#samsales Consulting

You have a great discovery call but there's not a clear path forward...leaving you unsure how to close the call. Rather than saying “next steps”, try something a little more buyer-centric: “How can I be of most support to you at this point?” It’s rare that our calls at #samsales don’t end this way, even the ones where we know what needs to happen next. Why? Because it’s the most non-salesy way you can say, “What do we need to do from here to keep moving?”. It’s open-ended and it’s broad (just as your kick-off question should be), and it usually leads to a whole hell of a lot of detail about exactly what needs to happen next and who to involve.   Bonus? It's one more way to stand out from the crowd of sellers who are talking about the transactional "next steps".   For more of our tips on discovery calls, watch our Discovery Call Breakdown Workshop (l*nk in comments!), or chat with us to train your teams on the #samsales framework!

We're featured in the Wednesday Women Marketplace! Starting today, you can see a growing list of businesses and individuals who: 💃 are women-owned/women-led 💜 are supporting the mission at WW 👀 are worth checking out - and getting in touch with! We're proud to be one of the first partners on the marketplace, and we're thrilled to support Wednesday Women in their mission to get more women in your LinkedIn feed, on your stages and podcasts, and sharing their authentic voices. Check out the marketplace 👇👇👇 wednesdaywomen[dot]org/marketplace #women

📣 Today, we launch our Women-Owned, Women-Led Marketplace 📣 Starting today, you can see a growing list of businesses and individuals who: 💃 are women-owned/women-led 💜 are supporting our mission at WW 👀 are worth checking out - and getting in touch with! A huge thank-you to our first partners on the marketplace: give them a follow on LinkedIn and on our site! Women in Customer Success - leading destination for women in CS Score More Sales - for mid-market companies hiring sales rockstars #samsales Consulting#samsales Consulting#samsales Consulting - positive impact + sales training + linkedin coaching Avra Coaching - free consult if you mention WW Marketplace! Blueprint Expansion - leading GTM recruiter My Panda - personal assistant next door app HireQuotient - transformational talent-acquisition SaaS Matcha.so 🍵 - solutions for professionals investing in network-driven growth ... Should your company be featured here? (And get a piece of this air-time?!) Check out the marketplace and apply here. https://lnkd.in/eWJ-Envx #womeninbusiness #FemaleOwned #WomanOwned

Getting a knowledgeable, engaging, and experienced SKO speaker is hard enough. Now how do you get your team to implement the new strategies?!   Here's our advice for setting your team up for success before and after the big day:   1. A full day of training can be...a lot. Setting up 1:1 reinforcement and refreshers is incredibly helpful. The human brain can only remember so much (especially when it's filled with important knowledge like the Sims cheat code and your third grade best friend's phone number!)   2. Do your KPIs, SPIFs, etc. incorporate the new teachings? If you're trying to create a new habit but that habit contradicts the results that your team is measured on, there's going to be some friction there.   3. Did you try to squeeze a whole new 32-step methodology in and expect your team to completely uproot everything they've known until this point? We find that revamping your sales *foundations* and providing a small list of tangible changes have much higher adoption and success rates!   4. Hire #samsales! What?? Who said that? 😇 (But for real, if you want to beat the masses to get on our schedule...peep the deets below and DM us to chat.)

You nailed our formula for the Perfect Discovery Call. The buyer is jazzed and you are ready to close the call. Now it’s time for one of our favorite hacks:  👯 Double the Quality or Double the Quantity 👯♀️ It’s essentially a great set-up to multithread, but we replace the dreaded: "And who is the ultimate decision maker, can you invite them to the call?"   🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 🤢 With: “It sounds like there are a few places where we can help. Why don't we do this: let's grab some time where I can take you on a tour of our product/solutions/dashboards (whatever you sell) and show you how it can specifically apply to what you shared with me today?" 👏 Why don't we do this 🙌 Tour of our tech 💪 Specifically apply A few key semantic changes #SemanticMatter that make a huge difference. And then, when they enthusiastically agree of course 💅 Hit them with: "Awesome, I'll get an invite sent around with the details.  Anyone else on your team or peers in the company that have the same challenges as you and could benefit from this, or anyone else that you'd think would want to see this before deciding if it's the right fit for you?" Most deals are closed by consensus, so there is no single DM. The more you can get on that next call, the merrier! 💡 Remember, our goal is to always try to be different in a positive way. By using this script, you are doing a 180 from the salesly/robotic language they hear every day. Instead, you are showing yourself as customer-centric and consultative (pssst that's your job!).

We're closing a logo per week so far this year at Sales Assembly. We're not blessed with inbound, and we don't do traditional outbound. Here are the 3 things that have worked well for us: 1) In-person stuff If you wanna break through the noise, it's best to break through the screen. We host dinners for VPs of Sales and CROs in different cities every month. Usually 30 people at a time. These dinners arent to talk about Sales Assembly.  In fact, I actively avoid talking much about us at all. Nobody wants to spend their evenings hearing me talk about skills training.   That said, 50% of the people in the room tend to be existing clients. I'm sure they end up saying nice things about us, what we do, and the value we've brought to their GTM teams to the 50% of folks in the room who aren't current clients. So...what do we do with all of these prospects in the room? We take the opportunity to shake peoples hands and just build relationships. We'll then hop on a call a week later and see how we can add value to them. If it makes sense for them to explore Sales Assembly at that time, great. If not, we'll try to add value where we can anyway. Some of them convert quickly. Some convert 2 months later. Some 6 months later. Some never. Even if they don't end up becoming clients, at least they end up becoming friends (whether they realize it or not). 🥹 2) Social engagement When I'm talking about this, I'm talking about #samsales Consulting. Not just following Samantha's SMYKM frameworks and stuff. I'm talking about actually using their team. They provide invaluable guidance around profile optimization, content ideas, and outreach strategies. That's why we've been engaging with them over the past year. LinkedIn is one of our most productive lead channels (both in quantity of new opps and # of closed won deals), and Sam & her team have been instrumental in that. 3) Referrals Dunno what to say here. Just ask for more referrals, people. Kills me that people still don't do this. If you ask, folks will give them to you. It's really that simple. Anyway, the common thread that connects all of these is that they involve building solid, authentic relationships and, especially in the case of referrals, doing right by people. For those of y'all who are blessed with inbound, maybe explore adding one of these arrows to your quiver. They aren't hard to stand up (especially referrals). We're a small, bootstrapped company with a mid-markety sale. If we can make this stuff work, I'm sure you can too. PS - Isaiah Crossman yelled at me the other day for not doing more cold outbound. In the interest of not getting yelled at again, maybe we'll reconsider. 😬

Don't we all love the feeling of replying to a DM and BOOM a sales pitch immediately follows (how did they even have time to write all that in the three seconds after you accepted?!?) Here are a few ways to stand out with connection requests and messages:   💡 Always send context in your connection requests. A short note grabs their attention when it pops into their inbox because they’ll want to know who you are and why you’re reaching out (no sales pitches here, please! Think more Show Me You Know Me #SMYKM)    💡 Got a connection request that has no context but you want to accept? Always respond with a message. "Hi, Sally, thanks for connecting!" You can always look back at this thread - even 10 years down the road - and remember that this person connected with you, not the other way around.   💡 When you have a meeting coming up, connect with all attendees before the meeting. It prompts the buyers to do a little research on you, and offers a simple way to follow up afterwards. And don’t forget the context! “Bill, thanks for your reply back – looking forward to our meeting on Friday!” What now?! Once the buyer accepts your request, nurture them! Teach them something or add more to the conversation. Take a peek at their content or background, and share your insight. If you have a tip you can offer, go for it!   But, remember, this is not the time to “sell.” Want more tips like these straight to your inbox (side order of gifs included)? You need #samsalesmail 👉 https://lnkd.in/gsp-ucHK

"Show me that you know me". Andrew passes on Samantha McKenna's tips for responding to those pesky impersonal sales emails! Well thought through and personalised business development emails go down better than AI generated or clearly copied and pasted emails, but we all know many still commit the sin of sending the latter!

This week, we donated $500 to The Trevor Project, which turned into $1500 via a match! Now, want to help us get $2000 donated to Alzheimer's Association®? Insightly, TrustRadius, and GTM Partners were nice enough to include our CEO, Samantha McKenna in this award. Thank you!! Here's a note from Sam about why The Alzheimer's Association is close to her heart: "Whoever's post gets the most engagement gets $2000 donated to the charity of their choice. Fighting this disease is close to my heart as it was part of what contributed to closing the chapter on my amazing mother's life too early, and I know so many of you who have similar stories. So!, make some noise and let's make a positive difference in the world as we close the week out!" To engage with Sam's post and support The Alheimer's Association: https://lnkd.in/gNuzyHrz #becausewecan

"This is the most tactical podcast we've recorded in a long time" - Scott Barker Proud to say that Samantha McKenna's episode is among the top 25 most listened to on The GTM Podcast! 🎧🎉 Listen in if you're looking for Sam's best tactics on:    🎧 'Dark Social' and leveraging it to increase impressions 🎧 Monetizing your social presence 🎧 Scaling yourself and your business efficiently   + 52 minutes of intel from two founders making waves in the GTM space! Find the ep below, and be sure to sort by "most recent" in the comments, if you don't see it pop up initially! 😎