Adapt a Game Plan to Win
Tangible tactics, playbooks and tips - amidst uncertainty - to help you win
🏆 May the odds be ever in your favor…
This week’s newsletter is something I’m stoked to share. Some key tangible tactics and guides to help us win - in a new and uncertain sales future. How do you Adapt to the new sales environment? Tactics to get budget despite economic uncertainties? And an AMAZING B2B Playbook to help us reset or benchmark from.
Plus - excited for the first of many weekly “Mindset Matters” features where we include a snippet of motivation from sports psychologist and mental performance coach, Riley Jensen.
Let’s win!
If you find this newsletter valuable, consider sharing it with friends 👊.
STRETCH SHARES
How to Adapt to the New Sales Environment: A 2-Step Approach to Navigating COVID-19 🦎
As salespeople, we’re naturally resilient. Every day we recover quickly from the many rejections we receive from prospects, clients, and the market, only to hop on a call and get rejected again.
It’s part of our DNA to keep going despite adversities. Our current situation is no different.
No one saw the coronavirus crisis coming, but that doesn’t mean we have to let it beat us. More than ever, it’s time to roll up our sleeves and tackle the situation.
Sales Hacker shows us how you can adapt to the new sales environment brought on by COVID-19, so you can continue to serve your partners, clients, and team members in this difficult time.
How to Secure Budget in the Age of COVID-19 💰
COVID-19 caught everyone off-guard. As sellers, it’s critical that we move quickly from being reactive to proactive.
How exactly will you navigate these delicate conversations and give your pipeline a fighting chance? Devin Reed with Gong gives us some great tips in THIS post.
Tip #1 - Think Like a CFO
Tip #2 - ALWAYS Lead With Empathy
Tip #3 - Move the conversation from email to phone
Tip#4 - Prep your champion to secure budget
*Bonus: CFO Letter Template you can send to reps to send to CFOs…
B2B Sales Playbook for VPs of Sales📕
Just stumbled on this amazing deck for VPs of Sales. Details, definitions and insights on everything you need to build out your sales playbook.
Includes proper structure, process recommendations, pipeline generation, compensation options, channel direction, creating a strong sales culture, tips for scaling internationally, case studies, key metrics to track and everything I wish I had as a Stretch VP and a great reference for me going forward. Great work Balderton!
STRETCH SNIPPETS
How well do you really know the product you are selling? I mean, be honest?
Don’t leave the price conversation until the last minute.
5 Habits of Highly Effective Sales Leaders!
STRETCH VP POST 👇
Castro Is For Closers
One of the things that has worked for me to tackle the never ending to do list while sharpening my own saw – is listening to an evolving Podcast collection (My Top 10 Podcasts for VP of Sales HERE) while going for a quick morning or lunch run. I often return back with new ideas, thoughts and motivation to implement a new idea or tackle a challenge with a different perspective and attention. Shout-out all you Podcast creators!!
But…here’s the deal. Podcast players suck. Seriously. I’ve tried them all. If its in Apple’s App Store – I’ve tried it. And for one reason or another – inevitably couldn’t adopt it and left me feeling like there was a huge opportunity for someone to step up and change the game. That is until I found CASTRO!
Which leads me to this slightly off-topic, unpaid for and un-sponsored (yet) post on why Castro is for Closers! And why, if you love Podcasts as much as I do – you should check it out.
Mindset Matters 💡
New Feature: We’re excited to start a weekly feature where we include a snippet of motivation from sports psychologist and mental performance coach, Riley Jensen MS.
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights and experiences as well as best practices to overcome common hurdles, obstacles and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader or content producer in the SaaS space? We’d love to have you contribute. Contact Me HERE.
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