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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 into what Charlotte selected sales as her career of choice, what she learned working in a commission only role, and why planning and reflection are cornerstone skills for professional salespeople. 🔗 LINKS Connect with Charlotte on https://www.linkedin.com/in/charlotte-lloyd-8706394/ (LinkedIn). Her podcast is called Simply Sales and Marketing. Connect with Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). You're ready to get out of the rut. Join the next cohort of the Create Pipeline course from Sales IQ Global. Take the first step https://www.salesiqglobal.com/create-pipeline (here).

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 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 Listen to the Inside Inside Sales wherever you get your podcasts, or find out more https://www.salesiqglobal.com/podcasts/inside-inside-sales (here).  Connect with Darryl at on https://www.linkedin.com/in/darrylpraill/ (LinkedIn). Connect with Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn).

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 appearance of any guest on the Podcast. Prepare to take notes - this episode is filled to the brim with insights on the responsibilities and opportunities for the latest iteration of the professional salesperson. 🔗 LINKS Connect with Anthony at on https://www.linkedin.com/in/iannarino/ (LinkedIn). You'll find his latest book Elite Sales Strategies https://www.amazon.com/Elite-Sales-Strategies-Creating-Consultative/dp/1119858941 (here), and his daily blog https://www.thesalesblog.com/blog (here). Find out more about Outbound sales conference https://outboundconference.com (here). Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (on LinkedIn).

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 https://toddcaponi.com (his website), on https://www.linkedin.com/in/toddcaponi/ (LinkedIn) or by subscribing to https://toddcaponi.com/podcast/ (The Sales History Podcast). Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (on LinkedIn). On the Sales IQ Community you'll find resources and events to build every element of your sales skillset, and be able to connect likeminded professional salespeople. https://community.salesiqglobal.com/join?invitation_token=b4dc7dfa21c2773611fb21e930b01468f1f41da1-7d42efea-b202-407d-b1f6-f3352036b2de (Claim your place).

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 finds out exactly what Andrew's ramping journey looked like. 🔗 LINKS Connect with Andrew on https://www.linkedin.com/in/andrew-palummo/ (LinkedIn). You'll find Luigi https://www.linkedin.com/in/luigiprestinenzi/ (on LinkedIn too). The Create Pipeline course equips you with everything you need to succeed as a professional salesperson, whether you're still ramping, or ready to perfect your skills. https://www.salesiqglobal.com/courses/create-pipeline (Find out more).

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 your buyers and build long term sustainable relationships.  Catch the full video recording of this session, and join the Sales IQ Community for free, using the link below. 🔗 LINKS Join the Sales IQ Community by clicking https://community.salesiqglobal.com/join?invitation_token=b4dc7dfa21c2773611fb21e930b01468f1f41da1-7d42efea-b202-407d-b1f6-f3352036b2de (here). You'll find the recording with Andy under Community > Recordings 💥 Connect with Andy on https://www.linkedin.com/in/realandypaul/ (LinkedIn). Luigi https://www.linkedin.com/in/luigiprestinenzi/ (is there too). And you can find out more about the Create Pipeline course https://www.salesiqglobal.com/courses/create-pipeline (here).

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 environment, and her favourite ways to apply it. 🔗 LINKS Jen is most active on https://www.linkedin.com/in/jenniferallen1121/ (LinkedIn), and is co-host of the podcast https://podcasts.bcast.fm/winning-the-challenger-sale (Winning The Challenger Sale). Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). If you want to strengthen the structure around your sales process, the https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline) course from Sales IQ, is a great step forward. Next intake closes soon 🚀

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 Sales Rebellion. His mission is to help sellers be intentional in how they engage throughout the funnel. A great passion of Luigi's too, they explore ways to maximise the authenticity in your selling, and the bountiful rewards that brings. 🔗 LINKS Connect with Dale on LinkedIn, or find the Sales Rebellion on https://www.linkedin.com/company/salesrebellion/ (LinkedIn), https://twitter.com/SalesRebellion (Twitter), https://www.instagram.com/salesrebellion/ (Instagram), or at their https://www.thesalesrebellion.com (website). His podcast is https://www.thesalesrebellion.com/podcast/ (Selling Local). Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). Need help boosting your authenticity? In the https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline) course from Sales IQ, we help you do just that. Next intake closes soon 🚀

"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 much more likely that small misses will become habits, then snowball into big limitations. This week, Luigi talks about the power of reflection. An high-impact investment you can easily slip into your routine (with a little discipline) that will pay you back in spades. 🔗 LINKS Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). Want to #BeTheBestYouCanBe? The next Create Pipeline cohort starts in soon, and is the perfect mindset reviver for professional salespeople. Find out more https://www.salesiqglobal.com/courses/create-pipeline (here).

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 prospecting around to a more positive and exciting experience can help everyone enjoy prospecting a little more–and maybe even learn to love it. 🔗 LINKS Connect with Kevin on https://www.linkedin.com/in/khopp/ (LinkedIn), https://twitter.com/KevHopp (Twitter), or at the Hopp Consulting Group https://www.hoppconsultinggroup.com (website). You can find his podcast, The Sales Career Podcast, https://pod.link/1601548363 (here). Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). Personalising your message helps take the 'cold' out of cold calling. Learn how to master this and more in the https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline) course from Sales IQ. Next intake closes soon 🚀

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 fill the top of your funnel and ensure a health pipeline. 🔗 LINKS Connect with Jeff on https://www.linkedin.com/in/jeffswan18/ (LinkedIn) or at https://go.outboundsos.com (Outbound SOS). Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). You can find that LinkedIn post he mentioned https://www.linkedin.com/posts/luigiprestinenzi_sales-marketing-activity-6897266656926683136-2FNY (here). Targeting, Narrative and Cadence are all key parts a well-oiled outbound strategy. In the https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline) course we help you craft yours. Next intake closes soon 🚀

"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 not a negative. We need to pick up and keep moving. But what if every lost deal conceals a powerful hidden benefit? Join Luigi this week as he looks at the benefits of a lost deal, and how react right so you can bounce back better than ever. 🔗 LINKS Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). Want to #BeTheBestYouCanBe at pipeline creation? The next Create Pipeline course starts in March. Find out more https://www.salesiqglobal.com/courses/create-pipeline (here).

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 transaction. Join Luigi and Jason as the cover the importance of both prospecting and selling with love, and the many forms that can take. 🔗 LINKS Connect with Jason on https://www.linkedin.com/in/jasonmarccampbell/ (LinkedIn) (just don't leave that note field empty!), find his book on https://www.amazon.com/dp/B09PW9MJW3/ref=cm_sw_r_tw_dp_Q31QEF73EJGZTC6EKXVM (Amazon), and his podcast Selling With Love https://www.sellingwithlove.com (here). Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). Help solve more problems for more prospects with the https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline) course from Sales IQ Global.

"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 will be more changes area ahead over the next 3, 5, 10 years. To thrive, or even just survive, professional salespeople need to grow, adapt and evolve. So, are you getting what you need to adapt, grow and overcome these challenges and #BeTheBestYouCanBe? If not, it's time to take ownership and drive your own development. After all, no one will be impacted more significantly by your success or failure than you. Join Luigi in this weeks episode where he asks the question that should be on everyone's mind about the course of their development journey: if not you, then who? 🔗 LINKS Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). Ready to take control of your career? The next Create Pipeline cohort starts in March. Find out more https://www.salesiqglobal.com/courses/create-pipeline (here).

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. 💁 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 You can find the Sales Calculator and other sales tools on the Sales IQ Community Hub. As a thank you to our podcast subscribers, we're offering you free lifetime membership (value $199 USD p.a.) if you sign up before the end of February. Places will be limited, so https://community.salesiqglobal.com/join?invitation_token=b4dc7dfa21c2773611fb21e930b01468f1f41da1-7d42efea-b202-407d-b1f6-f3352036b2de (secure yours now). Connect with Paul on https://www.linkedin.com/in/salescustomerservice/ (LinkedIn), at https://tomreillytraining.com (his website), and find more information about his book Selling Through Tough Times https://www.toughtimer.com (here). You can listen to Paul's episode on Mike Weinberg's Sales Management Simplified podcast https://mikeweinberg.com/podcast/selling-through-tough-times/ (here). Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn).

"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 opportunity to learn and improve–no matter how long you've been the industry. 🔗 LINKS You can find episode #152 Must-Haves for Fast Sales Success, with Ellis Abrahams https://www.salesiqglobal.com/podcast-episodes/must-haves-for-fast-sales-success-with-ellis-abrahams (here) (or wherever you get your podcasts). Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn).

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 win in 2022. Join Craig and Luigi as they explore managing anxiety, barriers to success, balancing your work and home life, splitting your identity from what you do, and Craig's formula for success. 🔗 LINKS Connect with Craig on https://www.linkedin.com/in/craigballantyne/ (LinkedIn), at https://www.craigballantyne.com (his website), on https://www.instagram.com/realcraigballantyne/ (Instagram), or via email. Find his books https://www.craigballantyne.com/books/ (here.) Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). If breaking your quota is your goal for 2022, Sales IQ's https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline) program should be too. 

"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 (like an annual quota) it can seem that daily habits aren't as important as the milestone wins. This week, Luigi is talking about the power of consistency in de-risking our big goals, and how the small choices we make are the foundation of our competitive advantage. 🔗 LINKS Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). Need help breaking down your 2022 goals into bite-sized pieces? Find Luigi's free Sales Plan Masterclass https://www.salesiqglobal.com/webinars/creating-your-sales-plan-for-2022 (here).

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: Strategies to Turn Uncertainty to Competitive Advantage. An idea that struck her pre-COVID, Meridith has researched and considered approaches for businesses and sellers to use change to pivot them towards success. ✏️ The SCEPTIC tool (used to evaluate potential change) Society Competition Economics Politics Technology Industry Customers. 🔗 LINKS Connect with Meridith on https://www.linkedin.com/in/meridithelliottpowell/ (LinkedIn), or at http://www.valuespeaker.com (ValueSpeaker.com), and find her book https://www.amazon.com/dp/B08XBN7SDN/ref=cm_sw_r_tw_dp_GD40WSNN3WAHZEWKN67F (here). Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). If smashing your quota is on your to do list for 2022, Sales IQ's https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline) program should be too. 

"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 super-elite athletes found seven commonalities that are surprisingly accessible to all humans. From goal setting to confidence, in this episode Luigi breaks down how you can apply these seven superhuman traits in be the best you can be both in your sales career, and your life in general. 🔗 LINKS Find Luigi on https://www.linkedin.com/in/luigiprestinenzi/ (LinkedIn). If smashing your quota is on your to do list for 2022, Sales IQ's https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline) program should be too.