Women in Sales Round Table (Pt. 2): Gatekeeper Hacks, AI vs. High-Touch Sales & Knowing Your Worth

In Part 2 of our Women in Sales Round Table on The Paycast Network, host Chase Gunnell and Steven Morris sit down with merchant services leaders Lynn Soram, Tina Waldrop, and Raquel de la Fuente for an unfiltered conversation on B2B sales execution, mindset, and industry shifts.

Key Highlights

• The "Sell Me the Duck" Challenge: An impromptu masterclass in consultative sales positioning and creative persuasion.

• Quota Attainment Realities: Breaking down data on why female sales professionals excel in complex B2B sales cycles through active listening and empathy.

• Winning Over Gatekeepers: Actionable tactics for turning gatekeepers into internal champions and strategic allies.

• Career Lessons & Mindset: Overcoming cold-calling anxiety, knowing when to walk away from bad-fit accounts, and prioritizing personal development.

• Motivation vs. Complacency: Maintaining drive after achieving residual success and building a long-term business legacy.

• The Future of Merchant Services: Why automated AI systems cannot replicate the high-touch, 1-on-1 personal relationships required in payment processing.

Episode Breakdown

• 00:00 - Sponsor Intro (DejaVu Payment Technology)

• 00:45 - Panel Introductions & Wishlists

• 01:30 - The "Sell Me the Duck" Pitch Challenge

• 03:45 - Sales Trivia: Male vs. Female Quota Attainment

• 04:55 - Turning Gatekeepers into Best Friends

• 07:10 - Advice to Our Younger Selves & Handling Rejection

• 09:30 - Avoiding Complacency & Staying Motivated

• 12:05 - Payment Industry Future: AI vs. High-Touch Sales

• 16:20 - Panel Wrap-Up

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