, so you can …
 
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 indomita…
 
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, on LinkedIn or by subscribing to The Sales H…
 
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 A…
 
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 will help you deepen the relationships with y…
 
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 …
 
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…
 
"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 thin…
 
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 …
 
Prospecting isn't always sunshine and roses, but a strong strategy is absolutely essential to pipeline creation. So how you construct a hyper-effective outbound strategy that ensures the pain is worth the gain? In this episode of the Sales IQ Podcast, Luigi is joined by Jeff Swan of Outbound SOS. This episode is packed full of strategic advice to f…
 
"A person who never made a mistake never tried anything new." - Albert Einstein. It's instinctual to be deflated when a deal drops differently to how you were expecting, especially if followed your passion into sales. But as professional salespeople, we know that losing a percentage of deals is just a fact of life. It doesn't define us, and it's no…
 
Something covered often on the Sales IQ Podcast is the importance of genuinely wanting to help your prospects, and believing that you can solve a problem for them. Luigi's guest this week is Jason Marc Campbell, podcast host and author of Selling With Love. In his book he covers the five loves of selling. His #1 love? Loving the impact of your tran…
 
"You must take personal responsibility. You cannot change the circumstances, the seasons or the wind, but you can change yourself. That is something you have charge of." - Jim Rohn. Over the last two years we've seen significant and permanent changes to selling: remote work, reliance on tech, the evolution of the sales process. And guaranteed there…
 
Leading Red Hat ANZ for the last (fascinating) 15 years, Max McLaren has had "a very different job every year" - leaving him with an amazing breadth of knowledge. Join Tony Hughes as he and Max cover everything from producing high double-digit growth year-on-year, to finding and retaining top talent, to the sales pitch he used to cut his teeth. Del…
 
In this episode of the Sales IQ podcast, 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 to take back control of your pipeline in a turbulent marketplace.…
 
"I never lose. I either win or I learn." - Nelson Mandela. As humans, we aren't limited in our capacity to learn, grow, and develop. But many of us don't make the most of this. After all, learning new things can be challenging. And if we have a routine that works, why change it? This week, Luigi considers the value of viewing every single day as an…
 
In the last three episodes we've been focusing on the power of mindset as a strategic differentiator for sales professionals. To round out your mindset foundation for the year ahead, we're pulling this episode from Craig Ballantyne back up to the top of your list. Originally recorded in September 2020, it's essential listening if you're wanting to …
 
"I accumulated small, but consistent habits that ultimately led to results that were unimaginable when I started." - James Clear, Author of Atomic Habits Like a path worn in the grass over time, daily habits can seem like they aren't having much impact until you view them over time. And reversed, for huge goals that you generally view over time (li…
 
Change is constant in both business and in life, yet it's commonly associated with powerlessness and fear. But what if, like COVID and the QR code, change holds a powerful opportunity to thrive that we should be anticipating and embracing? In this episode of the Sales IQ Podcast, Luigi speaks with Meredith Elliot Powell, author of Thrive: Strategie…
 
"When you run into a wall don't stop and give up. Figure out how to climb it." - Michael Jordan. Elite athletes can seem like a superhumans. A seperate race with innate abilities that propel them to achieve at levels the rest of us can only dream of. But a study by the University of Portsmouth and the University of Bath examining common traits of s…
 
Imagine clawing your way back from a career rock-bottom to being #1 Enterprise AE at SalesForce in on year, closing $6 million solo. Or tripling your income in five years but still being in the kitchen with your young family by 6pm every night? Not possible, right? This episode's guest Ian Koniak has done both of these things, and he shares his bes…
 
If you've got back-to-the-grind blues, this energy-packed episode of the Sales IQ podcast could be the most important 35 minutes you invest all year. Join Larry Long Jr and Luigi as they put you on the right path for making 2022 your best year yet. Even if you've already let your resolutions slip. They dip into: What sets elite performers apart How…
 
"I once cried because I had no shoes to play football with my friends, but one day I saw a man with no feet and I realized how rich I am." -Zinedane Zidane. The turn of the year is the world's favourite opportunity to look at things with a fresh perspective. We take a moment to pause and reflect on what's working, what isn't, where we want to be th…
 
Having broken the $1 million commission barrier year-on-year-on-year, Brandon Fluharty knows exactly where your focus needs to be to build a successful sales career. And it's not where you might expect. In this episode of the Sales IQ Podcast, Brandon Fluharty shares the secret to his career with Luigi including: How focusing on the micro (your day…
 
"Nothing is impossible, the word itself says I'm possible" -Audrey Hepburn. Motivation wanes. You might be full of fire one day, but a week later back in the same old slump. The responsibility for keeping motivated isn't something we can outsource, and sales is a game where mental resilience is critical. So how do you keep that fire kindled? This w…
 
"We do not learn from our experiences. We learn by reflecting on our experiences" -John Dewey. As the year (and quarter) draws to a close, many of our minds have already turned to what's up next: 2022. To be the best you can be in 2022, Luigi has two things for you to reflect on this week. The first is to really really reflect hard on 2021. Remembe…
 
​CEOs have a unique perspective on what it takes to drive sales. In this episode, Tony talks with ​Karen Beattie, Managing Director and Founder, The Growth Faculty. Karen is self-confessed progress junkie with an inherent curiosity for learning from the people and things around her. Regularly working with some of the world's brightest mind, Karen h…
 
Outbound email. An already a noisy channel, made deafening over the last 24 months. The latest email statistics show outbound email volumes up 120-150% and reply rates down 40% since the start of the pandemic. If you haven't levelled-up your email game lately, you're probably feeling that heat. In this episode of the Sales IQ Podcast, Luigi is join…
 
"The only impossible journey is the one you never begin." -Tony Robbins Taking a look around the post-Freedom Day gym this week, Luigi saw a lot of different people on a lot of different journeys. The one similarity? That in that moment they were all doing exactly the same thing: taking action to be the best they can be. Today's social media bubble…
 
If you're new to sales or not feeling on your game right now, this episode is essential listening. At only 18 months into his first sales role, Ellis Abrahams hit 185% of his quota last quarter. Find out how he set himself up for fast success (hint: it all starts with the right mindset). In this episode of the Sales IQ Podcast, he shares with Luigi…
 
"Excellence is not an art. It's the habit of practice." - Aristotle This podcast recently hit a milestone 150 episodes. Reflecting on our back catalogue got Luigi thinking. There's almost limitless of content available today to those who want to learn. But humans are finite. There's only so much any one person can apply in their day, week, month, y…
 
When Luigi started the Sales IQ Podcast, he had one goal in mind: help sellers to become the very best they can be. Each guest on this podcast has given us valuable insights, advice and perspectives that they've earned over their careers. In this, our 150th episodes, we take a look back at some of our favourite moments to help you #bethebestyoucanb…
 
"Whatever we expect with confidence becomes our own self fulfilling prophecy." - Brian Tracy. Let's be clear: being in a good frame of mind won't change whether someone picks up the phone or not. But it will change how you interact with those who do. And if you've been getting increasingly dejected and frustrated with each voicemailed call, there's…
 
CEOs have a unique perspective on what it takes to drive sales. In this exciting show, best selling author and Co-Founder of Sales IQ Global, Tony Hughes, speaks to CEOs who share their insights with peers looking to drive sales, and aspiring sellers seeking to better understand how to engage a CEO. In this episode, Tony talks with Brigid Archibald…
 
Sales enablement is likely something your company drives for you. But if you want to be at the top of your profession, is there danger in assuming what they are providing is all you need to be absorbing? Time and time again, self-enabled growth is what sets apart that top 1% of performers. And right now, an opportunity like never before is presenti…
 
This episode is a rebroadcast of one of the most popular Mindset Monday episodes (#74). "They may forget what you said - but they will never forget how you made them feel" – Maya Angelou. Seth Godin's famous 'drill bit' is analogy is all about zooming out. About zooming out and not stopping until you get to the true source of your prospect's motiva…
 
At the start of the pandemic, things shifted hard and fast. Businesses who had been resistant to adapting sales tech found themselves needing to quickly catch up, sometimes reaping unexpected benefits. But now the world is emerging from the pandemic, are these changes here to stay? Or will they become redundant as quickly as they became critical? I…
 
This episode is a rebroadcast of the most popular Mindset Monday episodes (#125). "Fear is a reaction. Courage is a decision." – Sir Winston Churchill When a baby learns to walk, they will fall hundreds of times and get back up. They don't stop trying because they didn't achieve their goal. As adults, the fear of failure, comparison, adversity, and…
 
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 e…
 
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 t…
 
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. …
 
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 ref…
 
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