Sales Planning and Productivity Measurement with Luigi Prestinenzi, Ep #177
Release Date: 01/22/2020
Mark Sellers Shares a Respectful Cold-Calling Method, Ep #399
Sales Reinvented
Between people not answering calls from phone numbers they don’t recognize, to spam filters, to people silencing their phones—it’s become harder and harder to connect when making cold calls. What is a salesperson supposed to do? Mark Sellers joins me in this episode of Sales Reinvented to share how he navigates making cold calls (or sending cold emails) in a way that captures his prospect’s interest—and respects their time. Outline of This Episode [1:17] Is cold-calling still relevant? [3:04] Is cold-calling an art and science? [3:38] How Mark prepares for cold-calling [5:51]...
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Boost Your Cold-Calling Effectiveness with Kristie Jones, Ep #398
Sales Reinvented
In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today’s sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series. Outline of This Episode [0:58] Kristie’s definition of cold-calling [1:25] The art and science of cold-calling [2:34] How Kristie prepares for cold-calling [5:10] The most effective way to...
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Leverage Your LinkedIn Profile as a Pre-Sales Tool per Mark White, Ep #397
Sales Reinvented
Until you meet someone, the only thing(s) you have to go off of is what you’ve learned about them online. When you create a LinkedIn profile, it’s indexed by search engines. It’s usually the first result when you Google someone’s name. It’s also a great place to learn about someone. You want your profile to give them the right information. Learn how to leverage your LinkedIn profile as a pre-sales tool in this episode of Sales Reinvented with special guest Mark White. Outline of This Episode [1:26] Why a compelling LinkedIn profile is key [2:55] The elements that have the...
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Your LinkedIn Profile Should Make You Sellable per Kevin Turner, Ep #396
Sales Reinvented
LinkedIn is a professional site built for business and networking—why not make it the best you can? Optimizing your profile photo, banner, and headline is a great place to start. But what can you do to make yourself sellable? How can you adjust things so that LinkedIn (and search engines ) prioritize you in search results? Kevin Turner shares some incredible tips in this episode of Sales Reinvented. Outline of This Episode [1:35] Why a compelling LinkedIn profile is important [2:27] The elements with the greatest impact on sales [4:14] How to tell your professional story on LinkedIn...
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Create a LinkedIn Profile that Serves Your Prospects with Karen Tisdell, Ep #395
Sales Reinvented
Everyone needs a LinkedIn profile. Why? People want to assess whether or not they can like you. They want to determine if you’re credible and trustworthy. Most people want to do this before meeting you or having a conversation so they don’t feel like they’re wasting their time. You have to show up in service to your prospects. How? Karen Tisdell shares her process in this episode of Sales Reinvented. Outline of This Episode [1:31] Why a compelling LinkedIn profile is important [3:02] Your headline follows you everywhere—prioritize it [4:15] How to tell your professional story on...
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Angela Dunz: Be Passionate on Your LinkedIn Profile, Ep #394
Sales Reinvented
When someone searches for your name in Google, LinkedIn is usually the first result. Take advantage of that opportunity. If you don’t provide someone with a great LinkedIn profile, why would they waste their time on you? Angela Dunz primarily works with attorneys. And according to the research, 94% of people look at an attorney’s LinkedIn profile before their website. Learn how to make good use of that real estate in this episode of Sales Reinvented. Outline of This Episode [1:11] Why a compelling LinkedIn profile is important [3:12] Above-the-fold curb appeal is...
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Leslie Hughes: Why You Need to Write Your LinkedIn Profile for Your Prospects, Ep #393
Sales Reinvented
How do you want the reader to feel once they’ve looked over your profile? What action are you hoping they’ll take? Writing for the reader is essential because it dictates what happens next. When someone feels like you’ve built trust, they’re more likely to take the next step. Leslie shares how to write your LinkedIn profile for your prospects in this episode of Sales Reinvented. Outline of This Episode [0:45] Why a compelling LinkedIn profile is important [1:21] Why your photo, banner, and headline are key [2:36] How to tell your professional story on LinkedIn [5:45]...
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How to Tell Your Professional Story on LinkedIn per Rhonda Sher, Ep #392
Sales Reinvented
70–80% of the time you Google someone, their LinkedIn profile will show up on the first page of results. And people are 2x more likely to believe what’s on LinkedIn than anyplace else. A stellar profile is absolutely essential, regardless of industry. So how do you tell your professional story on LinkedIn in a way that speaks to your ideal client? Rhonda Sher shares some great ideas in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:42] Why your photo, headline, and banner are key [2:36] How to tell your professional...
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Learn to Leverage Video on Your LinkedIn Profile with Sheral DeVaughn, Ep #391
Sales Reinvented
If you want to gain visibility, authority, and generate leads that create revenue, a compelling LinkedIn profile is highly encouraged. Sheral DeVaughn is also a fan of leveraging video whenever possible. She shares why it’s important to get your face on camera—and how it helps you connect with potential clients—in this episode of Sales Reinvented. Outline of This Episode [1:17] Why a compelling LinkedIn profile is important [1:55] Why Sheral focuses on the featured section [3:09] How to tell your professional story on LinkedIn [4:30] Balancing professionalism and personality ...
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Creating Content Consistently is Key to LinkedIn Success per Andy Paul, Ep #390
Sales Reinvented
Commitment to creating content consistently is key when it comes to a LinkedIn profile that sells. Those who successfully build followings share original and compelling content with a unique point of view. Andy shares how he built a following of over 150,000 people in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:52] It’s your content that attracts potential buyers [5:38] How to tell your professional story on LinkedIn [7:53] Balancing professionalism and personality [9:23] How often to update your LinkedIn...
info_outlineProductivity measurement begins with a plan. Productivity is what you achieve from what you’ve planned. You need to be able to get done what you set out to do. So how do you begin to plan? What steps should a sales professional take? Luigi Prestinenzi joins Paul to share how he continues to increase his productivity.
Luigi is the Co-Founder & Head of Growth at Sales IQ Group and hosts the SalesIQ Podcast, based in Melbourne, Australia. He is a coach and consultant who aims to help businesses unlock the full potential of their sales team. To hear his take on productivity and what you can do to improve your sales, listen to the whole episode!
Outline of This Episode
- [0:20] Paul introduces Luigi Prestinenzi.
- [1:15] What is productivity?
- [1:50] Why is productivity important in sales?
- [3:30] Why aren’t salespeople productive?
- [5:15] Steps to take to improve productivity
- [8:00] Attributes a salesperson should have
- [10:40] Productivity tools and tactics
- [12:15] Top 3 do’s and top 3 don’ts
- [13:50] Luigi’s favorite productivity story
Salespeople are paid to deliver an outcome
It’s simple. If a sales professional isn’t doing their job and closing sales, the business suffers. A salesperson is only as good as the last month of the billing period. There is a lot of turnover in sales because they hold the most visible position that is held accountable when they’re not productive.
If they aren’t reaching goals or making quotas, then what are they doing?
There are only so many hours in the day and Luigi points out that you must protect the limited time you have. A salesperson must learn how to focus on the tasks that reach the desired outcome. What are the metrics you need to achieve? What do you need to start tracking? You can’t achieve what you don’t measure.
What can productivity measurement teach you?
The world lives in an age of distraction. Every smart-phone notification distracts you from the tasks you need to be focusing on. Social media can be a great asset or your greatest hindrance. Don’t get lost in a sea of communication that won’t deliver the outcome you’re looking for.
Luigi states that 50-60% of sales teams are unable to reach sales targets.
So how do you change that? Start tracking your performance. What are you doing when you’re being productive and actively closing sales? What were you doing then that you aren’t doing now? Know the tasks you need to do, schedule them in your calendar, and complete them. It requires discipline.
To be a high-performing salesperson you must be proactive
A successful salesperson holds themselves accountable to the goals they’ve set. Many people don’t hold themselves accountable, and instead, they try and justify their actions with excuses. Luigi points out that finding success is hard, and if you don’t protect your time as your greatest asset, you won’t be productive.
Working harder, longer is not the answer. So what is?
Luigi states you need to get some productivity tools in place. Start using Calendly to schedule meetings and eliminate the back-and-forth of calendar volley-ball. You get to choose where people can schedule meetings. Use Seamless.ai to build lists for prospecting.
Do you want to hear the rest of Luigi’s productivity hacks? Listen to the whole episode!
Prospecting is a key component in achieving success in sales
Luigi is a strong advocate for prospecting and believes it’s fundamental to a sales professionals’ success. If prospecting is your weakness, you must spend time improving your abilities. Luigi points out a few key things that can help:
- Know your persona
- Know how many touch points you need over a period of time
- Develop communication templates
- Create a process that you can automate as much as possible
To be productive you must stop starting over and doing everything from scratch, every time. Templates allow you to be more efficient!
Luigi shares some powerful strategies in this episode. Don’t miss it!
Resources & People Mentioned
- Tony Hughes Blog
- Seamless.ai
- SalesLoft
- AutoClose
Connect with Luigi
Connect With Paul Watts
Audio Production and Show notes by
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