Revenue Leaders

Sales forecasting breaks down the moment a rep refuses to log a lost deal. This episode covers the exact red flags to listen for on a forecast call, including a rep who claims a 90% win rate simply because they never mark anything as lost.
Regan and David break down what actually separates an honest, accurate sales forecasting process from one built on ego and hidden losses.
What you'll learn:
→ Why a deal with zero activity should be marked closed lost immediately, no excuses
→ The professional services trap: reps who never log a loss, they just quietly stop reporting it
→ Why a "perfect" win rate is usually a sign of bad data, not great selling
→ Why losing deals is a healthy, necessary part of increasing your real win rate, not something to hide
→ How to build entry and exit gates between pipeline stages so sellers can't rush a deal through
→ The real difference between seller enthusiasm and actual buyer intent
→ Why pushing too hard at quarter-end can turn a buyer into an "anti-sponsor"
→ How to run a forecast meeting as a brainstorming session instead of an interrogation
→ Why forecasting cadence should match team size, weekly for small teams, monthly for larger ones
This is a practical, honest look at what sales forecasting actually requires, not just theory.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
🎧 Listen on Spotify:
https://open.spotify.com/show/6FHHzpJk0Kdt0ewEFVBeFP
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
New episodes every Thursday.
🎧 Listen to the podcast on other platforms:
YouTube: https://bit.ly/4wFY574
Spotify: https://bit.ly/4fxaMuJ

Decision makers are the reason most six-figure deals quietly die. This episode breaks down how to map your buyer's decision makers before you ever get to proposal stage.
David and Regan unpack what actually happens when a deal has only one contact: it looks great right up until that person's priorities change, and then it just stops. No pushback, no rejection, just silence.

What you'll learn:
→ Why enterprise deals need at least 15 mapped decision makers, whether you meet them all or not
→ The real difference between a champion (who drives things internally) and a coach (who just tells you what needs to happen)
→ How to bring in additional decision makers during discovery, not after you're already at proposal stage
→ The exact question to ask that surfaces more stakeholders without sounding like a buying question
→ What to do when your champion refuses to let anyone else into the deal
→ Why becoming someone's "anti-sponsor" is a real risk if you go around the wrong person
→ How to spot a one-contact deal in your own pipeline and fix it before it's too late
→ Why every new decision maker who enters a deal means the problem statement needs to be reassessed
If you've got a six-figure deal in your pipeline with only one name on it, this conversation is for you.

⭐ Unlock free resources (templates, frameworks & prompts):
ricavi.ai/vault

🎧 Listen on Spotify:
https://open.spotify.com/show/6FHHzpJk0Kdt0ewEFVBeFP

Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/

💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
New episodes every Thursday.

Business development is where even the most technically brilliant partners quietly fail. Regs has trained hundreds of partners across accounting, law, and engineering, and he says 80% of lateral partner moves fail to grow their book within 18 months.

In this episode, Dave and Regs break down why business development is the skill nobody teaches professional services partners, and what actually separates the ones who succeed from the ones who don't.

What you'll learn:
→ Why 80% of partners who switch firms fail to build their book within 18 months
→ The real reason: no referral network, no go-to-market training, and a 12-24 month wait before they can even contact old clients
→ Why "know your ideal client" beats trying to serve everyone, and how to actually define it
→ The Neil Cook method: consultative selling built on curiosity, not pitching your CV
→ Why firms, not just individuals, need to own the responsibility when a new partner's book doesn't grow
→ Why business development should be reframed entirely, it's not "dirty," it's a skill humans have used since childhood
→ The "avoid the avoidance" rule: doing the scary outreach first, every single day
→ Why client experience is becoming the real differentiator as trust erodes at the top end of the industry

This is a practical, honest conversation about the mental and structural barriers to business development in professional services, not just theory.

⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
🎧 Listen on Spotify:
https://open.spotify.com/show/6FHHzpJk0Kdt0ewEFVBeFP

Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/

💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
New episodes every Thursday.

Cold calling isn't dead, that's the biggest myth in B2B sales right now. We pulled our three most-watched cold calling and sales outreach episodes and found three hard truths about what actually works and whether or not cold email is dead in 2026.
Truth 1: Cold calling still works. We called C-suite CFOs at enterprise organizations, from a mobile, no dialer, and got an 80% contact rate.
Truth 2: You're selling to nobody. If your team's answer to "who's your ideal client" is "we serve everyone," your messaging is speaking to no one.
Truth 3: Your network isn't a system. Founder-led sales gets you to two million in revenue, then you hire and discover there was nothing to actually hand over.
What you'll learn:
→ Why un personalized outreach is dead, not cold calling itself
→ Why a multi-channel cadence (call, email, missed-call text, LinkedIn) beats any single channel alone
→ Why most companies still don't have a real ICP, and why that's the actual root problem
→ Kotter's 8-Step Change Model for driving adoption of any new sales process internally
→ Why "client acquisition is a system, not a hustle" ties all three truths together
This is a myth-busting recap built on what actually happened in real calls and real deals, not opinion.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
🎧 Listen on Spotify:
https://open.spotify.com/show/6FHHzpJk0Kdt0ewEFVBeFP
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
New episodes every Thursday.
🎧 Listen to the podcast on other platforms:
YouTube: https://bit.ly/4wFY574
Spotify: https://bit.ly/4fxaMuJ

This is a sales leadership story that starts nowhere near a boardroom. Before running commercial strategy for one of the world's largest logistics companies, Travis Brooks-Garrett had to sell just to get by.
Travis is VP of Commercial at DP World, moving roughly 10% of global trade through its ports, warehouses, and transport assets. In this episode, Luigi and Regan sit down with him to unpack what actually separates sellers who thrive in chaos from sellers who freeze.
What you'll learn:
→ Why relationships aren't built when times are good — they're built in the furnace of when things go wrong
→ Why "transactional" doesn't survive in today's market, and what partnership actually looks like instead
→ The real difference between price and value, and why both matter equally
→ Why the best commercial operators combine relationship skills with the ability to present hard numbers
→ How Travis uses AI as an "equalizer" for his old-school, relationship-led sellers
→ Why he cares more about outputs than inputs, and what that means for how he manages a team
→ How to find "quick wins" to build trust and momentum inside a struggling team
→ What he actually looks for when hiring "deal makers" versus sellers who just talk a good game
→ Why he believes there's no such thing as a truly lost deal, only deals that come back later
This is a real conversation about sales leadership under pressure, not theory. If you lead a commercial team through any kind of disruption, this one's for you.
🎧 New episodes every Thursday.
⭐ Unlock free resources (templates, frameworks & prompts):
https://coachpilot.com/vault
Follow us:
https://www.instagram.com/davidfastuca/
https://www.linkedin.com/in/luigiprestinenzi/
https://www.linkedin.com/in/reganbarker/
https://www.linkedin.com/in/davidfastuca/
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
Watch on YouTube: https://www.youtube.com/@revenueleaders