#219 Tim Stansky - How Lusha is Increasing Sales With Technology

Welcome to episode #219 of the How To Sell podcast with your hosts, Luigi Prestinenzi and Dave Fastuca. In this episode we have a special guest joining us, Tim Stansky, the Director of Global Sales Enablement and Training at Lusha, a true expert in the field of sales. 
Tim shares his remarkable journey from a traditional media contributor to a HubSpot partner. Tim's journey is nothing short of incredible, and we start by diving into his experiences handling sensitive customer queries and the incredible value of sales technology. 
Tim guides us through how he built a successful sales event and program for Lusha, drawing from his vast experience at Oracle. We also touch on the need to reconsider vendor relationships and updating sales technologies. Tim's also shares practical advice on tactfully comparing products to incumbents and the importance of recognising buyer needs.
To round up the episode, we delve into the intricacies of sales enablement. Tim will share his wisdom on the importance of researching a potential customer's profile before the first contact, understanding their transition journey from large to small organisations, and the power of persistence. 
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/diwy9Dave Fastuca -  https://shorturl.at/ctvLYTim Stanksy - https://www.linkedin.com/in/timstansky
(00:00) Preview (04:20) Exploring Sales Technologies and Enablement(08:29) Large Company to Startup Transition(16:51) Rethinking Sales Technologies and Vendor Relationships(23:04) Unrecognised Sales Needs(30:28) Selecting the Right Vendors(36:29) Tim’s Sales Enablement Strategies(41:10) Dave and Luigi’s Sales Strategies(50:19) Selling and Prospecting Opportunities