GTM 60: 261% More Likely to Trust a Company When Their Founders are Posting on LinkedIn with Sam McKenna

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.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/samsalesli/
SamSalesConsulting: https://www.samsalesconsulting.com
Sam’s LinkedIn Influencer Playbook: https://shorts.samsalesconsulting.com/courses/linkedin-influencer-playbook 

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

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.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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Insider access to the GTM network and the best minds in tech.

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Insider access to the GTM network and the best minds in tech.

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