Samantha McKenna on Being a Seller Buyers Actually Want to Speak to

Traditional sales tactics just don’t cut it these days.

Samantha McKenna, Founder of #samsales Consulting, shares her experience finding success with a less traditional approach to sales. We’ll learn why cold calling is a thing of the past, how to bring authenticity to prospecting, and some unconventional tactics that can lead to higher closing rates.

Show notes 

Here are the key takeaways from our conversation with Samantha: 

1. Make a strong first impression. Learn how to use modern tools and data to prospect more authentically than ever with Sam’s signature “Show Me You Know Me” (#SMYKM) approach. 
2. Take initiative in scheduling meetings. Plan meetings around your client’s time rather than around your own schedule. Samantha suggests sending out calendar invites, with permission, to help propel the sales process when response times are slower than you’d like. 
3. Split discovery and demo calls. Often, organizations lump discovery and demos into one single call. Splitting them may take more calendar time, but it can lead to better results. Samantha shares her tips for making discovery calls more about your  client than your own sale, so that they’re eager to take a second call and loop additional stakeholders into the process.

Jump into the conversation: 

[01:45] Who is Samantha McKenna

[08:20] How can building a relationship before the first call impact your sale

[14:59] Samantha’s approach to prospecting

[21:23] How to personalize prospecting in an authentic way

[25:37] How discovery calls can be used as a tool to kickstart a sales relationship

[33:34] How good manners can lead to sales success

[39:02] Heather and Steve’s highlights from the episode 

Continue the conversation with these resources: 

• Check out the power of personalization in Seismic's latest research report on the subject. (Short on time? This infographic hits the highlights.) 
• Read Seismic’s blog about how sellers are extending the corporate brand, and selling more effectively, with social selling.  
• In the financial services industry and curious about how your advisors could apply all of this? Check out Seismic’s on-demand webinar or guide to social selling. 
• Learn more about Samantha McKenna’s Show Me You Know Me (#SMYKM) personalization philosophy in this webinar. 
• Learn more about Go-to-Market Magic at gotomarket-magic.com.