Sam McKenna is the founder of SamSalesConsulting, previous to that she spent 6 years at On24 ending up as their VP of Enterprise Sales, She then jumped over to LinkedIn as their Head of Enterprise Sales. Sam is also an advisor for high growth companies. She now leads an all women team of 11, has over 180 clients, multiple million dollars in revenue, all under 4 years.
What you will learn
- Knowing when to outsource talent as a founder
- Using strategic hooks to capture engagement on social
- The power of dark social and leveraging it to increase impressions
- How to monetize your social presence
- Learning to scale things you do well effectively
- How to effectively implement the “show me you know me” framework in sales
Highlights
(3:40) Why building your digital footprint is more important than ever for founders
(8:30) How to carve out time for thought leadership throughout busy times
(13:00) Strategies from Sam’s playbook that people should implement when building their social
(20:00) High impact strategies that Sam used to excel throughout her sales career
(26:00) Walking the line between doing what works for you vs following playbooks given by your leaders
(29:00) A framework for “show me you know me” in Sales
(33:42) Hot take: Shorter e-mails are not the way to earn your ICP’s time
(35:51) How to successfully hire for key roles
(40:30) Hot take: Cold calling isn’t the way to approach your ICP anymore
(44:10) How to leverage data to prospect efficiently
Quotes
“You need to be sure that you’re hiring someone that truly has the mind share expertise of the platform.”
“I thought that If I could scale whatever we’re doing really well, show me you know me, I bet we could kill it.”
“Depending on the environment that you’re in, if you have wiggle room to try new things out, give it a shot.”
Links and Resources
Sam’s LinkedIn: https://www.linkedin.com/in/samsalesli/
SamSalesConsulting: https://www.samsalesconsulting.com
LinkedIn Influencer Playbook: https://shorts.samsalesconsulting.com/courses/linkedin-influencer-playbook
The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.
And…monthly bonus podcast episodes dropping the first Thursday of every month.
