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Welcome to #221 of the How To Sell podcast. In this episode, Luigi Prestinenzi, and Dave Fastuca sit down with Steve Gledden, Managing Partner at Straight Bat Private Equity. Steve is a seasoned Venture Capital and Private Equity investor, a scale-up entrepreneur, and a business owner with an impressive track record in the world of startups and investments.

In this episode, we delve deep into the world of sales and investment, offering insights and strategies to transform your approach to complex deals. We explore the critical role of emotional intelligence and empathy in achieving sales success. Discover how connecting with your clients on a profound level and understanding their needs can be the linchpin of your sales strategy. We also venture into the multifaceted world of decision-making influencers and effective navigation of these dynamics. We demystify the concept of an "anti-sponsor" in a deal and shed light on the potential consequences of type two errors – those costly moments when you say 'no' instead of 'yes.'

In the second part of our discussion, we uncover strategies for selling complex deals, focusing on empowering the buyer, asking the right questions, and understanding the potential roadblocks in the decision-making process. We also walk you through the process of structuring deals from the customer's perspective, ensuring that your approach aligns seamlessly with their unique needs and objectives.

If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.

Socials:

- Spotify: https://shorturl.at/hJPQ8

- Apple: https://shorturl.at/oEI58

- LinkedIn:

Luigi Prestinenzi - https://shorturl.at/diwy9

Dave Fastuca -  https://shorturl.at/ctvLY

Steve Gledden- https://www.linkedin.com/in/sgledden/

**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.