SaaSy Talk S01.29: Redefining Success in SaaS Sales with Sam McKenna

About The Guest(s): Samantha McKenna, CEO of #samsales Consulting, is an award-winning sales leader, brand ambassador for LinkedIn, LinkedIn Sales [In]sider, angel investor, board member, and highly sought-after speaker. She has broken 13 sales records and believes great sales are rooted in exceptional manners, and consistently looks for opportunities to continue growing the company’s philanthropic efforts.With more than 80,000 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 Woman in Revenue, Top 25 Women in Revenue, Top 20 Women in Sales Leadership, The 100 Best LinkedIn Influencers, 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 both 2021 and 2022 with the innovative #samsales ‘Show Me You Know Me  ’ Charity Event.Key Takeaways: Motivation in sales comes from a competitive spirit and the desire to constantly excel. Starting your own business allows for more control over your time and the opportunity to make a broader positive impact. Challenges in running a business include making tough decisions and figuring out how to grow without external funding. Hiring the right people involves looking for individuals with a process, intellectual curiosity, and the ability to build rapport. Building a repeatable sales process requires understanding your accounts, running targeted plays, and leveraging LinkedIn for relationship building. Urgency in sales is a differentiator and shows respect for the prospect's time. Being responsive and quick in following up with leads can make a significant impact on closing deals. Quotes: "Quality over quantity is key in sales. Take the time to research and personalize your outreach." - Sam McKenna "Treat your book as a business and take risks to differentiate yourself in the market." - Sam McKenna "Move your ass. Being urgent in sales shows respect for the prospect's time." - Sam McKenna Chapters:  00:00 Introduction and Initial Conversation 00:13 Sam's Motivation and Drive in SaaS Sales 01:41 Starting Sam Sales: The Journey and Vision 04:20 Challenges and Rewards in Running a Business 09:39 The Impact of an All-Woman Business 11:46 Sam's Unique Approach to Sales 15:22 Building Genuine Relationships in Sales 20:50 Hiring the Right People for Sales Success 26:37 Hiring Mistakes in Startups 27:08 Common Misconceptions in Hiring 27:59 The Importance of Skill Set in Hiring 28:09 Building a Repeatable Sales Process 29:10 Understanding Your Accounts 31:17 The Importance of Relationship Building in Sales 32:54 Building a Brand and Treating Your Book as a Business 37:45 The Role of LinkedIn in Sales 40:09 The Future of Sales 42:08 The Importance of LinkedIn for Salespeople 46:48 The Urgency in Sales 49:11 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered  Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/