Back to Basics
tactics to re-engage, progress, and propel deals forward
Hey there friends-
I’m excited to get back to basics this week by sharing a few things that stood out to me. Check out these tangible tactics, and insights to drive deals forward.
In this week’s edition of Stretch Weekly -
Steal, modify, or clone my VP Re-engagement Sequence to help get those gone-dark deals out from the shadows
Plus - sales-focused snippets to re-engage, progress, and move things forward as a sales leader.
THANKS for reading!!
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
We’ve all seen it. You’re in a deal review and what once was a promising opportunity with momentum has stalled, or worse yet, come to a screeching halt.
There’s no shortage of tips and tactics to try, but as a leader, I wanted to share something that has worked for me.
I’m batting close to .800 with this one. I’ve used it at my last two companies and now my current one with similar results. I’m not saying it's a surefire way to turn a stalled deal into ACV, but a quick no is always better than a long, drawn-out maybe or the unknown.
And that is the intent here with my VP Re-engagement Sequence — to get an indication of where the deal stands and how, if possible, to move forward.
Now, I don’t know the psychology behind why this works. But a few guesses:
Perhaps prospects feel they can be more transparent with me than directly with the rep. I don’t love it, but also don’t really blame the sellers themselves.
Customers then feel like they should defend the rep’s hard work and good standing with their manager
Contact has had enough emails, calls, and voice messages and finally sees the chance to set the record straight without fear of damaging a relationship
But hopefully, when all is said and done, there’s some real clarity that will propel movement forward toward deal progression.
So here it is. Steal it, clone it, modify it, and use it yourself and let me know how it goes.
🪦 There’s a goldmine in the graveyard so start digging. I loved this phrase from Amy Volas talking about working closed lost deals.j
🔎 Check out this amazing post from Sam McKenna on how to best use Sales Navigator to become the ultimate prospecting and sleuthing tool.
👀 Kevin Dorsey says a closers number one job is to Create WANT. How do you create want?
Create dissatisfaction in the now.
Find out their ideal future.
Find out the impact of the bad stuff now and the impact of the ideal future.
CTD - Connect the dots. In the entire sales process, you never stop connecting back to the bad now and the ideal future
Proof. Show them people that were like them AND got the ideal future they want.
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. Just reply to this email and I’ll be in touch.