Guest: Sam McKenna

LI: https://www.linkedin.com/in/samsalesli/

Topic: Go Big or Go Home - Enterprise Selling with SamSales!

Quick Intro: She’s been selling since the 6 grade… and has made quite a name for herself in the process. She is top 50 sales leaders by sales hacker, one of the most read sales contributors on LI, Top 50 Women in sales, she knows her stuff. But what impresses me more than just how good she is at what she does, it’s how she’s able to help OTHERS accomplish success as well. As the founder of Sam Sales Consulting and Advisor to many SaaS start-ups, she takes that knowledge and shares it with the world. Sam knows how to go big, and I can’t wait to learn from her. Here. We. Go

Short and Sweet/Set the stage

1. Let’s talk what ‘enterprise’ sales means to you?

Core Questions

1. What are some of the most common mistakes you see reps/teams making as they work these large deals.
2. Enterprise Prospecting - What advice to you give reps on how to target, research, and work an account.
3. Discovery - Where deals are won and lost - What should a rep do in discovery AND how do they keep the discovery going through the whole process.
4. Deal Stalls - Why do they happen, how can we prevent.
5. Champion/Mobilizer Selling - Best tactics on working with and selling through a mobilizer
6. How can you identify or create one? Can you?
7. Tips for new/younger reps that want to get into enterprise selling - How can they build the industry knowledge to hold their own at the table?

The Tactical Tips: The Big 3.

If they were to forget everything in this episode except 3 things. What would those 3 things be?

Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.