If you guys aren't already following Sales Feed, let this be the hilarious start to your Friday. Their newsletter is amazing and only one of three that I open every week. Thx Will Aitken for making us laugh.
Samantha McKenna
These are the best posts from Samantha McKenna.
14 viral posts with 5,561 likes, 1,243 comments, and 50 shares.
8 image posts, 0 carousel posts, 1 video posts, 5 text posts.
đ Go deeper on Samantha McKenna's LinkedIn with the ContentIn Chrome extension đ
Best Posts by Samantha McKenna on LinkedIn
I can't tell if the âI can def speak at your SKO - how do you feel about a 2-4-1 deal where I wear a newborn in a sling while on stage?â joke is getting old yet...
On the OFF CHANCE you're not excited about that (or haven't already decided to host me virtually), there are so many amazing SKO speakers to choose from:
Kimberly Pencille Collins, our own head of enablement and strategy, Kim has been on C-SPAN (her coolness factor is off. the. charts.đ), has stood on massive stages with hundreds of global sales leaders hanging on her every word, and will inspire your teams with endless jokes, charisma, and Show Me You Know Me intel.
Jen Allen-Knuth - if you don't already follow her exceptional content, it's all you need to read to be sure she'd kill it for your teams. Energy + self deprecating humor + insane years of accomplishments under her belt? Yes pls!
Todd Caponi, former CRO, author of two incredible books on transparency in sales and leadership, and charisma/personality for days. If you ask him for the Sam Special, he'll throw in his trademark squeaky voice impressions, at no charge, if you can believe it. đ¤
Ravi Rajani - storytelling extraordinaire - the positivity, energy, and tangible advice this incredible speaker will bring your teams is unparalleled. Talk about teaching your teams one of the most critical skillsets that sellers need from call one to call 900.
Shari Levitin - as if you guys don't already know her, what. a. legend. Shari paved the way for so many of us women in sales, and is one of the most fun characters you'll meet. She packs a punch with her modern and foundational sales practices, and with all the intel she has for leaders, in addition. Bonus? She has spoken on stages larger than all of us above...combined.
In other news, hello from 30 weeks - home stretch! đ
#samsales #SMYKM #saas
@
On the OFF CHANCE you're not excited about that (or haven't already decided to host me virtually), there are so many amazing SKO speakers to choose from:
Kimberly Pencille Collins, our own head of enablement and strategy, Kim has been on C-SPAN (her coolness factor is off. the. charts.đ), has stood on massive stages with hundreds of global sales leaders hanging on her every word, and will inspire your teams with endless jokes, charisma, and Show Me You Know Me intel.
Jen Allen-Knuth - if you don't already follow her exceptional content, it's all you need to read to be sure she'd kill it for your teams. Energy + self deprecating humor + insane years of accomplishments under her belt? Yes pls!
Todd Caponi, former CRO, author of two incredible books on transparency in sales and leadership, and charisma/personality for days. If you ask him for the Sam Special, he'll throw in his trademark squeaky voice impressions, at no charge, if you can believe it. đ¤
Ravi Rajani - storytelling extraordinaire - the positivity, energy, and tangible advice this incredible speaker will bring your teams is unparalleled. Talk about teaching your teams one of the most critical skillsets that sellers need from call one to call 900.
Shari Levitin - as if you guys don't already know her, what. a. legend. Shari paved the way for so many of us women in sales, and is one of the most fun characters you'll meet. She packs a punch with her modern and foundational sales practices, and with all the intel she has for leaders, in addition. Bonus? She has spoken on stages larger than all of us above...combined.
In other news, hello from 30 weeks - home stretch! đ
#samsales #SMYKM #saas
@
This weekend #samsales turned seven and while I could wax poetic on our achievements, I'm going to focus on one of the hardest ones: carrying the title of Mom and CEO simultaneously.
The mental shift of becoming a mom in that first year is one we truly don't pay enough attention to. The biggest hurdles for me weren't even the lack of sleep or change in routine, it was the loss of identity for many months, feeling like I was failing at something critical that I had zero training in, and an absolute inability to ask for help.
I wasn't sure who I was and was holding myself to my same high standards, without giving myself grace.
I'm not someone who was born to be a mom - the mom'tuition that exists in many isn't a dominant gene for this babe, and I (will) always worr(y)ied that I'm missing something obvious.
I'm someone who firmly believes in giving before getting. But in this new world, I was supposed to get before I give, which added a whole level of feeling selfish and guilty, even though this is THE time to be selfish and allow your community to rally for you, guilt-free.
For the last 2.5 years, I've had these two titles, and I survived with three things in mind:
1. My husband.
His mantra is "There are no scoreboards in this family". Endlessly patient, fulfilled by caring for others, creative cook, thoughtful beyond measure, quick to say yes to anything that makes his loved ones happy.
As I've said since the day we got married: everyone should be so lucky to be loved by a Ryan.
2. My team.
This business grew by 3% the year I took maternity leave, but that's a fraction of the story. They supported each other, delighted our clients, were proactively strategic, and figured out how to give me as much space as possible when I needed it. We're a team full of moms and caretakers, who know how to just get it done while being there for each other.
3. In the words of Snoop, I'd like to thank me.
This is hard to write, but I'm just proud of myself. Proud that I took the leap to become a mom, proud that I asked for help when I needed it, proud when I said, "I need to go take a nap, brb", and proud that, with the above and my community of dear friends, moms, and family, found my footing as a mom that's raising the happiest tiny chicken, while taking this business forward, full speed ahead.
And then there's this year's progress to cap off our seven year anniversary: to date, we're already 24.2% ahead of where we were at the end of last Q3, with three selling weeks left to go, setting pace for us to have our seventh year of YoY growth.
Lastly, a little throw back to two years ago, head full of curlers, arms filled with a tiny chunk, awaiting new (sorely needed) headshots.
Thank you for going on this journey with me all these seven years, but a special thanks for investing in us, for your kind messages of what our business and advice has meant to each of you throughout these years, and for all the support you've thrown this mom.
#samsales
The mental shift of becoming a mom in that first year is one we truly don't pay enough attention to. The biggest hurdles for me weren't even the lack of sleep or change in routine, it was the loss of identity for many months, feeling like I was failing at something critical that I had zero training in, and an absolute inability to ask for help.
I wasn't sure who I was and was holding myself to my same high standards, without giving myself grace.
I'm not someone who was born to be a mom - the mom'tuition that exists in many isn't a dominant gene for this babe, and I (will) always worr(y)ied that I'm missing something obvious.
I'm someone who firmly believes in giving before getting. But in this new world, I was supposed to get before I give, which added a whole level of feeling selfish and guilty, even though this is THE time to be selfish and allow your community to rally for you, guilt-free.
For the last 2.5 years, I've had these two titles, and I survived with three things in mind:
1. My husband.
His mantra is "There are no scoreboards in this family". Endlessly patient, fulfilled by caring for others, creative cook, thoughtful beyond measure, quick to say yes to anything that makes his loved ones happy.
As I've said since the day we got married: everyone should be so lucky to be loved by a Ryan.
2. My team.
This business grew by 3% the year I took maternity leave, but that's a fraction of the story. They supported each other, delighted our clients, were proactively strategic, and figured out how to give me as much space as possible when I needed it. We're a team full of moms and caretakers, who know how to just get it done while being there for each other.
3. In the words of Snoop, I'd like to thank me.
This is hard to write, but I'm just proud of myself. Proud that I took the leap to become a mom, proud that I asked for help when I needed it, proud when I said, "I need to go take a nap, brb", and proud that, with the above and my community of dear friends, moms, and family, found my footing as a mom that's raising the happiest tiny chicken, while taking this business forward, full speed ahead.
And then there's this year's progress to cap off our seven year anniversary: to date, we're already 24.2% ahead of where we were at the end of last Q3, with three selling weeks left to go, setting pace for us to have our seventh year of YoY growth.
Lastly, a little throw back to two years ago, head full of curlers, arms filled with a tiny chunk, awaiting new (sorely needed) headshots.
Thank you for going on this journey with me all these seven years, but a special thanks for investing in us, for your kind messages of what our business and advice has meant to each of you throughout these years, and for all the support you've thrown this mom.
#samsales
This week, I had one hell of a milestone as a CEO: getting to promote Kimberly Pencille Collins, to Chief Operating Officer, who will surely kill me for using this picture.
I've known Kim for 20 years.
She's a personality like no other.
With a 4.0 from William & Mary, she's brilliant to boot, without an ounce of conceit. In fact, most would argue that she is unmatched in self-deprecating humor.
When you build a company, you need a #2 who thinks about the business as much as you do, who is proactive beyond measure, who thinks 24/36 months from now, and one who even strategically stretches her own workload to stop you from making hiring/spending mistakes.
Kim came on this ride with me 6.5 years ago with the same attitude she approaches any stretch goal I put in front of her:
"You want me to do what?" at the ask.
Deliberation, talks it through, wheels turn.
Closes with "Yeah, I'm not sure but let me give it some thought..." with a touch of self-doubt.
And then, says, "Hold my beer (well, gin)" and delivers something in less time and beyond what your expectations even were.
But one asset I value the most is our ability to problem solve together. We sometimes bring a different perspective, but we tackle each issue with no ego, no pride in authorship, and a never ending, "Well what if we...yeah, no you're right, that's bananas..."
Add to all this that our clients adore her (there's a page FULL of accolades on our site), that she can build a relationship with anyone (spy her at a networking event casually talking foreign affairs with who she didn't realize was the most important person in the room), that she used to lead comms for Senators on the Hill (yes, you DO recognize her from C-SPAN! She's that famous...), is deeply passionate about the holiday season (same, same) and does this all while being a mom to three incredible kiddos and wife of 20+ years to Pat, and you can see why this place wouldn't be what it is without her.
All the feels in not only promoting Kim, but getting to bring someone up to the C-Suite for the first time, just a few weeks shy of our seven year anniversary.
#samsales
I've known Kim for 20 years.
She's a personality like no other.
With a 4.0 from William & Mary, she's brilliant to boot, without an ounce of conceit. In fact, most would argue that she is unmatched in self-deprecating humor.
When you build a company, you need a #2 who thinks about the business as much as you do, who is proactive beyond measure, who thinks 24/36 months from now, and one who even strategically stretches her own workload to stop you from making hiring/spending mistakes.
Kim came on this ride with me 6.5 years ago with the same attitude she approaches any stretch goal I put in front of her:
"You want me to do what?" at the ask.
Deliberation, talks it through, wheels turn.
Closes with "Yeah, I'm not sure but let me give it some thought..." with a touch of self-doubt.
And then, says, "Hold my beer (well, gin)" and delivers something in less time and beyond what your expectations even were.
But one asset I value the most is our ability to problem solve together. We sometimes bring a different perspective, but we tackle each issue with no ego, no pride in authorship, and a never ending, "Well what if we...yeah, no you're right, that's bananas..."
Add to all this that our clients adore her (there's a page FULL of accolades on our site), that she can build a relationship with anyone (spy her at a networking event casually talking foreign affairs with who she didn't realize was the most important person in the room), that she used to lead comms for Senators on the Hill (yes, you DO recognize her from C-SPAN! She's that famous...), is deeply passionate about the holiday season (same, same) and does this all while being a mom to three incredible kiddos and wife of 20+ years to Pat, and you can see why this place wouldn't be what it is without her.
All the feels in not only promoting Kim, but getting to bring someone up to the C-Suite for the first time, just a few weeks shy of our seven year anniversary.
#samsales
I've spent over 15 years being a road warrior, and like many of you, I've picked up a few dozen travel tips and hacks along the way, here are few of my favorites:
1. A cosmetic bag that has a duplicate of whatever products I use so I don't have to pack/re-pack each week. It still means I somehow forget my hairbrush 50% of the time, but less likely I flee without deodorant (again).
2. Get someone (or something) whoâs in your corner like Navan Edge - innumerable advantages but one I love is that it remembers your preferences for hotels and pre-requests them for you. If you like a pillow type, if you'd like extra water, or have a preference for your floor or how far/near you are to an elevator, it'll call the hotel for you in advance, without you having to remember to ask.
https://lnkd.in/dvi8-uac - if youâd like to try it yourself for free!
3. If I'm at a hotel that offers a credit - say $100 towards food/bev - but I know I won't need it, I'll use it anyway.
I'll order a small pot of coffee, pay the $17 for it and then tip the $83 remaining dollars. All of that is included in your $100 credit and you can make one hell of an unexpected difference in that waiter's day.
#samsales #NavanEdgePartner
1. A cosmetic bag that has a duplicate of whatever products I use so I don't have to pack/re-pack each week. It still means I somehow forget my hairbrush 50% of the time, but less likely I flee without deodorant (again).
2. Get someone (or something) whoâs in your corner like Navan Edge - innumerable advantages but one I love is that it remembers your preferences for hotels and pre-requests them for you. If you like a pillow type, if you'd like extra water, or have a preference for your floor or how far/near you are to an elevator, it'll call the hotel for you in advance, without you having to remember to ask.
https://lnkd.in/dvi8-uac - if youâd like to try it yourself for free!
3. If I'm at a hotel that offers a credit - say $100 towards food/bev - but I know I won't need it, I'll use it anyway.
I'll order a small pot of coffee, pay the $17 for it and then tip the $83 remaining dollars. All of that is included in your $100 credit and you can make one hell of an unexpected difference in that waiter's day.
#samsales #NavanEdgePartner
âWe prioritize the schedules of the moms who work for us - mom first, employee second.â
A few days ago, unprompted, Joe Daly, had this shipped to me. No asks, just a chance to get his company a little visibility to a party of one.
And in a fashion that makes our #samsales hearts beam, he chose generosity in volume, sent a handwritten card, all while including my husband in the gift.
But when I asked about his company, he shared how the company started and the momâs network that hand-packs and makes all of these in TX, and how they prioritize their schedules as parents, and coordinates scheduling every week based on their availability. đĽš
So, I thought Iâd return the generosity for a company doing some incredible work, with the loveliest leather notebooks around, and see if his effort can get more than just a few eyes on what theyâre building.
#samsales
A few days ago, unprompted, Joe Daly, had this shipped to me. No asks, just a chance to get his company a little visibility to a party of one.
And in a fashion that makes our #samsales hearts beam, he chose generosity in volume, sent a handwritten card, all while including my husband in the gift.
But when I asked about his company, he shared how the company started and the momâs network that hand-packs and makes all of these in TX, and how they prioritize their schedules as parents, and coordinates scheduling every week based on their availability. đĽš
So, I thought Iâd return the generosity for a company doing some incredible work, with the loveliest leather notebooks around, and see if his effort can get more than just a few eyes on what theyâre building.
#samsales
Early in my sales career, I was embarrassed to be in sales. So much so that I changed my title to âbusiness developmentâ. Much more elegant, right?
But my entire perspective changed when someone taught me what we teach every client at #samsales:
Our job is to solve, not to sell.
Just change that one perspective. In every email you send, in every call you run, in every referral intro you get.
Take discovery calls as a start: if your job is to solve their challenge(s), your approach to the call will completely change. You canât solve what you donât know about, so suddenly youâre asking vs pitching.
People arenât talking to us because we coerced them into a call; theyâre on because thereâs an issue they hope you can solve for them, or educate them on, as a start.
And what a likeable breath of fresh air youâll be compared to every other call they have.
#samsales
But my entire perspective changed when someone taught me what we teach every client at #samsales:
Our job is to solve, not to sell.
Just change that one perspective. In every email you send, in every call you run, in every referral intro you get.
Take discovery calls as a start: if your job is to solve their challenge(s), your approach to the call will completely change. You canât solve what you donât know about, so suddenly youâre asking vs pitching.
People arenât talking to us because we coerced them into a call; theyâre on because thereâs an issue they hope you can solve for them, or educate them on, as a start.
And what a likeable breath of fresh air youâll be compared to every other call they have.
#samsales
This week, LinkedIn slowly started rolling out this lovely little feature to flag AI-generated content. You should soon see it on your app and then desktop.
A few thoughts:
A. What a delight
B. If there's anything you're going to outsource to AI, why on Earth would you defer to the C+ average of the Internet to represent your own thoughts and personal brand?
C. For every "I'll use AI to write my posts!" thought, consider that your readers already know AI when they see it, but that LI will deprioritize your content as well, leading to a negative brand impact.
D. It might be me, but this language feels off brand for LinkedIn - it's lacking...polish? Formality? Executive presence?
It's mostly the "slop" that is off-putting. Like in Father of the Bride, "I don't think you want the word PIT...on a wedding invitation, George."
Perhaps "AI-Generated, Low Value" or "Flagging As Potential AI" would be better?
Either way, curious how this turns out - will the flag be abused, will it be a short-attention-span button users use and forget, or will the outcomes be undesirable and we'll see the flag disappear in a few week's time?
#samsales
A few thoughts:
A. What a delight
B. If there's anything you're going to outsource to AI, why on Earth would you defer to the C+ average of the Internet to represent your own thoughts and personal brand?
C. For every "I'll use AI to write my posts!" thought, consider that your readers already know AI when they see it, but that LI will deprioritize your content as well, leading to a negative brand impact.
D. It might be me, but this language feels off brand for LinkedIn - it's lacking...polish? Formality? Executive presence?
It's mostly the "slop" that is off-putting. Like in Father of the Bride, "I don't think you want the word PIT...on a wedding invitation, George."
Perhaps "AI-Generated, Low Value" or "Flagging As Potential AI" would be better?
Either way, curious how this turns out - will the flag be abused, will it be a short-attention-span button users use and forget, or will the outcomes be undesirable and we'll see the flag disappear in a few week's time?
#samsales
This week, I was honored to be the keynote for Gustoâs Presidentâs Club in Cancun! A first for me and such a cool idea to give to their top performers.
A few things I loved:
- In addition to the larger Pennyâs Club winners, this was their first time celebrating Pennyâs Circle winners, who are 4x Club winners or top of their categories for last fiscal.
- They created a market full of local goods and surprised each attendee with $150 to spend.
- We facilitated a discussion with a handful of the winners to share super specific tactics on what made them successful this year. âMaintaining the BDR mindsetâ was a favorite share.
- We agreed someone would corral those notes and host a webinar for all sellers to learn from what was shared.
- One of their core values is Debate and Commit. Letâs debate change, perspective, etc and then commit to the plan moving forward. Such an awesome way to be heard and then problem solve an action plan.
- The swag, the sweet gifts delivered to the room, and all the thoughtful words shared about their peers, their bosses, and the unseen work the leaders do each day.
The authentcity and positive culture can really be felt, and not just in this room of gleeful top performers. I am a Gustomer, as is the lingo, and have had such a positive experience with the platform and service - was a full circle moment to be here.
Congrats to all the winners - thanks for making me feel so welcome, and to our planning partners for being impossibly lovely to work with these last few months!
#samsales
A few things I loved:
- In addition to the larger Pennyâs Club winners, this was their first time celebrating Pennyâs Circle winners, who are 4x Club winners or top of their categories for last fiscal.
- They created a market full of local goods and surprised each attendee with $150 to spend.
- We facilitated a discussion with a handful of the winners to share super specific tactics on what made them successful this year. âMaintaining the BDR mindsetâ was a favorite share.
- We agreed someone would corral those notes and host a webinar for all sellers to learn from what was shared.
- One of their core values is Debate and Commit. Letâs debate change, perspective, etc and then commit to the plan moving forward. Such an awesome way to be heard and then problem solve an action plan.
- The swag, the sweet gifts delivered to the room, and all the thoughtful words shared about their peers, their bosses, and the unseen work the leaders do each day.
The authentcity and positive culture can really be felt, and not just in this room of gleeful top performers. I am a Gustomer, as is the lingo, and have had such a positive experience with the platform and service - was a full circle moment to be here.
Congrats to all the winners - thanks for making me feel so welcome, and to our planning partners for being impossibly lovely to work with these last few months!
#samsales
Road tripping to NYC for 3 days of shooting for 30 Minutes to President's Clubâs 7th course! Even Starbucks is hyped⌠;)
Make-up free, a very worn #samsales hoodie, no speeding ticketsâŚyet.
#samsales
Make-up free, a very worn #samsales hoodie, no speeding ticketsâŚyet.
#samsales
I Slacked our team to celebrate something that might seem trivial: when I look at their IG posts, half the comments are from our team.
Even for employees who have since flown the coop, we still show up for them.
Yesterday, Kristen Keith, on our team, sent this to our Slack, as she noticed I didnât send my traditional Friday video, and was quiet on Slack on Monday (summer Fridays + travel to NYC got the better of me!), she made a note to remind herself to check in on me.
There are 1000 things I adore about the all-women team weâve built, but one core one is the EQ, care, and investment we all make in each other, and itâs not lost on me how exceptional our culture is.
â¤ď¸â¤ď¸â¤ď¸
#samsales
Even for employees who have since flown the coop, we still show up for them.
Yesterday, Kristen Keith, on our team, sent this to our Slack, as she noticed I didnât send my traditional Friday video, and was quiet on Slack on Monday (summer Fridays + travel to NYC got the better of me!), she made a note to remind herself to check in on me.
There are 1000 things I adore about the all-women team weâve built, but one core one is the EQ, care, and investment we all make in each other, and itâs not lost on me how exceptional our culture is.
â¤ď¸â¤ď¸â¤ď¸
#samsales
It's pretty easy to log on to LinkedIn these days and feel less than, especially if you're just getting started here or in your career.
Everyone is speaking on big stages
Everyone's business is at 48395384 ARR in only three days
Everyone's book is an instant best seller
I wish I had been an overnight success
I wish I had amassed my following in 6 weeks of "just post every day!!"
I wish our business was at 58095843 in ARR (it's shy of that by a few bucks, obvi...)
But, that kind of success is rare.
While I've been consistently successful throughout my nearly 20 years in sales, it's been a shit load of hard work. Doing the things others won't, putting in the hours, losing hundreds and hundreds of deals to the few hundred I've won, failing miserably on tests I've run, waking up early, burning out, being a road warrior, etc.
If you're just starting out, remember...
We all started somewhere
Creative positioning can be very misleading
Stay the course, be consistent
Build a process for the goal you are chasing
Invest in learning - find the honest voices that have the receipts, take what you like, leave the rest
Do today what you'll have wished you'd done a year from now...
#samsales
Everyone is speaking on big stages
Everyone's business is at 48395384 ARR in only three days
Everyone's book is an instant best seller
I wish I had been an overnight success
I wish I had amassed my following in 6 weeks of "just post every day!!"
I wish our business was at 58095843 in ARR (it's shy of that by a few bucks, obvi...)
But, that kind of success is rare.
While I've been consistently successful throughout my nearly 20 years in sales, it's been a shit load of hard work. Doing the things others won't, putting in the hours, losing hundreds and hundreds of deals to the few hundred I've won, failing miserably on tests I've run, waking up early, burning out, being a road warrior, etc.
If you're just starting out, remember...
We all started somewhere
Creative positioning can be very misleading
Stay the course, be consistent
Build a process for the goal you are chasing
Invest in learning - find the honest voices that have the receipts, take what you like, leave the rest
Do today what you'll have wished you'd done a year from now...
#samsales
The easiest way to get promoted isn't by doing good work and hoping you're seen. It's by having this conversation with your boss, their skip-level, and a peer or two:
"My hope is to be considered for xyz role when another one opens, and I'd be grateful for your feedback.
Do you think I'm ready for the role now, or are their skill set gaps I can be working on over the next year to ensure I have the best shot at it? What can I do today to make sure I'm as strong of a candidate as I can be?"
Speak early and loudly about your goals, be open to what you have to work on, and ensure your sponsors and mentors are looped in, too, so they can keep their ears out and advocate for you as well.
Bonus: you may not like or even trust the feedback you get from your leader, which is why those mentors and sponsors are key. They can either give you more grounded advice, or reinforce what you received, even if you didn't like it.
#samsales
"My hope is to be considered for xyz role when another one opens, and I'd be grateful for your feedback.
Do you think I'm ready for the role now, or are their skill set gaps I can be working on over the next year to ensure I have the best shot at it? What can I do today to make sure I'm as strong of a candidate as I can be?"
Speak early and loudly about your goals, be open to what you have to work on, and ensure your sponsors and mentors are looped in, too, so they can keep their ears out and advocate for you as well.
Bonus: you may not like or even trust the feedback you get from your leader, which is why those mentors and sponsors are key. They can either give you more grounded advice, or reinforce what you received, even if you didn't like it.
#samsales