Samantha McKenna

Founder @ #samsales l Sales + Cadences + Executive Branding on LinkedIn l Ex-LinkedIn l Keynote Speaker l 13 Sales Records l Early Stage Investor l Overly Enthusiastic l Swiss Dual Citizen l Creator, Show Me You Know Me®

I had my first exposure to competitive "sales" in sixth grade when my school raised money for the Leukemia Lymphoma Society.  Knocking door to door and delivering a pitch was the start of my education; I still have the portable TV that I won for second place, which fuels my competitive spirit.

I’ve spent my career in sales doing a few things – breaking records, putting others first, creating global sales programs, educating through peer interaction, and going to great lengths to make people feel valued.  I’ve launched new verticals, overseen the GTM strategy for some of the most successful initiatives in company history, and put in processes across businesses that redefine how each company works and succeeds.

As the founder of #samsales, I oversee an all-women team of 14 who believe in a manners-first and buyer-first approach. We:

•	Run sales trainings that cover prospecting via your likely under-utilized LI Sales Nav licenses, how to write great email copy, Show Me You Know Me™, perfect discovery calls, etc. all while being sales methodology agnostic

•	Speak at 100+ annual events - keynoting for SKOs, international conferences, and podcasts alike re: sales, social selling, and women in tech/sales/leadership

•	Write the content you have in Outreach.io, etc using our proprietary techniques + the most up-to-date data on what works to drive opens + replies

•	Teach social selling - as an LI influencer, ambassador of Sales Navigator, and former LI leader, I understand how to use the ecosystem to truly SELL. I've personally trained tens of thousands on the platform, ranging from 10-person teams to Fortune 500 brands. 

•	Build brands for C-Suites on LinkedIn.  If you want to build a brand on LI but don't know what to write, don't understand the algorithm, and don't have the time to manage, our full-service strategy will manage it exclusively like we do for some of the most prominent/highly visible execs you see on LI.

As a founder, I have one goal - to make as much positive impact as we can.  Since our inception, we’ve raised over 120K via personal donations + our annual charity events for incredible causes, and have given away hundreds of our trainings to the military and transitioning teachers, free of charge.

When you hire us, you're not just hiring a team, but rather investing in one who constantly puts good into the world.

Who am I, otherwise - 

Philanthropist, investor, dog lover, die hard competitor, writer, former Nickelodeon game show contestant, extrovert, expert in self-deprecating humor, and willing to walk through fire to make you laugh.

Limited Partner

Sign up for our newsletters, webinars, and all our content here www.samsalesconsulting.com 

Phyllis: Thanks for your email! I'm not the right person, Rebecca Taylor is.
Rep: Hi Rebecca, Phyllis suggested I reach out to you...
😑😑😑😑😑😑😑😑😑😑😑

A few ways to level up your replies to these kinds of referrals:

A. Always reply to these emails. This person did the unthinkably kind thing - they replied AND gave you the name of the contact. Gratitude FTW.

B. In the email, ask, "I'll send her a note in just a minute - do you mind if I reference your name or would you prefer I not?"

"in just a minute..." signals your hope for a quick reply

C. Change your subject line 

"Training Inquiry - Referred by Phyllis Nefler" (with permission)

"Training Inquiry - Referred by a colleague" (without permission)

Bonus points if you add a little Show Me You Know Me here and really make an effort.

D. Don't bury the lede 

The reason you want to change the subject line is that you worked to get the most powerful thing: a piece of information that will exponentially up the odds of an open, but also a reply. 

I most often see this info pop up in the body or in a PS, which robs us of using that really great piece of data right in the subject line.

E. "Suggested" isn't exactly truthful, right? 

Be super careful with language as "suggested" ...well, suggests...that the person thought it was a good idea for you to reach out when, in fact, they simply gave you the correct name.

Imagine if Rebecca asks Phyllis who says, "I didn't suggest anything, I simply pointed them in the right direction", and now we've lost trust, and potentially the reply/meeting.

Bonus?

Connect with all parties on LinkedIn, especially Phyllis. Just because she wasn't the buyer this time, doesn't mean she won't be down the line.

This and about 12 other plays for proactive and reactive referrals is part of our Show Me You Know Me masterclass, and with 91% of buyers willing to offer referrals, one of the easiest ways you can set your pipeline on fire for 2026. 

#samsales

85% of sellers use spreadsheets to manage their books and deals. I know because...I'm one of them. What? Who said that? 

But, I can tell you why: because it's maddening to not have a single pane view of all our deals, next steps, contacts, client data, etc. 

As a seller, moving between countless tabs and products to remind myself of status and next steps, was inefficient, so I built something that made sense for how I think...the ever-so-modern-Google spreadsheet 💁‍♀️

If you're like me, what ZoomInfo launched with their GTM Workspaces solution should stop you in your tracks. 

One home for complete buyer context and even a way to help scale your Show Me You Know Me with automated research, making it even easier for you to stand out with your buyers. 

We know that sellers still spend more time admin'ing than selling, but I don't think we consider as much how the inefficiencies of running through all these different tabs and platforms costs us in pipe and deal progression. 

This product happens to be one step in the very right direction. https://lnkd.in/eQP9g3ee

#samsales

Andy Mewborn

Distribute.so

I use to be young & cool. Now I do b2b SaaS. 

Husband. Dad. Ironman. Pilot. Taco lover. 

Founder of Distribute // Co-founder of Taplio (acq. by Lemlist) // Early @ Outreach.io.

Creator

A community of over 4,000+ B2B professionals growing together on Linkedin.

• "Brand30 absolutely did wonders for my business." -Maritha Koortzen

• "Brand30 changed the trajectory of my life...To say it’s opening doors for me is an understatement" - Amanda Stern

• "Brand30 provided the group accountability and expert advice I needed to more than double my LinkedIn engagement in just one month" 

🚀 Start Building An Audience Of Potential Buyers On LinkedIn In 30 Days👇

• https://www.brand30.io/

most sales reps kill deals with their follow-ups (here’s how to fix it)

so i’ve been in sales for a while, and the one thing that still blows my mind? how many reps completely tank their chances with shitty follow-ups. not because they’re spamming people, because they’re sending nothing.

"just checking in"
"wanted to circle back"
"following up on my last email"

like, checking in on what? you never gave them anything to actually respond to. prospects aren’t mind readers. if you don’t say something useful, they’re gonna ignore you.

so what actually works? here’s what i’ve seen:

instead of "just following up," try:

"i recorded a 2-min video showing how [similar company] cut their onboarding time by 40%. thought of you because you mentioned this was a bottleneck last time we talked."

instead of "wanted to circle back," try:

"saw this article about [industry trend] and immediately thought of our convo. the part about [specific insight] lines up with what you said about [their challenge]."

instead of "any updates?" try:
"quick question, are you still focused on [goal they mentioned], or have priorities shifted? context changed, so i don’t want to waste your time."

the pattern here is simple:

• give value first
• show you actually listened
• make it about them, not your quota
• make it easy to respond (ask a specific question)

i built a tool that does this automatically. it pulls call recordings, videos, and docs into one link so you’re not just sending another empty "checking in" email. not because reps are lazy, because prospects are busy, and they don’t have time to guess what you want.

Andrew Mewborn

Sellers

What's more valuable: relationship selling or solution selling?

A) Relationships first – People buy from people they trust
B) Solutions first – Buyers want problems solved, not friends
C) Value selling – ROI conversations close deals faster
D) Consultative approach – Be an advisor, not a vendor

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

What's more valuable: relationship selling or solution selling?

Sellers 

You're in a slump. First thing you fix?

A) Activity levels
B) Mindset
C) Messaging
D) Target accounts

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers

Should you ask about budget in the first call?

A) Always - It qualifies prospects immediately and saves time
B) Sometimes - Only after establishing clear interest and need
C) Rarely - Money talk too early creates resistance
D) Never - Discussing budget before value cheapens your solution

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Should you ask about budget in the first call?

Sellers

What’s the worst sales advice you’ve received?

A) “Always be closing” – Aggressive pressure turns prospects off
B) “Fake it till you make it” – Authenticity matters more than acting
C) “Price isn’t a problem” – Dismissing budget concerns backfires
D) “Never take no for an answer” – Respect boundaries to build rapport

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

What’s the worst sales advice you’ve received?

Sellers

Commission vs. salary: What motivates salespeople best?

A) Pure commission – High risk, high reward drives peak performance
B) Base + commission – Security with upside creates optimal motivation
C) Straight salary – Removes pressure, focuses on customer success
D) Team bonuses – Shared success eliminates internal competition

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Commission vs. salary: What motivates salespeople best?

Sellers

Should sales managers still carry a quota?

A) Full quota – Can't coach what you don't practice 
B) Half quota – Need skin in the game 
C) Token quota – Just enough to stay sharp 
D) Zero quota – Let leaders lead, sellers sell

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Should sales managers still carry a quota?

Sellers

How much does luck contribute to success in sales?

A) Significantly – Being at the right place at the right time often makes all the difference.
B) Moderately – Luck plays a role, but skill and effort are more important.
C) Minimally – Success is mostly the result of hard work, strategy, and persistence.
D) Not at all – It's all about skills, planning, and execution. Luck doesn't come into it.

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

How much does luck contribute to success in sales?

Sellers

Which comp structure would you rather live on?

A) 70 % base / 30 % commission – stability rules
B) 50 / 50 – balanced risk-reward
C) 30 / 70 – big swings, big wins
D) 0 / 100 – eat what you kill, baby

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Which comp structure would you rather live on?

Sellers

Is AI replacing salespeople or empowering them?

A) Replacing – Only top 20% of reps will survive automation
B) Empowering – AI handles admin, humans handle relationships
C) Overhyped – Human psychology can't be automated
D) Transforming – The role evolves but never disappears

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Is AI replacing salespeople or empowering them?

Sellers

Remote selling vs. in-person: Which closes more deals?

A) Remote wins – Efficiency and scale beat face-to-face
B) In-person dominates – Trust requires physical presence
C) Hybrid approach – Use both strategically based on deal size
D) Industry dependent – Complex B2B needs in-person relationships

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Remote selling vs. in-person: Which closes more deals?

Sellers

Should you ever badmouth competitors during sales calls?

A) Always - Highlighting their flaws strengthens our value proposition
B) Strategically - Only when directly asked about specific weaknesses
C) Rarely - Focus on our strengths without comparative negativity
D) Never - Unprofessional and damages industry relationships

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Should you ever badmouth competitors during sales calls?

Sellers 

How far would you go to close a high-value deal?

A) Bend policies – Adjust terms slightly to meet client demands
B) Offer extras – Throw in freebies or extended support
C) Escalate internally – Loop in execs to approve exceptions
D) Never compromise – Stick to standard offerings to maintain integrity

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

How far would you go to close a high-value deal?

Sellers

Do sales reps really need to use the CRM?

A) Every detail – Data is the new oil 
B) Key stuff only – Quality over quantity 
C) Bare minimum – Just enough to not get fired 
D) CRMs kill deals – I track my pipeline in my head

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Do sales reps really need to use the CRM?

Sellers

Do good looks matter in sales?

A) 100 % – Beauty opens doors before product does
B) A bit – Looks earn attention, skill seals the deal
C) Barely – Confidence > cheekbones
D) Zero – Quota is blind to pretty faces

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers

Worst thing a manager can say?

A) "Just trust the process"
B) "What's your plan to hit quota?"
C) "Let me join your next call"
D) "Top reps aren't struggling"

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Sellers

Which role do you think is the hardest in sales?

A) SDR 
B) Account Executive 
C) Account Manager 
D) Sales Manager 

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Which role do you think is the hardest in sales?

Sellers

What's the biggest lie in B2B sales?

A) "I'll circle back next quarter" (They won't) 
B) "Budget isn't an issue" (It always is) 
C) "We're the decision maker" (Committee of 12 enters chat) 
D) "Your product is perfect" (Here comes the ghosting)

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Sellers

Is "fake it till you make it" acceptable in enterprise sales?

A) Essential – Confidence sells more than competence 
B) Sometimes – Strategic bluffing is part of the game 
C) Risky – One Google search can tank your credibility
D) Never – Authenticity beats artifice every time

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Is "fake it till you make it" acceptable in enterprise sales?

Sellers

Who's harder to sell to?

A) CFOs – Every penny is their first-born child 
B) CTOs – They'd rather build than buy 
C) CEOs – Good luck getting past their gatekeepers
D) Procurement – Where deals go to die slowly

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

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Andy Mewborn

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The Battle

Samantha McKenna

Andy Mewborn

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Samantha McKenna's LinkedIn Performance

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