Underdog Sales

Helping Sellers and SMEs in B2B fix these issues around prospecting:
- Making cold calls feel like gruesome and painful process
- Getting predictable results seems like a distant dream
- Objections are massive obstacles to performance

If you don't like my content, you probably won't like my style.

Otherwise, reach out for more info.

The Weirdest Sales Trainer

Underdog Sales Academy

A community of cold callers focused on making a hard job enjoyable and more effective.

Founder

Cold Calling Wiki

The ultimate knowledge centre on cold calling with videos, infographics, frameworks, audios and plug-ins.
FOREVER FREE.

Creator

FullEnrich

Sales Advisor

Limelight

Advisor

Look AI Ventures

I work part-time for a VC fund specialising in AI.
My duties are related to the review of pitch decks and initial assessments of Pre-Seed and Seed startups.

Business Analyst

NonStop Consulting

After many years of managing I've moved into a mixed role between B2B Sales and Mentoring at NonStop.
I was responsible for managing and further developing 3 of our top 10 clients ( 2nd and 3rd included).
The revenue from my clients was the 3rd largest  in the company for 2021.
I've also been heavily involved in Mentoring more junior sales staff in the following:
- Lead Generation
- Prospecting
- Objection Handling
- Mindset
- Planning and Prioritisation
- Negotiations
- Account Management

I also developed and implemented Advanced Training on:
- Written Communications (Cold emailing)
- Advanced Selling (Story Telling)
- Advanced Objection Handling (Empathy)
- Sales Mindset

Client Services Director

I currently lead a team 40 employees from Sales Consultants  to Sales Managers working across the European market.
Our division work on Life Sciences, IT (specifically Developers and SDRs), Chemicals and Temporary work.
Our total yearly NFI consistently exceeded 3 million GBP.
As a Sales Director I am still partly responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Planning and Prioritisation
- Candidate Generation
- Manging of the Process
- Closing deals

Furthermore I'm responsible for mentoring and coaching newly promoted Team Leaders in the following:
- Training and managing teams' activities
- Pipeline Management
- Training and mentoring junior staff
- Handling conflict
- Target Setting and Motivation

I was also responsible in the mentoring and coaching of Sales Managers in the following:
- Sales Process Optimisation
- Advanced Training for top performers
- Niche assessment
- P&L
- Advanced Performance Analysis and forecasting

Sales Director

I currently lead a team of 17 Sales Consultants specialised in niche areas in Europe. 
Our division work on Life Sciences, IT (specifically Developers and SDRs) and Chemicals.
We're the strongest performing division in the company for three years running from  2015, to 2017.

As a Sales Manager I am also responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Planning and Prioritisation
- Candidate Generation
- Manging of the Process
- Closing deals

Furthermore I'm responsible for mentoring and coaching newly promoted Team Leaders in the following:
- Training and managing teams' activities
- Pipeline Management
- Training and mentoring junior staff
- Handling conflict
- Target Setting and Motivation

Sales Manager

As a Team Leader at NonStop I am responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Candidate Generation
- Manging of the Process
- Closing deals

I furthermore still have my Sales Consultant Responsibilities.

My team specifically focuses on:
Pharmaceutical, Medical Devices, Information Technology (specifically IT Developers and SDRs).

Sales Team Leader and Head Hunter

As a Professional Head Hunter I take care of Prospecting and B2B Acquisition of clients in the following industries:  Pharmaceutical, Medical Devices, Information Technology, Engineering, Chemical, Finance and Social Care.

I also take care of Headhunting, Managing the Process and Closing Deals on the candidates side.

Sales Consultant and Head Hunter

Recruitment consulting in the Pharmaceutical & Medical Device industry. 6 Months Graduate Training Programme with NonStop Recruitment, Winner of the International Graduate Recruitment Award of 2010.

Auditing: Contact candidates and clients to establish feedback regarding previous recruitment services provided by NonStop & its consultants for quality control purposes. 

Resourcing: Searching & selecting of suitable candidate for open positions using En-Gauge databases, online CV search databases and other means. Contact candidates to establish if their skills, wants & needs match. If positive, write & submit coverletters illustrating skills, current situation and motivation to clients.

Headhunting: Establish current limitations of existing candidate pool, identify new suitable candidates and headhunt same using a variety of methods.

Advertising: Write target group specific advertisements to attract suitable candidates for open positions. Post same on job boards and contact advert respondees.

Internal Recruitment: Assist internal recruitment by searching, selecting, screening & telephone interviewing potential candidates for our in-house assessment centres in London.

NonStop takes care of filling vacancies in the following industries: Pharmaceutical, Medical Devices, Information Technology, Engineering, Chemical, Finance and Social Care.

Researcher

Aberdeen University Boxing Club & Vegetarian Society

As President of both the Aberdeen University Boxing Club and Vegetarian Society I have been involved actively in running these two student organisations. As the leader of the Boxing Club I contributed to our victory (9 medals out of 11 weight categories) of Scottish University Championship. Furthermore, I almost single handedly organised our yearly Boxing Show which had over 150 spectators and raised over a thousand pound for the club.

President

PBDevco - Stage Door Restaurant

The Stage Door Restaurant is one of the most successful restaurants in Aberdeen. I worked mostly as a waiter. My main task was to provide the best possible customer service, which is obviously expected in a high quality restaurant. My duties included taking orders, bringing food and drinks to customers as well as trying to create a relaxed and enjoyable atmosphere. I have learnt how to deal with intoxicated customers in an effective way and developed a thick skin against abuse and pressure, which are common in this working environment. The role of waiter in a quality restaurant has made me appreciate more than any other job the monetary benefits of delivering a good service.

Waiter/Bartender

Alma Mater Society of Queen's University, Walkhome

During my academic year in Canada I worked for the student run organisation called Walkhome. My main role was to walk students home during late hours, in order to ensure their safety. As part of the job I was trained to put aside any biases or prejudices that could offend our customers or make them feel uncomfortable. One of the most important parts of the job was to entertain your patron so that he/she would use the service again. This helped me develop very strong communication skills as I had to indulge in conversation to put the patron at ease.

Walker

The Weirdest Cold Calling Trainer 📞☎️📱 | Cold Calling CAN Be Fun! | ICF Coach | Stoic | 🍍 on 🍕 is a CRIME

Cold calling sucks - but it works well.

It's the fastest way to fix pipeline issues.

If you're struggling with it, get in touch:

UK: +44 7513 624 762

Alternatively, check out my website: www.underdogsales.com
If you're really an email person try info@underdogsales.com

Sales Trainer | Cold Calling Trainer

Giulio Segantini

Age 18: Moved to London to be a waiter to learn English.

Age 23: Completed a quite useless Philosophy Degree.

Age 24: Almost fired twice from my first sales job.

Age 26: Made 150K USD in a year, same job.

Age 27: Awarded a Ferrari as company car.

Age 28: Sales Director managing 40.

Age 32: I quit to be a sales trainer.

Age 33: Making 25K in first year.

Age 34: Made 100K plus again 

Age 35: Crossed 400K revenue and 300K followers across social media, becoming hard to miss in my niche.

No matter where you are now, your story is not over.

The formula to get what you want is pretty simple:
1. Figure out what you REALLY want
2. Make a plan for the first step
3. Work like hell to succeed

𝗗𝗼 𝘆𝗼𝘂 𝗯𝗲𝗹𝗶𝗲𝘃𝗲 𝘆𝗼𝘂'𝗿𝗲 𝗱𝗼𝗻𝗲 𝘄𝗿𝗶𝘁𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝘀𝘁𝗼𝗿𝘆?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

The Weirdest Sales Trainer ❄️📞 Making Cold Calling FUN | Pineapple on Pizza is a Crime | Fan of Stoicism

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗻𝗼 𝗹𝗼𝗻𝗴𝗲𝗿 𝗲𝗻𝗼𝘂𝗴𝗵.

In fact, the most effective sales channel is:

Referrals.

Highest close rate.

Yet, it's not predictable.
(Mothers definitely aren't)

Which is why outbound is so important.

Outbound, in all its forms, is very far from dead.

Anyone claiming so is usually:
1. Totally delulu
2. Completely incompetent
3. Peddling their "secret formula"

The secret to mastering prospecting in 2026?

A truly multi-channel approach:
• Cold calling
• Cold emails
• In-person events
• SMS and WhatsApp
• Personalised Videos
• Direct Mail and Gifting
• Personal Brand and Social Selling

Each buyer has their own individual taste.

It's up to you, as a seller, to meet them there.

Is it going to be harder to master? Abso-damn-lutely.

Sales will always be hard, which is why it pays so well.

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲, 𝗼𝗿 𝘀𝗵𝗼𝘂𝗹𝗱 𝗜 𝗱𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝗺𝘂𝗺 𝘁𝗼 𝗰𝗼𝗻𝘃𝗶𝗻𝗰𝗲 𝘆𝗼𝘂?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗻𝗼𝘁 𝗳𝗮𝗶𝗿.

You can have:
1. A great tone
2. A fantastic opener
3. Awesome objection responses

And still get brutally rejected by the prospect.

But it does teach you an invaluable life lesson:

Things don't always go your way.

We just dial the next one.

𝗛𝗼𝘄 𝘄𝗲𝗹𝗹 𝗱𝗼 𝘆𝗼𝘂 𝗱𝗲𝗮𝗹 𝘄𝗶𝘁𝗵 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲 𝘁𝗵𝗲 #1 𝗰𝗮𝘂𝘀𝗲 𝗼𝗳 𝗱𝗲𝗮𝘁𝗵 𝗶𝗻 𝗱𝗲𝗮𝗹𝘀.

What to say and not to say:

1. “It’s too expensive” 
❌ “We can give you a discount…” 
✅ “Is cheap stuff usually a good investment?

2.  “I’m not interested” 
❌ “Okay, thanks for your time.” 
✅ “Is that because you genuinely don't have this problem? Or you just don't think I can help you?

3. “Send me an email” 
❌ “Sure, I’ll send you something.” 
✅ “Is that because you don't get enough emails?"

4. “I’m busy / Not a good time” 
❌ “Sorry! I’ll call back later.” 
✅ “Understood! Give me 30 seconds, then you decide if it’s worth another chat.” 

5.  “We’re already with a competitor” 
❌ “Okay, no worries.”  
✅ “So you've decided to never look at another supplier?” 

 6.  “I need to think about it / talk to my team” 
❌ “No problem, I’ll follow up later.”  
✅ “Is that a polite way to tell me to go away?"

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗵𝗮𝗿𝗱𝗲𝘀𝘁 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘁𝗼 𝗵𝗮𝗻𝗱𝗹𝗲 𝗳𝗼𝗿 𝘆𝗼𝘂?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝟭𝟴 𝗺𝗼𝗻𝘁𝗵𝘀 𝗮𝗴𝗼, 𝗜 𝗵𝗮𝗱 𝟮𝟱𝗞 𝗳𝗼𝗹𝗹𝗼𝘄𝗲𝗿𝘀, 𝘁𝗼𝗱𝗮𝘆, 𝟭𝟬𝟬𝗞.

If you follow these 10 steps, you can do it too:

𝟭. Pick a specific niche
Go small; you can go bigger later.

𝟮. Talk about their problems
Helping your audience = growth.

𝟯. Develop a habit of posting
You should post at least 3x per week, ideally 5.

𝟰. Get to know others in the niche
You will learn so much from your competitors!

𝟱. Make your content engaging
People will scrillo away, wear yellow.

𝟲. Get coaching for faster results
You can do trial & error or pay and grow faster.

𝟳. Double down on what works
Once you nail down what works, keep doing it.

𝟴. But don't overdo the repurposing
Too many creators just recycle the same stuff.

𝟵. Continuously work to improve your content
The audience will get bored, try out new things!

𝟭𝟬. Create a proper workflow to keep consistent
Figure out your calendar, tech and process to keep at it.

𝗕𝗢𝗡𝗨𝗦 𝗧𝗜𝗣:
Don't see too hard or sponsor too many brands.
You'll see many creators lose engagement because all of their posts are selling something. Don't do it!

Only represent brands and products you believe in.

For example, I only represent FullEnrich, because they're that good.

𝗪𝗵𝗮𝘁'𝘀 𝘆𝗼𝘂𝗿 #1  𝘁𝗶𝗽 𝘁𝗼 𝗴𝗿𝗼𝘄 𝘆𝗼𝘂𝗿 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝗹 𝗯𝗿𝗮𝗻𝗱? 

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

(4) Post | Feed | LinkedIn

JSESSIONID

li_at

Sales Navigator

Talks about #sales, #coldcalling, #prospecting, #recruitment, and #humanresources

𝗢𝘃𝗲𝗿 𝟲𝟵% 𝗼𝗳 𝗿𝗲𝗽𝘀 𝗮𝗿𝗲 𝗻𝗼𝘁 𝘁𝗿𝗮𝗶𝗻𝗲𝗱 𝗼𝗻 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴.

And they don't know they should do this:

1. Accept the objection
2. Seek permission to challenge it
3. Challenge with a relevant question

For example:

Prospect: 𝘐 𝘩𝘢𝘷𝘦 𝘢 𝘴𝘶𝘱𝘱𝘭𝘪𝘦𝘳.
Rep: 𝘐𝘵 𝘸𝘰𝘶𝘭𝘥 𝘴𝘶𝘳𝘱𝘳𝘪𝘴𝘦 𝘮𝘦 𝘪𝘧 𝘺𝘰𝘶 𝘥𝘪𝘥𝘯'𝘵.
Rep: 𝘋𝘰 𝘺𝘰𝘶 𝘮𝘪𝘯𝘥 𝘪𝘧 𝘐 𝘢𝘴𝘬 𝘢 𝘥𝘪𝘳𝘦𝘤𝘵 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯?
Prospect: 𝘎𝘰 𝘰𝘯...
Rep: 𝘋𝘰𝘦𝘴 𝘵𝘩𝘢𝘵 𝘮𝘦𝘢𝘯 𝘯𝘰𝘵𝘩𝘪𝘯𝘨 𝘤𝘰𝘶𝘭𝘥 𝘣𝘦 𝘪𝘮𝘱𝘳𝘰𝘷𝘦𝘥?


Me and Sheriff roleplayed 6 more for you.

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘆𝗼𝘂 𝘀𝘁𝗿𝘂𝗴𝗴𝗹𝗲 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

Senior AE @ Deel | I post about cold calling, sales & mindset

𝗕𝗲𝗰𝗼𝗺𝗶𝗻𝗴 𝗮 𝗴𝗼𝗼𝗱 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗲𝗿 𝗶𝘀 𝗵𝗮𝗿𝗱 𝘄𝗼𝗿𝗸.

Here are the 7 practical steps to get there 👇

𝗪𝗵𝗮𝘁'𝘀 𝗺𝗶𝘀𝘀𝗶𝗻𝗴?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝘄𝗶𝗹𝗹 𝗯𝗲𝗮𝘁 𝘆𝗼𝘂 𝗮𝗻𝗱 𝗸𝗲𝗲𝗽 𝘆𝗼𝘂 𝗱𝗼𝘄𝗻.

It doesn't matter how good you are:
1. You will be rejected
2. You will be yelled at
3. You will get hung up on

it doesn't matter though, it's not about you.

You don't know what the prospect is going through.

Even the best performers hear no 90% of the time.

The secret is to understand it's parts of the game.

Each no is a step closer to a victory.
Don't give up.
No regrets.
(𝘢𝘴𝘪𝘥𝘦 𝘧𝘳𝘰𝘮 𝘵𝘩𝘦 𝘰𝘤𝘤𝘢𝘴𝘪𝘰𝘯𝘢𝘭 𝘮𝘰𝘮𝘦𝘯𝘵 𝘰𝘧 𝘸𝘦𝘢𝘬𝘯𝘦𝘴𝘴)

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗠𝗼𝘀𝘁 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗶𝗻𝘁𝗲𝗿𝗿𝘂𝗽𝘁𝗲𝗱.

They'll come up with excuses:

• We're good
• We don't need help
• We're happy with what we got

Your job is to dig deeper and find a gap.

A gap between what they have and what could be better.

𝗗𝗼 𝘆𝗼𝘂 𝘁𝗿𝘆 𝘁𝗼 𝗱𝗼 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲?

𝗣𝗦: beware of pinapple on pizza lovers.

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴 𝗶𝘀 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝘀𝗸𝗶𝗹𝗹 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀.

Yet, most reps react to objections with:
1. Fear
2. Silence
3. Surrender

Instead, you should focus on leaning in.

Accept the objection.
Explore where it comes from.
Help the prospect reframe their mind.

Steal the responses to the 12 most common ones 👇

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘆𝗼𝘂 𝗵𝗮𝘁𝗲 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

post

𝗔𝗳𝘁𝗲𝗿 𝟭𝟮 𝘆𝗲𝗮𝗿𝘀 𝗼𝗳 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴, 𝗜 𝘀𝘁𝗶𝗹𝗹 𝗴𝗲𝘁 𝘀𝗰𝗮𝗿𝗲𝗱.

Every single time before I start calling.

The fear that:
• My tone will be off
• I will trip on my words
• I won't book a meeting
• The prospect will be rude
• A new objection will come up

You see all these tips on how to make it go away.
Harsh truth: it never completely goes away.
But, you can learn how to work with fear.

Here are the tips which work the best:

1. Have a well-targeted list to call
High intent prospects = less rejection
Build on Clay and get mobiles via FullEnrich 

2. Script in detail for the first 60 seconds
The opener and pitch make or break the call.
Ensure they come across as smoothly as you can.

3. Prepare responses for the common objections
Most calls get shut down by very simple objections
Learn 1-3 responses for each of the most common ones

4. Warm yourself up before starting the session
Practice opener, pitch and objections before calling
It will activate your brain but will also reduce mistakes

5. Gamify the cold calling process
I eat an almond for each rejection I get.
And I do 10 push-ups after the first ten, have fun!

The fear will never go away, but you can control it.

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 #𝟭 𝘁𝗶𝗽 𝘁𝗵𝗮𝘁 𝗵𝗲𝗹𝗽𝗲𝗱 𝘆𝗼𝘂 𝘄𝗶𝘁𝗵 𝗰𝗮𝗹𝗹 𝗿𝗲𝗹𝘂𝗰𝘁𝗮𝗻𝗰𝗲?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗖𝗹𝗼𝘀𝗶𝗻𝗴 𝗼𝗻 𝗮 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹 𝗶𝘀 𝗹𝗶𝗸𝗲 𝗮 𝗺𝗮𝗿𝗿𝗶𝗮𝗴𝗲 𝗽𝗿𝗼𝗽𝗼𝘀𝗮𝗹.

If the relationship has been going well:
She will say yes even with a crappy proposal.

If the relationship has been going very badly:
She will say no to a 100K ring in the Maldives.

However, if the relationship has been going well..
And you propose drunk in McDonald's with a ring-shaped chip..

She is very likely to say no.

You'll book meetings if your cold calls are smooth.

Unless you monumentally screw up the close.

If you're still struggling, steal this line 👇

𝗗𝗼 𝘆𝗼𝘂 𝘀𝘁𝗿𝘂𝗴𝗴𝗹𝗲 𝘄𝗶𝘁𝗵 𝗰𝗹𝗼𝘀𝗶𝗻𝗴 𝗶𝗻 𝘆𝗼𝘂𝗿 𝗰𝗮𝗹𝗹𝘀?

——————————————————————
Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗟𝗲𝗮𝘃𝗶𝗻𝗴 𝗮 𝘃𝗼𝗶𝗰𝗲𝗺𝗮𝗶𝗹 𝗶𝘀 𝘂𝘀𝗲𝗹𝗲𝘀𝘀 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹.

👆 That's a stupid statement, here's why:

A voicemail is another touchpoint.

Another chance to engage.

Top 3 options:

1. The Cutoff
𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}. 𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪. 𝘐 𝘸𝘢𝘴 𝘨𝘪𝘷𝘪𝘯𝘨 𝘺𝘰𝘶 𝘢 𝘤𝘢𝘭𝘭 𝘳𝘦𝘨𝘢𝘳𝘥𝘪𝘯𝘨.. (𝘩𝘶𝘯𝘨 𝘶𝘱 𝘮𝘪𝘥 𝘴𝘦𝘯𝘵𝘦𝘯𝘤𝘦)

Curiosity will get callbacks.

2. Familiarity

𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}.  𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪. 𝘐 𝘮𝘶𝘴𝘵 𝘩𝘢𝘷𝘦 𝘫𝘶𝘴𝘵 𝘮𝘪𝘴𝘴𝘦𝘥 𝘺𝘰𝘶. 𝘗𝘭𝘦𝘢𝘴𝘦 𝘨𝘪𝘷𝘦 𝘮𝘦 𝘢 𝘤𝘢𝘭𝘭 𝘣𝘢𝘤𝘬 𝘰𝘯 {𝘱𝘩𝘰𝘯𝘦 𝘯𝘶𝘮𝘣𝘦𝘳}.  

Your familiar tone may get a call back.

3. The multi-channel. 

𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}. 𝘕𝘰 𝘯𝘦𝘦𝘥 𝘵𝘰 𝘳𝘦𝘵𝘶𝘳𝘯 𝘵𝘩𝘪𝘴 𝘤𝘢𝘭𝘭.  𝘐'𝘮 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘥𝘳𝘰𝘱𝘱𝘪𝘯𝘨 𝘺𝘰𝘶 𝘢𝘯 𝘦𝘮𝘢𝘪𝘭 𝘵𝘪𝘵𝘭𝘦𝘥 𝘷𝘰𝘪𝘤𝘦𝘮𝘢𝘪𝘭 𝘢𝘴 𝘸𝘦𝘭𝘭 𝘢𝘴 𝘢 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯 𝘤𝘰𝘯𝘯𝘦𝘤𝘵𝘪𝘰𝘯 𝘳𝘦𝘲𝘶𝘦𝘴𝘵. 𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪 𝘧𝘳𝘰𝘮 𝘜𝘯𝘥𝘦𝘳𝘥𝘰𝘨 𝘚𝘢𝘭𝘦𝘴, 𝘣𝘺 𝘵𝘩𝘦 𝘸𝘢𝘺. 𝘐'𝘭𝘭 𝘨𝘪𝘷𝘦 𝘺𝘰𝘶 𝘢 𝘤𝘢𝘭𝘭 𝘣𝘢𝘤𝘬 𝘵𝘰𝘮𝘰𝘳𝘳𝘰𝘸. 

You won't get a call back but you will activate other channels.

𝗗𝗼 𝘆𝗼𝘂 𝗹𝗲𝗮𝘃𝗲 𝘃𝗼𝗶𝗰𝗲𝗺𝗮𝗶𝗹𝘀?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

Rude prospects can ruin your day or even your whole week.

Unless you apply these 3 steps to turn them around:

1. Keep calm
They're emotional, don't be.
It's hard to be angry by yourself.

2. Validate their emotions
You're not why they're angry.
Let them vent, and they'll feel heard.

3. Dig into their problems/pain
Express curiosity about their situation.
You will gain their trust and willingness.

Once the tension has passed, they will be ok.

And you can proceed to figure out if you can help them.

Have you ever turned around a particularly difficult prospect?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗢𝗻𝗲 𝘁𝗵𝗶𝗻𝗴 𝗸𝗶𝗹𝗹𝘀 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝘀 𝗮𝗯𝗼𝘃𝗲 𝗮𝗹𝗹.

And most reps never master it.

PERSISTENCE.

You will face all types of obstacles on calls:
• Rudeness
• Objections
• Scepticism
• Uncertainty
• Lack of interest

Your job is to keep going..

And try to find a chink in the armour.

If you keep at it, you will eventually succeed.

If you're REALLY struggling, you can:
• Go for a walk
• Take a deep breath
• Watch something funny
• Vent to someone close to you
• Lie on the floor in a fetal position

It doesn't matter what your coping mechanism is.

Just don't give up - cold calling is hard.

But it builds pipeline.

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝘁𝗵𝗲 𝗯𝗲𝘀𝘁 𝘄𝗮𝘆 𝘁𝗼 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗲 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲.

Also cold calling:


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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝘄𝗶𝗹𝗹 𝗻𝗲𝘃𝗲𝗿 𝗰𝗮𝗹𝗹 𝗯𝗮𝗰𝗸 𝗮𝗳𝘁𝗲𝗿 𝗮 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹..

Unless you use one of these 3 techniques:

𝟭. The short call
Most sellers will ring all the way to voicemail.
Cut it after a few rings (5), it triggers curiosity.
Some will be curious enough to give you a call back.

𝟮. The mystery voicemail
𝘏𝘪 (𝘗𝘳𝘰𝘴𝘱𝘦𝘤𝘵), 𝘪𝘵'𝘴 (𝘯𝘢𝘮𝘦), 𝘤𝘢𝘭𝘭 𝘮𝘦 𝘣𝘢𝘤𝘬.
Once again curiosity will do the trick, sometimes.
Be prepared with a strong opener when they do call.

𝟯. The other channels voicemail
𝘏𝘪 (𝘗𝘳𝘰𝘴𝘱𝘦𝘤𝘵), 𝘯𝘰 𝘯𝘦𝘦𝘥 𝘵𝘰 𝘳𝘦𝘵𝘶𝘳𝘯 𝘵𝘩𝘪𝘴 𝘤𝘢𝘭𝘭. 𝘐 𝘫𝘶𝘴𝘵 𝘥𝘳𝘰𝘱𝘱𝘦𝘥 𝘺𝘰𝘶 𝘢𝘯 𝘦𝘮𝘢𝘪𝘭 𝘸𝘪𝘵𝘩 𝘵𝘩𝘦 𝘴𝘶𝘣𝘫𝘦𝘤𝘵 𝘷𝘰𝘪𝘤𝘦𝘮𝘢𝘪𝘭 𝘢𝘯𝘥 𝘴𝘦𝘯𝘵 𝘺𝘰𝘶 𝘢 𝘤𝘰𝘯𝘯𝘦𝘤𝘵𝘪𝘰𝘯 𝘳𝘦𝘲𝘶𝘦𝘴𝘵 𝘰𝘯 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯. 𝘛𝘩𝘪𝘴 𝘪𝘴 (𝘯𝘢𝘮𝘦) 𝘧𝘳𝘰𝘮 (𝘤𝘰𝘮𝘱𝘢𝘯𝘺), 𝘐 𝘸𝘪𝘭𝘭 𝘵𝘳𝘺 𝘢𝘨𝘢𝘪𝘯 𝘵𝘰𝘮𝘰𝘳𝘳𝘰𝘸.
No call back, but will activate other channels.

𝗗𝗼 𝘆𝗼𝘂 𝗲𝘃𝗲𝗿 𝗴𝗲𝘁 𝗰𝗮𝗹𝗹𝗯𝗮𝗰𝗸𝘀 𝗳𝗿𝗼𝗺 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗧𝗵𝗲 𝗻𝗲𝘅𝘁 𝘁𝗶𝗺𝗲 𝗮 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝘀𝗮𝘆𝘀 𝘁𝗵𝗲𝘆 𝗵𝗮𝘃𝗲 𝗮 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻.

Try these three steps:

1. Welcome the objection
2. Ask questions to find what's missing
3. Propose to offer exactly what's missing

Sales work is often like detective work.

You may need to push to get the information.

As long as you're doing so to help them, it's a win.

𝗗𝗼 𝘆𝗼𝘂 𝗽𝗿𝗼𝗯𝗲 𝗱𝗲𝗲𝗽𝗹𝘆 𝘄𝗵𝗲𝗻 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗴𝗶𝘃𝗲 𝘆𝗼𝘂 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀?

𝗣𝗦: This time I was selling FullEnrich ;)))

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗠𝗮𝗻𝘆 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗱𝗼𝗻'𝘁 𝗹𝗶𝗸𝗲 𝗯𝗲𝗶𝗻𝗴 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗲𝗱.

Some outright hate cold calls.

Unfortunately, cold calling is a numbers game.

You will always face a ton of noes.

Some are worse than others.

Your job? Keep going.

𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗸𝗲𝗲𝗽 𝗴𝗼𝗶𝗻𝗴 𝗶𝗻 𝘆𝗼𝘂𝗿 𝗹𝗼𝘄𝗲𝘀𝘁 𝗺𝗼𝗺𝗲𝗻𝘁𝘀?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗠𝘆 𝗳𝗮𝘃𝗼𝘂𝗿𝗶𝘁𝗲 𝘀𝗮𝗹𝗲𝘀 𝘁𝗶𝗽 𝗳𝗼𝗿 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴 👇

When you hear an objection don't:
1. Panic
2. Give up
3. Ignore the objection
4. Say "I hear you, but.."
5. Argue with the prospect

Instead, PACE it:

1. Pause
Take 2-3 seconds.
Your brain will reset.

2. Accept
Welcome the objection.
"𝘐'𝘮 𝘯𝘰𝘵 𝘴𝘶𝘳𝘱𝘳𝘪𝘴𝘦𝘥 𝘺𝘰𝘶'𝘳𝘦 𝘴𝘢𝘺𝘪𝘯𝘨 𝘵𝘩𝘢𝘵"

3. Consent
"𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯 𝘢𝘣𝘰𝘶𝘵 𝘪𝘵?"
The prospect will relax and welcome the question.

4. Explore the objection.
You can now ask a challenging question.
The aim is to get them to think about what they said.

Practical examples:

𝘞𝘦'𝘳𝘦 𝘩𝘢𝘱𝘱𝘺 𝘸𝘪𝘵𝘩 𝘰𝘶𝘳 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘳.
Pause
 𝘐'𝘮 𝘴𝘶𝘳𝘦 𝘵𝘩𝘦𝘺'𝘳𝘦 𝘨𝘳𝘦𝘢𝘵.
𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘥𝘪𝘳𝘦𝘤𝘵 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯?

𝘋𝘰𝘦𝘴 𝘵𝘩𝘢𝘵 𝘮𝘦𝘢𝘯 𝘺𝘰𝘶'𝘥 𝘯𝘰𝘵 𝘭𝘰𝘰𝘬 𝘢𝘵 𝘢 𝘥𝘪𝘧𝘧𝘦𝘳𝘦𝘯𝘵 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘳, 𝘦𝘷𝘦𝘯 𝘪𝘧 𝘵𝘩𝘦𝘺 𝘸𝘦𝘳𝘦 𝘣𝘦𝘵𝘵𝘦𝘳?

𝗢𝗥

𝘞𝘦'𝘳𝘦 𝘩𝘢𝘱𝘱𝘺 𝘸𝘪𝘵𝘩 𝘸𝘩𝘢𝘵 𝘸𝘦 𝘨𝘰𝘵.
Pause
𝘐'𝘮 𝘴𝘶𝘳𝘦 𝘺𝘰𝘶 𝘩𝘢𝘷𝘦 𝘢 𝘨𝘳𝘦𝘢𝘵 𝘱𝘳𝘰𝘤𝘦𝘴𝘴.
𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯 𝘢𝘣𝘰𝘶𝘵 𝘵𝘩𝘢𝘵?

𝘞𝘩𝘢𝘵'𝘴 𝘰𝘯𝘦 𝘵𝘩𝘪𝘯𝘨 𝘺𝘰𝘶 𝘸𝘰𝘶𝘭𝘥 𝘪𝘮𝘱𝘳𝘰𝘷𝘦 𝘪𝘯 𝘵𝘩𝘢𝘵 𝘱𝘳𝘰𝘤𝘦𝘴𝘴?

This way, instead of trying to persuade a prospect...

You're letting them persuade themselves.

𝗗𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 𝗮 𝗰𝗹𝗲𝗮𝗿 𝗳𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗳𝗼𝗿 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴?

——————————————————————

Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

The Revenue Enabler

The Revenue Enabler is a B2B consulting and membership company.

Why? Because nobody gets a degree in B2B Sales!

I help B2B sales teams and individual reps increase pipeline and convert opportunities into closed won deals.

Most companies and sellers aren’t really ready to drive revenue.

They either;

1. Struggle to build qualified pipeline resulting in low pipeline coverage.
2. Poor sales execution leads to a leaky funnel and ultimately missing their revenue goal.

Most of the time, this is due to not having a common language. A proven sales playbook that sellers can pick up, follow and win with.

In my first VP Sales role, I increased revenue by 1,000% during the pandemic when many businesses struggled.

For me, it all comes back to the sales playbook. Giving sellers the dotted line for success.

The Revenue Enabler is focused on helping businesses and sellers get ready to drive revenue!

A few ways I help:

1) I work directly with reps with my Sales University and boot camps
2) I work with Sales Leaders to train their teams 
3) I work with Founders as a part time CRO or VP of Sales 

Visit my website to learn more about my services and book a call.
www.therevenueenabler.com

Founder & Chief Revenue Officer

Hit Your Number Newsletter

The HIT YOUR NUMBER Newsletter is written by James Bissell, Founder @ The Revenue Enabler. 

We share actionable insights and sales strategies each week on a Monday morning to set you up for success. 

Who is the newsletter for?
→ SDRs
→ AEs
→ Sales Managers & Leaders
→ Founders 

The way customers buy has changed forever, and the way we sell hasn't. 

It's time to change that. 

Join today, and you'll get instant access to free sales resources just by signing up. 

See you on Monday?

Chief Writing Officer

Seenit

In the first few months I helped:

- Take the team from 6 to 60 meetings booked a month 
- increased the win rate from 11% to 57%
- 0% target attainment to 100%. Lowest 120% and highest 240%.
- Reduce time to close by 64%
- Increase the average deal size and win rate significantly

VP of Sales

StaffCircle

I led the sales organisation during two funding rounds and increased annual recurring revenue by over 1,000%.

wejo

Enterprise Business Development Director

Cyance

Enterprise Account Executive

Corporate Account Executive

Lead Forensics

Senior Account Executive

Comms UK Ltd

Account Executive

Astute Marketing Services Ltd

Senior Business Development 

Chief Revenue Officer & Founder @ Revenue Ready

SDR > AE > 2x VP of Sales turned Founder. I've spent over ten years in B2B sales as a high-performing individual contributor and then VP of Sales. 

In both leadership roles, I increased productivity, and my proudest achievement was increasing the annual recurring revenue at an HR tech start-up, StaffCircle, by 1,000%.

Now, I help reps, Sales Leaders and Founders implement and operationalise my proven sales playbook.

A few recent highlights:

- Increasing the Annual Recurring Revenue (ARR) by 1,000%.
- Taking the team from 6 to 60 meetings booked a month within 45 days. 
- 0% target attainment to 100%. The lowest was 120% and the highest was 240%.
- Reduced the time to close by 64%
- Increase the average deal size and win rate significantly
- Multiple MEDDPICC implementations 

If your business needs help with building pipeline and/or converting qualified opps to revenue, let me know.

James Bissell

Little secret from a VP of Sales

It could save you thousands in commission in Q4

Buyers will buy without a discount

I’ve bought a load of tech/services as a VP

Some at full price and some at a huge discount. 

The reality is I’d have paid full price for everything but sellers offer discounts 🤯

Stop giving your hard earned commissions away. 

If you do, get something in return!! 

I spent £500 on this coffee machine a few days ago. 

It didn’t go up on sale so I just bought it at full price. 

Your prospects will do the same. 

Be bold. Be brave. Back yourself. 

Happy selling 🤙

Author: The Champion Playbook | Host: Hit Your Numbers Podcast | Founder: The Revenue Enabler - The leading skill optimisation platform for reps and teams | 400 Lessons, Sales Coaching & AI Agents

No alternative text description for this image

Home office update 

It’s really coming together and that coffee machine 👌 

Love working down here! 

What would you add next?

Most AEs will hate this! 

If you’ve got a pipeline problem take this action…

Reps are loving our daily planners. 

You need to take your big revenue goal for the quarter and break it down into a daily plan. 

Then go execute it. 

Most AEs I start working with have a pipeline problem. 

Usually after a few minutes we quickly realise they’re not doing to ugly, hard work that’s required. 

Go implement this with a winning attitude for the next 30 days and you’ll likely fix your pipeline problem. 

If not come back to this post and tell me in full of shit. 

Go make your plan and build a fat pipeline now. 

Or go blame marketing or SDRs for not hitting your target, earning great commission and building your career.

Elijah Awoke and I spoke about AI in sales on my podcast and check this out for an idea...

Why not allocate a few hours and a portion of your L&D budget every month to your sales team to simply get curious and explore how AI can help solve a business problem?

Imagine what your team could build over 1-2 quarters. 

-Discovery prep
-Business case builder
-Battlecard builder 
-Cold call coach

The ROI would be insane. I'm already seeing it. 

In my business, with my customers and with leaders I interview on the podcast. 

Time to get curious people. 

Go check this episode out, mega value from Elijah. 

https://lnkd.in/em54WP5E

Thanks again mate. Always love our chats!

"Why don't you outbound James?"

I'll tell you in 98 seconds...

I LOVED this chat with Will Scott. If you're in sales, regardless of seniority, this is a must listen!! 

https://lnkd.in/eh7dxTT6

I'm not saying you shouldn't outbound, you 1,000% should. 

All I'm saying is become known for something so some people come to you! 

Also, for my sales leadership network, the talent that comes to you is wild! 

Employer branding sits with you, not HR! 

I did a post at the weekend saying I'm thinking about hiring and within minutes I've got AEs in my DMs asking to come join my org.

Stop sleeping on this platform. 

We all have time available, we just don't prioritise the important stuff. 

If I can find time running a business with a 22 month old son so can you. 

Go get it. 

Follow Will, he is amazing and really knows his stuff! 

Thanks again. 100% need to get you back on the podcast for more of your expertise!

Stop making excuses. 

It’s so easy to say no or I’ll do it later when the hard tasks come up. 

You are your biggest competitor. 

Get out of your way and go do the hard things! 

Back to my run then root top spa 🤙

Loving Sweden!

I’ve missed Sweden!! 

Great spas and food. 

Recharging the batteries. 

Any recommendations? 

I’m in Stockholm.

There is still time to save Q4 deals 

Run this for 100% of deals

Step 1

Arrange a call with your Champion

Step 2 

Open a Google doc

Step 3 

Co-create a business case 

Why?

You need to justify your cost. 

Most of the time your Champion won’t do it like you can. 

What to write? 

Follow these sections…

Headline

CTA + COI

Problem statement 

Talk about the problem and why they can’t solve it without you

Solution

In simple terms how you solve the problem in a way an exec will understand 

Business Value

What do they get back? Which metrics improve? What happens if those metrics improve?

This can all be done on one max two pages of a Google doc. 

Leave the deck behind. 

Go enable your Champions. 

I’m off to relax then it’s time for a roof top cold plunge and late night sauna and swim in Sweden

taplio

The Battle

Giulio Segantini

James Bissell

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The Battle

Giulio Segantini

James Bissell

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Giulio Segantini's LinkedIn Performance

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Performance ScoreGiulio Segantini's LinkedIn Performance