The Seller's Credo: Understand Before Being Understood

In this compelling episode, Steve Loguidice, CEO and founder of Varisa Strategic Advisers, shares hard-earned lessons from his 22 years in the industry.

Steve talks about how he turned a long-shot pitch into a groundbreaking deal with MTV during his time at BuzzFeed. By focusing on the client’s needs and aligning with their long-term goals, Steve was able to create a campaign so effective it became the blueprint for future collaborations. We also discuss the importance of asking the right questions, such as “What do you need for your money?” — a blunt perspective that transforms conversations from transactional to strategic. 

With practical advice on leveraging data, building trust, and understanding buyer motivations, this episode is packed with actionable insights for professionals aiming to elevate their strategic sales game.

Join us as we discuss:

• [2:50] Beavis and Butthead and the psychology of salesmanship 

• [13:05] What it means to understand before being understood

• [20:08] Intentional self-improvement and the value of role-playing

• [24:57] The importance of tracking your personal sales KPIs

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