Samantha McKenna

Going live in an hour with Yaacov Steinberg talking about getting people’s attention… That one thing so many people are having a hard time doing right now 😎 Added bonus: you’ll hear more about the concept of building purpose and a legacy in your sales career instead of being a transactional seller that’s lost in the wind… Come learn more about being a Rebel and hang with us 🥳 (Link is in the comments👇🏻) #ChangeTheGame

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🔑 MEDDPICC isn’t just a methodology; it's the blueprint for consistently closing complex deals. It cuts through the noise and focuses on what truly drives a sale, from identifying key decision-makers to understanding the critical pain points that lead to a signed contract. Here’s how it breaks down: Metrics: What’s the measurable impact for the customer? Economic Buyer: Who controls the budget? Decision Criteria: What drives the decision? Decision Process: How will they decide? Paper Process: What’s the approval and signing process? Identified Pain: What problem are you solving? Champion: Who’s your internal advocate? Competition: Who are you up against? If you’re serious about winning deals, you need MEDDPICC in your toolkit. It’s the blueprint for turning speculative opportunities into qualified wins. 💥 #SalesSuccess #B2BSales #MEDDPICC #SalesExcellence

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Calling All SALES People – YOU HURT YOURSELF WHEN YOU DO THIS!! A huge piece of advice to all of you included in SALES process for your business including CEO’s, MD’S, SALES Directors, Client Directors, Head of Sales, EVP’s, VP’s, SVP’S…I think you get the drift. If your business is taking part in an official RFP process and the RFP states the lines of communication to be used (which it will) i.e. people you should contact (probably a #Procurement person or maybe a Stakeholder)…then abide by it! Now sometimes during the RFP process you may learn of other more senior people who may have an impact on the RFP outcome. This may be via demos or chemistry sessions, or your senior people already know and have a relationship with senior people in the business… BUT please, no matter how desperate or brilliant you think you are…. DO NOT CONTACT THOSE SENIOR PEOPLE DIRECTLY (unless requested to by the contact in the RFP!) It may in your mind seem like a smart thing to do, as you can influence the outcome and get advantage…and I get that is the SALES person in you, and you’ve seen it pay off sometimes… But here’s what actually happens: If the Procurement team are valued and are in charge of doing the official RFP - then take it as given!! All that will happen by your actions is that the senior person will reach out to the Procurement team and tell them…. and guess what that does to your proposal…? Don’t think for one second, your proposal goes to the top of the pile. IMHO, IT’S A HUGE BLACK MARK! What your actions have actually managed to achieve are: 1.     You will have annoyed the Procurement person managing the RFP 2.     You will have annoyed the CPO or Head of Procurement 3.     You will have annoyed the Senior stakeholder who is sponsoring the RFP 4.     You will probably annoy the Senior person you contacted… after all there’s a Procurement function to deal with this stuff! So, SALESPEOPLE…no matter the temptation, do yourself a favour and abide by the RFP rules of communication. You have been warned! _________________________ 😃 Hi I'm Steve Walton. I help companies to fully realize the value procurement brings in terms of cost savings, risk mitigation, supplier innovation and sustainability. DM me if you’re ready to move procurement beyond a tactical purchasing function, and need consultancy and training. 💸📉📊

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💡 Want more revenue? Focus on product, product marketing, and sales enablement. In today's cautious market, simply adding or swapping out sellers won’t guarantee more revenue. However, when your product is a “Must Have,” your value proposition is crystal clear, and your sales team is armed with the right tools and support, you can thrive—even in tough times. This is where you truly stand out. I see too many companies fixated on their sales teams alone. But more sellers, regardless of their hustle and training, won’t make a material difference if your product, materials, and tools aren’t rock solid. Investing in product, product marketing and sales enablement not only improves your near-term odds but also ensures long-term success. Agree? #RevenueGrowth #ProductMarketing #SalesEnablement #MarketStrategy

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Underrated strategy for those running on EOS®: Acquiring an SMB for growth. Why you’re the best buyer (by the numbers): 1. You excel in the EOS® 6 Components. 2. Your leadership team of 3-7 gets it, wants it, and has the capacity. 3. Your 10-15 core processes are documented and followed by all. 4. You track 10-15 key leading and lagging indicators weekly. 5. You’ve been in business 3+ years with a history of revenue and profit. It might be time to consider a Growth Through Acquisition Strategy. You believe in 10x thinking rather than 2x. Interested in exploring further? Send a DM to get a customized Org Analysis + Target Filter to aid you in your acquisition search.

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You aren't rewarded for investing like everyone else does. Making decisions that are right for YOU. So don't use the same investment advice designed for 99% of the population. 👉👉 Check out how I help Enterprise B2B sellers create time freedom and financial freedom. Leverage your commissions to retire faster and save on taxes. Grab your success blueprint here: https://lnkd.in/env-fv78 #TechSalesInvestors #SalesCoaching #saassales

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Is the fortune really in the follow-up? You won't believe the number of deals lost due to a lack of follow-up! This week on the Serve First, Sell Later podcast, I dive deep into follow-up strategies to close more deals and elevate your practice. In this episode, you'll learn: - The magic of personalization: Craft follow-ups that resonate with each client's unique needs. - The power of value-added content: Become a trusted advisor by sharing educational resources. - The art of persistence (without being annoying): Stay top-of-mind with a multi-channel approach. ☎️ Ready to take your follow-up game to the next level? Listen to the episode now. Link in the comments. #lawpractice #financialplanning #podcast

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This playbook gets requested regularly. This article covers the basics & happy to answer any questions or take a deep dive if needed. -Tim

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Attn: SaaS startups and MSSPs Does your sales pipeline suck? Do you need to get your startup off the ground? Do prospects, that said they will buy, drag on and on? Do you wish you could create urgency in your buyers? I have the magic lever that no one else does. It helped me close $4M in my first year at one MSSP, making them the #1 fastest growing on INC5000. #sellmethispen #painselling #easybutton #magiclever

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Pushed deals are up 2x The criteria we use to qualify forecasted deals hasn't changed much If it doesn't change, we'll keep getting caught off guard and missing deal-based forecasts More criteria needs to be build around timeline, risks to timeline, champion timeline commitment, champion timeline track record, champion mini timeline tests, competing priority projects for everyone who needs to touch the process between now and intended close, changing business dynamics, politics of influence, if we are in the queue, how fast that queue is moving vs. intended close. I don't have the silver bullet, but... The answers are out there. Our criteria needs to evolve to force the questions and behaviors needed to control timelines better This, and we need to be very consistent If we consistently close 65% of commit deals in Quarter, while that stat may not sit well, if it's predictable - and therefore reliable - we can forecast!

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Is anyone else using Sybill? I had an interesting conversation yesterday with my friend Ben Sternsmith. My biggest take away? Having a co-pilot like Sybill enables reps to focus on customer calls, Sybill synthesizes the deal insights and auto-updates the CRM in real-time. All they have to do then is take meaningful action. DealSync understands all the calls and emails exchanged through the deal lifecycle and updates your CRM fields. It auto-updates the next steps, qualification criteria like tech stack and competition, feature requests, and sales methodologies like BANT, MEDDPICC, SPICED, or other custom workflows and methodologies you follow. Attached frameworks. Check them out! #sybill #Drivetrainrevenue

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After consulting for over a decade, here’s my biggest business building hack⬇️ It’s how I consistently secured numerous contract extensions over the last 3 years. Focus on the most pressing client need. Set clear goals to solve this problem. Manage progress like a project. Commit to the process. Then... Don't stress over smaller tasks. Stop wasting your energy on projects that don’t move the needle. Wake up and start focusing on work to achieve your goals. Communicate with your client in the process. The secret to better outcomes and client satisfaction is focus and commitment. I guarantee this shift will positively change your entire consulting business. P.S. Please share and repost if you found it helpful. #consulting #business #bestadvice #entrepreneurship

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The transition from founder led sales -> a repeatable GTM motion is hard... Extremely hard. There are so many things to consider to mitigate risk and get as many repetitions on closed loop feedback as quickly as possible. -> what profile of a rep should I hire -> how to assess the right talent -> SDR or AE or growth hacker type or both -> what channels should we be testing -> what does good look like? What does great look like? -> how do I know if we’re making progress? And so much more… We’re discussing all this live next Tuesday at Kiln. If you’re in Utah, come check it out: https://lnkd.in/eQ9dyJK4

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"Why do 90% of B2B podcasts fail?" → Making it about the guest instead of the topic → Overcommitting to an unsustainable schedule → Lack of or completely arbitrary goals My audience and clients give me podcast topics. Prospects hear those episodes and become clients. I get 10-15 inbound leads per month with this system. After 100+ shows, grab our must-haves: 🗒️ → Planning - systems, processes, and logistics 🎭 → Presentation - infusing personality with strategy 💉 → Bingability - so they keep coming back weekly 🏃 → Consistency - the key to growing anything, ever 👥 → Community - "it feels like we're part of something" Of course, these are solutions to bigger issues. Over 600 people watched my breakdown. ➜ We Figured Out Why 90% of Podcasts Die Off Watch Here: https://lnkd.in/dmqXrswD Podcast questions? I turn them into episodes. Hit me below 👇 ____ #podcastprinciples #podcastlaunch #podcastcoach #B2B

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The Unicorn Seller Dilemma! Only 5-10% of candidates interviewed for SaaS sales roles meet the "unicorn seller" criteria—those who align perfectly with your sales motion and target market. These candidates bring industry expertise, technical knowledge, and a proven track record but are highly competitive to secure. Need help finding your unicorn seller? Let’s strategize on how to attract and retain top-tier talent.

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Ever wonder why your discovery meetings aren’t turning into closed deals? It’s because building trust and offering tailored solutions matter more than just presenting your product. That's why I’m teaming up with Zultys (Jenny Matkovich, Justin Bush, Peter Gasparro, Cristina Hallock, John Osgood, Ray Belair, Suzanne Schumacher, Jon Leighton, Jeff Waddell, and Mark Batchelder) for an exclusive masterclass that shows you how to turn prospects into clients by focusing on what truly matters to them — not just your product. It’s all about creating customized solutions that hit the mark. On Thursday, September 12 at 1 pm ET, I’ll walk you through how to do the right prep, build credibility, and leverage insights from your discovery meetings to close the deal. This is the hands-on strategy you’ve been waiting for. RSVP is required to secure your spot. Register now to get exclusive access and start applying these strategies to your next discovery meeting: https://lnkd.in/eP-6k8nm #salescourse #discoverymeeting #salesdiscovery #salestactics

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Tom Alaimo of TA Sales is going to prospect me and Sell Better LIVE on the show this week!! You're gonna see: 👉 What he does to prepare cold messaging 👉 How he uses multiple channels and changes things up 👉 How he mixes cold calls into his routine to win more meetings You're gonna see his process from start to finish LIVE on the Sell Better Daily Show 6/14 at 12 pm ET. Come. Learn. Change. Grow. Get 1% better daily with us. See ya there ➡ https://hubs.la/Q02zGy0c0 #saywhatsales #tasales #coldprospecting #process #liveprospecting

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Did you know that businesses that make decisions based on data and NOT assumptions are: 6x more profitable 20% sales increase 23x more customers 320% email revenue boost 88% see improvements 166% higher engagement 15-20% more satisfaction 20% higher ROI 30% lower spend Sources: Banner Health, Miustar, Rosetta AI, Adobe Target, Dynamic Yield, Netflix, Amazon, Canva, HubSpot, McKinsey & Company

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🚨 Business owners and leaders are speaking out – and the challenges are clear: 💬 75% say “We’re not doing enough prospecting activity.” 💬 73% admit “We’re not selling enough new business.” 💬 71% say “We’re not getting in front of enough new prospects.” If this sounds familiar, it’s time for action. Tune into today’s Renegade RevOps #LinkedInLive episode where we’ll be breaking down the exact steps you need to tackle these challenges: ✅ Proven methods to ramp up your prospecting ✅ Techniques to boost new business sales ✅ Strategies to get in front of more potential customers Join us to gain the insights you need to ignite your pipeline and supercharge your growth >> https://lnkd.in/dpkBRTu9 📅 Monday 7th October 2024 2pm BST – don’t miss it! PS. Tom Mallens and I are running a Live Lead Generation & Prospecting WITH implementation, half-day Bootcamp Thursday 17th October 2024 to help you solve these issues head-on. DM for further details! #LeadGeneration #Prospecting #RevenueGrowth #RenegadeRevOps #BusinessDevelopment

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