Shows
Selling the CloudEp. 76 -Systemizing Sales for Predictable Growth with David Fastuca - Part 2In Part 2 of our conversation with B2B Sales Playbook co-author and Growth Forum CEO David Fastuca, we dig deeper into the realities of modern B2B selling—where sales efficiency meets brand experience, and AI is no longer optional.From the dangers of AI-powered spam to the rise of seller personal branding, David, Mark, and KK unpack the current sales landscape and where it's headed.In this episode, we explore:Why AI spam is killing your brand—even if your numbers look “okay” on paperHow to realign your go-to-market strategy around quality, not just qua...
2025-05-2127 min
Selling the CloudEp. 75 Systemizing Sales for Predictable Growth with David Fastuca - Part 1In this episode of Selling the Cloud, we sit down with David Fastuca, CEO and Co-Founder of Growth Forum and co-author of the bestselling new book B2B Sales Playbook. From his base in Melbourne, David shares how high-growth teams can stop relying on random acts of selling and start building systemized, scalable sales engines. If you're still managing sales with gut instinct and ad-hoc processes, this episode is your wake-up call.What We Cover:Systemizing Sales Growth: Why repeatable processes always outperform superstar sellers—and how to build one.Calendar = Control: How elite sellers block ti...
2025-05-1421 min
The Futur with Chris DoDesign That Builds Trust (and Sells Without Selling) - With David Fastuca | Episode 346We want to hear from you. If you're open to a quick chat with our producer or any of the other options, it only takes a few seconds to sign up: https://forms.gle/Enzzpq5FCVQKbHV9AIn this episode, I sit down with David Fastuca, serial entrepreneur and co-founder of Locomote. David shares the raw, behind-the-scenes truth of building, scaling, and exiting a startup without raising external capital. We explore the emotional challenges of entrepreneurship, the toll it takes on relationships, and why success without alignment can still feel like failure.Timestamps:(00:00...
2025-05-1451 min
The Business LineThe Secret to Closing More Sales feat. David FastucaToday on the show we are joined by seasoned entrepreneur, David Fastuca, to discuss his journey through the business world and the powerful sales strategies he's learned along the way.From his early days as a designer, to co-founding a startup with his cousin, to the wild ride of building, selling, and then buying back his company for just a dollar—David brings real, hard-earned insights to the table.We explore the power of outbound sales, how marketing fuels sales success, and what it takes to build a high-performing sales team. David also gives us a...
2025-04-2552 min
Business Essentials DailyPivoting for take offCOVID spelt difficult times for many small businesses, perhaps none more so than in the travel sector. So, when the pandemic brought travel to a halt, owners of the travel app Locomote.com had to rethink their survival strategy to. CEO and Co-Founder of Growth Forum, David Fastuca, focused on repackaging Locomote’s value by highlighting duty of care, governance, and compliance to help SMEs manage post-pandemic travel risks. By proactively reaching out to CFOs and addressing future challenges, he built a strong sales pipeline despite the uncertainty. It’s a classic tale of how strategic pivoting, sharp messaging, and...
2025-04-2407 min
Business Essentials DailyThe sales mindsetBeing a salesperson today is a tough gig, but could a change of mindset be the secret to success? CEO and Co-Founder of Growth Forum, David Fastuca, says starting out by building a healthy pipeline fosters confidence, reduces desperation, and helps you close deals without alienating people with what he calls "commission breath." David has some great advice on how to engage buyers on their terms, deliver real value, and strike the right balance between persistence and patience in your sales approach. He also shares practical tips on using empathy, insight, and the right timing to connect with potential...
2025-04-1009 min
UltraGrowthCracking the B2B Sales Code- David Fastuca | EP138In this exclusive podcast Interview, David Fastuca shares how his Travel Startup, Locomote, found success through a bold COVID Pivot. When the Travel Industry nearly shut down, Fastuca and his team saw an opportunity to refine their Go-To-Market Strategy and revamp their Sales Pipeline. Their journey became a shining example of Startup Growth and Business Resilience, fueling insights that shaped the new Sales Playbook he co-created with Luigi Prestinenzi.Fastuca’s story underscores the critical role of Presales Process and a strong Customer Journey in shaping effective B2B Sales. By zeroing in on client pain points an...
2025-04-0145 min
The Dead Pixels Society podcastUnlock Effective Sales Strategies with David Fastuca, Growth ForumHave an idea or tip? Send us a text!What separates thriving businesses from struggling ones? It's rarely the product or service quality alone. David Fastuca, CEO and co-founder of Growth Forum, reveals how effective sales frameworks create sustainable growth regardless of industry or size.From starting his first design business at 14 to achieving a $30 million exit with his tech company Locomote Fastuca's journey demonstrates how mastering sales transform business outcomes. His refreshing perspective challenges common assumptions about business growth, particularly the misconception that adding more products automatically increases...
2025-03-2738 min
The Exceptional Sales Leader PodcastCracking The Code – The B2B Sales Playbook with David FastucaIn this episode, I'm joined by David Fastuca, CEO and Co-Founder at Growth Forum, a fellow Melbournian and a dynamic entrepreneur in the world of sales and growth strategies. David shares his foundational journey from a young creative enthusiast to leading growth in multinational domains, as well as sharing his experiences as a co-founder at Locomote, his strategic reintegration into the business during COVID, and the eventual birth of Growth Forum. The narrative is enriched with tales of innovation, resilience, and the realisation of transformative sales methodologies. Throughout the discussion, critical themes such as the importance of identifying the ideal...
2025-03-2754 min
Lean MarketingThe B2B Sales Playbook: Effective Strategies for Enterprise Success With David FatuscaAre you struggling to navigate the complexities of B2B sales? Do long lead times and multiple decision-makers leave you feeling stuck? What if you could transform your sales process from a bottleneck into a well-oiled machine? In this episode, Allan Dib and David Fastuca, author of "The B2B Sales Playbook," dive deep into the nuances of business-to-business sales, offering actionable strategies to shorten sales cycles, effectively manage buying committees, and ultimately, close more deals. Discover how to identify key decision-makers, address their specific concerns, and enhance the proposal submission process that makes y...
2025-03-2636 min
The Inspired CEODavid Fastuca: Growth, Grit, and Sales StrategyIn this episode of The Inspired CEO, Kate Save speaks with David Fastuca, co-founder of Growth Forum and Locomote, about his journey from teenage side hustler to scaling and exiting multi-million dollar businesses.
David shares the lessons behind building Locomote, buying it back post-exit, and helping B2B founders generate over 150 million dollars in sales pipelines. He explains how multi-channel outreach and smart use of AI are transforming sales, and why The B2B Sales Playbook is designed to be a practical tool for revenue teams.
They also touch on work-life balance, with David reflecting...
2025-03-2525 min
Entrepreneurs on FireThe 1-Page Sales Plan with David FastucaMeet David Fastuca, CEO & Co-Founder of Growth Forum. David generated an impressive 150 million sales pipeline at Locomote.com and is a successful exited founder (over 30m). His expertise turns challenges into opportunities, helping businesses thrive in any economy. David is also the co-author of The B2B Sales Playbook - A Tactical Guide to Build a Flood of Qualified Deals for Your Business. Top 3 Value Bombs 1. Keeping your focus on one thing is the key that will make you successful. 2. Statistics show that it takes approximately 18-20 touches before a cold lead will...
2025-03-2522 min
The Dion Guagliardo Podcast#98 David Fastuca - Co-Founder of Locomote and CEO & Co-Founder Growth ForumIn this episode, I interview David Fastuca - Co-Founder of Locomote and CEO & Co-Founder Growth Forum. Founded in 2012, David grew Locomote into $150 million sales pipeline in less than 18 months, culminating in over $30 million in exits. He now focuses his time scaling Growth Forum, a sales learning platform providing solutions for high-growth companies.Throughout the episode, David talks about his early days as an entrepreneur, and his journey as a business owner, investor and mentor. He also speaks about how the positioning of a business and distribution of a product are essential for success. David is also the...
2025-03-2542 min
The Best You - A Coaching PodcastSales Mastery with David FastucaSend us a textFor this episode I’m joined by I’m joined by David Fastuca, who discusses how to remain resilient during the roller coaster ride of building your own business.David started his entrepreneurial journey at just twelve years old and has been obsessed with turning pressure into productivity ever since.As the CEO & Co-Founder of Growth Forum and former Co-Founder of Locomote, David learned what it takes to scale a business under pressure. That’s why David and his team built their Sales OS program, which is a step...
2025-03-2541 min
The Growth Playbook#294: How To Master Objections Like a PROGet free daily lessons on How to Scale to $100M: https://growthforum.io/newsletterCopy these sales and marketing tactics to reach $100M in sales and beyond. Each week, Luigi Prestinenzi and David Fastuca sit down to share the strategies and tactics the best in B2B use to grow their company to $100M and beyond. If you want to get ahead, this show is for you.
2025-03-2414 min
The CUSP PodcastIt's worked for us, it can work for you: DAVID FASTUCA | The CUSP Podcast Ep. 37Subscribe to our channel for more expert insights and actionable tips. Hit the Like button if you find this video valuable and leave a comment with your thoughts or questions!Order a copy of Davids Book here: https://www.amazon.com.au/B2B-Sales-Playbook-Operating-Qualified/dp/1544546467 Follow us on social media to stay updated on upcoming content on the The CUSP Podcast!Spotify: https://open.spotify.com/show/4P0WbE8Skg7dLVhWjT8IlL?si=16295aed654d446a • Facebookhttps://www.facebook.com/purplepatchconsult/ https://www.facebook.com/profile.php?id=61573435720705 • LinkedIn: https://www.linkedin.com/company/purple-patch-consulting-recruitment/ (Purple Patch Consulting) https://www...
2025-03-1819 minThe Growth Playbook#293: The Way You Are Prospecting Is WRONG...Get free daily lessons on How to Scale to $100M: https://growthforum.io/newsletterCopy these sales and marketing tactics to reach $100M in sales and beyond. Each week, Luigi Prestinenzi and David Fastuca sit down to share the strategies and tactics the best in B2B use to grow their company to $100M and beyond. If you want to get ahead, this show is for you.
2025-03-1709 minThe Growth Playbook#292: How To Win Back Deals That Ghost YouGet free daily lessons on How to Scale to $100M: https://growthforum.io/newsletterCopy these sales and marketing tactics to reach $100M in sales and beyond. Each week, Luigi Prestinenzi and David Fastuca sit down to share the strategies and tactics the best in B2B use to grow their company to $100M and beyond. If you want to get ahead, this show is for you.
2025-03-1012 minThe Growth Playbook#291: The 3 Key Things to Master Cold-CallingGet free daily lessons on How to Scale to $100M: https://growthforum.io/newsletterCopy these sales and marketing tactics to reach $100M in sales and beyond. Each week, Luigi Prestinenzi and David Fastuca sit down to share the strategies and tactics the best in B2B use to grow their company to $100M and beyond. If you want to get ahead, this show is for you.
2025-03-0315 min
Flying SoloMastering sales tactics with David FastucaIn today's episode, we're joined by David Fastuca, co-author of the B2B Sales Playbook. David, who has successfully built a $150 million sales pipeline and scaled a SaaS business in a competitive market, shares his expertise on developing a simple, repeatable sales system that stands out from the pushy tactics many dread. We'll explore key aspects like the impact of AI on sales, the importance of having a structured sales operating system, and actionable insights for overcoming common sales challenges. Whether you're struggling to land deals or looking to refine your sales approach, this episode is a must-listen for...
2025-03-0335 minThe Growth Playbook#290: Avoid These 3 First Call MistakesClick here to "Scale to 10m" with our daily growth lessons.Connect on LinkedIn:Luigi Prestinenzi -David FastucaAbout 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.
2025-02-2408 minThe Growth Playbook#289: How to Ask BETTER Sales Questions to WIN more DealsClick here to "Scale to 10m" with our daily growth lessons.Connect on LinkedIn:Luigi Prestinenzi -David FastucaAbout 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.
2025-02-1813 minThe Growth Playbook#288: How To Master Your Tone To Win More DealsClick here to "Scale to 10m" with our daily growth lessons.Connect on LinkedIn:Luigi Prestinenzi -David FastucaAbout 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.
2025-02-1014 minThe Growth Playbook#287: What Separates the Great from the LameClick here to "Scale to 10m" with our daily growth lessons.
Connect on LinkedIn: Luigi Prestinenzi - David Fastuca
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.
2025-02-0315 min
Global Economic PressGrowth Forum Unveils ”The Last Sales Playbook You’ll Ever Need” - A Revolutionary Guide for Business SuccessIn this episode of Global Economic Press, Alex Brady delves into a groundbreaking new resource for business success, "The Last Sales Playbook You'll Ever Need," unveiled by Growth Forum. This comprehensive guide is designed to transform sales teams and help businesses achieve unprecedented growth. With over twenty-seven years of industry experience, the founders of Growth Forum, David Fastuca and Luigi Prestinenzi, have encapsulated their proven methodologies into this publication. The book offers a detailed approach to mastering sales, providing both theoretical insights and practical coaching that can be immediately applied to real-world scenarios.
"The B2B Sales...
2025-01-2903 minThe Growth Playbook#286: How to Spot Deals You’ll Actually CloseClick here to "Scale to 10m" with our daily growth lessons.
Connect with your hosts on LinkedIn: Luigi Prestinenzi - David Fastuca
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.
2025-01-2716 minThe Growth Playbook#285: Go-To-Market Predictions for 2025Click here to "Scale to 10m" with our daily growth lessons
Connect with your hosts:
Luigi Prestinenzi on Linkedin
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.
2025-01-2013 minThe Growth Playbook#284: The Secret Behind Sales Teams Smashing Their Quotas: Is Your Cadence Costing You Millions?Click here to "Scale to 10m" with our daily growth lessons
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.
2025-01-1317 minThe Growth Playbook#283: Use This Honest Framework To Win More Deals in 2025📈 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.
...
2025-01-0733 minThe Growth Playbook#280: Holiday Sales Strategy: Move Your Deals Forward When Buyers Stall💰 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...
2024-12-0214 minThe Growth Playbook#279: The Buying Experience Matters "Make How You Sell. Why You Win"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 Lui...
2024-11-2515 minThe Growth Playbook#278: How To Balance Life and Sales: Emotional Resilience Strategies💰 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.
2024-11-1827 minThe Growth Playbook#277: Flipping The Buying Journey To Sell More B2B Deals💰 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.
2024-11-1231 minThe Growth Playbook#276: [INSIDE] The Secrets to Successful Sales Outreach💰 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...
2024-11-0428 minThe Growth Playbook#275: How SMS Can Help Speed Up Your Slowing Deals💰 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 stall...
2024-10-2814 min
The Growth Playbook#271: (Sell) The Right Message At The Right Time = More Deals Closed💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn 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 Davi...
2024-10-0129 minThe Growth Playbook#270: STOP Selling and Do This Instead!!!📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brandsHere 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 rol...
2024-09-2333 minThe Growth Playbook#269: Kevin Hopp Reveals Secrets to Effective Cold Calling and Prospecting📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brandsIn 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 Sel...
2024-09-1632 minThe Growth Playbook#268: Master the Power of Questions in Sales📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brandsSales 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
2024-09-0919 minThe Growth Playbook#267: From Banking to Breaking Sales Records with Chris Muddle📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brandsIn 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 L...
2024-09-0236 minThe Growth Playbook#266: Sales Growth Blueprint: Coaching, Stress, and Personal Motivation📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brandsIn 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) Cre...
2024-08-2634 minThe Growth Playbook#265: The Role of a Facilitator vs. Salesperson📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brandsIn this episode, you're going to learn the importance of;1) Why do you need to take control of the sales process2) 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...
2024-08-1923 minThe Growth Playbook#264: From Research to Purchase: Learn Why One Size Doesn't Fit All In B2B Sales📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brandsIn 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 tail...
2024-08-1217 minThe Growth Playbook#263: The Art of Selling: Balancing AI and Personal Touch📈 Get FREE access to our 5-part email course used by the fastest-growing b2b brandsIn 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 Linked...
2024-08-0516 minThe Growth Playbook#261: How To Turn Your First Meetings Into Goldmines of Qualified Opportunities💰 Get FREE access to the tactics used by the fastest-growing b2b brandsDiscovery is not dead. Conversely, running the right first meeting can help power your deal through the entire buying journey. In this episode, 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.Connect with your hosts:Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on Linkedin**About This Podcast**How To S...
2024-07-2218 minThe Growth Playbook#260: How To Create A Targeted Sales Cadence for Higher Conversion Rates💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode of "How to Sell," we dive deep into supercharging your sales cadence. We covered how customizing your inbound and outbound campaigns can skyrocket conversions, the critical role AI plays in personalizing communication, and actionable insights to break through the sea of sameness. Whether you’re refining your message for big-ticket deals or fine-tuning it for quicker sales, the right cadence will amplify your impact. Connect with your hosts:Connect with Lui...
2024-07-1517 minThe Growth Playbook#258: 3 Outbound Strategies That Will Flood Your Pipeline With Qualified Leads (Without Increasing Your Budget)💰 Get FREE access to the tactics used by the fastest-growing b2b brandsKey Takeaways: 🔍 Macro Mindset in Prospecting: Embrace a broader industry perspective and leverage marketing tactics to enrich your sales prospecting efforts.💡 Focus on Customer Problems: Prioritize understanding and addressing customer issues over showcasing product knowledge. This approach builds trust and relevance.📞 Personalized Multichannel Approach: Utilize a blend of cold calls and social selling, while ensuring your messages are always tailored and authentic to your audience.Connect with your hosts:Connect with Luigi Prestin...
2024-07-0131 minThe Growth Playbook#257: Our Secret Formula for Making Skeptical Prospects Trust You (Even if they’re cold leads)💰 Get FREE access to the tactics used by the fastest-growing b2b brandsKey Takeaways:1. Personalization Techniques that Build Immediate Trust: Learn how to personalize your approach to each cold lead, creating a tailored experience that resonates with their unique pain points and needs, ultimately transforming skepticism into trust.2. Proven Psychological Strategies for Overcoming Initial Resistance: Discover key psychological principles and strategies that break down barriers and address the root causes of skepticism, making it easier to build rapport and establish credibility with even the most resistant prospects.3. Step-by-Step Guide to...
2024-06-2529 minThe Growth Playbook#256: Boost Your Sales Pipeline with These 5 Powerful Strength's You're Ignoring💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, Rachel Fox delves into cost-effective sales strategies tailored for startups operating on tight budgets. She shares a range of successful techniques that have aided her in generating more leads and boosting her conversion rates.Key Takeaways:- Cold calling isn't always the best method for lead generation. Rachel prefers cold emailing, which she finds more enjoyable and effective.- Social media platforms like LinkedIn offer valuable outreach opportunities. Rachel leverages both her personal brand and her...
2024-06-1734 minThe Growth Playbook#255: Smart Selling: Leveraging Data and Insight in Business Development💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn: 1. Modern sales and marketing methods2. Crafting problem-focused messages3. Effective communication channelsConnect 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 provid...
2024-06-1036 minThe Growth Playbook#254: Recession-Proof Your B2B Sales Approach With This Strategy💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn: 1. Economic downturn's impact on sales2. Developing a consistent daily routine3. Adaptive strategies for changing personasConnect 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...
2024-06-0319 minThe Growth Playbook#253: How Many Touches Is Too Much in Your Outreach Campaign?💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn: 1. How many touches is too much in your outreach campaign?2. The Number that might surprise you3. How you should plan your outreach campaign for successConnect 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...
2024-05-2711 minThe Growth Playbook#252: How to Become a Trusted Advisor and Skyrocket Your B2B Sales💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn: 1. The Significance of Sales Fundamentals2. The Role of Insight and Intuition3. Building Credibility and PersonalizationConnect 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...
2024-05-2037 minThe Growth Playbook#251: How To Take The Cold Out of Cold-Outreach In B2B Sales💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:1. Why you should stop using sales scripts2. How to overcome the fear of reluctance3. Why cold calling is the secret ingredient to building your pipelineConnect 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...
2024-05-1321 min
The Growth Playbook#250: Prospecting with Purpose: Jason Campbell’s Strategies for Connecting on LinkedIn💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:Ever wondered what it takes to sell with not just skill, but with heart? 💖✨ In our latest episode, we dive deep into the transformative power of passionate and ethical selling.From challenging early career hurdles to mastering the art of empathetic selling, this episode is packed with insights guaranteed to reshape your view of the sales process.Connect with your hosts:Connect with Luigi Prestinenzi on Linkedin...
2024-05-0632 min
The Growth Playbook#249: The Power of Rejection, Strategies of Turning a NO into a YES with Andrea Waltz💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn: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’.Connect with your hosts:Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout This PodcastHow To Sell is a podcast de...
2024-04-3044 minThe Growth Playbook#248: The 3 Secrets to Selling to The C-suite and How You Can Use Them Today💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:1. Mastering the Sales Mindset for Exceptional Success2. High-Impact Sales Techniques from a Salesforce Top Performer3. The Importance of Self-Education and Coaching in Sales ExcellenceConnect 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 opt...
2024-04-2238 minThe Growth Playbook#247: Why Sales & Marketing Need To Join Forces To Win💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:1. Involvement of a wider team in decision-making2. Role of the buying committee in the buying process3. Authentic engagement in the sales processConnect 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...
2024-04-1533 minThe Growth Playbook#246: Jen Allen-Knuth on Navigating Complex Sales with the Challenger Approach💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:1. Implementing insights from early to late stages to engage and persuade stakeholders2. Importance of not making assumptions about the client's knowledge3. The strategy of revisiting insights to create urgency for the decisionConnect 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, off...
2024-04-0835 minThe Growth Playbook#245: Matthew Pollard's Blueprint: An Introvert's Guide to B2B Sales💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:1. The Misconceptions About Introverts2. Helping Introverts Thrive in Sales3. Mindset and Energy Management for IntrovertsConnect 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 exp...
2024-04-0132 minThe Growth Playbook#244: Why You Need To Stop Handling Objections & Do This Instead💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:1. Why you need to stop handling objections. 2. What an objection actually is 3. The importance of not responding when hearing an objection.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 mar...
2024-03-2615 minThe Growth Playbook#243: How To Own Your Development and Take Responsibility for Your Success: Self-Coaching in B2B Sales💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:1. The power of reflection and why that's important to your own coaching success 2. Why you need to take responsibility for coaching yourself. 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 mar...
2024-03-1819 minThe Growth Playbook#240: TL;DR | Steal These B2B Sales Secrets of Einstein: Leveraging Scientific Principles for Business Success💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn today's episode, we uncover the surprising sales lessons we can learn from none other than Albert Einstein. Host David Fastuca delves into how Einstein's core principles of seeking order in the chaos of the universe can be applied to the ever-changing landscape of sales.From pattern recognition to flexibility, David reveals how adopting a more scientific approach to sales can lead to reaping the benefits of increased sales. Dive in to discover how you can bring order to...
2024-03-1801 minThe Growth Playbook#242: How To Build A "Relationship Pipeline" in B2B Sales💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:1. Why you need to nurture deals that are not ready to buy today2. Simple strategies to help you educate and nurture your pipeline, 3. Why calls to action are not always required when reaching out to your prospects. 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 o...
2024-03-1114 minThe Growth Playbook#246: TL;DR | You MUST Be Prepared For This If Your In B2B Sales💰 Get FREE access to the tactics used by the fastest-growing b2b brandsTake Some Action:Book your free sales clarity call with usConnect with David Fastuca on LinkedinFollow Growth Forum 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.
2024-03-0701 minThe Growth Playbook#241: How To Deliver The Right Message To Your Prospects At The Right Time💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn 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 Davi...
2024-03-0429 minThe Growth Playbook#240: SPECIAL EP | Unlock the Secrets to Business Growth with Partnerships with these Two Industry Titans💰 Get FREE access to the tactics used by the fastest-growing b2b brandsAre you ready to elevate your business to epic heights? This episode is a treasure trove of insights on how successful partnerships can catapult your company into the limelight – and we’re thrilled to share these golden nuggets with you!Learn from the crème de la crème of the business world, including stories from the trenches with brands like Apple, Google, and Afterpay. Discover how partnerships can provide more than just a boost – they can redefine your business...
2024-02-291h 01The Growth Playbook#239: The Art of Influence: Reframing Narratives for Complex B2B Sales Success💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:The difference between a story and a narrativeHow to create a narrative to influence the buying committeeand where AI fits into the whole sales process.Resources referenced:Connect with Micahel Margolis on LinkedinVisit storiedinc.comCheck out the book 10x StoriedMaven Course: Narrative ChangeConnect with your hosts:Connect with Luigi Prestinenzi on LinkedinConnect with David Fastuca on LinkedinAbout This PodcastHow To Sell is a pod...
2024-02-2747 minThe Growth Playbook#242: TL;DR | This Single Principle Will Guruantee Your Success (Well.. Almost)💰 Get FREE access to the tactics used by the fastest-growing b2b brandsTake Some Action:Book your free sales clarity call with usConnect with David Fastuca on LinkedinFollow Growth Forum 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.
2024-02-2201 minThe Growth Playbook#238: Why Slowing Down Is The Key To Winning More Deals Faster... Wait What?💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're going to learn:Why you need to slow the sales process.Stop selling and start educating.Why closing techniques don't close the sale.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 pro...
2024-02-2018 minThe Growth Playbook#237: How To Get Your Sales Team To Think For Themselves Leveraging the B2B Sales GROW Framework💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, hosts David Fastuca and Luigi Prestinenzi are joined by guest Lloyd Thompson to delve into the art of coaching in sales. They explore the GROW coaching model and emphasize the importance of empowering team members to think for themselves.The conversation covers strategies for coaching sales teams and essential frameworks for providing effective feedback. Whether you're a business owner, sales manager, or individual contributor, this episode offers valuable insights to help you navigate the challenges of...
2024-02-1225 minThe Growth Playbook#238: TL;DR | The Secret to High-Performance B2B Sales Pipelines💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this TL:DR episode, we're diving into the secret to high-performance sales pipelines. Book your free sales clarity call with usDavid FastucaAbout 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 sale...
2024-02-0802 min
The EO Business PodcastEp.125 - From Travel Tech to Sales Mastery | David FastucaGuest: David Fastuca, an EO Melbourne Member since 2015. CEO & Co-Founder of Growth ForumHost: Linh Podetti, an EO Sydney member since 2022, owner of Outsourcing Angel.In today's episode, we're joined by David Fastuca from EO Melbourne, Co-founder of Growth Forum, a business specialising in sales and marketing training.Discover David's entrepreneurial journey, from co-founding Locomote, a corporate travel management company to becoming an investor and advisor for companies like Fits Stop and the Melbourne Victory Football Club. Dive into how David turned around his Locomote business by diving in the world of sales. He then...
2024-02-0628 minThe Growth Playbook#236: Don't Be An Annoying Ex-Stalker And Nurture Deals The Right Way For B2B Sales Success💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, you're gonna learn how to shorten the sales cycle by creating a buyer's journey that's based on educating and nurturing through insight. Tune in to discover this episode's valuable insights and actionable B2B sales advice!#HowToSell #SalesTips #PipelinePerformanceBook your free sales clarity call with usLuigi PrestinenziDavid FastucaAbout This PodcastHow To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sa...
2024-02-0619 minThe Growth Playbook#236: TL;DR | Steal This Uncommon Tip From The Creator of Marvel to Become a B2B Sales Avenger💰 Get FREE access to the tactics used by the fastest-growing b2b brandsWelcome to the first episode of TL;DR by Growth Forum, where you get ONE actionable sales growth tip in the time it takes to order your favorite coffee. In this episode, we delve into the secret behind the success of Stan Lee and the Marvel universe. From Spider-Man to the Hulk, characters were the beating heart of their captivating tales. Stan Lee understood the power of relatable characters and emotional brands, and we explore how this is essent...
2024-02-0102 minThe Growth Playbook#235: Get Your Life Back With These 3 Tips on Managing Your B2B Sales Prospecting Time💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, we dive into the importance of preparation in prospecting, time blocking, and building a routine to boost pipeline performance. Here are the key takeaways:1️⃣ Preparation is key: Proactive preparation the day before sets the foundation for a productive day. Define key tasks and ensure they're baked into your schedule to avoid a reactive mindset and increase productivity.2️⃣ Time blocking for prospecting: Allocate specific blocks of time for prospecting, research, list-building, and reaching out to prospects. Structuring...
2024-01-3015 minThe Growth Playbook#234: A MUST Listen for Cold Call Haters: The Anatomy of a B2B Sales Cold Call💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn today's episode, we explore the art of cold calling and the importance of intonation, relationship tension, and preparation. Hosts David Fastuca and Luigi Prestinenzi break down the anatomy of a cold call, sharing practical tips on how to structure your approach, match the prospect's tone, face resistance, and secure a follow-up appointment. You'll gain valuable insights on how to navigate cold calls, engage prospects effectively, and build meaningful connections in the world of sales. Luigi PrestinenziDavid FastucaHyperbound.AIAbou...
2024-01-2221 minThe Growth Playbook#233: Why You're Losing Deals Without Buyer Personas: How Understanding Your Customer's Journey is the Key to B2B Sales Success💰 Get FREE access to the tactics used by the fastest-growing b2b brandsBrought to you by Growth Forum - Sales OS ProgramIn this episode, we dive into the importance of building buyer personas and understanding the buyer's journey. Our guest, Mike Maynard, shares valuable insights on why it's crucial to build personas, the key elements that make up a buyer persona, and how to use personas to create effective buying journeys. Mike, an expert in PR and marketing, brings a wealth of experience and expertise to the...
2024-01-1527 minThe Growth Playbook#231: How We Went From Hating This Ruthless Negotiation Tactic to Seeing It's Genius for B2B Sales💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this episode, our hosts, David Fastuca and Luigi Prestinenzi, sit down with negotiation expert Brian Will to discuss the art of negotiation. Brian shares valuable insights on removing emotion from the negotiation process, the importance of understanding the psychology of negotiation, and the significance of thorough research and preparation before entering a negotiation. He also emphasizes the value of building a strong sales pipeline to be confident to walk away from a deal. Join us as we unc...
2024-01-0124 minThe Growth Playbook#227: How We Closed 20% More Deals in The Last Quarter Using This Simple B2B Sales Strategy💰 Get FREE access to the tactics used by the fastest-growing b2b brandsIn this tactical episode, our hosts, Luigi Prestinenzi and David Fastuca, tackle the common objection that arises at the end of every year: "Let's push this off until next year."They discuss how to manage objections without appearing pushy, the importance of the discovery process in handling objections, and the challenges of selling during the holiday season.Tune in as they share their insights and strategies for selling ethically and effectively in the B2B space. Let's dive in...
2023-11-2718 min