Sales Talk for CEOs The Secret to Predictable Growth through Building a Personal Brand
Samantha McKenna, a former employee of On24, was recruited by LinkedIn for her mastery of building a powerful brand on the platform. She started posting on LinkedIn in 2011, leading to recognition and a promotion. After two years, she broke her 13th record and decided to pursue her passion for making a positive impact. She left LinkedIn to start her own company, #SamSales, initially intending to work part-time, but quickly realized that wasn't feasible.
She is one of the rare founders who was in sales prior to starting her company but she never planned to go into sales, she thought she was going to be in finance. Starting her own business, well that might have been inevitable because both of her parents are entrepreneurs.
For many who start a company sales come slowly but for Samantha sales were easy because she had already built an audience on LinkedIn. She had been providing useful content for years so once she posted that she was now in business, the sales flooded in. (Don’t we all wish for that.)
Samantha's all-women team of 11, , now does a full range of sales related advisory and services. To grow into that, she learned to delegate and rely on proactive referrals and relationship-building for long-term success. Even though she has a great sales team, Samantha is still involved in selling and managing sales.Her team does sales the easy way, they rely on proactive referrals from existing customers and partners. She taught her team to track job changes on LinkedIn and stay in touch. This usually leads to more business. They focus on building relationships for the long term.
Chapters:
00:00 - Intro
02:54 - Quality Over Quantity
05:15 - Samantha’s Start In Sales
10:10 - LinkedIn 1%er
16:51 - My Large Networks Gave #samsales A Running Start
20:43 - The ever evolving CEO sales role
24:01 - Referral selling
25:55 - Working in your genius zone
30:59 - What’s next?
About Our Guest:
Samantha McKenna, CEO of #samsales Consulting, is an award-winning sales leader, brand ambassador for LinkedIn, angel investor, board member, and highly sought-after speaker. She has broken nearly 15 sales records, believes great sales are rooted in exceptional manners, and consistently looks for opportunities to continue growing the company’s philanthropic efforts. Since 2008, Sam has worked for some of the most notable names in the Bay Area, including ON24 and LinkedIn. While with these organizations, Sam spent her time as an individual contributor in Enterprise sales before moving to scaling teams and revenue as an executive Leader.
With more than 30,000 LinkedIn followers, Sam has inspired sales professionals with her tangible sales tips and actionable advice used daily by executives and teams alike. Sam has been named a Top 50 Women in Revenue and Top 20 Women in Sales Leadership, appears as one of the faces of LinkedIn Sales Navigator’s marketing campaigns, and has been named a Top Ten LinkedIn Sales Star several times over. She has a deep commitment to helping women succeed - particularly those who are military spouses - as well as individuals from underrepresented backgrounds. Sam is dedicated to shining a light on her trademark Show Me You Know Me and #givefirst mantras - and together with her team, raised over $50,000 for charity in 2021 alone with the innovative #samsales ‘Show Me You Know Me’ Charity Event. In its first 24 months, #samsales Consulting has scaled to multi-million dollar revenue and added 17 talented team members. The #samsales team serves over 100 clients, achieved
312% of their first annual revenue goal, and surpassed all reason with 233% YoY growth in its second year!
Connect with Samantha McKenna on LinkedIn
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