Explore all emails from SamSales

Sam's giving her best LISN tips in this webinar on April 10th! View in browser (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyg65n4LbW7lCGcx6lZ3kXW11B-1c2L-RWgW2C62gJ3gVW4hVrCQpk4zFhjVV97T772wjZ0dW1VP4X22NLTncW7N-vbc2BWvVyW4rmtpr3L-2KnW7VPcQh7v6GbpW5_Vyc73lGW54W74cK6l7TMpDFW7Nqd1m1SVbC6MBrgHmlTrHFW8WbK_r5xHWGBW5zxMh93hq68CW2N86s162czKSN2GncQ81GnkbW80Js2N5Yx-rWN5GtbvGDLKSvN4w65ccp9t_CW2RrdNd11Kkz2W7T6-J22xsKfYW1YPg-41F1Fx1W8_RV0d7xgg5VW6f11qR59kSnnW6yy1qN4M8FJHW5-6mtn5WTQRYW8H3nKg4V43-_N4BQW8y9bd8_W71jRB045HqWlW5lcn8T1ws7yjW31_4Wv4sS-S7VG_LnZ38L-NrN24bFM0C0JC-W9bwDKl3H2h7TW6FXb2g7tSMCRW7bYQM41W174mW42PRpX3s_NL_N98hNpZh1chMV7XNbX66XyfXW5WFYJF4MHSj1f5R5yBb04 ) March Madness 🤝 sales forecasting: stand by your picks with confidence, hit “commit,” and then one buzzer-beater makes it all come crumbling down. As we kick off the Sweet Sixteen, may your brackets be strong, and may your latest lead turn into your Cinderella run. LET'S GO, EOQ!!! 🚀 HOOP! There it is: the top posts from LinkedIn this week: 🏀 Job changes are gold mines for leads (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyfd5b5l4W5BWr2F6lZ3nSW8sQV668xdCRzVjWW9j1_H0QPW2577Qm677FTgW24ZLy31LB6jmW7HpJp48-RZKBW8fJPKl2GmdtWW3kb5yJ7KSvsdW5QmnL85GxkB1W4VgNBN1s87tpN95chTlWS7f5W1l-6vs7rs5MgW18gjgN1MMS0wW8jWf968gh53FW8bxmBS5vwB6NW9d8NG487qj1RW7gDt6q6s759LN6B_XY4GVslgW4dLTyH2fNcr9W1lxLGD3pGZKvVW81TP9810RhN6WJqVSNqFGhW5_MPTS2KrsH8W6RcS8Z1CQzDpW5N4spD6-sh5cW6Mfk7M3FF2DcW5L5gY09bRyLdN96j-jQwyYfDN2qPhplctVVlW6VlHq47cmN7CW8sQcVP6RNL41N2yhyN_3TgXLW4k7fmP1sjcSsW7ztxG38x8bpFW12xhgN7W_M_kf2wD5GF04 ) . But you have to start with EQ. 🏀 Speaking of job changes (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyfx5b5l4W69t95C6lZ3q7W45htxK64pJwrW3R0V7720TpGTW263bZd8zz96zW8KJ99Z2g2RXHW7m6P-v4Y2k3bW6RYSJX3j-mhKW8BbNk-7QJCK2W32YFhH2cPX1wW9bsJZn7nndGcN17TLFZVkLyjW1qRkZD6TpSrGW7LLhgj2_BzhMN6Rf852gY5NcW1RfNks1BPxY2W2FMTJm5xn3LWW2Fxts24YZHWlW19Zkxc5_nNtJW7lMSgb32b9g4W7N1kP23qcpkMW2pV2k76smqWpN1c_ZX24G4TYW5wXmqc5_6RQDW7SxlMj97YTNHW8lhj3d10Z7q6W4l3Zqy5qyDZMW86f8QQ3KLCgqW6GwytW7thMSGW7qBl2Z15SPc4W3SDW0w3hH52sW6jm0WY3Jf07WW7LLC3N4Gcc6vW20F3_61M4Q-NN7W04XnBcDntW3t2cS86mftT1W4xCcXq6m1-6pW8pcDdx7JQZlrf2rcsnW04 ) , here's a simple way to stay on top of them! 🏀 What's the worst way to start a discovery call (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4RsyfR5b5l4W6N1X8z6lZ3nhW30hyc-5qFSBRW3Kw8MF8r6tDNW3zWhTW9j_bjgW6bJnPB3hXv-WW90SMN160NhkmW5l0qfn1RnYPpW2kC9PD458XNFW7x5xPR6FzSfQW5yGT3p4XDfDMW2NqCWy8cHWVCW8tq9c-5VbVtwW7MpBnp536bHJV901P964CxlKW8y8gh-3bhJgbW3jsH4K67cfh-W3zvRtt1WzMJYW8fg_w04pJdFbW2HMKNF7Tdg0YN1P62z1Yb9kgW276Wn-6-fgFyW3Hx-kz9jv89HW3LyYWx6tvQwnW8DCbCt35WRgtN95BRXG_Nf-sVVxJvx8XNFLdW3htm8r8tyMY_W5MYH6s7wBGdDN89r7vgV8qmsW7fs-VG7L1JMsVsyTfR16dr4PW8bqYqX1gYyDRW8-NXV85lLwN0W8dTSq62PgfXzW8xMrTn6tsTDCW7vXWVp8s2-72W2yRHCH7P5L36W8s27TF2W3L80VfBdpf1bNBsYdknv9204 ) ? 👀 🏀 One tiny buyer move (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyfx5b5l4W69t95C6lZ3p3V8BvdT8rNFQxW5ldD8C6nY6ZXW86Z-nm4DXl8QW25L5vV4rfJp8W70x3KZ1Jdq2QW5rkJVs2ys5wzW6l7bcV7Dj-ByW1vt3JP5-w_vCW65wKS11BR2t5W7LkMgG61lkN2W6s8FY97GTrdGVSHnDc8hP1Q8W7_QsWR79KwPLW3wCk146hR7xRW3Hqyp251GnS7W6r2HJn2zhHZWW5BYpNy2ybbH8N961vL1Z2XcxVxl8kM19xflXW1V3P1w9dvlF5W5Z7crZ8Ckbz1W66lYR79kxCDYW17Dg_K1HN7FMW5kzJj65snYW9W4LWdpk71756gVDCSlj72PHBpVPX-Lc905JtwW5XmyfV8gg64HW18d9_p3f2899W1hkhSC4c4QTZW3HQX1B6Y5w7SW3sK7C_6nqBWrW77xP0Q2V4BT-W6C3VP715bppqW40F6CB601dSyW3-ZN7X51JJ6Pf8Dlyx404 ) changes everything for reps. Most companies miss this human empathy sales moment. 🏀 Sam's income streak started with one relentless habit (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyfx5b5l4W69t95C6lZ3mrW3xNXrf8YYkdyW6FgV8Y2_1cTFW5_gfjz75bCPJW6CCXC92XTsVkW8wZPrZ4JDD-SW1g4jh25kVLn6W70j5B055qzbdVFT9BP1z_04-W1Lg57426YQL5W4mcfFx6Hnb70W4DhlVN1njCgQW3SbXDH1KQ72mW5MQsGS1kk_9YW5NSWKY45lDLWN7T-JTNSJ8WXVBNzgy233d2GN5vD8JDd9ZG_N5-kLxydKsY-W7fwv-T13qHHGVg-JDv4yK86PW1xN2kB2mxVyfN6VBwVxYRrmXW6JkK_R6rLkGHN6x_6Qtv7rsxW7LHcpf7-lwYrTZS6S457nL1W5KVTgD655LB5VclCL97Vfj99W69tX115NgwL8W2_BFv97YQ_svW6tNcPY8tLSwhW6KFMs_2LBJy8N2MTl9THK_RbW2c3n1C2ZFg0vN71M8fJPkKt0N8MhY1Gkj_1Hf6P_W6H04 ) . 🏀 Growing up doesn’t mean becoming someone else (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyfd5b5l4W5BWr2F6lZ3mcW9l1Qsb3WbVLKN3ywmRy2jsXHW4G77K63x1-H-W9jkNBz3KlDWyW6c5xfG6XkB-yVK4J7Q7yYWdLW6JhdZq4wH5BPW7yV2Vp4m6LDJN4w28Wp2p_8YW1NyrV61MdyMcW6btcRr60gBb9N4ZZXt4h-sBXW99Vk3K3zrl1LW4Tm2105f3C30W3_L0Gf15P-76W1gS5v76BZDKhW6-k2N-4t38tbW27-mpR1035kBN6Xq8k3dyf5mW1Ktc7s4l5LgzW4mC0G65d0f1nW2prW304Tz0l0W963L5k3lCrj8VDKtTb4yFX-NW82BjRl4rNkHxW6RFLHb4-6g3kW1FsWYF7WV-8mW6JT8Gc4cfFXSMgq5tnwkJ_PW1TQy5r1ZD1KjVZzK1w6kmJCpW6DP7hP2DyWSRN1rKJpcYxnj7VJHbpr8hjm-bf1Rfy_K04 ) . 🏀 They agreed, then vanished? This follow-up hack (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyfx5b5l4W69t95C6lZ3kBW838KGG6t0J6XW3cDPyV5-VGCCN56BKf0xsw7YW5XHX5P6KJVsbW2mYSKq1MdMhkVRlLwr3fCPFVVZqHCx1j3xGcW2L5rY59b395LVHwSjP6wCK2YW6qgcP74k7gWZW6G5-zw57S40TW8kBRq7642qm5W3y5-Sx8k1jL6W6_lV6Y8ZcXXWW7K8XJv17Td4pW4xxGHk3yg6z_V7NNJ156sR6kW8Mr2xj5jlQ_rW2_r3nh2KS28pW4bBRYs8QbnG9VbLnw79k43V-W15rXSd4RdqLxW3ZhXCj83TXMHW4dGS3k5hjY8xW3CV5QG34jDG5W85BJvx614bp3W52hfc_7qvdw2W7JYjsB8VDr8cW1zkldl4JMVSFW8-NFrM6WJ_P-W74pzf23RgZ9FVlZ3fz5fPpYwW8DZYn16b2cb4W92qMDh52pcRjW8SV95k55255bW6FxFPc3gnlLtf5K-jds04 ) works ridiculously often. 🏀 You know your product is better than the incumbent's (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4RsydY5b5l4W50kH_H6lZ3p2W5mvZlf3tn3k-W49b04w5sx1rlN4PqcRWwr5JqW7Ff2Wh8K3GD8MChYjTwjMlYN5hK7ZtLZlfKW17K4jP8q3s74W55xJqz22cs13W207Yrg3nLCgpW5jwmj17GHbz4W6yfXrt3qFjp_N4L4GxNv-Y-qN6WYXj-nj2qDW5yltrs6tcG6vW8d4HCy7nFN10W90YfX98ZKZN-W89yx1g1NVWwWW4dbZT37Vb1zwW1mFtg05-v18KW2y9Lj67dhc99W68B8yC5fYGvmW3ZDy2H72KtWdW6D8qyV4kxVvrW73QcYC5bdhphW8yPWM-8qgSD2W2gV30m3tYpwgN8CjpbG2VVsFW1Vp7LV13HjNVW1GJZG04hjWBkW4vLvKJ3k5NF8W4XyFLX5v6NJZW94bk7G5HfqZpf171wSg04 ) ...so why does your buyer keep saying "no"? 🏀 Does your sales email need to be relevant or personalized (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyfx5b5l4W69t95C6lZ3n2W7YLB9P7K1VqNN6z89VW-Kmg-V4mslY2Y12_qW5M3wbR4G-PXJN8hxXM3fHCJzVr7XVG1Kpn3wW70Pwzd5lFKG1W97xgQ-170k6DN46YChnxQ0MYW7JMzfD47gJVyW2S3Z1B4qcpRNN4h3qWrtJgMcW3CyqCm5-6v5yW7_KXqR4-NyDTW7FBgPB6CdQy0N2lTyT0L-bcqW8-0H2g4sKpDvW1zbgF-3ZqTP5W65-b-892R-wLW38hJLf7c7wHQW3HXHrv87VklmW6X4ckV2QF7lNV794ft5h6Sj_W2PRJdW6j1bZ0W73jmFL90F5GDW5RSt0n6gjNBJW2L11Lm1RXb98W7cY_pP7361ydW2wPqWk5sbCkZW6M91-z5gV0RbW95n3Ql88gbWBW48X6KG2dTwF3VGmdq06l3CgxW37x0PC5TQ2H7W7b30JV1HrcBzW7zTcZH9hWGDvf8gYB_K04 ) ? Both, but not in the way that you may think. Speed To (Job Change) Lead Track it with ZoomInfo's GTM Studio In 2014, Sam created a process around leads that created 1.433M of pipeline in one year, none of which was hers, and that she leveraged in her annual review. How? Just by tracking the job changes of champions. Some were promotions or lateral moves to different divisions, but most were out of her territory or on accounts that had already been passed to AMs. One of the many features available in ZoomInfo's GTM Studio is the ability to track the same for your own pipeline, and capitalize on speed-to-(job change)-lead. Or you can keep an eye out and flag big moves + details for your peers, like Sam did. What process did she follow after flagging these job changes? She wrote a quick note to the AE + their leader, gave them the scoop, and offered to make an intro. Then she looked to see if pipeline was created, and tracked it. Not only did she contribute to cross-functional company goals in a different way, but it also gave her visibility with different leaders. She could then offer tangible data around her contribution to the company outside of her own numbers. Want to steal this play?! Check it out with ZoomInfo's GTM Studio! Check it out (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4RsygK3pyd0W8wLKSR6lZ3q4W5yf1BF1L66kqW5pHPw44p_lrXW7TwPSY4PmN6qW1MpXlF51L8NGW1bmtCr6dTdtVW997_9p3yBh54N1JWrQknzVMpW91chVS7SH5KgW51Yqg56yGYFNN3zpBLktjjn6W7dxrW61WNvNvN35CCgtY_1QRW1sLmcw8v4NgDW6Q111y347ZHtW8JgKTh7gLQ89N54TtylWBzHNW6PKK5B6FG_4WMttrc_l8nk7W8j9YBZ7-7gsSW6RZ6M-6BqWDzW82LVMl3xXWPjVp8tHJ5SQZl9W3SMdqQ72CWHkN3wV0Dn51HDLW80myZV8NGjl7W4NC-hz47t08YW2SSXWl5jmjfRW5kt3Ft1G_4Xnf5DnLxd04 ) LinkedIn Sales Navigator Workshop with Sam McKenna (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsygq3pyd0W7Y8-PT6lZ3nMN3rNwbxW90fNW4rX8Fk1V_g4yW36NYWw6WQc70W2FwfyT4_DgysW29pYYk4-1912W5KNMPz10hq6TW76DMqQ33LfCFW9kBGZ58dQsSbW3kSbTs9l-mT5W1-D4RH878c30VXdDtf95zq6fW1zGxgD6y7dljN7ZlyD4l5htPW2mrTxf9fB9R1W64d32B122sckW7wTnrM2B_R35V9wJDK2bCjclVK1K_w3Qzq6mW6vXbXP8H5991W594nPN2QzpC3W570PlG2fH2DVW3CVS8w6tn2v0W8kHWZR3TqQLBVVyD9k8B7RLfN6ycnkG9YYL-W2mvzcY6FCmw7f6ptmvW04 ) The number one tool you need in sales today is LinkedIn Sales Navigator, hands down. The problem? Hardly any sellers and sales leaders we talk to are using it to its full capacity. (Pssst...many are hardly using it at minimum capacity!) The reason? Because they've been taught how to use it, but not how to use it to sell. As a former ENT sales leader for LinkedIn Sales Navigator and as the expert who is consistently tapped by LinkedIn for her expertise, Sam has the insider knowledge you need to turn your pipeline into a goldmine. What can you expect from this tactical workshop? 💥 Three actionable plays for sellers and front-line leaders to drive immediate (!!) warm leads 💥 The next steps to take after launching the above plays 💥 A fresh and modern perspective on controlling your pipeline and closing more business 💥 An opportunity to ask Sam your burning LISN question in the Q&A! If you're looking to break through to senior decision-makers, self-source pipeline, control deal velocity, and directly engage high-value prospects, this is a session you don’t want to miss. Register below! Save your seat (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsygq3pyd0W7Y8-PT6lZ3nMN3rNwbxW90fNW4rX8Fk1V_g4yW36NYWw6WQc70W2FwfyT4_DgysW29pYYk4-1912W5KNMPz10hq6TW76DMqQ33LfCFW9kBGZ58dQsSbW3kSbTs9l-mT5W1-D4RH878c30VXdDtf95zq6fW1zGxgD6y7dljN7ZlyD4l5htPW2mrTxf9fB9R1W64d32B122sckW7wTnrM2B_R35V9wJDK2bCjclVK1K_w3Qzq6mW6vXbXP8H5991W594nPN2QzpC3W570PlG2fH2DVW3CVS8w6tn2v0W8kHWZR3TqQLBVVyD9k8B7RLfN6ycnkG9YYL-W2mvzcY6FCmw7f6ptmvW04 ) Feeling Pressure To Discount? A Second Opinion When you heavily discount your deals, it cheapens your brand and hurts your commission - especially if you’re already hitting quota. We've probably all been pressured to do it anyway, especially if it can help the team meet their number. How can you be strategic in your response and find the best path forward? Remember quality over quantity wins today. Watch the YouTube short below to hear Sam's take! Discounting Image (2) (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyg63pyd0W7lCdLW6lZ3myW6HQYWM1M9ZGhW2gdDwm1mYS11W7j1L0C3GxcCtW1QNjy-3w4FTGW5SyZ-958-clqW8KM7Dz2RVvY-W2XBV1J2fd2bYW7VZgZP4Hrh5-W93YZrx37DK8bN3NdKVmWFShCW4w2MWj7-rK6HW5hCC4g69CXy9W9dLrWY3nlyHfW2BNMMT5mFDsYN4GBQJL5hJ50VrNZ_V81jXZZW84Mjk65pWsWYW8b33D-6v_cTRW3bq0Pv5xmqBBW4rnKd22ZzbLvW7wGClt5dmpRXW1F7rF33xfFQ2N1G4n-jr5rB5W3JSt3F97pb1pf2QR0Gg04 ) Watch it here (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWR7dz1676jMVbV1Dh3YLbSlW2_PQhc5M7xnvN4Rsyg63pyd0W7lCdLW6lZ3myW6HQYWM1M9ZGhW2gdDwm1mYS11W7j1L0C3GxcCtW1QNjy-3w4FTGW5SyZ-958-clqW8KM7Dz2RVvY-W2XBV1J2fd2bYW7VZgZP4Hrh5-W93YZrx37DK8bN3NdKVmWFShCW4w2MWj7-rK6HW5hCC4g69CXy9W9dLrWY3nlyHfW2BNMMT5mFDsYN4GBQJL5hJ50VrNZ_V81jXZZW84Mjk65pWsWYW8b33D-6v_cTRW3bq0Pv5xmqBBW4rnKd22ZzbLvW7wGClt5dmpRXW1F7rF33xfFQ2N1G4n-jr5rB5W3JSt3F97pb1pf2QR0Gg04 ) Was this email forwarded to you? 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Join Sam alongside People.ai Chief Customer Officer this Thursday ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ View in browser (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWTgld3kz0FpW2-_pfj28-W0kW8mS6hr5K48SBN5DTzkC5n4LbW69t95C6lZ3mvMjYrMYbwT5xW2Tpb1_7qK6w8VsGWgw3Yr-KgW9dfrf17LNZCqN1sHdmTvqRdsW1xHGbX73kxtCW3WKZFM3tvFTCVHVQNp7dLthSW4-M51N5zg6r1W900clN5XwCrJW7DxGBM4_W9FgW70dRzy95tR1lW5zZSC_4mCqVnN9lrcjl6H6fvW1jVqXx8HMQs9W8xD4zj8_QJzjN3HY7-cZYHLMW5gNMt3214rxbW5__Ffh8H9nPlW6T0N4t5w8F0zV1X1FC7PwSgPW7H0GxJ6J9GvCW2J4Dxv453s80W95PnQg87KBxpW6nGl0P8rlmC_W3Z0L_Q7MkM4wN5Ql-wXs8fHfW5mFbYw1mH3HzW2M69xh4j5BYvW5vkJ9n7XwxSkW6rs0lB1W-xQ6W5F4C7972fByYW2J4pnj3-gsL4W83FX3P147ctzW2rG2J66qS3bYW8vk6GN3dWFlHf8Mp8j804 ) Show Me You Know Me® Live With Sam On 2/5/26 The same lazy research that gets your email ignored is the blind spot killing deals in your pipeline and customers post-sale. That's not a coincidence. When you don't truly know your buyer, you miss the red flags. The deal slips. The customer churns. And by the time you see it, it's already gone. We've teamed up with People.ai (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWTgld3kz0FpW2-_pfj28-W0kW8mS6hr5K48SBN5DTzlb5n4LbW7lCGcx6lZ3lPW4-28Mh22sCR5W4p6P3l8PqRcLW2jrF__8Pl5BSW8rBqRK9cc5gmW7ZnPFB1KzL6VW6Jx8cc5cRj09W10myt46kV9ZbW32lxg05GbmnRW2K7cJK594hwGW66S9-d3rcF68VYQ6344_BT2gW9lKPKS15zGKNW4YcQH-2rkZyjW7mC71h8T_t3VV37fN_2JNQfcW4N9q8g2gKwkZVZljPM9bNhj5VRWD3B1dnWRGW425V4x3qCTHYW1jnVHp3hLqtcW4Sxr2M2RfkvBN4LWP1gPxhLFW6PmKBW6vr8F3N8t0F4s8GBjKW3pjTQd8hF2W4W3CK_vD12rh1BW6NyhSD7YK6VKN3Dlb1gVrXjnW6CyVR04m08HTW1Yknxd4tmbDrW2vCF7d4dXh4GW40yQhW4mpnLcN5V6KNB9pLR1N4v_9Q98ZmKGN8HNfJ51yJXYN2Yf-yr30KwpW6QkYPX2HhR6XN4R7npDdWcgMW10X0703Y0frCV6P0V52tjfnKf963Mtl04 ) to break down our trademarked methodology, Show Me You Know Me®, that not only gets 7x the reply rates compared to the industry average, but it's also the thread that builds trust and connection throughout the sales cycle and beyond. #samsales and People.ai Webinar Banner (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWTgld3kz0FpW2-_pfj28-W0kW8mS6hr5K48SBN5DTzlb5n4LbW7lCGcx6lZ3lPW4-28Mh22sCR5W4p6P3l8PqRcLW2jrF__8Pl5BSW8rBqRK9cc5gmW7ZnPFB1KzL6VW6Jx8cc5cRj09W10myt46kV9ZbW32lxg05GbmnRW2K7cJK594hwGW66S9-d3rcF68VYQ6344_BT2gW9lKPKS15zGKNW4YcQH-2rkZyjW7mC71h8T_t3VV37fN_2JNQfcW4N9q8g2gKwkZVZljPM9bNhj5VRWD3B1dnWRGW425V4x3qCTHYW1jnVHp3hLqtcW4Sxr2M2RfkvBN4LWP1gPxhLFW6PmKBW6vr8F3N8t0F4s8GBjKW3pjTQd8hF2W4W3CK_vD12rh1BW6NyhSD7YK6VKN3Dlb1gVrXjnW6CyVR04m08HTW1Yknxd4tmbDrW2vCF7d4dXh4GW40yQhW4mpnLcN5V6KNB9pLR1N4v_9Q98ZmKGN8HNfJ51yJXYN2Yf-yr30KwpW6QkYPX2HhR6XN4R7npDdWcgMW10X0703Y0frCV6P0V52tjfnKf963Mtl04 ) Join us THIS THURSDAY to learn: 💥 Why shallow personalization is killing your deals and your retention 💥 How to spot risk before it surprises you - whether it's a stalled deal or a quiet customer 💥 How to build deep buyer intelligence without the manual work BONUS! Bring your questions to ask Sam LIVE during Q&A! 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We've all felt it...but where do we go from here? View in browser (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/MWnbpcPjD_nW4SL1jb2FbnMzW4bWRWk5JQ8DWN4dVQc85n4LbW7lCGcx6lZ3nDW2-tbR93VsXvyW3HZ66p5Y3Z_TW6GjZZR3dHNjRW1Xd6Vb7Grq7lW7ldtT3733zKCVpt5ZQ3sSk1tN1vnSc9NZb5tW6wp0TX3jDkxRW3TFKHN4p7X6rW1-428S92mVkkVjQBV83hcqSFMr6ZdLXQmCMW678sXy1kRhxYW2dc0Dw7C39H-W8jhjnb7xtH82W8wdKzR6FGSdtW49B5Rk41FG5gN7RDy4VKjZgGW5LbldQ6K6kQNVN1yt617VZ5vW3khhzP2BvC72W2yRJts56KBSfW7-XQt454RWMPW7q3YWK6VH1cZW48KhSL5F7mycN7N9xW6CMJQGN8hg8qpbqgM_N88524qfmydVN1hzvjkrghWRW4Cfp_g7G1qkJVCwNRY36Wz4rW213GlC4zK48yW9fgfT_2KfJnnW1lZFxY465DV5W96LqZZ4DXwZtW4FFW8c6xJHGGW2fgWMj56gty7W7qj0GM7q8F8sW7WXQ3-4F1rSbW34g3QY8RkD_3dfbHKR04 ) The LinkedIn Algo Is Changing Here's our client update We recently fired off an update to every one of our LinkedIn Executive Branding (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/MWnbpcPjD_nW4SL1jb2FbnMzW4bWRWk5JQ8DWN4dVQcM3pyd0W8wLKSR6lZ3pWW5mLldq7PkSV6W54NxSn5ZPMpPN50QcQTw5V9-W7S7tmN3g6sSjW22DS2y6ndlbCW4j0rwK9cPMkjW58pvnH2wTVzsN4_5QvyLwcbCF6qgXf_vGMdW63Y8RQ4bZG9HW37bdJ_6Xh9mwW7pz1Lq1lrtr2W7GvM109g0QLzV1gj764WRbd4W5_4p3Q6yzfwvW9bf-MQ8krrf7W8kCZv24MqjH0W82J11z2BgbsYV8xqCq5vmyJZW6kKK5m5_-TH4W1VV2pT25-FyTW3kyxmy39cz3pN7prrn7LYKRwN2PP1K6m-2ClW988VsN39T_t0W6S-yt_1RCv7BVL8_1V2-7_rtW651HCY7Pwl3sf6z-zbR04 ) clients on the changing nature of the algorithm and reach on LinkedIn. Here's a quick snippet from one part of our email, if you're also looking for a bit of reasoning on the changes. What we're seeing today: 🔎 Feed saturation: 20% more daily posts competing for the same space 🔎 Rise of suggested and paid content: now ~35% of all feeds 🔎 Quality filters: comments, saves, and profile clicks now count more than likes 🔎 Audience fatigue: people scroll faster and engage more selectively How the Algorithm “Thinks” Now: LinkedIn now groups every post into topic clusters (AI-based “buckets” like sustainability, leadership, or innovation). The stronger your connection to a clear theme, the more likely your content is to be suggested to new, relevant audiences beyond your followers. That’s why keywords and consistency of posting matters more than ever. The algorithm looks at your headline, about section, and recent posts to confirm your expertise before deciding who sees your content. Note, you might still see some posts doing tremendously well and wonder, am I the only one getting hit? One of the downfalls of social: easy to feel great about yourself when your content tanks... But, it's important to keep in mind that you only see half the story: the engagement and comments, not the impressions. Some of Sam's content that has the highest engagement also gets the lowest views, but some of her most curated-for-buyers-thought-leadership gets the lowest engagement and highest sends/saves. Take one of her posts on the LI/algo: 86 likes but 12,000+ impressions and 35 saves and 19 sends on LI. Then contrast that with her Dumb and Dumber GIF with 123 likes and 55,000 impressions so...at least it was shared around? 😏 But as always, do a quick check on your Dark Social score (impressions/likes) - if you're sailing above 50 on average, you're doing great. Above 70 (like the above) and it means your content is resonating and useful to broad audiences. If you start to get down about your results, just remember: this platform is like the gym. We get easy wins when we start, but things fluctuate daily, we hit plateaus, and what worked then doesn't work now. Keep. At. It. 💪 Sam's been posting since 2011, and in her own words, "LinkedIn has done more for me than I could ever pay back to it, even if it's a fickle little creature most days." Ultimate LinkedIn Branding Playbook (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/MWnbpcPjD_nW4SL1jb2FbnMzW4bWRWk5JQ8DWN4dVQcs3pyd0W7Y8-PT6lZ3kJW4jpFH24pgq46W6gHDTg1N9QpHW7jSZx82KVswXW8PKWfh6r78gtW7P4H_S5Ww659W3zX9vD3vWZq4W77SYyx62ysRKW7WKd062Lg7PbW77CXsP55ltd2W3tSRBt5VzHDbN7Yc77ZtpmqtN3wjZkrDZGkdVYF3dy2jzSd5W141w_Y3sFtBRW2rkxxT3GStDvW47DW854BzY4ZW3YzBKR85k0nLW8GDXG28tMg83W4KVswS18LKXQW76X-5395XHPBW3jh53V5mhj3dV83mM31xbrfGW31sTTd6-nm4CW2rvpk56Skf6vW74Wdls3wNm9qN7y2LcK3FzrXf6Gkp8n04 ) LinkedIn Button (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/MWnbpcPjD_nW4SL1jb2FbnMzW4bWRWk5JQ8DWN4dVQc83pyd0W7lCdLW6lZ3lKN43BDvgRNmmvW6l5SSW7Msq3HW5w_G4_5WCf-BW2w-LH-8f7Y15W1zlJS77VFkltW16c5KC5fKZyPW5kQGK95C_CBpV-hfty8lsh-RW4XtMfW2J3C8vW49h7DL8Lf14pW2nxSVR2M2V7kW2ks0_95LqtdmN70XX83wl8VyW2TDpJJ8cXLGfW2Tpxl191fjm3W7m-KJ38bb1tQW4VHgNC4gh3PkW5d2G4z3r1SMFW2YTf7L1DGHmDW95_qFb2yLFHMW7XWb9s2-zQ2VW1bg0q71W8NdkW40mtjP3_rm-vVhFSs-1Gk0QWf4KBcPj04 ) Email Button (mailto:smykm@samsalesconsulting.com) Website (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/MWnbpcPjD_nW4SL1jb2FbnMzW4bWRWk5JQ8DWN4dVQc83pyd0W7lCdLW6lZ3mXW1k9Qdh8vLGkvW1GzLm76-LjlrW1-2R1J34rwkjW4D8Tf71zNsJZW7nNlFd4_HyYYW352tb63-zh_sW7csXbT79zgxFW9c14Mm1-GGWXVVS1r36FZy1xW7qT2t27-6KSGW8Mwrz_6qkBR9W3mX3Tg2Xqh0cW4FcgG-7YdTDgVKfSVQ1vRL_kVPBmZV8Xr6bPW2qq1SS4Vm2NCN4B68vjjzvl2W7J1-BT598dvPW6dtR5054dFm7W2yjGN91Nh77rW79GqSp7S_nXwW7nkChQ4DdsscW4QzHXT7Z-THTN5f7yJmXMVtgf4BVP8j04 ) YouTube (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/MWnbpcPjD_nW4SL1jb2FbnMzW4bWRWk5JQ8DWN4dVQcs3pyd0W7Y8-PT6lZ3ltW9gqDyg8KfCK3W7hFBvg1k6kH1W2D_8K58-j0gwW6tw-xn6zgLBTW1_KmYX3Ld__SW8TLXJg6m7g-cW4Mc91g2nT0GWW2fxdJz41JBmDW40D5F58Wd5TmV1cTWF3k3sgLW7KLZXm6NHbqxW3M0GPl5QlwzWW84Flf55d-BHXW5Xygss5yzt8vV1NxQs3K6r_3W8mRB8Z2hN5MsVVRG2b7TgT-nW5LHflY2btWNCW3dtPhY1n0z3JW1chLck1Y0px3VKLtGw4HQlTkN8N_-RxfQYblN7MtNhPCyL99W18wH2t4LpRFcW4WZf7b8pWdgNW5f3Mwz3Zh5hTf83_BNq04 ) #samsales Consulting, #samsales, Hearndon, VA 20170, United States Unsubscribe (https://hs-8975235.s.hubspotemail.net/hs/preferences-center/en/direct?data=W2nXS-N30h-zNW36kTK_4pykmRW2xGGJ934zzvhW2vNKgX2TJ7tBW41SzHW30dgN9W3BWrZJ36tRR8W49Nq9j1Z9D9rW255Q-R3BYr2HW3SLYhM3jrsw8W2sK_rh34yhtNW43yykr43Df70W4fhDSp3VJ_mwW3SPM4f4hqnVqW3P5tsR1LpBzwW4mbnZY2sWfBmW3jbf1d2TGwK0W3NGhnS1LgwTjW20WxPH3H7KvxW1-_jYp43WGpTW2TCcS13SCp9SW4tdfDq2q-ZS6W41XdLL1SsN-7W3QLdyJ3Q--LXW2FSsw63jf_gWW2Fsh1x2CTz70W3SRYBT2MzNyyW1Vg_Q93_Kcm7W2TKtMq2-Dh_MW3LPFcB43HCpZW43lG6J21q2TmW3jrWWV36g9P4W3NF4911_l59PW2r8b1F2vXJg1W2zY6Yt3d38ZVW1T_CHt3Q_mDLW30LLLj38gkkvW3b23VR1Bd3fgW2t77wk3__d6hW4fJJgL2w3BRpW2sBB9w2PwzddW3_s1_p3Y0TmwW4czKcx2KRDmLW1Z00rb43GQ2MW3GVzm32TqHvpW2PPfNT2z-8kpW2FV-SV1XdjXLW4ftxYn43p_TCW2RL2R01--tDVW30rsXS1L71GNW2-v6RK3NT94fW2Cwp8P4pH0gHW4t4MLx1NxxJKW4fQ2KJ3jp1JvW4hc_xF2-CtYHW2CNCgG43PVn0f4fqgzv04&_hsenc=p2ANqtz--XcH5eteVJb6QKywhGdoXgiXqurB144czVNT92TMzcNU1qYaue-Hd_R-KVB51ZAiZyAA79XfaMzLnuu3MrHFzpZryGWw&_hsmi=400554906 ) Manage preferences (https://hs-8975235.s.hubspotemail.net/hs/preferences-center/en/page?data=W2nXS-N30h-zNW36kTK_4pykmRW2xGGJ934zzvhW2vNKgX2TJ7tBW41SzHW30dgN9W3BWrZJ36tRR8W49Nq9j1Z9D9rW255Q-R3BYr2HW3SLYhM3jrsw8W2sK_rh34yhtNW43yykr43Df70W4fhDSp3VJ_mwW3SPM4f4hqnVqW3P5tsR1LpBzwW4mbnZY2sWfBmW3jbf1d2TGwK0W3NGhnS1LgwTjW20WxPH3H7KvxW1-_jYp43WGpTW2TCcS13SCp9SW4tdfDq2q-ZS6W41XdLL1SsN-7W3QLdyJ3Q--LXW2FSsw63jf_gWW2Fsh1x2CTz70W3SRYBT2MzNyyW1Vg_Q93_Kcm7W2TKtMq2-Dh_MW3LPFcB43HCpZW43lG6J21q2TmW3jrWWV36g9P4W3NF4911_l59PW2r8b1F2vXJg1W2zY6Yt3d38ZVW1T_CHt3Q_mDLW30LLLj38gkkvW3b23VR1Bd3fgW2t77wk3__d6hW4fJJgL2w3BRpW2sBB9w2PwzddW3_s1_p3Y0TmwW4czKcx2KRDmLW1Z00rb43GQ2MW3GVzm32TqHvpW2PPfNT2z-8kpW2FV-SV1XdjXLW4ftxYn43p_TCW2RL2R01--tDVW30rsXS1L71GNW2-v6RK3NT94fW2Cwp8P4pH0gHW4t4MLx1NxxJKW4fQ2KJ3jp1JvW4hc_xF2-CtYHW2CNCgG43PVn0f4fqgzv04&_hsenc=p2ANqtz--XcH5eteVJb6QKywhGdoXgiXqurB144czVNT92TMzcNU1qYaue-Hd_R-KVB51ZAiZyAA79XfaMzLnuu3MrHFzpZryGWw&_hsmi=400554906 )

We're rounding up our top 20 LinkedIn hacks! View in browser (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxKv5n4LbW69t95C6lZ3pDW1sHY5r1CJHc1Mnn_-V8_TzGN1JVMXxn4nhwW6ztY1S7v3QzgW7sZjz75tN6l9W66gs8t3GzS-bM58h7X4p6DFW1myYgm6LGk6PW21Rqk_58xLVCW3v3l-q2dRLm3W1h7ZMd2DpMDSW4_Vwck8c8mVYW3mLT_h34lfF4W8v5tqJ8MDMKwW3KkW1C4d5RkgW6cK7p15yWN00W7Wb9-T805Mf0W7z9mjm5gkc92W1dylQc4wJmdjW7Mbttk6RXgtKN8ppDz7ZR1TcW624LmH8Vyhf-W6ZQyM-7nFs0JVjBz247hBDq0W7F8lj_8jGPyqW6v_j-m2nqT1kW1PZmqH1ZRwVRVk1rfz1MKJbjW8JSRbC7vqz5dW2J0_rL37gj3rN6Zv4hLZYn0PW91t4jZ1p7LytW37FJ_M9f7FqnW2WVdCP2LSckwVZty3-5ykRlHMbLXf2TwRRJf44MJ9K04 ) LinkedIn Algorithm Hacks (20 In Total!!) 😱 Your content might be well-crafted AND resonating with your audience...but then you upset the algo, and your post tanks anyway. 😩 If you've missed us screaming from the rooftops about how to use the LinkedIn algorithm to your advantage (where ya been?), buckle up for this roundup. Check out the sneak peek below, or pop on over to part one (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxLH3pyd0W8wLKSR6lZ3ngW8ZLQr54v_10wW4_NDhq5h-ktPW7YMS1H6VMjXgN1QdcYbjJYC3W1rMKZr81Z_ycW1BKy205J1mw4W3gd8422XFKyFW6-kj6G1zfb0WW8lHMNK7_g-t3W4pYyWy7gCc-lVc_1631nydZMW67wsd-8Kd9qlW8SRj5M995LslW91c_sH823GJbW3QBndV2F6pChW26Dg_52zTChCW11nSW135NcmZW3nhdzP2yqcWJW8VclnZ8t2yGtW6m65js5WtDyLVs6v2P7q3kH_Vz6nvx22twRLW1FWNsF9bsL09N3G0W_Dydd9TW172HGN5vsKr7W6zLw_S4GfQq6W6pbx5q2wk0ljW42SVWT4DMCYjf4-rS7b04 ) and part two (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxJW5n4LbW50kH_H6lZ3msW1L5kWh58pbTyW5s617d3rWlknW3WcvTl4qdTv2W57PrsN8HMsfCW85dMXl65bb7WW4x6LBx199LB7W5_lgJg2XJPRXW6yQ2m78H1VVVW58mS2K22CkgzW3rdzG_5hvXy7W7yHNz12BzHwCW5-fP9R5gDvJgW7mlvh_6lw0LGW96T2Jr3TX9jPW5DQW8K45_7KmW2JSY3f298PY6W7jl8vj8nBjSlW1dKss-2xS7PyW64qT4S1p4-JKW6RgTj32XNcH9W8BbfNQ3Yrc-PW4RcBPf7DjYT-W40QP3v6DMr8xW8Z9nXH4MX8kxW8Dg0z35lDsdNW2BRdH924StHzW3NCp9C3vNsBRW2D3Z2X3tv5wgW6L3-JQ4bqw1FW5z4w6V9cLVHrVVlyfD3tF2XGW7_0zSv8JT3GKf1Dcpz004 ) of our Top Algorithm Secrets. 👉 Editing in the first hour Don’t do it. As painful as it is to stare at a post for an hour with typos in it (is there anything worse?) hang tight. In an hour, you can go back and edit AND add your links in with no penalty. 👉 Deleting a post that has typos and re-posting within an hour Just don’t – let it sit, or delete it and post again after an hour. Algo Tips - Part One (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxLH3pyd0W8wLKSR6lZ3ngW8ZLQr54v_10wW4_NDhq5h-ktPW7YMS1H6VMjXgN1QdcYbjJYC3W1rMKZr81Z_ycW1BKy205J1mw4W3gd8422XFKyFW6-kj6G1zfb0WW8lHMNK7_g-t3W4pYyWy7gCc-lVc_1631nydZMW67wsd-8Kd9qlW8SRj5M995LslW91c_sH823GJbW3QBndV2F6pChW26Dg_52zTChCW11nSW135NcmZW3nhdzP2yqcWJW8VclnZ8t2yGtW6m65js5WtDyLVs6v2P7q3kH_Vz6nvx22twRLW1FWNsF9bsL09N3G0W_Dydd9TW172HGN5vsKr7W6zLw_S4GfQq6W6pbx5q2wk0ljW42SVWT4DMCYjf4-rS7b04 ) Algo Tips - Part Two (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxJW5n4LbW50kH_H6lZ3msW1L5kWh58pbTyW5s617d3rWlknW3WcvTl4qdTv2W57PrsN8HMsfCW85dMXl65bb7WW4x6LBx199LB7W5_lgJg2XJPRXW6yQ2m78H1VVVW58mS2K22CkgzW3rdzG_5hvXy7W7yHNz12BzHwCW5-fP9R5gDvJgW7mlvh_6lw0LGW96T2Jr3TX9jPW5DQW8K45_7KmW2JSY3f298PY6W7jl8vj8nBjSlW1dKss-2xS7PyW64qT4S1p4-JKW6RgTj32XNcH9W8BbfNQ3Yrc-PW4RcBPf7DjYT-W40QP3v6DMr8xW8Z9nXH4MX8kxW8Dg0z35lDsdNW2BRdH924StHzW3NCp9C3vNsBRW2D3Z2X3tv5wgW6L3-JQ4bqw1FW5z4w6V9cLVHrVVlyfD3tF2XGW7_0zSv8JT3GKf1Dcpz004 ) Video more your style? Whether you're a seller who wants to build trust with your buyers, a marketer who wants to catapult brand awareness for a fraction of your budget, or someone who wants to become a thought leader and industry expert in your space, we have the tools to get you there. For short videos that get straight to the point, check out our LinkedIn branding playlist on YouTube! Watch On YouTube (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxLH3pyd0W8wLKSR6lZ3nYW3BxjQc2dyBdFW7p62126t0yhGN6pGtPcRbKltW4Nxrsb8zMXtFW6CfGdP59H9yzW8dqYj55HJPgGVttWzk3xsQkmW1kDXpb6Mwrd0W3V6Xk250Hy7rW4Wd_Sy23-XZgV6pd2P6GSpdWVJZXN84BdsJSW2QVZgL7t-5cMW88sVqW8BZzn9VGr07S3QS579W54KHJ-3c7XDyW2zR-311bKNLMW1y5DMV3pn8TdW8_VWdz1bF3tkW1LJGZt2yrr5SW3pZ8XW1jCS9VW304zgH7x6fvQW95DT7b8Znd32W3VL9Q37w8TR2W48gG_V2D-KGTW8HBJMM7jV79VVWFhLB7s6krRW2txlpC9gwRSnf7JDS6C04 ) Interested in getting hands-on support from our team of LinkedIn experts? Learn more about our LinkedIn Executive Branding line of business, and peep real results from one of our clients below! 😍 Learn More (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxLH3pyd0W8wLKSR6lZ3p_W2VpJzQ47v0rGW2m-Dbg63RsH8W5P1XDS5ZPRFcW54nCt64YjcpNW3ddJ4W2QY4cRW7QFdT07Yy684W7BpXPb48hvqXW8-zFNS7Q2lpHW4Gt2F27TjxyyW9dLp_k7vXcL3W5LHFdd38YCvVW5Bgz0B6gSZlgW2YW5TS86gR29W2q2JXd7m9dLzW5d72Ms192zsXW786fzH8q2pS-W6WQpc82x7CC2N7lNwHmB9-gWW1lWfY64xbcLCW6L9kyD3m6Rg1VdMMSh10N4tjVCcf048SNNHtW7Sbh7H2ZkPplVJQDt1574FXmW6qTdd51MKFhyW2NYYzp6wjpFtW4vgtpR27rkWnW1DWXTQ1dPl0Wf46FtWd04 ) Ultimate LinkedIn Branding Playbook (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxLn3pyd0W7Y8-PT6lZ3mfN7Wbrjh_glB3W9kHQhM4yk-wxW8gSTdS8JzNvzW31XBVg4kwxffW9gXWmW8sfHkkW7BYzKX97JzjlW5vJbHp7bKQVwW74r-h44VVdQqW5JTRSg8jysw0W7mqQfm1KtldYW5Ht_Dl3_3wbVW1m9RgH3stT6TW9cvffM1SdcV0W8MpjtV6RTQNMW6wxwjY3RWP-pN16-1WrfCmRQW4Lhz6z4TPh3VW5fQQ2N99yYB2Vly07s3BMKWGN7qgVWJNQBZmN4d_33dTKwdpN2SqYbGczWP2Vqwy7d5rFVVnW3XwnXS5SRkghW2w6tY87FN5kxW5RrRjW2RcLS4f2Gqxs004 ) LinkedIn Button (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxL43pyd0W7lCdLW6lZ3mKN8g7fGTqzz8XW3Tp7Fs8xKwdjW6FvNHt8PGg-cW8R3fjr4Sm5SmW32Pgf68s2sxmW4M9xGL3DbKFLW6vP3vl4wvSgJN7nwTy9NdgsxW99jnFT3Fh-4RW19xl5w6n0PTkW4Dm3RC7fMzKVN1cjSM0ZzqtVW2BynyT2th5L5W3KZw-n6X0F5mW5sg_3H8bzTpxW5SBcg93J5XKJW64-ynD5xn9lzW3vdDjT1V_pljW58cl942V6RkMW7f7g3P39Nqd0V2gM3N8bJ8MDW5s2d2s7RF46kW8BtDmk8P_ffJW6pv1Mv1Wvqgrf56r_ZF04 ) Email Button (mailto:smykm@samsalesconsulting.com) Website (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxL43pyd0W7lCdLW6lZ3m5Vw6n855tPjQ_N80NsGCCFbrqW645n5X3Qh5X0N1XFVSh49mg5W1Zt-b99dBN_xW8WDmQH8D5xK0W4mtQ724v8BH-W2NTqfH2xycm6W4Xkg5V41Lx3jW5v0LPD5q0ZPFW8NCS8B3n3pYHW46V2Dr6zmm79W6ZS9ny4vXzbMW42nmDy18Sz6TW89Zmnb49GFQPW7D8SQv329NX0W8BxWVP1yN9N3W39K45Q2jR_TGW6Z1f1d788HysN2M8MlXtJbHhW8My5TZ3nPrHkW1tNgNw95rX65W73xZXS1g0VSqVpMKjP6GNJbtf2KPpkK04 ) YouTube (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWf4Vf2tCpCbW1lg7fL3mqwvdW78L4Hk5Jx8kyN4qMxLn3pyd0W7Y8-PT6lZ3m_W5s-Vkw6TFvVQW2BRGgN4ZcbH_W3h9ZMJ6PYxcKW5RzpG_8v_9lnW6dHJ8r8l_QCfV5_X366x09DgW3ts1_l2nLB_rW7d0cRL2M_hrVW8S5VZD7lynp4W4HFPrQ53ZhK8W2XPt046f2s5jW6kz5zr64KhRSVs6N7N92vSlvVztrPR6jGMHWW2pwj8h5sYgNSW7vmChG5jlTWYW3FnlRM3wpF4wW2J4J065jC2mLW15vvZv3RzzTzW8GlR3g7jX_PhW82DLtB2d5gDxW14fvmN4jYhxkW5PfCd01D4Ht0W77Ck7d1MPtgpW1fLJDf4nChjYW8JtH_m3JRbkqf1D5C2R04 ) #samsales Consulting, #samsales, Hearndon, VA 20170, United States Unsubscribe (https://hs-8975235.s.hubspotemail.net/hs/preferences-center/en/direct?data=W2nXS-N30h-zvW3_XXQd32B77xW4hxhRJ43zh9RW47Rt2q4tl_3_W3bkTxy3VBQ78W3_L2tM4kmjNjW3Chdxq45FMBhW43QHpq4pjSpvW4kLkRK2Fr564W3XPQ_q3NWg8rW2t1FNw4p8-jJW2sNxL91N4Qz4W2KFfrp47RZcFW2WGpr-3F4yhLW3BNHFh2KxV5TW2MQgkq3dj1XPW3LQmLP4hpCLQW2-qtM-45CCg4W1Nh-Bt2qMW30W2y2-Rv4hfJKJW4hLtY638wj4bW3Qz-6v2-N8McW1_qDNW3jvpw3W3W38Jh2YlSKfW3F1cwB23mk4VW2t74Tt2KFkzBW24WZCR2FWnx-W1BDj7T2KG_t1W2y2y_L3_vZcsW4tz_TP367qYQW41FJ4B2qStsBW3QC6-S2xZ9dvW2MLVVq1_t89PW43yZV_2nZ5kJW2MmXL92Myvs8W4cyVK94kMCp6W4pK0rP3df8xPW3F7w4T4kK3m3W3fYJys4mGNjrW1LqQvW3FgxNgW1Qfk674fcsBZW2y0S5Z3Zt_-HW3SQbd71N2dMQW3Zx0c13XP0s0W41Znnf2WqnS_W30FH9634h7lbW4pyHBX36gYb1W257YZN3XLV-9W4pxVdH3NSk7RW2KJ9y-1ZfmmWW2MN_2j2-fMB5W47N_Ch1X6rWqW2RNb-X1X1t-YW1Z9_Ks1S1sHXW3LXdSd43ZCt9f1BwSC704&_hsenc=p2ANqtz--97CrYclWz3NfXtWMSTH1Z3EnZgvBrzYbFPk4TWKItcuJO-t9gSObbwGxPJEvGV76Ds7_Z-s30vaP4p-TosbvYqAdsvw&_hsmi=399372364 ) Manage preferences (https://hs-8975235.s.hubspotemail.net/hs/preferences-center/en/page?data=W2nXS-N30h-zvW3_XXQd32B77xW4hxhRJ43zh9RW47Rt2q4tl_3_W3bkTxy3VBQ78W3_L2tM4kmjNjW3Chdxq45FMBhW43QHpq4pjSpvW4kLkRK2Fr564W3XPQ_q3NWg8rW2t1FNw4p8-jJW2sNxL91N4Qz4W2KFfrp47RZcFW2WGpr-3F4yhLW3BNHFh2KxV5TW2MQgkq3dj1XPW3LQmLP4hpCLQW2-qtM-45CCg4W1Nh-Bt2qMW30W2y2-Rv4hfJKJW4hLtY638wj4bW3Qz-6v2-N8McW1_qDNW3jvpw3W3W38Jh2YlSKfW3F1cwB23mk4VW2t74Tt2KFkzBW24WZCR2FWnx-W1BDj7T2KG_t1W2y2y_L3_vZcsW4tz_TP367qYQW41FJ4B2qStsBW3QC6-S2xZ9dvW2MLVVq1_t89PW43yZV_2nZ5kJW2MmXL92Myvs8W4cyVK94kMCp6W4pK0rP3df8xPW3F7w4T4kK3m3W3fYJys4mGNjrW1LqQvW3FgxNgW1Qfk674fcsBZW2y0S5Z3Zt_-HW3SQbd71N2dMQW3Zx0c13XP0s0W41Znnf2WqnS_W30FH9634h7lbW4pyHBX36gYb1W257YZN3XLV-9W4pxVdH3NSk7RW2KJ9y-1ZfmmWW2MN_2j2-fMB5W47N_Ch1X6rWqW2RNb-X1X1t-YW1Z9_Ks1S1sHXW3LXdSd43ZCt9f1BwSC704&_hsenc=p2ANqtz--97CrYclWz3NfXtWMSTH1Z3EnZgvBrzYbFPk4TWKItcuJO-t9gSObbwGxPJEvGV76Ds7_Z-s30vaP4p-TosbvYqAdsvw&_hsmi=399372364 )

Get ALL the intel with our playbook! View in browser (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWbng86ztHd_VWHP1z3p63gnW15bp5B5Jf8d5N3Lg88T5n4LbW7Y9pgv6lZ3m3W7Lkdjf70GNfhW57PqPF4_rvFSW28GVw65WMFMSVjLgVw7WXJGYW4-HvJZ1J4L0sMfcN5BxJtwvW3FRmc63G2y37W6P-zwZ3C0NmMW6VR6bz8DXd_gW1HH2K549PjTCW4Jn3vV2rsH9jV_5l3v4gmwyrV-2_t08YsNWWW54n67g705Gp1W53ZyXr6QLbCsW15q_n55fNr7DW1JxJJG3CTs5SW64wq5L3bT67hW476ZvH2pd34nTnk9j3xMTgNW2wmKk66NDMfJW3dfhn06Djqt-W1v1HPh85lJzlW1stVDW8lscY-W7PqRdp7GHpghW9g_6452ZZYZZW8MpVbb6VQSWKW3xsJcN5mr0GhN7l2l55hQ0GgM2L6PT6z8M_W1cgGnL9b4gX6N4qwLKm2NjLKW6w_VC850rHr4W5yWDKm47msY9W5l3DW474WNkbN5jwRgMQ0y5mW1qvdKt8mLjwnVL5P7-22sp0GW8qCQGS4w8HMWW8twb374kJQxvW8TH2gK4HyZ5-W3HrK7t7T97c7f3fYn2H04 ) Your #1 Job On A Discovery Call A seller posed this question during one of our client trainings: I don't yet feel confident on how to guide discovery calls - I ask a firing range of questions and am not sure what else to say. Which can make your discovery calls feel like an interview. So, outside of the first disco question (you can find that in our Discovery Call Cheat Sheet (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWbng86ztHd_VWHP1z3p63gnW15bp5B5Jf8d5N3Lg89s3pyd0W95jsWP6lZ3nhW6rGkd88-b7T8N5hJJQHJs43hW8CMnQS8XXgGDW8CtgbP36SN-2W6wKs8T8kKckyW1wMVtw2dkLSSW200JWg4jR4l4W6ycsLh4x83QLW5H98ZK1nBsxhN1SybDRHNvz_VkR0tC3qdvxpW3XKDMC6v6RK4W7H5xDn2nR80QVsbL-F1SbRNfW7T1Wz44ZMm1mW7tgpPP3d66bxN8Mm3C9drr-hW8NV5Kv19mxn4VTJCft2djcpDW3yZ8K8914t9YW6KTV3W7bgXr8W7-LC3l8JVKNcW7XbTRQ5TNLB1W8LQ9-h2PFXBxN8bmnknXK9b8W7cn2GQ7Y5zsZW8RmyXm5PXBPzW4gNVVp8Vmn4mW3nDNRX17mg5BW2HHSKP8DPb_8f844PlR04 ) ), think of it like this: Develop a firm hypothesis on your client's problems. Most of our clients share 80% of the same challenges, with 20% being unique nuances. Your job on that call is to: A. Pull their rip cord on the stream of consciousness that flows from the initial question you ask B. Use the 2-9 minutes they just gave you to ask questions that fill in the 20% gap In our case, we ask something like: "Tell me more about your email open/reply rates, what's missing there right now...?" THEN, listen and ask an active listening question: "Got it, and who wrote your cadences...reps?...enablement?...PMM?" AND THEN story-tell, tie it back to similar clients which not only gives us an opportunity to educate on our process and expertise, but it also gives the prospect a win. Even if we don't end up working together, we've shared a bit of knowledge with them and hopefully made their time worthwhile. When you start to master B, your ping pong of questions leads to long-winded replies, which allows you to story tell, which gets them to open up even further and keep talking. (You see the cycle, here?! ♻️😎) Skip To The Discovery Call Playbook (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWbng86ztHd_VWHP1z3p63gnW15bp5B5Jf8d5N3Lg8983pyd0W8wLKSR6lZ3mDW4fQwT422Yj0HVt22zq2BwKwnW2Yjt307XqYSzVJbsqg9cb3jHW6GThpS33MZg_W28Y45w53bRp2VJxfSs8n2dMTVvK4PH5VCbLQW1kDW704PxyBcW39sXwd1s0TVFW1bf4GY7PKlYDW2_DZNz3Jylz7W50MwM349KHcdW1qg1Jc27YwwrW4wwxY-5Ws57cW4T7kPy15dD57W287xDt1nJx_1W3vl9f11jFzvdW5Wm3MJ2YQvD8N6936TxlbN4xW5l1Cq769kskRW65g6Jz3T_rC3W1Kd2c71_FvVBW8F10l71FNW3QW6KVm-K3Zq6BvW1Qy2Xd83zWbKW7pKKbf5hzx_2W8wQktF6btQyxf2clBHR04 ) Check out two different screenshots taken using Salesloft (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWbng86ztHd_VWHP1z3p63gnW15bp5B5Jf8d5N3Lg88T3pyd0W7Y8-PT6lZ3kTW8h1-Vw8BX3c5W3_zB_C7jfgPJW7JhmBP4TdkMDW6dHcvx8K7_0GW5rY_jn7Dv269W2GJbSd6qdjnfW2GTrWD66sYbrV2MchQ8f26d6W1DkMDm1WsXsbW6pkNl_4758dwN7w-Qnn9-b9pW8xvw9z3sf29BW5_C3cP6dBhZFW76HDnH2C293GW8pPjcB6QPjVQW5m4Prj8zvrNBW1t-gVC1SZ-ngN8f1m_4m8TfbW1wL_kM7lxWNKW7ly_RM8DgDXlW4pwwC06P2L98W518LTX49r2x_W6lFzzS7r-c_6W22SSy76hfHzhV66gZ44Q2cKnW5PcZpf3BdqHCdQ2DQP04 ) 's Conversations tool: In the second screenshot, Tom likely heard 2 minutes of what Jenny is looking for and tossed up a product demo because he heard a buyer challenge he could solve. In the top screenshot, Tom made the call all about the buyer, and very little about himself. Your job on a discovery call is to solve, not to sell, and you can often only do that if you make it about the buyer. Get The Discovery Call Playbook (https://d12-Y304.na1.hubspotlinks.com/Ctc/5E+113/d12-Y304/VWbng86ztHd_VWHP1z3p63gnW15bp5B5Jf8d5N3Lg8983pyd0W8wLKSR6lZ3mDW4fQwT422Yj0HVt22zq2BwKwnW2Yjt307XqYSzVJbsqg9cb3jHW6GThpS33MZg_W28Y45w53bRp2VJxfSs8n2dMTVvK4PH5VCbLQW1kDW704PxyBcW39sXwd1s0TVFW1bf4GY7PKlYDW2_DZNz3Jylz7W50MwM349KHcdW1qg1Jc27YwwrW4wwxY-5Ws57cW4T7kPy15dD57W287xDt1nJx_1W3vl9f11jFzvdW5Wm3MJ2YQvD8N6936TxlbN4xW5l1Cq769kskRW65g6Jz3T_rC3W1Kd2c71_FvVBW8F10l71FNW3QW6KVm-K3Zq6BvW1Qy2Xd83zWbKW7pKKbf5hzx_2W8wQktF6btQyxf2clBHR04 ) 👆👆👆👆 #samsales Consulting, #samsales, Hearndon, VA 20170, United States Unsubscribe (https://hs-8975235.s.hubspotemail.net/hs/preferences-center/en/direct?data=W2nXS-N30h-LYW34l-x343JTc6W2zG73V1ZqRMgW3SHxQ145TmfBW233_GR2F-CVwW3F4CmT1QB7pBW1Z8k181Q51hBW2YlSy63P7wcdW43BBkP4hhpc3W3SRRCQ3LHP9VW3Xv-cq3dwHZXW4rqrGs25fM2fW2MTZZK3gsyNmW3_Ty5J3293DRW4kgnGH2nHvr0W3Y0SSM3SPkTqW30t6Mh3GTLz5W3yQD6Q49vnVwW3VzXbV4pmnPRW47lhJK218mz7W3W38Zx2vM7Y5W3LS3M13837BJW1Vnr5z45lTCqW3ChHML3271CRW3ZYxFs233zGmW36F-nt3JWdfbW3dvNJV2nFsTWW3W3YXG4hrlfdW1Nz-y43z2t1TW3_Hz8f49S7z0W3bj_pd1_l1MxW364xXg4mpfSQW1QsB8Y3F0tF3W30v0qp1NlvcpW3XK9V343QDNkW3z1dvJ4fLMBqW32HC5B365Tc5W45BNYt2HDhpbW2zNlwt1BL7vPW1X0D-D2-HzmNW3JHxqd3VG62hW1BMP9n41GVFpW25cFfs3_YlLnW2nGgpp1QjH7-W3JShTN47R43jW4cg_s42-s_F-W47lkgs3ZDvwlW1L5RNQ2MMln1W43GlQJ30bZbRW2WKhDj1_dGHTW2CXRqf3ddj4YW1Q2VBm1L7Xw1W3P3jF6251CwBW3SMK3V25fh-nW2r8ZRc2vP-vxf1Nx4R204&_hsenc=p2ANqtz-_8QElQVpzSkIMrzro2Hy2ifXGBntew4SBLYIiG-ryofeDCSZLg4zAzLdSXkuhd8bSIWw3iaymDc9K8D26fIjYzOBLYog&_hsmi=398151525 ) Manage preferences (https://hs-8975235.s.hubspotemail.net/hs/preferences-center/en/page?data=W2nXS-N30h-LYW34l-x343JTc6W2zG73V1ZqRMgW3SHxQ145TmfBW233_GR2F-CVwW3F4CmT1QB7pBW1Z8k181Q51hBW2YlSy63P7wcdW43BBkP4hhpc3W3SRRCQ3LHP9VW3Xv-cq3dwHZXW4rqrGs25fM2fW2MTZZK3gsyNmW3_Ty5J3293DRW4kgnGH2nHvr0W3Y0SSM3SPkTqW30t6Mh3GTLz5W3yQD6Q49vnVwW3VzXbV4pmnPRW47lhJK218mz7W3W38Zx2vM7Y5W3LS3M13837BJW1Vnr5z45lTCqW3ChHML3271CRW3ZYxFs233zGmW36F-nt3JWdfbW3dvNJV2nFsTWW3W3YXG4hrlfdW1Nz-y43z2t1TW3_Hz8f49S7z0W3bj_pd1_l1MxW364xXg4mpfSQW1QsB8Y3F0tF3W30v0qp1NlvcpW3XK9V343QDNkW3z1dvJ4fLMBqW32HC5B365Tc5W45BNYt2HDhpbW2zNlwt1BL7vPW1X0D-D2-HzmNW3JHxqd3VG62hW1BMP9n41GVFpW25cFfs3_YlLnW2nGgpp1QjH7-W3JShTN47R43jW4cg_s42-s_F-W47lkgs3ZDvwlW1L5RNQ2MMln1W43GlQJ30bZbRW2WKhDj1_dGHTW2CXRqf3ddj4YW1Q2VBm1L7Xw1W3P3jF6251CwBW3SMK3V25fh-nW2r8ZRc2vP-vxf1Nx4R204&_hsenc=p2ANqtz-_8QElQVpzSkIMrzro2Hy2ifXGBntew4SBLYIiG-ryofeDCSZLg4zAzLdSXkuhd8bSIWw3iaymDc9K8D26fIjYzOBLYog&_hsmi=398151525 )