The Prospecting Masterclass. Ep.7

Hey hey hey, after a week we are here again with the seventh episode of our column “The Prospecting Masterclass“. How cool is this blog getting? If you’re thinking “a lot” then we can’t agree more with you.

Today is here with us Fabio Castronuovo, Regional Director Italy @ Alcméon!

Fabio, in addition to being a great Sales with 15 years of experience, is a jazz musician and we can clearly see this attitude in his answers. The ability to find the right choice in a complex situation is in fact typical of the jazz environment. We think this combination (great sales skills + high jazz skills) makes Fabio a real sales guru, a truly unique profile in the market.

Moreover Fabio thinks that personalization of messages will be the biggest trend for the future. And we at Crono can only agree with this!

Find his interview below. Thanks Fabio!

Here is the interview with Fabio Castronuovo, enjoy reading!

1) Hi Fabio, can you tell us about yourself and your experience in B2B Sales?

Hello! I am a 50-year-old man with a variety of interests. For the past 15 years, I have been building B2B companies with the aim of helping large enterprises address their communication needs with their customers. However, this year, I faced a complicated health issue which gave me some time to reassess my goals and life. 

As a result, in January of this year, I embarked on a new professional adventure by joining a French scale-up called Alcméon. My mission is to help boost and establish their presence in Italy.

I love jazz music and playing the piano, as well as cats. I believe that music, especially jazz, is a valuable skill to have in life, even in business. Being prepared to handle unexpected situations is an art that can be incredibly beneficial.

2) How would you describe yourself if you could only use 5 words?

Empathetic and creative problem solver

3) What are the most difficult challenges you have faced regarding Prospecting and Outbound Sales in your past and current professional experiences? How did you solve them?

We are currently facing challenging times, and decision-makers are inundated with numerous messages. Providing them with real solutions rather than just trying to sell a product can make all the difference.

Personalization is key. Before a business meeting, it’s important to understand the challenges your prospect is facing, their business goals, and tailor your approach to show them that you care about their goals.

Furthermore, always aim to build a relationship. Making a personal connection can truly make a difference.

4) How do you see B2B outbound sales changing in the next 12 months? What challenges and trends do you anticipate?

I believe that many things are about to change, as AI is transforming the landscape across all fields. B2B sales, in particular, can greatly benefit from the intelligent use of AI. By utilizing generative AI to craft better cold emails and to have better market insights, while still keeping a human touch, it’s possible to initiate more engaging discussions.

An approach that combines both human and AI elements will be crucial to success.

5) What advice would you give to someone starting today as an SDR?

Listen, listen, listen.

Don’t be afraid to show your human side.

Don’t try to sell at any cost. Instead, try to understand the needs of your prospects and see if your solution is a good fit. If not, don’t waste your time or theirs. 

Learning to say “no” is just as important as being persistent.

Always engage with others who work in your field, as well as those in different sectors. There are always good ideas that can be developed and imported into your sales framework.

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