Luigi Prestinenzi

Founder 

P3 Recovery

P3 exists to put your health and wellbeing back into your hands.

As experts in recovery and wellbeing, we offer the community a friendly and inclusive environment along with the tools and knowledge to help you reach your fullest potential.

Modern living demands a lot of the human body. Between the pace and the pursuit, juggling obligations and leisure, we’re asking more of ourselves than ever before.

Squeezing every last waking second out of our day, we push ourselves beyond our comfort zone because that’s where the magic happens. Yet, there’s only so long we can do this before things begin to break. We need to take time to recover – to cultivate mental and physical resilience – so that we can achieve everything we are capable of. And more.

Founding Investor

Growth Forum

Growth Forum is a community unlike anything you have experienced.
We aren’t concerned about getting the largest number of people. We’re focused on helping you, an individual, connect and engage with like-minded people in a handful of specific areas.

It’s why we’ve divided Growth Forum into four specialties. 

SALES
MARKETING
ENTREPRENEURSHIP
PERSONAL DEVELOPMENT

You’re free to bounce around from one to the other (who says sales and marketing can’t get along?) or stick with one.

Sign up for the waitlist (Feb 2023 Launch) - Link in Bio

Co-Founder

More Better HQ

More Better works beyond the standard of a normal investment advisory firm. With combined experience in growing world-class businesses over many decades, the team at More Better have a sole focus to help emerging brands find their voice, develop strategy, and promote growth at a large scale.

More Better backs potential as we have been there before and understand what it takes to scale and grow a successful business. We don't just provide and investment resource for start ups. We provide an ecosystem and become part of the team.

"How To Sell" Podcast

Interviewing the worlds top sales authors, leaders and sales professionals, we talk about the different strategies and concepts that can positively impact sales people and help sales people sell more.

Co Host How to Sell Podcast

Sales IQ Global

Sales IQ equips sales enablement consultants, sales leaders and salespeople to thrive in highly competitive markets.

With Sales IQ, you can elevate your team to consistently exceed sales targets with stronger strategy and process execution.

We provide proven frameworks, methodologies, tools and courses that elevate professional selling with improved sales culture and competence.

With Sales IQ you can drive profitable revenue growth with consistently healthy pipeline, higher win rates and more loyal customers.

As Founder and Head of Growth, my role is to help connect Sales IQ to sales professionals, sales leaders and sales enablement professionals so we can help the profession be the best it can be.

Reach Services Group

Head of Strategic Partnerships

Leadership Management Australia

Leadership Management Australia (LMA) has been operating at the forefront of people development since first being established in 1973. LMA's development process offers a unique experience which guarantees measurable increases in productivity and performance. 

In my role as Head of Business Development, I was responsible for driving company revenue through a direct to market sales channel team and I was also asked to establish a new business called Think Perform, a company devoted to transforming organisations through Lean based principles. Within three years Think Perform has now become one of Australia's largest providers of Lean driven programs.

Major milestones I achieved during my time at LMA - Australia, Regional and World Sales Leader for 2012

Head of Business Development

Navitas

Navitas is a global education provider who have a number of different interests within the education space covering four different areas. Universities, English, Student Recruitmet and Workforce Development. My role was working within the Workforce Development space working with organizations nationally, implamenting Learning and Development programs across a number of different industry sectors. 

Key milestones was in developing two new product lines: Sales and Lean Manufacturing. Other major milestone was developing a new territory (Sydney) to be the largest billing state in the country.

Business Development Manager and Melbourne Consulting Manager

JobsJobsJobs Ltd

Sales

The Laminex Group

CS/Internal Sales

Building P3 Recovery using the exact principles I teach in the Growth Forum Sales OS Program & Community.

Selling goes beyond an exchange of money for a product or service.

Far beyond.

Done right, selling is about creating an experience and an interaction that leaves both the buyer and seller feeling amazing.

This realisation completely changed my career. Because sales at its core is about heart and soul.

Here’s why:

Every sale comes down to a better outcome by way of a unique value narrative, deeper relationships, a greater sense of understanding between people and a purpose-driven sales culture.

This approach creates a… transformation…a positive impact… a better result.

Each sale presents a challenge. And each challenge provides me with an opportunity to learn and grow.

I’m not a guru or someone who sells as a side hustle.


It’s why I work with sales professionals and companies to create solutions that allow sellers the platform that enables them to reach their fullest potential…

… and with individual contributors in search of an environment and community that supports them so they can improve and grow as well.



► WHAT SETS ME APART FROM OTHER SALES COACHES?

For starters, 

I’m in the trenches every day, just like you… building relationships, gaining customers, and creating a greater sense of understanding between people by using a unique value-driven narrative.

I’m a practitioner.
I live and breathe sales.
I operate by the same principles I teach.

And they work.

These are the same principles I used to create massive impact for my clients.


I’ve worked with the most highly respected brands in the world, including: Stripe, Vanilla Soft, F45 Training, Agorapulse and HubSpot.

► THE RESULTS

Here’s what some of them said about my training:

"I would highly recommend Luigi and the team. They are knowledgeable practitioners that are easy to work with and, after just a few weeks, have made a massive impact."

Katie Swick
Global Sales Enablement Lead - Stripe

***

"Thank you Luigi for sharing your perspective. Your passion, experience and knowledge clearly shows through during our sessions. Thank you for motivating our team and sharing key learnings to accelerate growth. I strongly recommend Luigi to partake in sales enablement activities to support in achieving sales objectives".

Filippa Rusec - Chief Commercial Officer - DB Schenker.

Now I am using these skills to build P3 Recovery using the exact principles I teach in the Sales OS program by Growth Forum. 


►WANT TO KNOW MORE?
▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬

✉️ DM me on LinkedIn.

Co-Founder Growth Forum

🎉 Career Milestone 🎉

I am both humbled and thrilled to share that last month, I was recognized as being within the top 1% of sales professionals at LinkedIn globally across all business lines. This achievement serves as a testament to the power of resilience, curiosity, and the willingness to embrace change. What truly made this accomplishment possible is the positive impact of others. 

People create an environment of safety and acceptance. It’s within this space that I felt their authentic belief in me, their trust, and their unwavering support. These people helped me become more of my authentic and unapologetic self at work. 

Now, before I share the backstory, let me pose a question for you: When was the last time you took a leap of faith? 

Less than five years ago, I held a tenured position as a marketing strategist and business consultant. My work involved collaborating with notable brands like Nike, Barbie, and Universal Studios. My expertise lay in brand and business strategy, and I had a passion for entrepreneurship. As life would have it, curveball struck. A well-known sales executive approached me after overhearing one of my strategy calls with a client and asked if I'd like to join his team. Despite my lack of direct sales experience, he saw beyond titles and wanted to take a chance on me. 

The decision to start over wasn’t easy. Leaving behind a successful tenure in marketing came with its concerns. Yet, deep down, I was curious about the art of selling. The challenge of overcoming failure and starting over excited me. I believed that my passion for helping others would somehow translate into this new role. 

Fast forward to today—I find myself among the top 1% at LinkedIn. This journey has taught me two things: 1) It’s never too late to start over. It’s a reminder that sometimes, the most unexpected opportunities can lead to remarkable experiences. 2) Take a chance on people you believe in. You never know how much it could impact your life or theirs. 

Special shout-out to two special folks who saw beyond the title and helped me take the leap to a significant pivot in my career Luigi & Jeremy, to those who cultivated a safe space for me to fail forward, double down on my strengths and learn/grow: Eric, Kyle, Drew, Connor, Julie, Deina and to all my amazing peers and Account Directors in the trenches with me. 

Let’s continue to lift each other up and create opportunities for growth and success. 🚀 

And with that, I’ll leave you with some mottos that  Daron K. Roberts, J.D. and Daniel Shapero shared with us last month: 
Your environment shapes you. 
Grow through what you go through. 
Fine-tune your systems to a high level. 
Notice what lights you up. 
Lean into your strengths. 
Complacency is the enemy. 
Elite people want to be coached. 
Build, measure, learn, repeat. 
The personal difference makes the difference. 
Emotions are data too. 

#LinkedIn #Sales #CareerMilestone #TakeAChance

Luigi P.

Sometimes the best advice...Is the advice you didn't want to hear. 

The best thing about having a mentor is the opportunity to grow. 

However, growth won't occur if you approach things with a fixed mindset or ego. 

If you want to grow, find someone you respect, someone who has a skill set you aspire to develop.

And be open to hearing what you don't want to hear. 

Leave your ego at the door.

This week was another reminder for me, hearing a different perspective. 

At first, I didn't agree, but then I reflected and had that "aha" moment, and now my perspective has changed. 

This is why I love having a mentor.

Someone I trust.

Who believes in me. 

And who wants the best for me.

We all need someone to believe in. 

Something to believe in. 

And someone to believe in us.

Your relationship funnel

Is the most important funnel.

Focus on building the right relationships.

Give without asking for anything in return.

I continue to be reminded of the power of relationships.

Working with some incredible folks at my favourite Australian football club.

My son and I had the opportunity to experience this weekend's game from a different view and perspective. 

And we loved it.

Frequently in sales, the goal is the transaction.

However, the most rewarding approach.

Isn't to concentrate on the transaction.

But to simply focus on assisting others.

If there is one change you can make to your sales approach. 

That will help you differentiate in the sea of sameness.

It's focusing on building meaningful relationships.

Thanks for an awesome night Stephanie Maclaren and Eliza Liddy.

With the right mindset, success is guaranteed.

The last quarter of 2011.

Everything came crashing down.

My entire pipeline of deals collapsed.

I ended the year stressed, searching for a job as I anticipated being sacked.

I was faced with a decision. 

To tackle the challenge before me or to seek employment elsewhere.

As I considered finding another job, it dawned on me.

What would be different if I changed jobs?

Would I find myself in a similar predicament, and if so, what would I do?

I spoke with a dear friend, someone I respected in sales, Peter Simms... who, unfortunately, has passed away.

He helped me realise.

If I fled from the problem, I wasn't actually solving it.

So, I decided to stay and sell my way out of the challenge I was facing.

My mindset shifted from fleeing to hunting.

I decided to prospect like never before.

I sought referrals from my trusted network.

Dialled like there was no tomorrow.

Attended networking sessions.

That's when, after numerous attempts.

Marcus Hooke answered the phone.

And one conversation change my career. 

It's the moments that challenge us

That give us the opportunity to grow.

Cadence matters. 

It doesn't matter what type of campaign it is—whether inbound or outbound.

You need to ensure you have the right process for follow-up.

Here are some interesting statistics: 80% of inbound leads engage between the 9th and 13th touch points.

Yet, most sales teams give up after just two attempts.

Now, here is some data from a live campaign:

530 Leads
29% Conversion

The data shows that many of the leads interact after the third outreach cluster. 

The best-performing channel for this campaign has been SMS, where the response rate is over 25%.

Now I am not saying you need to follow this structure. 

The best structure is the one you test and define is right for your lead profile.

Cold outreach is dead.


Well, messages like this are dead.

There is a good reason why 75% of buyers don't trust salespeople.

Messages like this do more harm than good.

The "spray and pray" approach might sound like a great idea.

Increase activity levels.

And the results should come.

But often, this isn't the case.

What winning looks like in 2024 for outreach:

Getting clear on your target.

Doing research to ensure your point of view is relevant.

Leveraging some form of insight to create value.

And being respectfully persistent in your approach.

There's nothing wrong with reaching out multiple times.

As long as the messages build on each other.

If you want to break through the mental spam filters when it comes to emails. 

Follow Jen Allen-Knuth

If you want to find out how to craft incredible cold call openers follow Leslie Venetz.

And if you want to learn how to leverage social in your outreach follow Morgan J Ingram.

Yesterday, someone shared a post from a sales 'guru'.

"Cold calling is dead."

What’s interesting about this debate is that we need to look at the types of calls when having this discussion.

The calls many of us receive are from solar companies, and for 'government rebates for lightbulbs'.

The ones where you hear a beep, then the call drops.

These are the calls that should be classified as 'cold calls'.

The people calling don’t know your name.

And they are literally calling thousands.

Often, when you call back, the number is disconnected.

We need to be careful what we listen to when it comes to the 'cold calling is dead' debate.

And look at the data.

Here is a real-life example:

Inbound Campaign:
$2,500 spent on ads.
Leads Generated: 19
CPL: $131
Meetings Booked: 4
Cost Per Meeting: $625

Outbound Campaign:
List Size: 62
Time spent prospecting: 20 hours (inflated this a tad) 
Hourly Cost $100: $2,000 
Meetings Booked: 12
Cost Per Meeting: $166

(Ricky Pearl can provide loads of data on the above that will validate these stats if you want to dive deeper on this topic.)

This example is not to say outbound should be prioritised over inbound.

Both channels should be active.

And now with intent data platforms, you can determine who within your Target Addressable Market (TAM) is looking for what you sell.

And then run targeted outreach campaigns to those accounts.

Check out Lusha, which provides some interesting data on this.

The best way to determine if outreach is dead is to give it a go.

And not listen to the gurus who want you to buy their social selling course. 😂

The attached picture. Shows companies looking for cold calling and prospecting training....

My career took a major leap when I chose to  demote myself.


I was running our business-to-business sales team. 

Hitting targets and I was in my comfort zone. 

Yet, I noticed a gap in my abilities, particularly in managing the consumer sales funnel.

So, I made the choice to step down.

Placing myself under the guidance of a colleague.

This decision radically transformed my career.

It allowed me to fill in the gaps in my knowledge.

Elevating my career to heights I hadn't imagined.

Often, the key to advancing forward

Is knowing when to step back.

And checking your ego at the door.

Forever grateful to you Craig Holmes

One of the best leaders I have had the privilege to work with and learn from.

The best way to learn about the problems impacting your clients?

Talk to them.

Interview them.

This approach is the best way to build your buyer persona.

Which will help change the way you engage with your audience.

Loved this podcast Rand Fishkin

Why do people buy?

Well, it depends.

One of the most important parts of the sales process.

Is not the process itself.

It's understanding the buyer.

And why they buy.

People don't buy what you do.

They buy the outcome you help them achieve.

The best way to understand what's important to your buyers.

Is to create a picture or persona of them.

This is where customer interviews come into play.

When you talk to your customers.

And understand the problems they are experiencing.

And the outcomes that are important to them.

Everything about your process should be designed to enable them to find the information they need.

So they can confidently move through the process.

Template link in the comments. 👇

How stories can help build rapport. 


People buy from people.

People buy from people they trust. 

Great interview with Matthew Pollard on the "How To Sell" Podcast

Link in the comments.

Ravi Rajani Victor Antonio 👇

Radical idea to improve your sales conversations.

Talk to your customers.

Yep, it's that simple.

Knowing your audience and what's important to them.

As basic as it sounds.

Is often missed.

Sometimes, the simplest strategies can be the most effective ones.

Google is not the only place your buyers will find the information they need.

The buying journey has changed.

How have you changed the way you engage with your audience?

Survey your audience to find where they go to find solutions for their problems.

Find out how they talk about their problems.

Find out what information they need to confidently progress through the buying journey.

What will help you win in 2024?

Knowing your audience.

And what's important to them.

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