Episode Notes: Sales Momentum Podcast
Episode Title: Setting Roots and Driving Sales Success
Host: Howard Wolpoff
Guest: Sandra Antoun, Director of Sales & Marketing, Vintage IT Services
Overview:
Welcome back to Sales Momentum! In this episode, we explore what it means to truly set roots at a company, developing not just personal sales success but also playing a pivotal role in shaping the sales and marketing strategy of the entire organization. Our guest, Sandra Antoon, has been with Vintage IT Services since 2009 and has played a key role in its growth. She has been recognized as the 2023 CRN Sales Executive of the Year, a 2024 CRN Exclusive Leader, and a Power 100 Honoree.
Sandra shares insights into building long-term sales success, integrating sales and marketing, and leveraging technology to enhance client engagement and retention.
Key Topics Discussed:
1. The Power of Longevity in Sales
Sandra’s journey from sales executive to Director of Sales & Marketing at Vintage IT Services.
Why staying at one company can provide stability, deeper industry knowledge, and opportunities for leadership growth.
The value of strong company culture and leadership in retaining top sales talent.
2. The Evolution of Sales & Marketing at Vintage IT Services
How Sandra helped shape the company’s sales processes and marketing strategies.
The importance of sales and marketing alignment to ensure consistent messaging and customer engagement.
Leveraging data to understand client needs and adjust outreach accordingly.
3. Leveraging Newsletters as a Sales Tool
How Vintage IT’s weekly newsletter has been running for over 20 years and reaches 29,000+ recipients.
The importance of mixing industry content with engaging, value-driven topics (e.g., music, local recommendations, nonprofit spotlights).
How tracking newsletter interactions helps identify sales opportunities.
4. Utilizing LinkedIn Newsletters & SEO for Growth
The advantages of LinkedIn newsletters in expanding reach and engagement.
How Sandra optimizes SEO and digital presence to drive inbound leads.
The impact of third-party recognition and industry accolades in boosting credibility.
5. Client Engagement & Retention Strategies
The ‘Warm 250’ strategy: maintaining relationships with former prospects and past clients.
Understanding pain points and tailoring follow-ups based on client interactions with marketing content.
Why world-class service is key to long-term client retention and growth.
Key Takeaways:
Longevity in sales roles can lead to deep industry expertise and leadership opportunities.
Sales and marketing must work together to create a seamless customer journey.
Consistent, value-driven content fosters engagement and uncovers sales opportunities.
Tracking digital engagement can provide valuable insights for targeted outreach.
Leveraging industry recognition enhances credibility and attracts high-value clients.

We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game.

Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership.

Click https://www.HowardWolpoffSWC.com to address sales coaching.

👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better!

Keep pushing forward, keep evolving, and keep making those sales! 💥