Alyssa Merwin, Global VP of LinkedIn Sales Solutions, shares insights from her leadership of a $1 billion sales organization. She reveals how AI is reshaping sales practices, emphasizing that those not leveraging AI daily are losing ground. Alyssa also reflects on her journey from a liberal arts background to a sales leadership role, highlighting the importance of emotional intelligence and curiosity. Additionally, she discusses the need for personalized communication and innovative collaboration in sales, blending technology with the human touch.
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question_answer ANECDOTE
Child Entrepreneurial Start
Alyssa started a greeting card business as a child by creating unique fingerprint bird cards to sell at craft fairs.
This early experience combined her love for creativity and sales hustle.
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Sales for Income Control
Alyssa realized early in retail work that hourly wages capped her income regardless of effort.
This motivated her to pursue sales for greater control over earnings.
question_answer ANECDOTE
Mastering Executive Engagement
Alyssa learned to engage executives by shadowing top performers and studying their approach deeply.
She also prepared intensely for meetings, gaining credibility through researched insights and tailored questions.
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Based on an extensive study of thousands of sales reps across multiple industries, 'The Challenger Sale' argues that classic relationship building is less effective, especially in complex business-to-business sales. The authors identify five distinct sales profiles, with the 'Challenger' being the highest performer. Challengers approach customers with unique insights, tailor their message to the customer's needs, and assertively take control of the sale. The book provides a framework for identifying and training sales reps to adopt the Challenger approach, which can lead to higher customer loyalty and greater growth.
In this episode, John Barrows is joined with with Alyssa Merwin, Global VP of LinkedIn Sales Solutions, to unpack the findings from LinkedIn’s brand-new ROI of AI Report—a first-of-its-kind look at how AI is truly impacting sales outcomes, not just activity metrics.With over $1 billion in revenue under her leadership and a rich career path shaped by EQ, adaptability, and grit, Alyssa shares how she’s guiding one of the most innovative sales organizations in tech. The conversation dives into her journey from a liberal arts background to sales leadership, her time at Corporate Executive Board (home of The Challenger Sale), and what she’s seeing as the biggest shifts in modern selling.The takeaway? If you’re not using AI in your sales process every day, you’re falling behind. This episode is a wake-up call—packed with insights, data, and leadership wisdom from one of the top voices in the industry.
Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!
Make It Happen Mondays - B2B Sales Talk with John Barrows 