331 - Mastering B2B Sales: Expert Strategies for Landing and Expanding Deals with Christina Brady

Today’s guest is a seasoned revenue leader in the SaaS sales space with over 16 years overall experience and 10 years of executive leadership. She has a unique background as a musician and artist that I’m excited to dive into and see how that has impacted her approach to sales. Christina Brady is my guest, in addition to being a seasoned revenue leader she's the host of the Taking the Lead Podcast and the Head of Development for Women in Sales. As a former artist, musician, and improv performer, she has a genuine passion for building culture, coaching & developing leaders, and producing top-performing Sales and CS teams across small to enterprise organizations. Christina uses her experience, data driven approach, and people first mentality to impact and support SaaS organizations across the US. On a daily basis, she is energized by the opportunity to help companies of all sizes grow and make a worldly impact. Show Notes: [2:49] - Christina’s unique background has helped her in unexpected ways in B2B sales. She shares her arts background and the similarities between art and sales. [5:57] - Even though she went through unsuccessful sales while working in insurance, Christina learned that she loved sales. [7:56] - She learned that you can have the intent on helping somebody and your intent is pure, sales will be successful. [10:19] - Infuse your intention into every part of your sales process. [11:48] - Your intent will be very clear to prospects. [15:06] - It’s not the pressure to perform that is the problem. It’s the pressure of what will happen if you don’t. Fear shuts the brain down. [17:34] - If you are in a high pressure situation, Christina gives the suggestion to bring it to the attention of leadership. [19:50] - The most critical thing you can do to build a relationship is to listen and understand. [21:28] - Show the physical cues that you are listening. [23:27] - Christina gives examples of ways to prove that you were really listening. [26:22] - Decisions are made in one of four ways. [27:50] - Kinder prospects are actually harder to sell to. You can give people the opportunity to say no and that it is okay to do so. [31:19] - That landscape is evolving. Christina says to seek balance. Connect with Christina: Taking the Lead Podcast Women in Sales Website Christina Brady on LinkedIn Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind