Prepared for Stanley Black & Decker
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Sales Kickoff 2027 · Program Overview
Prepared for Stanley Black & Decker.
Luigi Prestinenzi · Melbourne, Australia
Stanley Black & Decker · Where we are
Rising rates, falling construction activity and drought are hitting demand at the same time. Growth is tracking at 0.1% against a typical 7 to 8%, and the 2030 ambition of $1B still stands. The answer isn't waiting for the market. It's a team that keeps executing while it's down.
0.1%
Growth tracking now
7–8%
Typical growth
$1B
2030 ambition, still standing
The objective
In place for 2027
01
Energy goes on what's in our control. Solutions raised early, ownership taken.
02
We stay the course under pressure and don't drift from strategy.
03
We know what the retail customer needs and sell on value, not promotion.
04
The themes are reinforced every quarter so the shift sticks.
Current state → future state
External pressure pulls focus to what can't be controlled
→ The team acts on what it can control, every week
Promotion is the default lever with retail distribution
→ Value-led conversations that protect margin
Strong end-user personas, not yet extended to retail
→ Clear retail personas and a playbook the team runs
Conference energy fades after the event
→ Learning carries through the quarter
The program
01 · Pre-work
We build the playbook before anyone walks into the room, so the SKO brings something real to life instead of introducing theory.
02 · Day 1
Dyson Heppell on mindset, resilience and controlling what you can control, then what it looks like on the road on a hard Monday.
03 · Day 2
The touches it takes to engage a customer and the value-driven conversation, both run off the team playbook.
04 · Post-event
Three virtual workshops over three months that keep the learning going after the SKO.
The SKO is the start of the shift, not the whole of it.
Your speakers
Co-founder, Ricavi · Co-author, The B2B Sales Playbook · Host, Revenue Leaders Podcast
Luigi has trained and coached thousands of sellers globally and works as a fractional CRO, carrying the number inside the business. Luigi will build the playbook before the event, facilitate an interactive Q&A with Dyson, run Day 2 on what it takes to win, and lead the workshops that keep it going after the SKO.
Former Essendon captain · Professional athlete, 14 years in the AFL · Co-founder, Haytch
Dyson spent 14 years playing for the Bombers and captained the club. He knows what it takes to hold a team together when results aren't coming and the pressure is public. He's spoken at corporate events, appeared on TV and was a contestant on I'm A Celebrity... Get Me Out Of Here! On Day 1 he talks about mindset, resilience and controlling what you can control.
“Pressure is constant. How you respond to it is a choice.”
The work
Luigi has trained and coached thousands of sellers across the globe, consulted to organisations from early-stage startups to global enterprises, and worked as a fractional CRO inside businesses, carrying the number himself.
1,000s
Sellers trained and coached globally
Startup → Enterprise
Organisations consulted across every size
Fractional CRO
Carrying the number inside the business
Co-authored with David Fastuca. The sales operating system behind every engagement, published and in the hands of thousands of sellers.
50+ episodes of real conversations with the operators building predictable, profitable revenue. Practitioners, not commentators.
Growth Forum
By Ricavi
Weekly coaching calls · Courses · AI prompts · Templates and frameworks
A live community of sellers and sales leaders with weekly coaching calls, structured courses and frameworks. Capability development that keeps running after the engagement ends.
Luigi has trained reps inside Stripe, HubSpot and F45. The work is built with revenue teams across Australia and Asia Pacific, and tested with the people running them.
Track record
The people who ran the room
Katie Swick
Global Head of Enablement, Stripe
“I would highly recommend Luigi. A knowledgeable practitioner who is easy to work with and, after just a few weeks, has made a massive impact on our sales systems.”
Fraser McNaughton
Chief Marketing Officer, Grant Thornton
“We have partnered with Luigi to help our partners and directors build the right sales mindset, through a range of training programs and as a speaker at our national conferences. His impact has been felt across the business.”
Michael Liberatore
Chief Sales Officer, NHP
“We worked with Luigi over a period of eight months to take a sales vision from concept to reality. He knows his stuff.”
Review the program with Kristian, then sense-check it with the SLT before a formal proposal.
Luigi Prestinenzi · Melbourne, Australia