Episode Summary

On this episode of the OnBase Podcast, Sam McKenna shares her unconventional and highly effective sales strategies. From her trademark 'Show Me You Know Me' philosophy to redefining what it means to put manners first, Sam highlights the importance of doing the unexpected in sales to stand out. She details her inspiring career path, her passion for empowering women, and her views on the importance of genuine human connection in building lifelong client relationships. Unmissable for anyone in sales or leadership, this episode is full of energy, wisdom, and actionable takeaways.

Key Takeaways

• Show Me You Know Me

Personalization in sales must go beyond surface-level AI-generated efforts. Take the time to truly understand your prospects and leverage that understanding to build relationships.

• Manners Before Profit

Incorporating gratitude and respect throughout the sales process helps create exceptional experiences for buyers, even when deals don’t close.

• Relationships Are Everything

Revisit clients post-sale to ensure satisfaction and build trust. These connections can drive referrals and repeat business.

• Make It Personal

Simple, thoughtful gestures (e.g., rubber duckies or customized books) can make a lasting impression.

• Work Smarter, Not Harder

Plan targeted outreach early in the week and send personalized emails during off-peak times to boost visibility.

Quotes

“The bar in sales isn’t low; it’s on the floor. Step over it.”

Best Moments 

[00:34] Career Beginnings

Sam shares her unorthodox entry into sales, going from art aspirations to a thriving sales career.

[02:47] Becoming a LinkedIn Influencer

How one blog post in 2011 on 'Show Me You Know Me' turned into a movement and drove unexpected demand generation success.

[05:45] Manners First, Always

Sam explains how small acts of gratitude, such as responding to email rejections politely, can leave lasting positive impressions.

[14:13] Empowering Women in Sales

A heartbreaking story of resistance from a colleague drives Sam’s mission to support, uplift, and empower other women in sales.

[23:00] Creative Gestures Close Deals

From rubber duckies to personalized books, Sam shares memorable examples of gifts that strengthen relationships.

[32:38] A Smarter Way to Plan Outreach

Sam outlines her unique strategy for timing emails to increase response rates and engagement.

Tech Recommendations

⁠LinkedIn Sales Navigator⁠: Gain actionable insights into leadership changes, hiring patterns, and organizational growth to refine your prospecting efforts.

Resource Recommendations

Newsletters:

     ⁠Morning Brew⁠

     ⁠DealBook by The New York Times⁠

     ⁠Kyle Pointer’s Newsletter⁠

Podcasts:

⁠HBR Women at Work⁠

Books:

• ⁠Unreasonable Hospitality⁠ by Will Guidara
• ⁠Radical Candor⁠ by Kim Scott
• ⁠The Ride of a Lifetime⁠ by Robert Iger
• ⁠The Transparency Sale⁠ by Todd Caponi
• ⁠The Transparent Sales Leader⁠ by Todd Caponi

Shout-Outs

• ⁠Jen Allen-Knuth⁠- Jen’s focus on the psychology of sales resonates with Lydia. She recommends Jen’s insightful LinkedIn posts on buyer behavior and objection handling.

About the Guest

Samantha McKenna is the Founder and CEO of #samsales, with over 100,000 LinkedIn followers. She has a 15+ year career in Enterprise sales, breaking over 13 sales records. She emphasizes a manners-first and buyers-first approach.

She is a LinkedIn expert, former Enterprise Sales Executive leader for LinkedIn’s Sales Navigator, and a Top Voice on LinkedIn in 2024. She has received numerous sales leadership awards and speaks at business schools like Harvard, Kelley, and Kellogg.

Since 2019, #samsales has achieved a multi-million-dollar revenue, 312% of its first-year goal, and significant double-digit growth. It is an all-women team, has served over 250 clients, raised over $110K for charity, and has been featured in publications like The Wall Street Journal.

⁠⁠Connect with Samantha⁠⁠.