{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Live Better. Sell Better.","title":"Go Big or Go Home with Sam Mckenna","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/375b352a\"></iframe>","width":"100%","height":180,"duration":2702,"description":"Guest: Sam McKenna\nLI: https://www.linkedin.com/in/samsalesli/\n\nTopic: Go Big or Go Home - Enterprise Selling with SamSales!\n\nQuick Intro: She’s been selling since the 6 grade… and has made quite a name for herself in the process. She is top 50 sales leaders by sales hacker, one of the most read sales contributors on LI, Top 50 Women in sales, she knows her stuff. But what impresses me more than just how good she is at what she does, it’s how she’s able to help OTHERS accomplish success as well. As the founder of Sam Sales Consulting and Advisor to many SaaS start-ups, she takes that knowledge and shares it with the world. Sam knows how to go big, and I can’t wait to learn from her. Here. We. Go\n\n\nShort and Sweet/Set the stage \n\nLet’s talk what ‘enterprise’ sales means to you?\n\nCore Questions\n\nWhat are some of the most common mistakes you see reps/teams making as they work these large deals. \nEnterprise Prospecting - What advice to you give reps on how to target, research, and work an account. \nDiscovery - Where deals are won and lost - What should a rep do in discovery AND how do they keep the discovery going through the whole process.\nDeal Stalls - Why do they happen, how can we prevent. \nChampion/Mobilizer Selling - Best tactics on working with and selling through a mobilizer\nHow can you identify or create one? Can you?\nTips for new/younger reps that want to get into enterprise selling - How can they build the industry knowledge to hold their own at the table?","thumbnail_url":"https://img.transistorcdn.com/McsxluMrH9m8Xm5x2s9lqkXDs1cAffXG0MtTw6h4N3A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85MzVm/MDZlNTNkOGQzZWI0/NmE3NTdlOGM3MTZj/YjUyMC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}