Episode 178: Samantha Price on Becoming A World Class Sales Professional Through Obsession, Being Relentless, & Following Your Gut

Samantha Price is the top Global Strategic Account Executive at Persefoni, the leading Climate Management & Accounting Platform (CMAP) for real-time management, analytics, & disclosure. In her capacity as AE, Samantha works primarily with Fortune 500 organizations to bring their disparate climate data into a centralized platform. She helps companies measure, manage, report, and decarbonize their carbon emissions. Samantha is also a hot yoga junkie who races in triathlons and wishes she could spend every weekend camping and exploring.

Today, Samatha joins the show to share her sales origin story and how she actively works to get at least one percent better each and every day. Samantha shares the top three things she attributes to her success, including her obsession with honing her craft, reducing friction in the Sales process, and being relentless. She expounds on one of her favorite sales stories, one that is actually based on a deal she lost. In this story, Samantha explains how through the process of becoming engrossed in a deal she ended up falling in love with working with her colleagues. In the end, her own personal growth was the real reward despite not having won the deal.

Samantha and Scott engage in a rich discussion on the topics of Imposter Syndrome, learning through failure, and motivation. They talk about family, balancing a career in Sales, and constantly striving to learn more from top sellers in other organizations. Finally, Samantha provides her own actionable challenge to the audience to improve themselves and their results. She challenges listeners to purchase the book, The Jolt Effect, to expand on your knowledge of sales. She also highly encourages them to go out and find the top voices on LinkedIn who are making an impact in their respective industries. When you’re in a Sales evaluation, buyers can feel your passion. So, if you’re bringing new and creative ways, it becomes contagious and is a really powerful tool.

What We Covered:

00:01 – Scott thanks today’s sponsor, The 2024 Sales Success Summit
00:45 – Scott welcomes to the show Samantha Price
01:15 – The top three things that Samantha attributes to her success
01:40 – Number One: Obsession over her craft
05:17 – Number Two: Reducing friction
06:50 – Number Three: Being relentless
09:26 – Striving to be ‘world class’
10:46 – Samantha’s sales origin story, her role at Persefoni, and the results she’s achieved
17:53 – Ikigai and following your gut
22:18 – What Samantha would do differently if given the chance
28:07 – Samantha’s favorite sales story
31:34 – Samantha expounds on the idea of falling in love with working with her colleagues
33:41 – Imposter Syndrome
37:40 – Scott and Samantha talk all things family
39:51 – Samantha’s proudest accomplishment
47:01 – The Marathon of a Sales Year
48:26 – The most challenging part of Samantha’s role
54:00 – Samantha takes the audience through a typical day in the life
59:27 – Samantha’s information diet and tech stack
1:04:50 – Samantha’s sales style and philosophy
1:06:03 – What drives and motivates Samantha
1:07:43 – One of Samantha’s beliefs that the average sales professional would think is crazy
1:09:03 – Samantha’s approach to generating pipeline
1:11:31 – An average sales professional’s belief that Samantha thinks is crazy
1:17:59 – Advice Samantha would give to an upstart sales professional
1:19:42 – Advice Samantha would give to a struggling sales professional looking to find that next level or a professional who has lost their motivation
1:23:55 – One thing Samantha would want to know about top sellers in other organizations
1:25:12 – Samantha shares some of her own personal Sales strategies
1:27:22 – Samantha inquires about the upcoming 2024 Sales Success Summit
1:35:10 – Samantha issues an actionable challenge to the audience

Tweetables:

“I’ve really just leaned into however I can reduce the friction for the people who are evaluating the software, that’s where I really want to lean in.” (06:00)

“My whole life I’ve just loved getting to know people, like one-on-one conversations, let’s get to it, tell me what you’re thinking. I just had this curiosity to get to know people better.” (12:17)

“Since then, I’ve always just continued to invest in my growth. I love learning and this is such a beautiful opportunity to learn and grow. I never invested in myself until taking this job at Persefoni. So that’s like a decade of opportunities I could have used to learn more.” (23:58)

“Part of Imposter Syndrome is just putting yourself out there knowing that you’re going to fail and being okay with that. And, if the people around you are brilliant, good people, they’re going to be fine with that. That’s not going to be an issue. They’re just going to want to see that you self-reflect, and you learn from that, and you continue to grow as a professional.” (34:45)

“I think ‘owning it’ when you make a mistake is so powerful because people just really appreciate it and it makes you human to own your mistakes. And when I see other people own their mistakes I’m happy and appreciative that they’ve owned it because we’re all going to make mistakes in life.” (50:53)

“So, really utilizing and tapping into their network on what we’re offering I really think has been the most powerful part of prospecting and has led to me closing some of the biggest deals to date.” (1:09:25)

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