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

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 Make sure to follow The Paycast Network on Spotify and leave a 5-star rating to support the show!