Hosted by Luigi Prestinenzi

Sales IQ Podcast

Join us as host of the show Luigi Prestinenzi talks to 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.

Enjoying the show? Why not listen to our brand new podcasts? The Revenue Engine Podcast hosted by Rosalyn Santa Elena and The Revenue Architect Podcast hosted by Jeff Ignacio!

Monday Mindset: Focus on the Basics

The changing sales landscape is making it harder for sales professionals. Not that selling has changed, but the impact of technology and social platforms has changed the way sellers behave. What can't be missed, is the need to develop meaningful relationships! The relationship funnel is so important, meaning the focus needs to shift away from the transaction. Away from the contract. Away from the deal. The mindset sellers must exhibit needs to shift, and focusing on the basics is key to make that shift occur.
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Episode 82: The Science of Selling, with Jeff Ignacio

Technology has changed the way sellers interact with buyers. Sales structures have changed to allow sellers to only focus on certain stages of the sales process, helping sellers to really target specific parts of the pipeline. However, some reports suggest that sellers are spending less than 40% of their time actually selling. So how do you meet your sales objectives in a world where sales is becoming more complex?
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Mindset Monday: The Power of Simplicity

Being busy and being productive are two different things and being busy does't mean you are productive. This week, Luigi talks about how he has de-cluttered his day and removed the daily tasks that don't move the needle in a positive direction.
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Monday Mindset: Don't Let Fear Stop You From Taking Action

Fear is a powerful emotion. It can compel us to take action and it can stop us from moving forward. In this week's Monday Mindset, Luigi talks about the circle of control, and focusing on what sits within his control instead of letting outside influences stop him from taking action.
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Episode 81: Community and Why it Matters, with Jared Robin

The global pandemic has changed the way we interact with prospects and customers. What we learned through the pandemic is how important human connection is. Technology is playing a more significant role in our lives and being connected and engaged in the community is more important than ever before.
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Mindset Monday 34: The Power of Habits

Instead of focusing on your habits and the activities you need to do each day, try focusing on who you are...the values that sit within, and watch as your habits start to reflect the inner you and how they align to your core. See how much easier it is to make good new habits...and break the bad habits.
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Mindset Monday 26: Embracing the Emotional Challenges When Selling

Being outside of your emotional comfort zone is an opportunity to grow, find something you didn't know about yourself and build a level of resilience you didn't know existed. Embrace the negative patches in sales. It's what creates the opportunity to grow and learn to be the best you can be.
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Episode 80: How to Manage the Emotional Ride in Selling, with Michelle Hecht

So how do you regulate the emotional ride of selling? This week Luigi talks to Michelle Hecht, a career Sales Professional who has spent over 20 years in various sales roles, some months exceeding her targets and being the superstar, other months having to hustle and grind to find a way to meet those targets.
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Episode 79: How to Go From an SDR to an AE and Crush Your Quota, with Sarah Brazier

Much has changed in the world of selling, especially the technology available and segmenting of the funnel - with SDRs working the top and AEs owning qualified opps. During this episode, Luigi talks to Sarah Brazier, Account Executive at Gong, who nailed it as an SDR and is successfully transitioning to the role of AE, on track to crush her quota in her first year.
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Mindset Monday 32: The Power of Believing

In sales, we can't control all situations, and at the end of the day....you have to believe in yourself and understand what defines you, and how you feel about the journey you are on. Every day is a new opportunity to reboot, to progress and build resilience until you hit your targets.
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Mindset Monday 31: Motivation - What to Do When You Can't Get Motivated

Finding motivation each and every day can be challenging. When we are motivated and energetic it's fantastic, we can get so much done. Yet, there is an opportunity when we don't want to do things, when we are lacking motivation. Why is there an opportunity? Because we can learn from the process, we can experience the lows and how to move through it, and add the learning to our Belt of Resilience.
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Episode 78: How to Combine the Science and Art of Selling, with Howard Brown

Is selling a science or an art? Tune in as Luigi talks with Howard Brown, the founder and CEO of Ring DNA about the art and science of selling, bringing a business success, and how psychology and selling go hand in hand.
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Monday Mindset 30: The Power of Focus

Being busy doesn't mean you are being productive. Sometimes in order to do more, we must do less. The Pareto Principle specifies that 80% of results come from 20% of the activities. So sometimes the best way to get more done is simply saying NO and reducing the amount of tasks you do each day.
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Mindset Monday 29: The Power of Visualization

There is no magic formula to win in sales. Sometimes the process you use works and sometimes, it doesn't deliver results. The single part of the sales process you can control, is how you show up. How you prepare and create your luck.
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Episode 77: How to Close 6 and 7 Figure Deals, with Daniel Lefebvre

Tune in as Luigi delves deep into how an inspiring sales professional puts together incredible 6 and 7 figure deals selling complex software solutions, and how you can emulate his success.
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Monday Mindset 28: Why We All Need an Accountability Buddy

Finding motivation each and every day can be tough…it’s too easy to snooze the alarm to get an extra 15-minutes of sleep, or justify why a task we know must be done today, is okay to do tomorrow…In this motivating episode of mindset monday, Luigi talks about the power of an accountability buddy and why everyone needs someone to help them to stay motivated.
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Mindset Monday 27: The Power of Change

In this episode, Luigi talks about the power of change and the impact that change can have. So ask yourself next time you need to struggle to overcome an obstacle: What change can I make that will help me be the very best sales professional I can be?
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Mindset Monday 26: Embracing Rejection to Help You BeTheBestYouCanBe

Just because you get rejected doesn't mean you are a failure. In sales, hearing NO is something that you should embrace.
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Mindset Monday 25: How to Create a Positive Environment to Help You BeTheBestYouCanBe

Being the best you can be doesn't happen just by luck. It's the environment you create that will help you elevate yourself to be the best version you can be.
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Episode 76: How to Elevate and Drive Performance, with Meghann Misiak

Meghann shares with us her story and how she helps salespeople and sales leaders achieve their goals.
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Episode 75: Introducing The Revenue Engine Podcast, with Rosalyn Santa Elena

We're excited to announce the launching of our band new podcast The Revenue Engine Podcast hosted by the incredible Rosalyn Santa Elena.
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Mindset Monday 24: Cut Through the Noise to Reach Your Prospect

In a heavily distracting world, ensure you lead with something that is actually going to help and improve your prospect's life.
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Mindset Monday 23: Avoiding the Sales Burnout

The sales industry is a high-performing industry & it's easy for sales people to experience burnout. Take the time to help yourself to help others.
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Episode 74: The Power of Voice & Tonality, with Denis Champagne

Denis has built his 30+ years' of sales experience by delivering sustainable sales growth. Denis talks to us today about the power of voice tone, pitch, and speed in building trusting, genuine relationships with our sales prospects.
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Mindset Monday 22: The Power of Taking Action

Striving for perfection is great — but not if it is detrimental to your goals. Understand the power of taking action.
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Episode 73: How to Deliver Engaging Video Presentations, with Ravi Rajani

Delivering virtual presentation is now the norm for salespeople. So how do we keep them engaging & impactful? Ravi Rajani shares his expertise & tips.
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Mindset Monday 21: Beat the Competition & Chase Your Follow-Ups

As sales professionals, we don't want to waist a single lead. We need to differentiate ourselves from the competition & follow up with our follow-ups.
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Episode 72: The Importance of Demand Gen and Marketing, with Chris Walker

Chris and the team at Refine Labs are on a mission to help organizations optimize their revenue models Revenue Operations, Growth Marketing, and Buyer Enablement. Listen as Chris discusses how important demand generation and marketing is in sales.
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Mindset Monday 20: Earning the Right To Be Successful

As we head into February, Luigi aims to inspire you to achieve the sales numbers that you work so hard for and to earn the right to be successful.
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Episode 71: The Challenges of Procurement, with Leslie Venetz

In this week’s episode, we learn how Leslie began her sales career, the challenges she has faced, as well as her insights on procurement.
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Mindset Monday 19: Opportunity for Growth in 2021

Our first Mindset Monday episode of 2021! Last year was a year like no other, it was tough and chaotic for all of us but for some, they grew. That’s why we’re pumped to break into the New Year that promises new opportunities and new potential for growth. In today’s episode Luigi emphasizes the importance of setting the foundations for a successful year ahead.
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Episode 70: Taking Action to Make Sales Happen, with Aaron Sansoni

Aaron Sansoni is a best-selling author, international speaker, investor, global mentor, and Australian Of The Year and Enrepreneur Of The Year nominee. Aaron features in over 20 publications globally and runs a successful venture capital company with interests in events, media, technology, retail, and real estate. Get inspired with our first podcast of 2021 featuring Aaron Sansoni.
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Episode 69: Developing a Mindset For What's Possible, with Chris Muddell

This week we welcome special guest Chris Muddell to the Sales IQ podcast, Chris is a sales expert who has spent the last 7 years building his skills and developing his sales knowledge. Having been the top seller in his company for multiple years Chris has developed an amazing approach to selling and is here today to share with us how you can become the #1 seller in your business.
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Episode 68: Harvesting Sales Success, with Nigel Green

This week we welcome Nigel Green to the Sales IQ podcast. Nigel is a sales expert who understands the sales process and how we can succeed as sales professionals. In this weeks episode Luigi and Nigel discuss the need for sales people to plan out their week and the importance of preparation when it comes to the sales process.
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Mindset Monday 18: Making the Commitment to Success

In this weeks episode of Mindset Monday Luigi discuss the importance of committing yourself to being successful and making sure that you are always keeping a growth mindset so that you can continue to enhance your craft and become a master of your profession
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Episode 72: Coaching and Self-Development, with Andy Paul

This week we welcome Andy Paul to the Sales IQ Podcast. Andy is a sales expert who has a key focus on sales development and coaching, hosting his own podcast 'Sales Enablement Podcast with Andy Paul' he has developed his understanding and sales skills to an extremely high level.
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Mindset Monday 17: Self Education Leads to Success

In this weeks episode of Mindset Monday Luigi discusses the idea of self education and how you can improve your learning to drive performance.
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Episode 66: Video Selling, with Kayla Cytron-Thaler

This week we welcome special guest Kayla Cytron-Thaler to the Sales IQ Podcast! Kayla is a sales gun who has what it takes to compete with the best sellers around the world. With a modern approach to social selling Kayla has learnt how to stand above the average salesman and book those meeting. In this episode Kalya and Luigi discuss the importance of video and how you can also set yourself up for success.
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Mindset Monday 16: Enjoying the Journey

In this weeks Mindset Monday Luigi discusses the importance of enjoying the journey and planning for success in the future.
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Episode 65: Building Relationships Through Social, with Marcus Chan

In this weeks Sales IQ Podcast we talk to special guest Michael Chang about how you can be developing your social skills to form relationships with your prospects. This episode is packed full of juicy information and tips on how you can be selling more!
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Mindset Monday 15: The Power Of Being Curious

In this week's Mindset Monday Luigi discusses the power of being curious and how you can approach each day to #bethebestyoucanbe
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Mindset Monday 14: There is No Q5

In this week's Mindset Monday Luigi discusses the need to push forward and focus on the final quarter of 2020 and the 2021 rather than focusing on your previous quarter regardless of success or failure.
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Mindset Monday 13: Placing Your Prospects Interests First

https://player.captivate.fm/episode/3578afe2-79b9-463a-898c-cb8695003674
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Mindset Monday 12: Going The Distance

In this weeks Mindset Monday Luigi discusses the idea of going the distance and how you are making an incredible impact on your prospects to help them achieve success.
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Episode 64: Smart Calling, with Art Sobczak

This week we welcome special guest Art Sobczak to the sales IQ podcast. Art is a sales genius who has developed the brilliant ‘Smart Calling’ methodology. In this episode Luigi and Art explore ‘Smart Calling’ and what you should be doing to improve your sales ability so that you can help people to be the best they can be.
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Mindset Monday 11: Stop Trying To Sell Your Product

In this weeks Mindset Monday Luigi tells us why we need to stop selling and start creating a unique buying experience which will help you provide value to your buyers and not just lead another transaction.
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Mindset Monday 10: Building a Network for Success

In this weeks episode of Mindset Monday Luigi discusses the importance of having a good network and what you should be doing to build a network which will help you to be the best you can be .
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Episode 63: The Art Of Differentiation, with David Brier

This week we welcome David Brier to the Sales IQ Podcast. David is a branding genius who knows how to break through the clutter and grab your attention. This week David and Luigi dive deep into branding and why it is important for you as a salesperson to be developing your own personal brand and to #bethebestyoucanbe.
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Episode 62: Making the Most of Your Day, with Craig Ballantyne

This week we welcome Craig Ballantyne to the Sales IQ Podcast. Craig is a sales coach with an amazing attiude and ability to help others to find success. This week Craig and Luigi dive into what you should be doing to make the most of every day and take your business to the next level.
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Mindset Monday 9: Embracing Challenge

In this weeks Mindset Monday Luigi discusses the need for you to embrace challenge and to flip the narrative so you are compelled to act and succeed.
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Mindset Monday 8: Sales Is More Than Money

In this weeks Mindset Monday Luigi discusses the importance of selling with good intentions and focusing on your clients.
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Episode 61: The Power Of Cold Calling, with Ashleigh Alsadie

This week we welcome Ashleigh Alsadie to the sales IQ Podcast. Ashleigh is the ‘Cold Calling Queen’ and she is here today to tell you all that cold calling isn’t dead and to give you all the tips and tricks you need to succeed in the sales industry. This week has a heap of great advice for you and your team so I recommend you have your notepads ready!
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Mindset Monday 7: The Power of Positive Feedback

This week Luigi discusses the importance of feedback and what you should be doing to drown the negative out of your life and push yourself to achieve success.
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Episode 60: Leveraging Technology To Drive Sales Success, with Justin Michael

This week we welcome Justin Michael to the Sales IQ Podcast. Justin is a genius when it comes to understanding technological quota and this week Luigi and Justin discuss TQ and how you can leverage technology to drive your sales success.
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Mindset Monday 6: The Power of Commitment

In this weeks 'Mindset Monday' Luigi discusses the power of commitment and the issues you can have when you aren't fully committed to completing your tasks.
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Episode 59: Developing Your Business, with Mark Wright

This week we are joined by Mark Wright on the Sales IQ Podcast. Mike is a sales genius and the owner of 'Climb Online' A results-driven digital marketing agency. This week Mark and Luigi discuss all things sales and offer you some times on what to do when facing a pandemic and ensuring that your business continues to grow.
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Mindset Monday 5: Preparation Leads To Success

On this weeks Mindset Monday Luigi discuss the importance of preparation and what your key focus should be to achieve success
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Episode 58: Adapting To High Pressure Environments, with Waldo Waldman

This week we welcome Waldo Waldman to the Sales IQ Podcast. Waldo is an Ex-fighter pilot for the US Airforce. In his career Waldo has faced adversity, challenges and high pressure situations. This week Waldo is here to help coach you on different way's that you can push forward under high pressure situations and #bethebestyoucanbe
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Mindset Monday 4: Facing Rejection

This week Luigi covers what you should be doing when facing rejection and how you can keep a positive mindset.
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Episode 57: The Burning Desire For Success, with Michael Nichols

This week we welcome Michael Nichols to the Sales IQ Podcast. Michael is a marine veteran who created the famous F45. Having spent over a decade serving his country Michael knows what it's like to face struggle and hardship… This week we unpack the key learnings he gained from serving in the military and how that can help you to achieve success as a salesperson.
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Mindset Monday 3: I Will Persist Until I Succeed

In this Mindset Monday Luigi discusses the need for persistence
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Episode 56: Why Some Buy and Others Don't, with Cian Mcloughlin

This week we welcome the one and only Cian Mcloughlin to the Sales IQ Podcast. Cian is the CEO of Trinity Perspectives, a sales training and consulting company specialising in Win Loss Analysis. In this episode Luigi and Cian Dive deep into the reasons why people do and don’t buy your products or services.
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Mindset Monday 2: Mastering Your Craft

In this week's 'Mindset Monday' Luigi discusses how you can master your craft and #bethebestyoucanbe
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Episode 55: Engaging Your Inbound Marketing Leads, with Darryl Praill

This week we welcome Darryl Praill to the Sales IQ podcast. Daryl is a marketing genius who has devoted his time to the brand VanillaSoft. “A sales engagement platform like no other!” In this episode Luigi and Darryl explore the facts and statistics gathered by VanillaSoft and the ways in which you can increase your engagement with marketing qualified leads.
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Mindset Monday 1: The Power Of Taking One Step

This week we bring in a new type of podcast episode to help kickstart your Monday! We would love to know your thoughts so please leave us a like and comment with your opinions!
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Episode 54: The Reply Methodology, with Jason Bay

This week we welcome Jason Bay to the Sales IQ Podcast. Jason is a sales mastermind who helped to develop Blissful prospecting, a sales training company designed to help sales teams by providing the systems, coaching, and accountability to grow their outbound sales.
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Episode 53: The Perfect Email, with Kyle Coleman

This week we invite Kyle Coleman onto the Sales IQ Podcast. Kyle is an expert who has spent most of his life in the sales industry and is here today to offer some of his tips and tricks when it comes to sending killer emails to your prospects and how you can improve your email open rates.
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Episode 52: Achieving Success Through A Positive Mindset, with Lee Rozins

This week we talk about the mindset and the mentality that Lee discovered enabling him to become a master of his craft and how you can go about implementing this mentality in your own life to achieve success and take the next step in your career.
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Episode: 51: Modern Outbound Selling, with Jake Dunlap

This week we welcome Jake Dunlap to the Sales IQ Podcast! Jake is a B2B leader with more than 7 years of sales leadership experience Jake has developed an incredible theory around outbound selling and how you can increase your ability to sell effectively using Linkedin.
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Episode 50: The Entrepreneurial Lifestyle, with Sarah Davidson

This week we welcome Sarah Davidson to the Sales IQ podcast. Sarah is the host of the ‘Seize the Yay’ podcast and an expert on the entrepreneurial lifestyle. This week we are exploring the things you need to know before you start your next passion project and how you could be one idea away from success.
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Episode 49: The Reverse Marketing Strategy, with Rana Kordahi

This week we welcome Rana Kordahi to the Sales IQ Podcast! Rana is a sales coach and mentor alongside being the genius behind ‘The Reverse Marketing Strategy.’ With so much knowledge on the sales and marketing process. This episode is action packed and full of small takeaways which will help you during this difficult time.
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Episode 48: The Power of a Growth Mindset, with Brad Lea

This week we welcome Brad Lea to the Sales IQ podcast! Brad is the leading authority on web-based training. With 25 years of sales management and web-based training experience Brad understands the value of a growth mindset and has helped guide some of today’s most effective and productive sales professionals worldwide.
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Episode 47: Giving to the World, with Bob Burg

This week we welcome Bob Burg to the Sales IQ Podcast! Bob is a true legend when it comes to the personal and professional development industry. Alongside hosting the Go-Giver podcast, Bob wrote the amazing book ‘Endless Referrals’ and co-authored ‘The Go-Giver’. This week we explore the Go-Giver theory alongside the differences between authenticity and transparency...
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Episode 46: Selling in Times of Crisis, with Alice Heiman

This week we welcome Alice Heiman to the Sales IQ Podcast! Founder and Chief Sales Officer at ‘Alice Heiman LLC’, Alice has over 20 years of experience in the sales industry with skills ranging from sales training to public speaking, Alice certainly knows her stuff. This week we explore with Alice what you should be doing right now to continue to reach your targets and sell during the current crisis.
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Episode 45: Predictable Revenue, with Aaron Ross

This week we welcome Aaron Ross to the Sales IQ podcast! From working in Salesforce to being the Co-CEO of Predictable Revenue™ Inc. In addition to his work in Sales Aaron is also a top rated author having written multiple books which we highly recommend you read!
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Episode 44: Selling with Ease, with Chris Murray

This week we welcome Chris Murray to the Sales IQ podcast. Chris is the author of the amazing sales book ‘Selling with EASE’. If it’s not on your shelf already you'll be buying it after this episode! Chris is a genius when it comes to the EASE Sales Cycle and this week we aim to unpack and explore how you can use this process to increase your own sales ability.
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Episode 43: Achieving Sales Success, with Ronell Richards

This week we welcome sales guru Ronell Richards to the podcast. Ronell is a genius who was born selling, having spent his whole life in the field Ronell knows how to succeed in the world of selling. With the difficulties we are all facing due to COVID-19. Ronell’s story and mindset can help inspire you to #bethebestyoucanbe.
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Episode 42: The Record Breaking Mindset, with Ali Reda

This week we welcome the record breaking legend Ali Reda to the Sales IQ podcast. Having recently broken Joe Girard's record of the most cars sold in a year, Ali's incredible feat is due to his astounding mindset and belief in being the best you can be.
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Episode 41: Finding Your Tribe, with Seth Godin

This week we welcome author and marketing legend Seth Godin to the Sales IQ podcast. Seth is an expert in sales and marketing and understands what it means to #bethebestyoucanbe. Seth has written multiple books on sales and marketing including works such as 'The Purple Cow' and 'What to Do When It's Your Turn (And it's Always Your Turn). With all his experiences you can bet that there is a vast amount of knowledge to be gained from listening to this episode.
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Episode 40: The Sales Mindset, with Jeffrey Gitomer

This week we welcome the man, the myth, the king... Jeffrey Gitomer to the Sales IQ podcast. Jeffery is one of the best sales professionals in the business and he how to #bethebestyoucanbe. There is so much you can learn from Jeffery so make sure your fingers are warm because there are so many nuggets of information you will be wanting to write down!
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Episode 39: The Perfect Close, with James Muir

This week we welcome author, sales expert and all round great guy James Muir to the podcast. James is an expert seller who knows what it means to close a sale. This week we are going to explore what it means to close and what you should be doing to #bethebestyoucanbe.
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Episode 38: Just One More Step, with Kerwin Rae

This week we welcome Kerwin Rae to the Sales IQ podcast. When it comes to personal development and high performance Kerwin is the man you want to talk to. With over 10 years of sales and marketing experience in 11 different countries Kerwin is Australia’s leading business strategist and high performance specialist. Through all his experiences and the knowledge he has gained Kerwin definitely knows what it means to #Bethebestyoucanbe.
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Episode 37: How To Optimize Your Sales Cadence, with Gabe Larsen

This week we dive deep into Sales Cadence and what you should be doing to enhance your ability and sell effectively in your industry. There is tons of information here for you to unpack so we hope you are ready to take it all in.
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Episode 36: How To Disrupt A Major Retailer, with Justin Dry

This week we welcome special guest Justin Dry to the podcast! Justin – not only a dead set legend, is the co-founder and CEO of Vinofomo, an e-commerce premium wine retailer. From Vinomofo inception to disruption of the wine industry, Justin shares an immense wealth of knowledge and how a positive mindset helped him achieve his success.
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Episode 35: The Value of Having an SDR Team, with John Barrows

This week on the sales IQ Podcast we are excited to have John Barrows join us to discuss all things Sales. This week we have an interesting theme… and that theme is SDR Selling. John is one of the top sales people in the world and he shares so much of his knowledge that we hope you are ready to unpack everything you hear.
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Episode 34: Principles of a Sales Professional, with Jeff Bajorek

This week we welcome the one and only Jeff Bajorek to the show. Jeff is the host of the why and the buy podcast and he brings a lot of information to the table… This week we discuss the principles that great sales professionals follow and what has led Jeff to thinking these principles are so important.
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Episode 33: How To Coach For Sales Results, with Brad Sugars

This week we are joined by Founder and chairman of ActionCOACH Brad Sugars to discuss coaching for sales results and what you should be doing right now to improve your own sales abilities. There is a heap of useful information in this weeks episode about what makes a great sales professional and what you can be doing to become one of the best professionals in the sales industry.
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Episode 32: Building The Mindset For Success, with Jennifer Gluckow

This week is all about Mindset… and who better to discuss this topic than special guess Jennifer Gluckow of the Sell or Die Podcast. Jennifer is an avid believer in having a positive mindset throughout all aspects of your life and you can see that throughout the episode.
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Episode 31: A Guide To Buyer Enablement ,with Kevin Dixon

This week we welcome Kevin Dixon to the podcast. Kevin is the founder of ‘Boxxstep.’ A brilliant software that adds a buyer-centric approach to your CRM. In this episode Kevin and Luigi have an in depth discussion about buyer enablement and the points in the sales industry which could be improved upon.
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Episode 30: The Psychology Of The Sale, with Bernadette McClelland

This week we are joined by Bernadette McClelland as we delve into the mystery and “psychology of the sale.” There are a-lot of good nuggets for you to take from this episode and incorporate into your own work… especially about mindset and high performance culture.
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Episode 29: How To Get A "NO" So You Can Get A "YES", with Andrea Waltz

This week Andrea Waltz joins the podcast to discuss the reasons that your target shouldn’t be to meet a quota of yes’… But rather to get up to 15 No’s… Crazy right??? Make sure you have your pen and paper ready as we explore the ideology behind ‘going for the no’ and help you look at different ways that you can increase your sales ability.
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Episode 28: How to Lead World Class Sales People, with Deb Calvert

Hope you guys are ready for another awesome episode of the Sales IQ Podcast. Man what an episode! so many nuggets right there for you to extract. This week we welcome Deb Calvert to the podcast as we discuss the different ways that you can “Stop Selling and Start Leading.”
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Episode 27: The Truth Behind Sales Enablement, with George Brontén

Strap yourselves in for an awesome episode featuring special guest, CEO and founder of Membrain.com – George Brontén!! This week Luigi and George discuss the creation of Membrain as well the key learnings from his time in Sales. Get your pens ready because there are a heap of nuggets in this episode for you to discover.
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Episode 26: How To Differentiate Yourself And Future Proof Your Career, with Anita Nielsen

Sales isn’t just about making a transaction… It’s about you helping a person to achieve success through their company. This week Luigi and special guest Anita Niellsen tackle the topic of automation in the workplace and what you should be doing to ‘beat the bots’ and continue to have a successful career in sales.
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Episode 25: Generational Selling: How To Sell Your Personas, with Anna Liotta

This week we welcome the sensational Anna Liotta to the Sales IQ Podcast. Anna is an expert in generational dynamics of the business world and how an understanding of these dynamics can impact relationships with your customers and help with generational selling. This understanding comes from 20 years of research and consulting with clients ranging from Amazon to the NBA.
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Episode 24: How To Sell More With Gap Selling, with Jim Keenan

This week’s guest is a little controversial with some of what he says not going down too well with a few people in our industry, but with so much knowledge and experience, there is a lot of value Jim Keenan gives us Sales Professionals. Author of Gap Selling and Not Taught, Keenan is the founder and CEO of A Sales Guy Inc. He is passionate and raw, be ready to hit mute if the kids are around but keep your notepad handy for the notes you’ll want to take down on how you can find the gap to win more sales.
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Episode 23: #SalesTruths to Help You Sell More, with Mike Weinberg

This week we talk to Mike Weinberg, author of best sellers ‘#SalesTruth’ and ‘Sales Management. Simplified’. Mike and Luigi are both avid believers that sales is not something which can be cheated. It takes hard work and effort to become a true Sales Professional, listen in to the #salestruths and be prepared to ramp up your efforts as you put into play key takeaways from the show.
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Episode 22: How To Create A Mindset Of High Performance, with Coach Dana Cavalea

High performing sales professionals share common characteristics. They are focused on learning and focused on being the best they can be, they are competitive, they have high expectations for themselves, high performers don’t shy away from hard work. They understand that in order to be the best they must work hard and do what others aren’t prepared to do. So before you start hunting clients and trying to find hacks to increase sales think about your mindset and what you are doing daily to improve your attitude so you can be the best sales professional you can be.
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Episode 21: How To Build A High Converting Outreach Process, with Mark Kosoglow

Smashing your outreach and achieving a high conversion is the dream of every sales team on the planet. Thinking you can achieve this without a formal cadence process is ludicrous! Joining us on this episode is Mark Kosoglow, VP of Sales at Outreach. Mark discuss how you can increase your conversion rates and take a step towards that dream with a killer cadence process.
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Episode 20: Sales Secrets From The Sales Evangelist, with Donald C. Kelly

Donald C. Kelly is THE Sales Evangelist. As one of the leading figures in the sales industry, a sales coach and the host of his own podcast “The $ales Evangelist”, Donald has spent 5 years both learning and discussing the different ways in which our industry has changed, in addition to the experiences of different sales leaders from around the globe. Donald is truly an inspirational guy, and someone to look up to for the mindset and attitude he brings to work each day.
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