#277: Flipping The Buying Journey To Sell More B2B Deals

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!

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."

💰 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 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.

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 Linkedin About This PodcastHow 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 brandsConnect with your hosts:Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout This PodcastHow 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 brandsConnect with your hosts:Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout This PodcastHow 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 brands5 Keys You’ll Learn: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.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 PodcastHow 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 brands5 Keys You'll Learn from this Episode: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.Connect with your hosts:Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout This PodcastHow 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 brandsIn 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 PodcastHow 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 brandsIn this episode, you're going to learn: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 mediaAbout This PodcastHow 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.