30 Minutes to President's Club | No-Nonsense Sales 240 (Sell) Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)
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Aug 13, 2024 Samantha McKenna, CEO of #samsales Consulting and former head of Enterprise Sales at LinkedIn, shares her expert insights on parallel selling strategies. She emphasizes scheduling regular meetings with champions to keep deals moving and suggests simultaneous next steps to accelerate progress. The importance of understanding the buying committee and preparing for presentations is discussed, alongside strategies for overcoming budget objections. Listeners will find her innovative techniques for fostering strong relationships and maintaining deal momentum particularly compelling.
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Presenting to the Board
- When a buyer mentions presenting to the board, determine if they're presenting, asking, or telling.
- This reveals their level of authority and helps anticipate potential pushback.
Parallel Processing with Procurement
- Begin procurement processes early, even without full approvals, to accelerate the deal.
- Schedule meetings and gather standard MSA information in advance.
Identify the "Theys"
- Clarify who "they" are when mentioned by buyers regarding competition or buying committees.
- Identifying the specific individuals or groups helps tailor your approach and leverage existing relationships.