THE BOOK
The playbook for B2B sales that actually works.
A tactical guide to building a sales operating system that creates a flood of qualified deals. By practitioners who have generated over $1.45B in pipeline.
4.9 Rating
Average rating on Amazon.
4.9 Rating
Average rating on Amazon.
4.9 Rating
Average rating on Amazon.
305 Pages
Packed with detailed "How-To" guidance.
305 Pages
Packed with detailed "How-To" guidance.
305 Pages
Packed with detailed "How-To" guidance.
10 Chapters
With bonus templates and frameworks.
10 Chapters
With bonus templates and frameworks.
10 Chapters
With bonus templates and frameworks.
4.9 average rating on Amazon.
4.9 average rating on Amazon.
Verified reviews from sales professionals worldwide.
Verified reviews from sales professionals worldwide.
Costa Vasili
CEO, Ethnolink
This book delivers exactly what it promises: a tactical, easy-to-follow system that helps you build a sales pipeline filled with qualified leads. What stood out to me was how practical the advice is. It’s not just theory. It’s a clear framework you can apply straight away, whether you’re just starting out or looking to fine-tune your sales process. The authors break things down step by step, from discovery through to close, and they do it in a way that feels achievable, even if you’re feeling stuck or burned out. It’s also refreshingly human. There’s a strong emphasis on building relationships and creating genuine connections with buyers, which is something a lot of sales books overlook. Highly recommended for founders, sales managers, and anyone working in B2B who wants a more predictable, scalable way to grow revenue.
Linh Podetti
CEO, VO Angels
This book is a game-changer. It covers everything from prospecting to closing, with solid frameworks that make the whole process feel way more manageable. I’ve already started applying some of the concepts, and they make a huge difference.
Lara Samford
Partner Manager at KnowBe4
Insightful & fun!! Offers clear, easy to read, real-world examples that align to my day to day activities as a rep. Gave me some excellent nuggets to implement right away…. “nail the fundamentals before you go fancy"!
Nils Vesk
CEO of Ideas with Legs
As a CEO of a company I need to wear lots of hats. And sales is one of the roles I take on. This book gave me clarity, certainty and confidence in what I should and shouldn’t be doing with our sales.
Michael Lattouf
CEO of Mikado
Loved this! What a great read. If you’re looking for a book that doesn’t just hype you up but gives you real tools to boost your sales performance, this is it. Highly recommended!
Ricky Pearl
CEO of Pointer Strategy
A straightforward, step-by-step system that’s both people-focused and highly effective. Unlike many theory-heavy guides, it’s packed with real, usable strategies you can apply immediately—whether you’re new to B2B sales or a seasoned pro. From building genuine connections to closing deals, David & Luigi provide a clear roadmap that helps you create a predictable sales pipeline and scalable growth. If you’re serious about improving your sales results, you’ll find this a powerful, no-nonsense toolkit for success.
Costa Vasili
CEO, Ethnolink
This book delivers exactly what it promises: a tactical, easy-to-follow system that helps you build a sales pipeline filled with qualified leads. What stood out to me was how practical the advice is. It’s not just theory. It’s a clear framework you can apply straight away, whether you’re just starting out or looking to fine-tune your sales process. The authors break things down step by step, from discovery through to close, and they do it in a way that feels achievable, even if you’re feeling stuck or burned out. It’s also refreshingly human. There’s a strong emphasis on building relationships and creating genuine connections with buyers, which is something a lot of sales books overlook. Highly recommended for founders, sales managers, and anyone working in B2B who wants a more predictable, scalable way to grow revenue.
Nils Vesk
CEO of Ideas with Legs
As a CEO of a company I need to wear lots of hats. And sales is one of the roles I take on. This book gave me clarity, certainty and confidence in what I should and shouldn’t be doing with our sales.
Linh Podetti
CEO, VO Angels
This book is a game-changer. It covers everything from prospecting to closing, with solid frameworks that make the whole process feel way more manageable. I’ve already started applying some of the concepts, and they make a huge difference.
Michael Lattouf
CEO of Mikado
Loved this! What a great read. If you’re looking for a book that doesn’t just hype you up but gives you real tools to boost your sales performance, this is it. Highly recommended!
Lara Samford
Partner Manager at KnowBe4
Insightful & fun!! Offers clear, easy to read, real-world examples that align to my day to day activities as a rep. Gave me some excellent nuggets to implement right away…. “nail the fundamentals before you go fancy"!
Ricky Pearl
CEO of Pointer Strategy
A straightforward, step-by-step system that’s both people-focused and highly effective. Unlike many theory-heavy guides, it’s packed with real, usable strategies you can apply immediately—whether you’re new to B2B sales or a seasoned pro. From building genuine connections to closing deals, David & Luigi provide a clear roadmap that helps you create a predictable sales pipeline and scalable growth. If you’re serious about improving your sales results, you’ll find this a powerful, no-nonsense toolkit for success.
Costa Vasili
CEO, Ethnolink
This book delivers exactly what it promises: a tactical, easy-to-follow system that helps you build a sales pipeline filled with qualified leads. What stood out to me was how practical the advice is. It’s not just theory. It’s a clear framework you can apply straight away, whether you’re just starting out or looking to fine-tune your sales process. The authors break things down step by step, from discovery through to close, and they do it in a way that feels achievable, even if you’re feeling stuck or burned out. It’s also refreshingly human. There’s a strong emphasis on building relationships and creating genuine connections with buyers, which is something a lot of sales books overlook. Highly recommended for founders, sales managers, and anyone working in B2B who wants a more predictable, scalable way to grow revenue.
Nils Vesk
CEO of Ideas with Legs
As a CEO of a company I need to wear lots of hats. And sales is one of the roles I take on. This book gave me clarity, certainty and confidence in what I should and shouldn’t be doing with our sales.
Linh Podetti
CEO, VO Angels
This book is a game-changer. It covers everything from prospecting to closing, with solid frameworks that make the whole process feel way more manageable. I’ve already started applying some of the concepts, and they make a huge difference.
Michael Lattouf
CEO of Mikado
Loved this! What a great read. If you’re looking for a book that doesn’t just hype you up but gives you real tools to boost your sales performance, this is it. Highly recommended!
Lara Samford
Partner Manager at KnowBe4
Insightful & fun!! Offers clear, easy to read, real-world examples that align to my day to day activities as a rep. Gave me some excellent nuggets to implement right away…. “nail the fundamentals before you go fancy"!
Ricky Pearl
CEO of Pointer Strategy
A straightforward, step-by-step system that’s both people-focused and highly effective. Unlike many theory-heavy guides, it’s packed with real, usable strategies you can apply immediately—whether you’re new to B2B sales or a seasoned pro. From building genuine connections to closing deals, David & Luigi provide a clear roadmap that helps you create a predictable sales pipeline and scalable growth. If you’re serious about improving your sales results, you’ll find this a powerful, no-nonsense toolkit for success.
Your buyers have changed.
Your playbook should too.
Most sales teams are stuck running plays from 2015. Cold blast emails, generic demos, and pressure tactics that buyers see through in seconds. Meanwhile, the best sellers are building trust, enabling buyers to make confident decisions, and creating repeatable systems that generate pipeline consistently. This book gives you the complete operating system to do exactly that.
Meet the
best-selling authors.
Meet the
best-selling authors.
David Fastuca
Co-Founder & CEO
Serial entrepreneur with two SaaS exits ($75M combined value). Former CMO and Co-Founder of Locomote, sold for $17M. David builds the product and the business, with a focus on making AI that sales teams actually use every day.
Luigi Prestinenzi
Co-Founder & CCO
$1.45 billion in pipeline generated across his career. Luigi built the coaching methodology and sales IP that powers Ricavi, drawn from 20+ years of selling and coaching.
10 Chapters.
One complete system.
10 Chapters.
One complete system.
CH.01 - The Unseen Foundations
Your mindset is the most important attribute of your sales approach. Organising your mind and tuning it towards learning and growth allows you to create, maintain, and refine a sales system that simplifies everything.
CH.01 - The Unseen Foundations
Your mindset is the most important attribute of your sales approach. Organising your mind and tuning it towards learning and growth allows you to create, maintain, and refine a sales system that simplifies everything.
CH.01 - The Unseen Foundations
Your mindset is the most important attribute of your sales approach. Organising your mind and tuning it towards learning and growth allows you to create, maintain, and refine a sales system that simplifies everything.
CH.02 - Finding Your Target
Learn how to develop detailed ideal customer profiles and buyer personas so you're targeting the right people. Stop wasting cycles on prospects who were never going to buy.
CH.02 - Finding Your Target
Learn how to develop detailed ideal customer profiles and buyer personas so you're targeting the right people. Stop wasting cycles on prospects who were never going to buy.
CH.02 - Finding Your Target
Learn how to develop detailed ideal customer profiles and buyer personas so you're targeting the right people. Stop wasting cycles on prospects who were never going to buy.
CH.03 - Deal Mechanics
Map out every stage of the deal so you know exactly what to give buyers, exactly when they need it. This structure helps them progress confidently to a point of decision.
CH.03 - Deal Mechanics
Map out every stage of the deal so you know exactly what to give buyers, exactly when they need it. This structure helps them progress confidently to a point of decision.
CH.03 - Deal Mechanics
Map out every stage of the deal so you know exactly what to give buyers, exactly when they need it. This structure helps them progress confidently to a point of decision.
CH.04 - Buyer Enablement
Today's buyer journey is more complex than ever, with more stakeholders and more self-directed research. Master the finer points of enabling buyers to build their own internal case for you.
CH.04 - Buyer Enablement
Today's buyer journey is more complex than ever, with more stakeholders and more self-directed research. Master the finer points of enabling buyers to build their own internal case for you.
CH.04 - Buyer Enablement
Today's buyer journey is more complex than ever, with more stakeholders and more self-directed research. Master the finer points of enabling buyers to build their own internal case for you.
CH.05 - Entering the Pursuit
Over 80% of buyers want a salesperson-free interaction because too many sellers show up unprepared. Learn how to enter the pursuit with a structured sales plan that earns attention from the first touch.
CH.05 - Entering the Pursuit
Over 80% of buyers want a salesperson-free interaction because too many sellers show up unprepared. Learn how to enter the pursuit with a structured sales plan that earns attention from the first touch.
CH.05 - Entering the Pursuit
Over 80% of buyers want a salesperson-free interaction because too many sellers show up unprepared. Learn how to enter the pursuit with a structured sales plan that earns attention from the first touch.
CH.06 - Earning the Right
Before you can sell, you need to earn the right to have the conversation. Discover what separates sellers who get ignored from those who get meetings with decision-makers.
CH.06 - Earning the Right
Before you can sell, you need to earn the right to have the conversation. Discover what separates sellers who get ignored from those who get meetings with decision-makers.
CH.06 - Earning the Right
Before you can sell, you need to earn the right to have the conversation. Discover what separates sellers who get ignored from those who get meetings with decision-makers.
CH.07 - Nurturing Deals
Not every deal closes on your timeline. Explore proven tactics to nurture and progress opportunities at a comfortable pace without losing momentum or trust.
CH.07 - Nurturing Deals
Not every deal closes on your timeline. Explore proven tactics to nurture and progress opportunities at a comfortable pace without losing momentum or trust.
CH.07 - Nurturing Deals
Not every deal closes on your timeline. Explore proven tactics to nurture and progress opportunities at a comfortable pace without losing momentum or trust.
CH.08 - The Buying Committee
Modern B2B deals involve multiple stakeholders with competing priorities. Learn how to navigate buying committees of any size and turn champions into internal advocates.
CH.08 - The Buying Committee
Modern B2B deals involve multiple stakeholders with competing priorities. Learn how to navigate buying committees of any size and turn champions into internal advocates.
CH.08 - The Buying Committee
Modern B2B deals involve multiple stakeholders with competing priorities. Learn how to navigate buying committees of any size and turn champions into internal advocates.
CH.09 - Objections & Closing
Understand the critical difference between objections, stalls, and conditions in the final stages of a deal. Equip yourself to handle each one and close with confidence.
CH.09 - Objections & Closing
Understand the critical difference between objections, stalls, and conditions in the final stages of a deal. Equip yourself to handle each one and close with confidence.
CH.09 - Objections & Closing
Understand the critical difference between objections, stalls, and conditions in the final stages of a deal. Equip yourself to handle each one and close with confidence.
CH.10 - Human Connection
No matter how many tools and technologies become available, the power of human connection will always matter in sales. Build lasting relationships that create long-term outcomes beyond a single deal.
CH.10 - Human Connection
No matter how many tools and technologies become available, the power of human connection will always matter in sales. Build lasting relationships that create long-term outcomes beyond a single deal.
CH.10 - Human Connection
No matter how many tools and technologies become available, the power of human connection will always matter in sales. Build lasting relationships that create long-term outcomes beyond a single deal.
Bonus - Real Deal Walkthrough
Walk through the significant steps of a real eight-figure deal from Luigi's career. Includes a candid interview with the champion of the buying committee who helped close it.
Bonus - Real Deal Walkthrough
Walk through the significant steps of a real eight-figure deal from Luigi's career. Includes a candid interview with the champion of the buying committee who helped close it.
Bonus - Real Deal Walkthrough
Walk through the significant steps of a real eight-figure deal from Luigi's career. Includes a candid interview with the champion of the buying committee who helped close it.
Get the physical book on Amazon
The AI agent inside Coach Pilot. It joins your sales calls, coaches in real time, updates your CRM, scores every deal, and builds forecasts. Ricavi is Italian for "revenue," because that's what it delivers.
Get the physical book on Amazon
The AI agent inside Coach Pilot. It joins your sales calls, coaches in real time, updates your CRM, scores every deal, and builds forecasts. Ricavi is Italian for "revenue," because that's what it delivers.
Get the physical book on Amazon
The AI agent inside Coach Pilot. It joins your sales calls, coaches in real time, updates your CRM, scores every deal, and builds forecasts. Ricavi is Italian for "revenue," because that's what it delivers.
Get the free PDF digital version
The podcast and newsletter from Coach Pilot. Real talk with sales leaders who share exactly how they built their teams and hit their numbers. Hosted by the co-founders of Coach Pilot.
Get the free PDF digital version
The podcast and newsletter from Coach Pilot. Real talk with sales leaders who share exactly how they built their teams and hit their numbers. Hosted by the co-founders of Coach Pilot.
Get the free PDF digital version
The podcast and newsletter from Coach Pilot. Real talk with sales leaders who share exactly how they built their teams and hit their numbers. Hosted by the co-founders of Coach Pilot.