#samsales shorts

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Writing 101

In sales, being successful is all about standing out. What's the best way to do just that? Become a killer writer! Whether it's writing a standout subject line or asking for a proactive referral, you'll get all of our frameworks in this series!

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#samsales Perfect Discovery Call Masterclass

Reps do more discovery calls than ANY other kind of call, and most reps are dreadful at them. This Masterclass will break down every part of the discovery call - from building rapport to closing and getting your decision makers on the next call.

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Masterclass - Show Me You Know Me

If you know #samsales, you know we live and breathe #SMYKM - show your buyer that you've done your research, meet them where they are, and connect about something meaningful to them. Master this concept and watch how it transforms your sales game!

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Masterclass - Discovery Calls

Reps do more discovery calls than ANY other kind of call, and most reps are dreadful at them. This Masterclass will break down every part of the discovery call - from building rapport to closing and getting your decision makers on the next call.

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Who Knows Whom?

Your NETWORK is your NET WORTH, but how do we leverage these connections, and what's the fastest way to hack your way through your network's connections? This #samshort will teach you exactly how to do that with LinkedIn Sales Navigator.

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Leveraging Company Alumni

Want to know one of the quickest ways to get in the door at your accounts AND how to make sure you never make the mistake of reaching out to old employees with cold emails? This quick trick will teach you one of the oldest tricks in Sam's book!

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Have My Buyers Worked For My Previous Employers?

If you've worked with an organization for an extended amount of time, you could probably share plenty of stories (both good and bad) about what it's like to work there. Wellll, what do we have here? A connection point!

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Past Company = My Best Clients

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Hitting Quota by Monitoring Job Changes

Job changes are one of THE best lead sources for sales reps and one of the most underutilized tactics! Use this session to ensure you never miss a job change AND you capitalize on job changes of individuals you don't even know exist!

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Your LinkedIn Headline

Your LinkedIn headline is often a person's first impression of you. Make it good!

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The Company Page + Better Engagement

One of the top questions Sam gets is, "How do we get more engagement out of our company LinkedIn page content?" View this quick short to see her take on this AND why to avoid the third-party auto-sharing sites.

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How Do I Use LinkedIn To Find a Job?

Sam shares her LinkedIn tips for making sure that you're finding job postings that you're interested in, ensuring that you stand out from the crowd of applicants, and landing that dream job!

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Killer LinkedIn Profile Part Two - Your Profile Picture + School

We've seen many a faux pas for the profile picture, and why wouldn't you use your seminar at Harvard as your school? It's HARVARD!? Your profile picture and school will be two of the first items someone sees on your profile. Let's make them killer!

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Killer LinkedIn Profile Part One - Headline + About Section

In this age of digital selling, it is really, REALLY important that you have a killer LinkedIn profile. The first question that your profile should answer is, "What would you say you DO here?".

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LinkedIn Hack - Tagging on LinkedIn

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LinkedIn Hack - Your LinkedIn Banner

Learn how to make your LinkedIn Banner great! It's easier than you think!

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#samshorts - Double the Quantity or Double the Quality

One of Sam's most popular tricks in how to increase the attendees on each progressing call of a deal. This #short breaks down how to do this and provides the script to get the results you want.

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#samshorts - Tackling the "We don't have budget" Objection

It's almost never about budget - it's always about need and value proven. It's our job to teach our buyers how to buy, and open up that conversation. Learn how to view budgets differently and how to overcome this hurdle in the sales process.

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#samshorts - Multithreading

What is multithreading, how do you do it, and why will it ALWAYS (data-backed!) increase your odds of winning a deal?

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#samshorts - How's Your Zoom Presence? Smiling + Energy is Everything

It may seem like a small detail, but your Zoom presence may be your buyers' first glimpse of your personality - and what it's like to work with you! If you display your positivity and excitement, chances are that your buyers will too.

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#samshorts - Yeah, Yeah, but How Much Does This All Cost?

The most dreaded question, especially when it comes way too early, before you've been able to unpack issues and drive value. So!, how do you respond?

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#samshorts - How to Handle an Inbound Referred Lead

There is nothing else that requires more immediate attention that an inbound referred lead! Sam breaks down the steps you should take when receiving an inbound referred lead - a topic she's very passionate about!

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#samshorts - Why Can't We Be Friends? Part II - How to Sell to a New Connection

OK, you've connected on LinkedIn, and now you want to start selling. How do you do that appropriately? Sam shares her tactics in effective engagement, building a relationship and using LinkedIn to sell!

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#samshorts - Why Can't We Be Friends - The Right Way to Connect on LinkedIn

How do you know when it's appropriate to connect with someone on LinkedIn? Sam outlines her rules of thumb for connecting with a new prospect, a long-time client or your old friend from law school.

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#samshorts - Congrats On Your Job Change! Doyouwanttobuymyproduct?!

As sales professionals, we always want to show urgency, but we must also show self-awareness. Learn the delicate dance with this #short!

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#samshorts - What To Do Before Cold Emailing

You've had your eyes on one specific Fortune 100 account for ages, and you REALLY want to break your way in. What should you always do before contacting anyone at the company?

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#samshorts - Claire Sends a Proposal and Gets Ghosted. How to Not be Claire.

"What am I doing wrong here? I send the proposals out, and no one ever talks to me again!" Before sending these proposals, have you ensured that your prospect has earned the right to your proposal? Slow down, and watch this #short!

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#samshorts - Anticipating the Forthcoming/Hidden Objections Your Prospects Have

This is one of the most common mistakes that we see across all of the emails that we review. If you're not anticipating the forthcoming objection, you're missing a major opportunity and likely lowering your response rate!

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#samshorts - When Unexpected Guests Attend Your Meeting

You've been having recurring Zoom meetings with Bill for the past few weeks, but today you jump on to find two unexpected guests. How do you find out their reason for joining the call AND make the best use of everyone's time?

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#samshorts - Nurturing Your Prospects Part I

"Thanks, we'd love to talk, but not until next quarter." Reps have an incredible opportunity to nurture these prospects, to add value, and likely speed up their sales cycles simply by knowing how to properly nurture their prospects.

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#samshorts - Nurturing Your Prospects - Part II

Do you have an ask in your nurture emails? If you have an ask/call-to-action/looking-forward-to-meeting-you in your nurture emails, you're missing the mark. Discover the one goal of nurturing your prospects + the blueprint for how to meet that goal!

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Nurturing Your Prospect - Part 3

Sometimes, nurturing your prospect is all about finding new and unique ways to stay top of mind. Are you overlooking this killer tactic?

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#samshorts - You've Been Referred Internally

"Hi, Sam! Thanks for reaching out, but I'm actually not the right person. Bill Smith is! Here's his contact information." Bummer, wrong person. Yay, internal referral! Watch this #short to gain access to Sam's full Internal Referral process!

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#samshorts - Someone Says They Want a Meeting...But Then They Ghost You!

You might be ghosted for a myriad of reasons, but we need to know how to break through the noise and confirm the meeting. This is one of our #samsales (and probably MOST often used) meeting booking tricks!

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#samshorts - How To Connect And Sell on LinkedIn

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#samshorts - How Do I Best Engage With My SDR/BDR

If you're lucky enough to be an AE who has an SDR or BDR, you might be thinking, "What do I do with them?", or even if your relationship is clear, you still may be thinking, "How do I lead this SDR/BDR effectively?".

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#samshorts - How To Hire Your First SDR/BDR

Hiring your first SDR or BDR seems like an easy enough task, but in this #short Sam shows you what to do and what not to do when hiring your new team.

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#samshorts - What Does a Great Sales Email Look Like?

Sam shares some great tips to get your sales emails noticed. A few of them might surprise you!

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The Delayed Thank You

You might think this #samshort is simply about a thank you, but it's really about so much more. What do you do when a prospect responds with, "Sure thing, I'll send it your way!"?

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#samshorts - Asking For Referrals - You've Been Doing It Wrong

Asking for a referral can be a little tricky. In this #short, Sam shows you how to do it right!

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#samshorts - What Not To Do - Be Presumptuous

Don't be presumptuous. Learn what to do when reaching out to contacts.

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#samshorts - Bubble Hunting

Ever wonder what those little dots mean on a contact's image in LinkedIn? In this #short, Sam explains what they are and how they can help you.

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Applying For A Job - How To Stand Out On LinkedIn

Set yourself apart from the crowd with Sam's tips!

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Applying For a Job - Negotiating Salary (Part 1)

Applying for a new job and then negotiating your salary can be daunting. In this #short, Sam teaches you all you need to know to negotiate the salary you want!

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Masterclass - Handling a Referred Lead

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Job Hopping Clients

This is one of our absolute favorite and most successful LinkedIn Sales Navigator hacks! Your customers have seen firsthand what your product or service can do - are you making them your champions when they switch jobs?

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Building Better Relationships - Part 1

Building great relationships is one of the foundational pillars of #samsales. Learn all of our tactics in this three part series!

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Building Better Relationships - Part 2

This is the second #samshort in our Building Better Relationships series! Implement this tip, and watch your relationships flourish!

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Building Better Relationships - Part 3

This is the final #samshort in our Building Better Relationships series. Implement all three of our tips, and let us know how you see your relationships grow!

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How To Build A Brand On LinkedIn

How did Sam McKenna become the Sam of #samsales? A ton of hard work + leading enterprise sales at LinkedIn + building her own brand on LinkedIn. It all started with a hashtag - who better to show you the ropes?

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Writing 101 - Introducing Your Executive For Executive Matching

We're all about helping you become a better writer, and this #samshort specifically will ensure that your executive introduction will be opened and accepted - all while helping you multithread!

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The 18-Month Hack

So, you got a new book of business or maybe a new territory or even just one new monster account to go after - YAY! We know there are all sorts of ways to break into your new book, but today we're sharing a way for you to work smarter, not harder.

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Don't Sell As A Lone Wolf

We all know how important it is to multithread with your buyers' team, but are you multithreaded on your side as well? Don't make the mistakes of a lone wolf seller!

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How To Get Promoted - Tip I

We've been getting a ton of questions asking us what steps you can take to ensure you land that next big promotion. This is the first #samshort in our How To Get Promoted series - stay tuned for the next two!

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How To Get Promoted - Tip II

This is our second #samshort in the How To Get Promoted series. Be sure to watch all three to gain all of our tactics to help you get promoted!

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How To Get Promoted - Tip III

So, you already watched the first two tips in our How To Get Promoted series? Watch this #samshort, and get ready for that promotion!

LinkedIn Masterclass - Your "About" Section

In this #samshort, Sam teaches you how to write a KILLER "About" section of your LinkedIn profile!

All Things LinkedIn Workshop

If you missed our All Things LinkedIn Workshop on May 6th, you're in luck! Watch the full workshop here, and learn all of the #samsales tips for mastering the platform!

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The Perfect Email Workshop

If you missed our Perfect Email Workshop on June 17th, you're in luck! Watch the full workshop here, and learn all of the #samsales tips for creating the perfect email!

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Leadership Series

Think you've got it all covered? Wish your company taught you how to lead? Sam breaks down the strategies, intentions, and pillars that she's built her leadership style upon. She also provides frameworks that you can implement immediately!