30 Minutes to President's Club | No-Nonsense Sales Master Parallel Selling Strategies to Speed Up Every Deal | Samantha McKenna | 30MPC Hall of Fame
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Dec 2, 2024 Samantha McKenna, CEO of Sam Sales and former leader at LinkedIn and ON24, shares her insights on winning in sales. She emphasizes the importance of scheduling regular check-ins with champions to keep momentum going. Exploring the dynamics of vendor reviews, she highlights the need for clarity and understanding of buying committees. Samantha also dives into mastering sales conversations, advocating for effective questioning and building credibility. Her tips on navigating complex deals and engaging higher-level executives are invaluable for aspiring sales leaders.
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Presenting, Asking, or Telling?
- Understand if your buyer will present, ask, or tell the board about your deal.
- This helps anticipate potential roadblocks and tailor your approach.
Parallel Processing with Procurement
- Parallel process with procurement, even without full approvals.
- Secure a meeting and gather standard MSA information in advance.
Identify the "They"
- Identify the individuals within ambiguous "they" groups.
- Understanding the specific people involved helps tailor your strategy and leverage existing relationships.