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30 Minutes to President's Club | No-Nonsense Sales
Hall of Fame: Samantha McKenna
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.
38:54
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Quick takeaways
- Understanding the buyer's role in presenting to the board is critical for tailoring seller preparation and overcoming potential objections.
- Engaging with procurement teams early streamlines the sales process, enabling faster vendor review and contract sign-off for deals.
Deep dives
Understanding the Presentation Dynamics
Identifying the difference between how a buyer presents a deal to a board is crucial for sales success. Sellers should inquire whether the buyer will be presenting the deal, asking for permission, or simply informing the board of their decision. This distinction aids sellers in anticipating the type of preparation needed and potential pushback during the board presentation. By understanding the dynamics at play, sellers can help buyers better prepare for the conversation, ensuring a smoother path forward for the deal.
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Discover
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Listen to the best highlights from the podcasts you love and dive into the full episode